Dipen Dhruv

Summary

Dipen is a highly motivated, competitive and quality-driven senior management executive with over 25 years of experience in sales & practice management, global program and project management.He has consulted for clients in various countries around the APAC region (Australia, New Zealand, China, Singapore, Hong Kong), US, Europe, Middle East and India. Dipen’s business, technical and effective communications skills, combined with a willingness to learn, have facilitated his success.

As a leader Dipen has provided guidance and encouragement to his team and fostered creativity and teamwork, resulting in a sense of team pride and accomplishment as well as client satisfaction. Dipen’s management style is open and consultative he enjoys the challenge of building and leading teams. Dipen has managed multi-national teams that have spanned across various countries.

In his current role as the Regional Sales Director, Global Sourcing, Asia Pacific, Dipen is tasked with the challenge of creating the awareness of ‘Blended Delivery’ as a delivery option internally as well as working with the sales team to sell this approach across the customer base in APAC.

As the Regional Sales Lead, Dipen engages directly with the sales, pre-sales & solutioning teams, resource management, and operating units to facilitate activities enabling the seamless and timely integration of a ‘Blended Delivery’ model into every aspect of sales, delivery and support of the proposed solution.

Dipen involves himself in the pre-sales efforts, client interaction and site visits, solution design support, vendor management and pricing, as well as any other area of support empowering the business units to move towards a balanced global delivery model.

Prior to joining Unisys Dipen was the Program Director for Upgrades at Oracle/PeopleSoft where he managed the Application Upgrade business for Oracle leveraging the Solution Centre and the Global Delivery Model concept as the cornerstone for delivering upgrades; Dipen took on the role after having managed the Solution Centre practice. Dipen grew the business from USD 3 Mil pa to USD 8 Mil pa, expanded the Solution Centre practice from 15 consultants to 70 consultants with teams based in Sydney, Melbourne and Bangalore. Dipen developed the offshore/onshore engagement model; this model was the foundation for engagement model used by the North American and European Solution Centres.

In his role as the Global Applications Director at Intershop, Dipen gained global experience and exposure managing their global IT organisation based in San Francisco, Hamburg and Hong Kong. Dipen joined Intershop Communications after a very successful career with Siebel and Oracle where he managed the Australasian Business Systems team along with managing multiple projects spanning across various Asia Pacific countries

Dipen started his career as a software engineer and was involved in development projects for Baan and Wang.

Dipen is an MBA from the Macquarie Graduate School of Management – Australia and an Associate Fellow of the Australian Institute of Management.

Dipen’s approach is based on the belief that solutions should be based on improving the customer's key business processes to a level of world’s best practice by offering integrated and cost-effective solutions based on the latest technology.

Work History

Work History
Jul 2006 - Jan 2009

Regional Sales Director - Global Sourcing - APAC

Unisys

 As the Regional Sales Lead for Global Sourcing, Dipen engages directly with the sales, pre-sales & solutioning teams, resource management, and operating units to facilitate activities enabling the seamless and timely integration of a ‘Blended Delivery’ model into every aspect of sales, delivery and support of the proposed solution.

Dipen involves himself in the pre-sales efforts, client interaction and site visits, solution design support, vendor management and pricing, as well as any other area of support empowering the business units to move towards a balanced global delivery model.

In his current role Dipen reports to the Vice President & General Manager for APAC with a yearly target of generating 50% of APAC sales that leverage the Blended Delivery capabilities.

In his current role as the Regional Sales Director, Global Sourcing, Asia Pacific, Dipen is tasked with the challenge of creating the awareness of ‘Blended Delivery’ as a delivery option internally as well as working with the sales team to sell this approach across the customer base in APAC.

In this position Dipen is responsible for the execution of sales and marketing of Global Sourcing program across the APAC region where he:

·Plans the service offerings;

·Identifies strategic customers;

·Assists country level sales executives and sales management with the competitive positioning of Unisys offerings and proposals;

·Assists country sales executives with challenging customer problems and participates in sales meetings as required. 

Dipen provides a regional level program expertise to sales executives.  Dipen also executes marketing programs via effective product positioning, marketing program development, and development and management of strategic partner relationships.

The key responsibilities are:

§Maximises mind-share / market-share around the use of Blended Delivery Model and outsourcing

§Generate 50% of APAC sales that leverage the Blended Delivery capability

§Strategic Partner Management – Develop a Vendor Management Framework

Achievements

§Year-on-Year over achievement of offshoring targets (150% of target)

§Achieved a 43% (2008) blend of sourcing from India and China compared to a low 5% in 2005

§Brokered Key deals utilising blended delivery and multi-sourcing framework – Vodafone Service Desk, Land Transport NZ, Huawei Service Desk, DBS Bank eStatement, DIAC & DOD Application Services, NZ Ministry of Health, Delhi International Airport (DIAL)

§Developed Vendor Management Framework

Oct 2005 - Jul 2006

Program Director - APAC Upgrades

Oracle Corp. (PeopleSoft)

As the Program Director for Upgrades, Dipen worked with the local and regional sales managers to generate Application Upgrade related business opportunities. In this current role Dipen reported to the Senior Sales Director Consulting Sales and had a yearly target of USD 5 Mil in Upgrade Sales. Dipen took on this role after having successfully managed the Solution Centre practice.

The key responsibilities were:

§Maximises mind-share / market-share around the use of Blended Delivery Model and outsourcing

§Business and market development

§Generate USD 5 Mil of Upgrade business within the APAC region

§Partner Management

Maximise mind-share / market-share around the use of Global Blended Delivery Model

Dipen evangelised the use of Global Blended Delivery (GBD) model for packaged service offerings to deliver accelerated implementation and upgrade projects; the GBD model is a robust and efficient way to utilise all Oracle Consulting resources, on-site or off-site, as part of single end-to-end processes. Dipen was the internal broker between Oracle Indian organisations and the local consulting practices advocating the use of outsourcing thru India as a competitive advantage.

Business & Market Development

Dipen managed two major industry focussed programs for the Higher Education and Financial Services Industry to build the market for PeopleSoft upgrades. The program offered 2-day Discovery Workshops to the customers to initiate the thought process required to instigate an upgrade project, dispel the myth about upgrades and provide a cost effective, risk-averse upgrade solution thru the use of GBD. Dipen facilitated all the workshops along with providing assistance to developing a business case for upgrades. Dipen achieved his sales target for the year.

Partner/Vendor Management

Oracle Consulting leverages its relationship with partners to augment its practice as well as utilises their key strengths to build a cost effective solution for the customer. Dipen was part of the Oracle team that negotiated a partnering agreement with Accenture specifically for the Higher Education upgrade opportunities. Dipen was also in negotiation with other key Indian partner organisations to develop an upgrade offering for the PeopleSoft Campus Solution product.

Achievements

§Initiated the Campus Solution Upgrade Program with the first upgrade in APAC for University of Queensland

§Facilitated the Discovery Workshop for Campus Solution Upgrades through out the APAC region

Jul 2003 - Oct 2005

Business Manager - APAC Solution Centre

Oracle Corp (PeopleSoft)

Dipen’s primary role as Solution Centre Manager was to lead and direct and be responsible/accountable for all aspects of growing the Upgrade business across the APAC region. This role reports into the Vice President Oracle Consulting Services. Dipen managed the day-to-day operations, including budgeting, forecasting, and improving business processes to ensure efficiency, profitability, and customer satisfaction.

The key responsibilities are:

§Financial Management

§Delivery Management- on-shore as well as off-shore teams

§Business and market development

Financial Management

Solution Centre (SC) operates on a Cost Centre model, this enabled it to provide packaged services across the APAC region, and regions were recognised for the revenue generated whilst providing cost-relief to the SC. The financial target was to achieve a break-even position. Solution Centre revenues grew from a USD 3 Mil to USD 8 Mill. The total head count in Australia and India grew from 15 consultants to 72 and billable utilisation peaked at 84%.

Delivery Management

Solution Centre managed a portfolio of projects through the program management office setup in Sydney, In FY’04 SC was engaged in 17 projects, 12 of these were Upgrade related projects. The Solution Centre team grew from 15 consultants in FY’03 to 72 in FY’04. Solution Centre pioneered the use of the Global Blended team approach by building a core team of consultants based in India to work with the Australian based team in delivering a cost effective and accelerated upgrade solution to the APAC region.

Engagement model developed and pioneered by the APAC team was the foundation for engagement model used by the North American and European Solution Centres. As an integral part of this role Dipen spearheaded the founding of the Indian Solution Centre team (for the JAPAC region) in conjunction with the North American consulting practice and Indian partner organisation (Hexaware).

PeopleSoft prior to the merger with Oracle built an Application Management Service (AMS) offering as a remote subscription based service. Solution Centre formed the cornerstone for the delivery of maintenance and end-user services. Dipen worked with AMS Business manager to develop the delivery framework in Australia and India.

Business & Market Development

Solution Centre supported the regional consulting sales team with the development, maintenance and conversion of a stream of opportunities. SC was involved in all major upgrade opportunities across the APAC region. Dipen along with his Business Development Manager assisted the Consulting Sales Manager through out the sales process from pre-sales, providing estimates & proposals, bid management thru to contract negotiation. Solution Centre team successfully engaged in 32 PeopleSoft Upgrades, 4 Accelerated Implementation and 8 JDE Upgrades across the APAC region with customers in Australia, New Zealand, Singapore, Hong Kong, Taiwan and India.

Dipen provided sales support through direct customer engagement, presentation at User Groups and conferences as well as participating in contract negotiation.

Achievements

§Revenue growth for Solution Centre from USD 3Mil to USD 8 Mil

§Developed the off-shore Upgrade Solution Centre practice in India (Bangalore)

§Implemented Global Blended Delivery model for all upgrades utilising the Bangalore Solution Centre

§Dominated the Upgrade market in APAC with 32 PeopleSoft Upgrades and 87 JDE Upgrades

§Blended Delivery model developed for APAC incorporated by the North American organisation

Oct 2001 - Jun 2003

Principal

LeapFrog Consluting

Leap Frog Consulting is a management consultancy organisation founded by a group of senior technology and business professionals who share a common view of the key issues facing organisations today. Leap Frog provides "been there, done that" experience and talent with a hands on approach on an as needed basis.

Dipen’s primary role was to build the CRM & ERP practice, key responsibilities were:

§Managing relationships with vendor organisations like Siebel, Onyx, Oracle, O2, FrontStep

§Managing relationships with system integrators and alliance partners like MSI, IEF

§Business and market development activities within the installed bases of the vendor, System Integrator and alliance partners

§50% of Dipen’s effort was spent on billable projects

Oct 2000 - Oct 2001

Director - Global Applications & IT Director Americas

http://www.intershop.com

In his role as the Global Applications Director Dipen reported into the CIO. Dipen spent 75% of his time in Hamburg overseeing the global rollout of Intershop's CRM solution (Siebel) and the rest in the US managing the IT team based in San Francisco and New York. Dipen’s team also managed the SAP environment and was involved with the upgrade of SAP to 4.6C and the eventual back-end integration with Siebel.

Dipen's primary focus was management of the global applications teams spread across the two continents. In an effort to streamline applications support and provide a cost-effective service, Dipen initiated the selection and short-listing of Application Service Providers to provide a managed service offering.

Project Prisma (Siebel)

Highlight

§Overall Budget of project USD 5+ Million

§Team of 35 comprising of 2 Project Managers based in San Francisco and Hamburg, 3 Business Project Managers based in San Francisco, Hamburg and Hong Kong, 2 Technical Leads based in Hamburg and San Francisco and various developers, functional analysts, training consultants and help desk staff

§Back-end integration with SAP increased the overall efficiency and reduced invoicing time by 50% by consolidating multiple customer databases to a single repository!

§Global rollout across US, Europe and APAC incorporating over 350 users

Dipen conducted the initial product selection that involved function, feature and price comparisons between the various CRM offerings. Dipen short-listed system implementers and negotiated pricing & contractual terms prior to presenting to the Executive Management board. Dipen managed the global project team and was also a member of the executive management team.Dipen spent 75% of his team overseeing the project in Europe and the rest in US managing the project and IT teams.

Education

Education