Regional Sales Director - Global Sourcing - APAC
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
§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