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Summary

Accomplished business leader with extensive business development and sales experience within the software, wireless telecommunications and technology industries. Accomplishments include strategic planning for market entry and expansion, product development and launch, management of over 60 simultaneous programs, solutions presentations and business negotiations. Tenacious, creative, out of box thinker, expert at articulating value proposition around technology and comfortable in multicultural fast paced business environments. Regions covered include Americas, Middle East and South East Asia. Education includes Master degree in Business Administration (MBA) and Engineering.

Emerging Markets • Start Ups • Global Business Development

Strategic Analysis & Planning • P&L Management • Product Management

Program Management • Investor Management • Performance Improvement

Negotiations • Organization Development • Driving Profitable Growth

Proof of Concept • New Technologies

Career Highlights

  • Basics Comtech Pvt Ltd
    • Established a manufacturing and sales organization in an emerging market. Year 1 turnover $150K. On-going orders worth over $ 2M
  • Tech Mahindra Americas Inc
    • Secured initial agreements with 2 large telecom operators within 8 months, kick starting the RAN services business
  • Viavi Solutions Inc
    • Secured multiple field trial agreements with global telecom operators within 12 months, for the flagship solution.
  • PCTEL Inc
    • Member of the US Department of Trade delegation for ICT to Saudi Arabia
    • Established global customer base resulting in revenue growth, over 100%.
  • Smith Micro Software Inc
    • Achieved sales growth of over $10M
  • Amdocs Inc
    • Won standardization contract worth $2.3M, against no-cost internal solution, with ongoing annual support worth $ 650K
    • Converted major national account, generating year-on-year revenue in excess of $1.5M
    • Retained major national account generating recurring annual revenue of $1.5M
    • Conversion and 100% penetration into major regional account
    • Spearheaded India initiative, securing initial orders worth $1.25M
    • Managed and mentored a team of 6 people, spread across the USA and UK
  • Developed and launched various new products

Skills

Identify, build and sell value around new technologies; Network Performance and Customer Experience Management; Emerging Markets; Major Account Development; Strategic Analysis & Planning; Contract Negotiations; Organizational Development; Needs Analysis; Revenue Growth; Sales Performance Improvement; International Sales Leadership; OEM Relationships;

Work History

2015Present

Director – Business Development and Sales 

Basics Comtech Pvt Ltd

Basics Comtech is an Indian OEM providing connected, content aware, mobile handheld devices and notebook computers, under Vidyut brand, for defined verticals, e.g. Education, Micro-Retail, Insurance, Sales force Automation, etc. They are billed as the world’s most affordable computer manufacturers. Their solutions are primarily targeted towards the emerging markets.

My responsibilities include business development in North America for supply of solutions in the emerging markets.

  • Signed 3 agreements within 6 months of being brought onboard
  • Initiate and monitor the FCC certification process for offered devices
  • Enabled successful reliability testing of the offered devices
  • Signed trial agreement with a major US school district
  • Signed sales agreement with a major global non-profit working with education for the under-privileged
20142015

Group Head – Pre Sales Engineering

Tech Mahindra Americas Inc

Tech Mahindra Americas is the North American arm of Tech Mahindra Ltd., and Indian multinational organization with presence in over 160 countries. They are a leading professional services organization.

Spearheaded business development for RAN services practice within North America. Responsibilities included presentations and negotiations for OSS and performance management services. Major customers include AT&T, Verizon Wireless and T-Mobile. During the time, I was there, I brought in initial “door-opener” orders for the business.

  • Signed trial agreement with T-Mobile.
  • Successful discussions with South Texas, Northern California and South California markets within AT&T leading to award of trial professional services agreement worth $250K
20142014

Director - Business Development and Sales

Basics Comtech Pvt Ltd

Entrusted with systems engineering, business development and sales for kick-starting market entry and launch of solutions.

  • Executed year one orders worth $ 150K, Secured on-going orders worth over $ 2M
  • Successful negotiations with various tier-1 organizations for adoption of solutions
  • Successful partnership agreements with the world’s largest school systems
  • Signed agreements with partners for provision of solutions
20122014

Director - Sales

Viavi Solutions Inc

I managed and ran sales and business development within North America, MENA and Indian Subcontinent. During my time there, I signed up 10 wireless operators in the Americas and Middle East Asia.

  • Secured trial agreements with wireless operators in North America; Mobilicity, AT&T, and the Middle East; Zain, Omantel
  • Initiated market entry with successful presentations in the Indian sub-continent and Africa

20102012

Executive Director - Business Development

PCTEL Inc

My responsibilities included managing and running the global sales and business development team with full P&L responsibility

  • Business Development delegate with the US Department of Trade delegation for ICT to Saudi Arabia.
  • Expanded customer base from regional to national operators
  • Established global customer base
  • Established partnership in the Middle East region with a presence in Saudi Arabia
  • Achieved revenue growth of over 100%
  • Ran trials and proof of concepts resulting in account conversions both in North America, AT&T, as well as Middle East, Saudi Telecom.
  • Established competence within the organization for new product development
20092009

Account Director

Smith Micro Software Inc

Smith Micro Software provides software solutions for management and control of mobile hand-held devices. I was responsible for managing the Verizon Wireless account and overall OEM relationships

  • Accelerated commercial growth of the account and achieved sales growth of over $10M
  • Expanded product and services portfolio into the account
  • Managed over 60 software development / integration programs
  • Grew the interaction, relationships and business with OEMs
20002008

Sales Director / Product Business Director / Technical Director

Amdocs Inc

Responsibilities included managing customer accounts in the US and Canada, business relationships in Asia, specifically in India, Indonesia and Malaysia, NPE product line business in US and Canada and overall customers’ technical relationship up to the "C" level

  • Grew major national account, Verizon Wireless, from $1.5M to over $4M
  • Retained major regional account, Nextel Partners, resulting in year on year revenue of $600K
  • Managed team of 6 people, spread across the USA and UK, to develop and customize software solutions, generating revenues in excess of $2M
  • Converted major national account, AT&T, generating revenues in excess of $1.5M
  • Conversion and 100% penetration into major regional account, US Cellular
  • Managed trials and proof of concepts resulting in account conversions
  • Doubled team annual sales target from $2.5M to $5.1M
  • Won standardization contract, Verizon Wireless benchmarking initiative, worth $2.3M, ongoing annual support $ 650K
  • Spearheaded India initiative, securing initial orders worth $1.25M from Reliance Telecom
  • Conducted demos, trials and proof of concepts resulting in account conversions
  • Developed and launched various new products

Education

Professional Development

Exceed International Ltd Contribution Selling

Holden Corporation Inc – Value Based Selling

Smith Micro Software Inc Action Selling

Amdocs Inc - Solutions Selling

Tech Mahindra Americas Inc - Lean Six Sigma, Yellow Belt

Ericsson and Crompton Greaves Sales training