Download PDF

Summary

Professional Summary

• Accomplished techno-commercial leader with experience leading teams of up to 75 people • Unique ability to articulate value around technology • Expert at proposing technical solutions around business needs • Effective problem solver with 20+ years of experience in product management, program management, solutions presentations, sales engineering, business development, and strategic planning for market entry and expansion, within the software, telecommunications and technology industries • Business “geek” with strong technology DNA • Sharp at needs analysis and requirements gathering • “Smart” worker with impeccable character integrity • Ability to learn and can do attitude

Academic Summary

• George Washington University, MBA, ‘10 (International Business., Finance and Emerging Markets) • George Mason University, M.S (Telecom), ‘03 (Wireless and Satellite communications) • NIT, India, B.Tech. (Electrical Engineering), ’90 (Power Apparatus & Machines and Power Transmission)

Training Summary

• Lean Six Sigma – Yellow Belt • Action Selling • Solutions Selling • Contribution Selling • Value Based Selling

Career Progression

My career has gone through 3 distinct phases:

  • The first phase (up to ’10) was “Learning the basics” – manufacturing, quality assurance, business development, marketing, customer support, sales engineering, account management, building a foundation as Technology Product Manager and getting my MS and MBA;
  • The second phase (‘10-’16) was the “Startup Phase” - when I fed my inner entrepreneur… though some might not consider this a successful phase but the learning afforded me are priceless. In addition to building on my skills, I learnt additional ones - partner selection and management at Nexgen Wireless, corporate formation (domestic & foreign), finance management & budgeting, vendor selection & management, contract & international trade law, and supply chain management & logistics at Basics Comtech;
  • The third phase (‘16-Present) is what I consider my “Maturing as a Leader” phase - I am older and hopefully wiser, with many battle scars and some victories.

Skills

Consultative selling; Solutions selling; Value based selling; Action selling; Lean Six Sigma; International Sales Leadership; Emerging Markets; Major Account Development; Strategic Analysis & Planning; Contract Negotiations; Techno-commercial negotiations; Solutions presentations; Identify, build and sell value around new technologies; Revenue Growth; Sales Performance Improvement; Network Performance and Customer Experience Management; Organizational Development; Product management; RFI/RFP; Needs Analysis; Requirements gathering; OEM Relationships; OSS/BSS; SDN/NFV; Wireless Technologies

Work experience

2016Present

Director North American Sales and Business Development

Mycom OSI Inc

Lead business development, sales, and sales engineering, team of 3, within communications service providers

  • Delivered new contracts, $15M+ CAGR, with wireless communications providers, for their SDN/NFV initiatives
  • Assured support renewals, $5M+ in annual revenue, through successful negotiations at the “C” level
  • Facilitated team expansion and training
20142016

Founder and Managing Director

Basics Comtech Pvt. Ltd.

Established, Basics Comtech, an Indian OEM providing connected, content aware, mobile devices and notebook computers, targeted towards defined verticals in emerging markets

  • Lead systems engineering, business development and sales for market entry and launch of solutions
  • Motivated and directed a team of 75 software developers, engineers, sales and shop floor personnel
  • Executed year one orders worth $200K, secured on-going orders worth over $2M
  • Contracted 3 agreements within 6 months of starting operations
  • Delivered PO backed, $1.2M, trial agreement with a major US school district
  • Negotiated $1M contract with a major global non-profit working on education for the under-privileged
  • Negotiated a $2.5M purchase partnership agreement with the world’s largest school system
  • Negotiated partnership agreements with solution vendors
  • Initiated and monitored the FCC certification process
  • Enabled successful reliability testing of the devices
20122014

Director of Business Development

Reverb Networks Inc.

Spearheaded business development, sales and sales engineering within North America, MENA and India

  • Delivered trial agreements in North America; Mobilicity, AT&T, and Middle East; Zain, Omantel
  • Negotiated trial contracts with 10 wireless operators in North America and Middle East Asia
  • Initiated market entry through successful presentations in the Indian sub-continent and Africa
  • Lead a team of 2
20102012

Executive Director - Business Development

Nexgen Wireless Inc.

Managed and directed the global sales and business development team of 15 sales engineers and software developers with full P&L responsibility

  • Delivered successful trials and proof of concepts resulting in account conversions, $5M CAGR, both in North America, AT&T, as well as Middle East, Saudi Telecom
  • Achieved revenue growth of over 100%, $2M+, through new account acquisitions
  • Expanded customer base to cover all the national wireless communication service providers
  • Established global customer base through acquisitions in India and Middle East
  • Established Middle East Asia presence through partnership in Saudi Arabia
  • Invited by the US Department of Commerce to accompany the Trade delegation for ICT to Saudi Arabia
  • Established in-house competence for new product development through team expansion and trainings
20002008

Sales Director / Product Management Director / Technical Account Director

Actix Inc.

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

Sales Director                                                                                                                                                               2007 - 2008

  • 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

Product Management Director                                                                                                                                  2006 - 2007

  • Developed and customized software solutions through a team of 6 product engineers, spread across the USA and UK, generating revenues in excess of $2M
  • Converted major national account, AT&T, generating revenues of over $1.5M
  • Conversion and 100% penetration into major regional account, US Cellular, $1.2M
  • Delivered trials and proof of concepts resulting in account conversions

Technical Account Director                                                                                                                                        2000 - 2006

  • Doubled team annual sales target from $2.5M to $5.1M, through innovative product presentations
  • Won standardization contract, Verizon Wireless, worth $2.3M, ongoing support $650K
  • Spearheaded India initiative, securing initial orders worth $1.25M from Reliance Telecom
  • Lead a team of 4 sales and support engineers and conducted demos, trials and proof of concepts resulting in account conversions
  • Developed and launched various new products
19982000

Sales Engineer

infoShark Inc

Responsible for ⦁ Product demonstrations, installation and training ⦁ Competitive product analysis, quality assurance and testing of the products ⦁ Development of Asian market.

19961998

Assistant Marketing Manager

Ericsson Communications Pvt. Ltd

Responsible for Cellular Mobile Infrastructure, along with professional services and training sales within India region ⦁ Achieved team sales of over $100m

19931996

Marketing Executive

Crompton Greaves Ltd

Responsible for marketing and sales of power transformers in the eastern part of India ⦁ Expanded territorial sales by 200 %, achieved sales worth $1.0m (approx) ⦁ Developed computer software for automation and tracking of live proposals using FoxPro.

19911993

Testing Engineer

System Control and Transformers

Responsible for quality assurance and customer witnessed testing of power transformers. ⦁ Achieved 100% approvals for all customer witnessed testing, against the company average of 85%.

Education

Professional Development

Contract Law: From Trust to Promise to Contract - Harvard University through edX

Contribution Selling

Value Based Selling

Action Selling

Solutions Selling

Lean Six Sigma, Yellow Belt

Ericsson and Crompton Greaves Sales training