SENIOR MANAGEMENT PROFESSIONAL

Result driven professional with a solid, verifiable track record of nearly 17 years of
successfully propelling business through new set ups & high growth cycles.
Skilled in:
Strategic Business Planning
Management
Negotiations and Finalization
Management
Sales & Solutions

Business Development
Service Line offerings
Channel Management

Product

Key

Account

Team Leadership

Remain on the cutting-edge, driving new business through key accounts and establishing
strategic partnerships and relationships to increase revenue. Outstanding success in building &
maintaining relationships with key decision makers in the Corporate, Public Sector or
Government customer base, establishing large volume, high profit accounts with high levels of
retention & loyalty. Goal driven & tenacious management professional demonstrating award
winning record in highly competitive industries.
Expertise in managing all phases of sales development cycles, from prospecting, detailed
presentations & negotiation to closing & following up activities.
Holds the ability to formulate and implement tactical initiatives to achieve corporate strategic
goals.
Proficient in monitoring the performance of employees to ensure efficiency in operations and
meeting of KRAs & providing training to increase efficiency.
Strong leader & team player; excellent motivational skills to sustain forward growth momentum
while motivating peak individual performance from team members.

Possess excellent interpersonal skills that have facilitated effective cross-leverage of resources ,
expertise and functionalities from Outsourced Partners and Internal Departments alike. Team-based
management style coupled with the zeal to drive visions into reality.
Sector Exposure: Utilities, Telecom, Media and Manufacturing Industry.
Expertise Sphere:

Getting Information &

Planning

Monitoring and
Controlling Resources
Communicating with
Management, Peers or
Team Members

Observing, receiving, and otherwise obtaining information from

relevant sources. Establishing corporate strategies for
achievement of top-line & bottom-line targets.
Monitoring and controlling the spending of resource efforts in
Sales as well as Pre-Sales. Handling business planning
operations & analysis for assessment of revenue potential.
Providing timely updates to the Management, Peers from
various Business Units and Sales/ Pre-Sales team effectively to
achieve greater coercive working environment. Rendering

Developing Objectives
and Strategies
Making Decisions and
Solving Problems
Developing and
Building Teams
Organizing, Planning,
and Prioritizing Work
Performing Product
/Services Organization

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guidance,

motivation

&

training

to

the

teams.

Establishing long-range objectives and specifying the strategies and actions to achieve them.

Analyzing information and evaluating results to choose the best solution and solve problems.

Encouraging and building mutual trust, respect, and cooperation among team members.

Developing specific goals and plans to prioritize, organize, and accomplish the assigned task.

Formulating strategies & reaching out to the unexplored market segments for business
expansion. Exploring new business opportunities in various segments along with concerned
branches.

Developing relations with key decision makers in target organizations for business development
in pre-sales negotiation stages.
A strategist cum implementer with recognized proficiency in spearheading operations/
business with an aim to accomplish corporate plans and goals successfully.

EMPLOYMENT DETAILS
Since Sep08 with Capgemini Consulting India Pvt. Ltd., Gurgaon as Associate DirectorSales

Overseeing the sales & business development activities in the areas of System Integration,
Technology Implementations & Strategic Consulting.
Establishing a team to grab a piece of the growing domestic market using the existing base of
SAP, Oracle, Microsoft & IBM skills.
Setting up operations in Northern & Eastern India to expand the customer base for a quantum
growth within the Public Sector, Manufacturing & Utilities domain.
Recruited and groomed the Sales Team and managing a team of over 20+ Consultants with a
target to grow to over 200 next year.
Specific focus on Services Deals within the Public Sector & Utilities Domain for SAP/Oracle
Established the credentials of CG as a qualified Bidder for most large SI/Implementation bids
within the Govt/PSU/Corporate sector.
Was involved in the Empanelment & certification of CG as ITC & ITIA for the R-APDRP project.

Remarkable Achievements:
Started the North & East region from scratch, today contributing approx 20 % of LBS business

Participated in over 20 EOI/Bids of approx 125 Cr within the first year of operation.

Closed 2009 at approx 18 Cr Bookings.

Key accounts:

Ministry of Home Affairs : Along with NISG, have been involved in IT consulting
assignments for Customs & Visa Immigration (IVFRT), Crime & Criminal Tracking
project (CCTNS)
NDPL : Co-Implementing the SAP IS-Utilities project for NDPL along with SAP
Consulting
GAIL : SAP support and additional developments.

Alcatel Lucent: SAP Blue Planet Implementation for Reliance & Bharti JV in India.

Honda Motors : SAP Support & Upgrade project.

Benetton: SAP Implementation & Rollout

Samsung : Resource Augmentation for Samsung India Software Operations.

MGL: SAP support & additional developments

Participated in Large Bids of Haryana Vidyut Prasaran Nigam, HPCL-Mittal Energy Ltd, Power
Finance Corporation, APDRP CSEB, PSEB, Rajasthan Vidyut, Rural Electrification Corporation,

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Himachal SEB, Orissa Power Generation Corporation, CRIS-Satsang & ICF, NISG, CCTNS, India
Post, Prasar Bharti, PDIL, IFFCO, IOCL, OBC, NICSI, Kazstroy, MMTC, Hindustan Zinc, Maruti and
ITPO.
Apr08 Aug08 with IBM India Pvt. Ltd., Gurgaon as General Manager Sales Utilities
Sector

Was part of the CMU ( Communication, Media & Utilities ) sector Sales team , leading the Utilities
practice.
Developing the R-APDRP initiative for IBM applications and platforms & forging relationships with
various stakeholders in the project namely Ministry of Power, Power Finance Corporation, various
State Electricity Boards and KPMG.
Promote the IBM vision of SAFE (Solution Architecture for Energy & Utilities) framework across
select Indian Utilities
Managing some named Large Accounts such as NTPC, NDPL, NHPC, HVPNL & PowerGrid.

Involved in the Maharastra Transco deal for system integration and SAP implementation.

Involved with the IT consulting project for BESCOM, Bhakra Beas Management Board & Satluj Jal
Vidyut Nigam Ltd.
Signed the Joint GTM with NDPL for Intelligent Utility Network a global initiative of IBM Utility
Industry Practise.
Participated in various Smart Metering (AMM) & IT in Power seminars in India & Australia.

Signed Partnership Agreements with SAP Consulting, Oracle Utilities (SPL, Lodestar, EAM)

Sep03 Mar08 with SAP India Pvt. Ltd., New Delhi as National Business Manager Services Sector

Joined as Account Manager for the Services Sector which was recently carved out within SAP.

Initial responsibility of growing the SAP footprint within the Utility, Media & Telecom sectors
which had minimal presence.
Cracked the first few Government/ PSU accounts for SAP within the Utility Sector.

Worked closely with Consulting organisations like James Martin, PwC, E& Y & MDI Gurgaon to
create the PQs and RFP templates of ERP procurement for the State Electricity Boards namely
Punjab, Haryana, Gujrat, Rajasthan & Himachal.
Role grew to managing the sales & business development of Telecom, Utility, Media, &
Transportation Industries in India with a team of Account Managers.
Overseeing large national accounts such as BSNL, MTNL, NTPC & GAIL directly.

Expanding and growing SAP market share and presence through execution of Deal-Specific sales
activities with prospective clients.
Controlling the Telecom & Power Sector for SAP substantially by winning strategic deals such as
BSNL, NTPC, Power Trading Corporation, Indraprastha Gas Ltd., Noida Power Ltd. & North Delhi
Power Ltd.
Continued engagement with this sector through participations in Industry Forums & Focused
Seminars, Media Events , C-Level & Govt Level interactions led to a strong visibility of SAP as a
major player in this arena
Worked closely with SI partners like TCS, SISL, HCL, WIPRO, IBM, PwC, KLG , iBilt to enable them
on the Industry Solutions for the Services Industry.
Also developed the Eco System with Partner Solutions from Triple Point, Clicksoftware, QuintiQ,
Verisign, SAS etc.
Remarkable Achievements:
Key accounts:
o NTPC : One of the largest and fiercely fought deal for SAP India at the time of closure,
it encompassed 25000 user licenses for 22 modules of SAP including IS-Utilities EDM,
ICA and New Dimension products like SRM,WCM, EHS, Treasury & Netweaver. It
included the Implementation & Support Services of SAP Consulting for 3 Yrs.
o BSNL : It was the first large CRM deal for SAP within a Telecom Service provider
globally. Approx 9000 user licenses of CRM 5.0 with specialized consulting services

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o
o
o

o
o
o
o
o
o

were offered to BSNL through TCS. This also opened the gates for the SAP ERP deal
across BSNL.
NDPL (North Delhi Power Ltd): A strategic win for implementing ERP with a Privatized
Electricity distribution company. This opened doors for many other Public sector &
Corporate Utility companies adopting SAP as their IT backbone. It also established the
credentials of SAP Consulting within the Utilities domain.
IGL (Indraprastha Gas Ltd): The first Gas distribution company to implement the
entire suite of ERP + IS-Utilities Billing for their Gas Stations & Piped Gas supply in
Delhi NCR. This win ensured a smooth sailing for SAP at MGL which was closed on
Nomination basis.
NOIDA Power Company: A part of the RPG group adopted SAP ERP & IS-U CCS for their
Electricity distribution business in Greater Noida territory.
PTC (Power Trading Corporation) : The first Power Trading organization in India to
implement SAP FI, ICA & Triple Point Treasury solution.
GAIL: A strategic PSU account for SAP where we had more than 2000 users and many
new dimension products like EHS, SRM- Strategic Sourcing for PSU (2 part Bidding)
implemented for the first time.
BESTMumbai: SAP IS-Utilities implementation for approx 1 Million Consumers.
Dakshi Haryana Bijli Vitran Ltd: SAP ERP pilot for Hissar township
HFCL Connect- Chandigarh: SAP ERP implementation with a Telecom Service Provider.
BPTP : The first Real Estate company in North India to implement ERP
Hindustan Times : SAP IS- Media implemented across all locations in India.
Some other significant accounts handled by my team: Hero Honda, Bharti Teletech,
BHEL, HCL Tech GTM, EICHER, Jindal Steel, DS Constructions.
the market share of SAP in the Utilities Sector substantially.

Increased

Achieved the Sales Quota continuously from 2004-2007

Overachieved the 2007 Sales Quota by 3 times at 7 Mil Euros
Awarded the Presidents Club in 2006 & 2007.
NTPC deal was awarded the Breakthrough deal for the year 2007 at the APAC kick-off.

Hindustan Times was awarded the Best Global Media Reference Customer Received family
tickets to Beijing Olympics 2008.

Jan02 Aug03 with Microsoft Business Solutions Navision, Delhi as Head- Business
Development

Spearheading a team of 4, recruiting & appointing Navision Solution Centres for the Country
(Navision worked on a 100 % channel based strategy).
Responsible for the Business Plan Development, Conducting Sales & Marketing Methodology
trainings, Diagnostic Trainings for the assigned NSCs and mentor them towards Sales Closure.
Lead Generation through Network evenings, Seminar Participation, Road Shows to create a
healthy pipeline for the product which was eventually distributed to the NSCs.
Active participation in the Sales Process to reach the Negotiations & Final Closing of the deals
along with the NSCs.

Remarkable Achievements:
Appointed approx 45+ Navision Solution Centres in a span of less than a year
Achieved the Sales Quota of 4 Mil $+ in License revenue.
Managed partners like PwC, Birlasoft, iBILT, Trident, All e Technologies.
Major Wins: Mother Dairy, Satya Paul, Sunbeam Steel (Hero Group), Pro Agro, Nunhems,
Mahindra Seeds, Musashi Auto, Danisco, Desien Endure, AB Movies, Multivac, AIMIL, LM Glasfiber.

PREVIOUS ASSIGNMENTS

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Feb97 Dec01 with Intentia South Asia (I) Ltd., Mumbai, Pune & Delhi as Business
Development Manager
A joint venture between Swedish MNC Intentia International & Microtech Software & Consultants
Ltd for Sales, Implementation & Post Sales Maintenance of Movex the No 7 ERP solution in the
World. Microtech was also one of the Leading vendors of IBM, Lotus and Microsoft range of
Products
Worked as Business Development Manager North based in Delhi
Catering to the Northern Market for Marketing & Pre-Sales of Movex ERP Solution from Intentia
Ltd (Sweden).
Creating market awareness of Movex as a product & ERP as a concept through Direct Customer
Interactions & Media Campaigns.
Earlier responsibilities included Business Manager Server Division based in Mumbai & Pune
handling sales of AS/400 & RS/6000 to Channel partners & large corporate customers in the
West.
Remarkable Achievements:
ERP Deals: RMI Steel (Rishikesh), Dr Willmar Schwabe (Noida) & R.S Components & Controls Ltd
(Noida)
Involved in the first F50 RS/6000 server deal in India to Emco Transformers in Thane.
Awarded the Sales person of the Year 1998 for closing the max number of RS/6000 deals.
Set up the Partner Channel network for Microtech across Maharastra, Gujrat , Goa & MP for IBM
productlines.

Jul93 Jan97 with Zenith Computers Ltd.: last designated as Area Sales Manager
Mumbai & Delhi

Was a part of the System Integration Group which looked after the Sales, Distribution & Service
of Hardware and Packaged Softwares to Corporate customers.
Joined in Mumbai as Sales & Marketing Executive: Job involved managing market research
activities, prioritizing channel requirements, identification & development of new market areas
for sale of Zenith, IBM & HP brand of computers to Corporate Customers & Dealer Channels in
Mumbai & Pune.
Was promoted as Area Sales Manager-Delhi, catering to corporate customers in North India. Was
involved in sales of IBM & HP PCs & Servers. Major thrust on Solution sales based on IBM AS/400
& RS/6000 Servers.
Major Wins Dominos Pizza, JVG, Mukand , Hero Honda , Sona Steering, ITPO, Spic Smo, Makers
Constructions, Lubrizol, IPCL, H&G, Fichtner, Kellogs, Floatglass India Ltd. & Siemens.

SCHOLASTICS

Executive Program in Business Management from IIM Calcutta in 2009.

Post Graduate Diploma in Business Administration (International Sales Management) from Lal
Bahadur Shastri Institute of Management Studies, Lucknow University
Bachelor of Computer Applications from MCRP, Bhopal in 2003

Diploma in Comp Hardware Technologies from CMS institute of Technology, Vashi in 1993.

Engineering Diploma in Computer Technology from Bharti Vidyapeeth Institute of Technology

(Bombay University) in 1992.

OTHER ACCOLADES

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Master Diploma in E-Commerce from IEC Institute, Delhi in 2001.

Training on MOVEX- ERP Soln from Intentia Ltd. (Sweden) at Mumbai.

Certified Sales Training for Microsoft Business Solutions Navision.

Attended SAP Industry Solutions for Utilities Training from SAP Education.

Certified by Executive Conversation (US) on Executive Focused Selling.

Training on STRATEGY The Art of Winning by Valkyrie Management Corp- US.

PERSONAL DETAILS
Address
Date of Birth

M2/12, Ground Floor, DLF Phase II, Gurgaon- 122002, Haryana, India
: 12th June, 1973

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