Senior Contracts Manager
Tata Communications
Total years of experience :20 years, 7 Months
Managed end-to-end customer life cycle for key customers from Multinational Companies & Government verticals involving Global Virtual Private Networks (GVPN) / WAN services spread across 400+ sites, contact centre services, media services and non-standard / professional services and involved frequent travels in Middle East (ME) region for customer meetings.
Successfully renegotiated two major contracts with values in excess of US$33mn. Won incremental business exceeding US$15.5mn i.e. 27% incremental contract value.
Nurturing customer relationships, assess their needs, maintain good contacts with the right touchpoints and liaise with vendors, service providers, partners and system integrators for getting the right solution, costs and contractual terms.
Used appropriate contracting entities from both parties for minimizing the tax exposure to save additional cost for customer and supplier. Detailed the contractual obligations and ensured commitments were adhered on a timely basis by customers & suppliers.
Led contract management initiatives in Middle East region; conducted steering committee review meetings, drafted contract amendments, managed change requests (CR), setup governance processes, managed disputes & claims, led commercial negotiation & managed P&L, risk mitigation, maintained contract library, submitted monthly dashboards to senior executives.
Provided pre-sales support in negotiating different contractual documents like, Master Service Agreements (MSA), Teaming Agreements, Tripartite Agreements, Commercial Terms, Service Level Agreements (SLA), Non-Disclosure Agreements (NDA) for Tenders, Bids, RFIs, RFTs and RFPs.
Successfully led commercial & contract negotiations with TCV in excess of US$3mn and played a pivotal role in winning first multi-product & multi-year order from an engineering MNC in the region. That paved the way for further global telecom infrastructure business win worth US$20mn.
Supported opportunities from enterprise, wholesale, strategic accounts for various network / connectivity services, security services, contact centre services, hosting services, voice services, cloud services, non-standard professional services and manage P&L for large & multiproduct deals.
Engaged in specking the bid requirements limit competition as much possible and for positioning our offer above others.
Led commercial modelling & negotiations, ensured deal profitability, analysed market trends through customer engagements for A-end business, and provided pre-sales support for opportunities from other regions to win B-end business.
Engaged in solution optimization, focused on managing vendors, service providers, partners, System Integrators for getting the right proposal for appropriately positioning the commercial offering.
Created standard proposal templates and led virtual cross-functional global team for constructing tailored bid response with accuracy to suit customer requirements for timely submission. Performed risk analysis & management for non-standard requirements.
Successfully led commercial & contract negotiations with TCV in excess of US$3mn and played a pivotal role in winning first multi-product & multi-year order from an engineering MNC in the region. That paved the way for further global telecom infrastructure business win worth US$20mn.
Supported opportunities from enterprise, wholesale, strategic accounts for various network / connectivity services, security services, contact centre services, hosting services, voice services, cloud services, non-standard professional services and manage P&L for large & multiproduct deals.
Engaged in specking the bid requirements limit competition as much possible and for positioning our offer above others.
Led commercial modelling & negotiations, ensured deal profitability, analysed market trends through customer engagements for A-end business, and provided pre-sales support for opportunities from other regions to win B-end business.
Engaged in solution optimization, focused on managing vendors, service providers, partners, System Integrators for getting the right proposal for appropriately positioning the commercial offering.
Created standard proposal templates and led virtual cross-functional global team for constructing tailored bid response with accuracy to suit customer requirements for timely submission. Performed risk analysis & management for non-standard requirements.
Commended for winning first deal for Internet services during apprenticeship from a global MNC for connectivity at their 2 regional HQs in Mumbai and Delhi - US$42k
Managed business for SWIFT services for BFSI customers from Mumbai and Pune region. Successfully retained 95% customers, specked Tenders for two major government banks and acquired four new customers to maintain companies’ leadership position in the Indian market.
• Visiting faculty at Bhavans College (Mumbai), consulting on Marketing Management and project guide for under-graduate undertaking University Projects for the academic year 2006-07.
• Successfully conducted private group tuitions for under-graduate for academic year 2005-06.
• In-house professor for under-graduate students consulting on various Mumbai University subjects for academic year 2004-05.
• Assisted in structuring the Hotel’s Indirect Web Distribution System marketing model. Responsible for analysing third party websites for marketing Hotel property for tapping global customers.
• Successfully completed the group project (3 members) for the Reserve Bank of India as the lead programmer and interface designer for their “Correspondence Management System” project to automate the Inward and Outward System automation.
2006 M.M.S (M.B.A) BGIMS, Mumbai University of Mumbai 72.42 % (Marketing)
2004 B.Sc.IT Elphinstone College University of Mumbai 76.26 %
2001 H.S.C Elphinstone College Maharashtra Board 69.00 %
1999 S.S.C St. Rocks High School Maharashtra Board 63.46 %