Director
CSC
Total years of experience :26 years, 0 Months
• CSC India Operating Board member, a board that governs India operations comprising of 21, 000+ employees
• Leading a team of 100 sales support professionals providing Bid Management, Knowledge Management, Client References, Sales Operations services to Americas, Europe, Asia, Australia and MEA
• Successfully pioneered, developed and built a unique offshore sales support model from grassroots covering all offerings and industries. This industry leading global model of scale supports all the geographies in CSC
• Well versed and experienced in end to end bid management of large and complex opportunities through the Sales process. Sound knowledge of bid management lifecycle. Program managed large deals and enabled the sales teams to convert these in to successful wins
Dec 2014 - Present Director - Bid/Capture
Feb 2012 - Nov 2014 Associate Director- Bid/Capture Chennai, India
CSC India
As a head of sales support operations in India, my primary responsibility is to effectively manage the bid transactions flowing into the offshore unit from various geographies, deliver the revenue targets, maintain and improve the bid win ratio, manage attrition, expand sales support coverage by acting as a offshore ambassador to convince stakeholders in other organizations to bring in more work to India
1. Lead and manage India Sales Hub (sales support) operations consisting of 90+ staff. Staff profile includes Bid managers, Knowledge managers, Client reference support specialists and Creative support teams
2. Improve and maintain bid win ratio, maintain baseline utilization and improve productivity by deploying sales support tools and track bid and proposal expenses
3. Deliver the revenue targets set by working closely with the sales teams and helping them to convert proposals into contract execution.
4. Ensure the proposed solution will satisfy the client’s business needs and internal success measures
5. Collaborate with teams across the globe to deliver high quality responses to client RFP/RFI/RFQs by selecting appropriate bid team members to program manage the response
6. Managing the operating model of sales support in shared services mode and engage in initiatives to bring in thrust to unit's value in the sales support process.
7. The team led by me managed proposals across all the offerings and verticals. I direct usage of win themes to ensure continuity and consistency throughout the proposal
July 2010 - Present General Manager - Sales Support Chennai, India
CSC India
My primary role was to manage a team of senior bid management professionals who manages large, complex and multi-offering deals. I directly manage and play the role of Bid Director in those large deals that are “must win” for the organization
1. Work across all proposal phases i.e. Market Development, Qualification of Opportunity, Strategy Development, Solution Development, Pricing, Orals, Due Diligence, Contract Negotiation
2. Inform and guide proposal development and the development of a coherent proposition through facilitation of on-going opportunity validation with client and CSC stakeholders.
3. Process: Understand, lead and manage the opportunity through the Sales Framework, ensuring compliance with CSC processes, DoA and corporate policies.
4. Challenge existing thinking where necessary and own the delivery of the final solution/proposal
a) Delivered a TCV of US $800mn+ by winning more than 60 deals and program managed 400+ deals amounting to US $6B in TCV in 2013-14
b) Maintained offshore attrition in single digit
c) Improved productivity by 40% by way of tool deployment and tight resource management i.e. managed 40% more deals with the same number of staff
d) Only offshore team to win an internal investment approval against all odds to increase the team by 200% @ offshore only
e) Brought in visibility to the offshore by bring in fold other regions like Australia, UK&I, Nordics, Asia
Aug 2004-July 2010 Marketing & Bid Manager Riyadh, Saudi Arabia
WIRPO Arabia Ltd, A WIPRO Ltd JV
The key role is to lead and develop winning bids. Work with the Sales Lead and Solution Executive in managing the relationship with the client, managing the bid team and the bid deliverables, assessing and addressing the effectiveness of the win strategy, ensuring on-going focus on opportunity qualification and the development of a coherent proposition. Primary purpose of the role is successful bid team leadership to achieve successful deal closure
1) Take a leadership role with the bid team, accountable for resourcing and coordinating the efforts and interdependencies between multiple and multi-disciplinary teams to create an environment for people to do their best work and contribute fully to a high quality solution and proposal meeting client objectives
2) Bring people together during the bid to clarify and update expectations and success factors, maintain individual motivation, team cohesion and progress against deadlines and deliverables. Create and manage the bid budget and bid team
3) Initiate and coordinate review processes with Wipro/client teams and contribute to client negotiations throughout the bid.
4) Ensures the highest quality proposals, orals presentations, and site visits are achieved on time. Interacts with the client organization to ensure that deliverables are achieved throughout the pursuit lifecycle and
5) Interact with senior management and facilitate appropriate reviews for smoother submission of proposal. Manages the preparations for presentation rehearsals, text reviews, and associated review material
6) Marketing responsibilities include:
a) Develop and execute marketing campaigns - Evolve promotion strategies & plans for Road Shows, Trade shows, End user events and implement the same
b) Plan, allocate, schedule and review the communications budget amongst brand, marketing & product promotions throughout the year,
c) Plan, implement and coordinate product publicity and corporate public relation programs,
d) Support the corporate marketing efforts by participating and contributing from time-to-time
Primary role was to manage the product line from cradle to grave, tackle the day-to-day business of a specific product by focusing on pricing and demand forecasting, roadmaps, competitive analysis and product introductions. Responsible for partner account management including prospecting via partners, joint selling, demand creation, solution selling and winning new business
a) Define product strategy, & build new Solutions
b) Derive input into product plan on market need, revenue, CM, competition etc.
c) Build product line view based on customer, strategy and financial needs
d) Drive the New Product Development process and Monitor/Report the performance of product line/Business Segments to the Management
e) Work with field sales force/customers, understand technical requirements & architect solutions
f) Drive key customer engagements, product initiatives, technologies, products and services into the marketplace
The role entails focusing on developing innovative non-cash solutions around the existing products, aggressively leverage cross-sell and upsell opportunities in existing clients to maximize their wallet share.
a) Provide input for upgrades in core products to maximize the life of the product to continually meet changing customer needs
b) Grow professional sales business by focusing on new business opportunities in potential accounts
c) Coordinate extensively with other departments to ensure that marketing, support, services, and business operations are prepared to drive/ facilitate
d) Meet or exceed revenue, customer satisfaction and market share goals for assigned accounts.
e) Negotiate in various business situations, across the company and with Vendors
f) Development of sales channels to accomplish the revenue targets
g) Document and market technical presentations and training materials for the Products