Head, Bids & Presales
Capgemini Middle East
Total years of experience :22 years, 7 Months
Head, Bid Management & Sales Support
• Managing APAC & Middle East bid team with full ownership of all the bids in the region.
• Change Management, Team building & Talent retention.
• Equip new sales recruits with bid process and the best practices of bid management
Bid Manager
• Managing bids end-to-end for global accounts and new logos in BFSI verticals
• Played vital role in winning key deals in the UAE and APAC regions
• Attended internal training on Banking & Insurance domain
Marketing Manager
Responsibility: Lead a 10 member Presales & BD team and manage Billing & CRM product line for Telecom & Media domains. Accountable for market coverage, new sales contribution, offer creation, pricing and packaging. Build market intelligence, competitor differentiation and GTM strategies. Handle marketing communications, collateral and web content.
Achievements:
• Identified US$ 100+ million OTT TV opportunity space for the turn-key solution offering
• Designed turn-key solution with new software partners in Contact center and eCommerce arena.
• Conceptualized cloud platform and promoted it as a service for the small cable operators in India
• Spoke at Amity University workshop to educate Indian cable operators on BSS/OSS advantages.
Presales Manager
Responsibilities: SPOC for managing all the bids. Prepare solution scope and lead Proof-of-concept (PoC) implementations as project manager. Liaise with Practice & Delivery teams for effective Solution design. Manage Presales activity and deliver quality proposals. Assist Salesmen in technical selling and proposal defense activities.
Achievements:
• Played key role in winning US$5 million worth contracts
• Partnered with ecosystem vendors and managed PoC implementations.
• Travelled in EMEA and SEA countries for CXO level presentations
(1) Managed famliy business (Apr'05 - Feb'06)
(2) Alliance Manager at SatNav Technologies (Sep’04 - Mar’05)
Responsibility: Identify potential opportunities for GIS based Navigation & Tracking and Infrastructure Management solutions. Build sales funnel through channel partners and achieve sales targets. Prepare proposals and collaterals.
Achievements:
• Appointed pan-India channel partner and covered market extensively
• Equipped channel sales peers on the product know-how and led direct sales efforts
(3) Business Development Executive at Intelligroup Asia, now NTT Data (Jan’04 - Aug’04)
Responsibility: Mine existing customer accounts and identify opportunities in Outsourcing, ADMS, Upgrades and Integration services in the ERP practice. Prepare capability documents, case studies and presentations. Provide Bid Management and Client visit support.
- Analyse market trends, identify potential opportunities in the areas of Mechanical CAD /CAM services, ADMS and Packaged software implementations for the European and American Automobile, Aerospace and Hi-Tech Engineering companies.
- Understand customer requirements, liaise with Technical teams and prepare capability documents.
- Generate opportunities through various digital marketing methods. Provide Bid support. Manage Events and Client visits.
Post Graduate in Business Management