Product & Presales Lead
Dimension Data
مجموع سنوات الخبرة :22 years, 1 أشهر
Instrumental in Visioning & Productizing Services portfolio including the Cloud, Hosting & RIM Services.
Successful Ownership of the product from concept (PRD), marketing requirements document (MRD), product competitive analysis, positioning, and pricing.
Regular revenue and pipeline monitoring and analysis.
Successfully driven product partnerships with CISCO, VMware, EMC, Microsoft, Oracle etc.
Successfully Created & Released the services price book.
Successfully launched the Cloud ROI/TCO Calculator for Cloud & Managed Hosting Services
GTM readiness, set of 9 deliverables aligned to each offerings including MRD’s, client presentations, Brochures, Proposal template, SPIN Play Book etc.
Conducted Training & Sales enablement session for Account teams spanning across BSNL, Dimension Data & CISCO including “Walk the Talks” & full day Sessions.
Successfully devised and integrated the Quote to Cash framework including the Quotation Management, Invoicing and Billing, Suspension and Termination etc.
Work with broader sales and marketing team to support progression and yield improvement tactics
Won more than 15 deals Government, PSU’s, Enterprise and BFSI Clients. Key Wins like EPFO, NHPC, IRDA, EPIL Jharkhand Co-operative Bank, Haryana Electronics etc.
• Working with Key Client Accounts, on understanding the key solution pain areas.
• Architect/design solutions; evaluate multiple options to meet client's business requirements.
• Respond to RFI / RFP’s prepare solution documentation and presentation.
• Deal structuring for strategic bids, Prices and Commercial releases.
• Manage client visits, conduct demonstration and Making presentations to Top Management (CxOs)
Strategy Road map across vertical as Transportation, Supply Chain and on Cloud/SaaS Platforms.
Driving solution opportunities across India, Africa and KSA regions.
Translating Industry pain points into solution offering.
Commercial Proposals Solution Design Finalizations.
Successful Solutioning for diverse verticals as BFSI, Government, Transportation and Retail Segment.
Successfully driven more than 20 Strategic wins incl. the prestigious 5 State APDRP’s (Accelerated Power Development Reforms programme) including MPEB, CGEB, TNEB, KSEB, and APTRANSCO.
Program managed Transportation and Infrastructure deals like Gangavaram Port, DTDC, HUDCO etc
Won “Bravo Awards” for launching "Art of Bid Management" course, recommended as a great contribution from India/SA
Business Analysis Assignment with Citigroup (Onsite at Denver, USA)- Web Consolidation Project
Successfully evolved the Use Case Analysis, pricing model using the likes of Function Point (FP) Estimation.
• Understanding & gathering the requirements from clients and translating these into functional specifications.
• Analyze Client business processes and document within System Requirements Specifications (SRS) & Product Requirement Documents (PRD).
• To provide the link between the customer, development team and any 3rd party software functionality.
• Experience solutioning on collaboration, Portals, Enterprise Content Management, Business Process and Forms Technologies (Weblogic, Liferay etc).
• Understanding and gathering the business requirements on Oracle Apps ERP Solution
• Document workflows of business analysis and obtain sign-off from client on specifications.
• Experience solutioning on Oracle Application Modules on ERP, CRM, and Supply Chain etc.
• Work exhaustively on the client presentations and Case studies
• Masters of Business Administration (MBA) from K.J Somaiya Institute of Management Studies (Mumbai University) in 2002 (One of India's Top 20 Management Institute)
• Bachelors in Engineering (BE) from National Institute of Technology (NIT), Raipur in 2000 (One of India's Top 20 Engineering College)