Sr Manager - Pre Sales, Solutions and Bids
Ooredoo
Total years of experience :27 years, 8 Months
#Led Pre Sales, Solutions, Bid and Commercial support team for B2B
# Role involves engagement with clients, understand their technical and business needs, develop compelling and differentiated solutions
Managed prospecting system to qualify all B2B leads into opportunities from initial qualification to successful acceptance by the customer.
#Own and develop commercials and Business Case for managed opportunities and apply commercial knowledge to accurately build and model costs and prices, and evaluate and mitigate risk and potential.
#Responsible for Bids and Proposal Management for requirements came across as RFPs/Tender/RFIs/RFQs
Notable Achievements
# Won a deal worth QAR half a billion(USD 135M), an amazing win, apparently the largest ever B2B deal in the telecom marketplace in Middle East, possibly few deals of that magnitude happen across the telco worldwide
# I led the bid from scratch, identified and evaluated Partner options, developed scope, collaborated teaming agreement and came up with techno commercial engagement model and modalities. I Led negotiation with client, led the solution, defended the bid internally, overall proposal documentation and submission.
# The solution provides a fully managed and completely redundant high capacity media network for customer 5 core hub locations, and a robust 70 bureau network over a combination of different network technologies.
# Won deals worth QAR 750 Million TCV in 2014, QAR 550Million TCV in 2013
# Managing a pipeline worth QAR 1.5 Billion incremental TCV.
# Maintained more than 90% Win Rate for proposals with outcome
#Won orders competing against global giants
# Inspite of having small team started a Consultative Approach for Client Engagements for their ICT Solutions
#Developed end to end Pre Sales and Solutions engagement process
#Led a Game Changing initiative by developing a pipeline of qualified opportunities worth QAR 120Million form scratch for VSAT fixed and maritime business
I was responsible for management of Qtel’s product portfolio and development of overall marketing plan by designing and deploying the product roadmap for new Products. I lead a team of product Management Specialists who work on the full life cycle management of Business Solutions products and services, and their delivery systems. The role involved working across cross functional areas to define, schedule, develop, launch and manage life cycle of products and services. I was responsible for the Product Strategy, analysis and development of Business Plans, pricing models.
Few notable achievements
• I played a vital role in enhancing Qtel Business Solutions product portfolio by launching many products and major alliances. These new products have started contributing significantly to Qtel’s topline e.g. global data product portfolio revamp alone is expected to bring 0.63 Billion QR revenue over next three years.
• I did a total revamp of Qtel’s domestic access product portfolio by launching Ethernet services, CoS enabled IPVPN packages, SLAs burstable billing options, range of managed services viz MRS etc
• I played a key vital role to conclude a strategic alliance with many tier One Telcos viz Verizon, BT, Reliance, TATA etc. The alliance helped Qtel in a big way to enhance Business solutions offerings to corporate customers. I were responsible to negotiate with partners to identify a commercial model by protecting and optimizing Qtel Business Interests.
• I revamped voice portfolio by introducing Toll Free, Audio Conferencing, IP Telephony enhancements; currently managing the development of SIP trunking, IN services etc
• Managing development of Public TelePresence Services for Qtel across its several OpCos. First Phase in final stage of development, B2B, B2P variants in pipeline
• Managed the development of an All-in-One telecom package for SME and SoHo. The innovative package provides voice, internet, mobility and presence solution in same bundle.
• Expertise to make use of both fixed and wireless technologies for highly available products, many of my products used 3G as a failover mechanism.
• Leading the development for business products to be implemented on Qtel countrywide FTTx rollout
Worked for Etisalat startup Canar to commercially launch Corporate and Wholesale voice and data products over NGN core and Next Generation Access network.
o Chaired Corporate Strategy implementation workgroup to develop and launch
o Corporate Products & Service and Network rollout
o Operating model for corporate products
o System and Organization required for corporate products
Developed product definitions, documentation, compliances with networks, policies, SLA parameters and tools for sales
Managed team responsible for simulation, soft launch & full commercial launch activities, successfully launched suite of corporate products (leased lines access, VSAT, WLL & EVDo, ADSL and calling plans, IP Centrex, IN services, wavelength)
Developed marketing plan, including new product, enhances, marketing strategy & activity roadmap, projection of sales & addressable market, set-up of segment based marketing team.
Benchmarking of Canar Products with Local, Regional and International Telco and developed the appropriate tariffs for products and services
Developed a costing model for Canar Product & Services based upon actual Capex incurred on Network and Systems
Managed an end to end VSAT services deployment, right from vendor selection to product offerings
Chaired a committee to Identify and recommend the CPEs required for Products and Services
Imparted relevant skills and equipped Sales on concept of corporate products
Working in a team accountable for new product launch for enterprises to enhance market share, revenue and profit. This specialized role ensure smooth execution of all the activities involved in a new product launch and that all activities are undertaken prior to launch. This role expect that for all New products and services associated developments, enhance and fixes, are scoped and promised within the company’s framework for delivery.
Responsibilities:
Identifying market attributes and demands to develop and launch new products, shaping concepts
Developing concepts into business plan, working out detailed project plan, manage beta testing and executing product launch plans
Aligning product attributes with internal available resources and building additional resources/ processes as needed, to make the products successful.
Leading Cross Functional Teams consisting of project, planning, network, customer support, finance, vendors and technology partners to ensure products deliverables are scoped within available resources.
Developing and implementing pre and post sale Order Management, product delivery, customer support, billing process, SLA tracking and synergies between various departments’ processes
Developing market intelligence to successfully counter competition and refine products/ strategies as required.
Developing product documentation and delivering training and sales tools to impart product skills to relevant teams
Tracking product performance and numbers committed in business plan
Working out customised solutions, building partnerships for major bids, RFPs
Achievements:
Developed a flexible, cost effective, end to end managed voice minutes product for Indian call centre /enterprises. This product has enabled the organisation to move up the value chain and changed its profile into that of a complete solution provider.
Huge demand, targeting $ 25 M from next financial year-major revenue stream fro VSNL
This Specialist role is responsible for product P&L. This role involve implementing the strategy for the product to enhance revenue, growth and margins. The Product Manager is responsible for understanding market requirements, defining the product plan and working with the delivery agencies to ensure successful product lifecycle management.
Responsibilities:
Strategising to enhance revenue and profitability of product portfolio and preparing the annual plans and budgets.
Managing Annual Operating Plan and tracking product performance
Reviewing and setting right all aspects of product((packaging, pricing, discounts, billing, delivery, SLA, Customer support etc) on ongoing basis
Developing product documentation and sales tool
Imparting product knowledge by conducting training program, workshops for sales team, solution, business partners and other relevant bodies
Achievements and major activities:
My major contribution was in shifting VSNL as Internet based hosting provider to a managed data centre solutions provider
Introduced whole suite of data centre offerings , right from raw collocation to caged space, dedicated hosting, shared hosting, managed services on security, messaging, streaming, webcasting etc
Partnered with major CDN providers across the globe, managed to retain major content within VSNL Data Centres. This activity helped VSNL immensely to shape as leading ISP
Devised pricing, Documented data centre offerings, trained sales force and business partners
Managed data centre services as an independent profit centres and was responsible to turn it into significant part of corporate business
Instrumental in setting up multiple data centres across India
Helped VSNL to secure Certifications like Sun Tone etc for Data centre infrastructure
Awarded Best Product Manager for 2003 for enterprise services
Passed with honors