Business Development Manager
Viteos Fund Services
مجموع سنوات الخبرة :15 years, 3 أشهر
Vice President Sales - EMEA and APAC
Mumbai, India: March 16th 2018 - Till Date
•Conceptualized and strategized Go-To-Market, Business Plan and Pitch Book for Viteos’ Technology led productized solutions viz. STP Trades, Reconciliation (of Trade, Cash, Positions, PnL) solution, Reference Data Master Solution, Investment Data Management, Pricing & Corporate Actions Processing, Treasury & Collateral Management optimization, Economic Allocation (Shareholder level NAV), KYC/AML, FORM PF etc.
•Carried out feasibility assessment, product road-map analysis, market analysis, target segment qualification, Business Plan, Digital Marketing strategies, ROI driven Sales plan
•Key Account Management for a large, Europe headquartered, global Capital Markets account (largest client for Viteos). Responsible for topline & bottom-line of the account. Relationship Management with key stakeholders in the account for up-sell and cross-sell opportunities
•Strategize and execute new logo acquisition in the Asset Management, Wealth Management, Securities Services, Hedge Funds and Private Equity industries in EMEA and APAC - selling Middle Office, Back office, IBOR, ABOR related Operations and Technology-led services.
•Consistently refine and execute Key Account Business Plans and Sales Strategies to manage Topline & Bottom-line imperatives for the owned accounts ensuring Q-O-Q and Y-O-Y growth
•Solution Design, pricing and RFP/RFI/RFQ response for Investment Operations and Front to Back Office Technology offerings
Virtusa Polaris
Director, Sales - APAC and ANZ
Mumbai, India: July 31st 2017 - March 15th 2018
•Leadership role, owning topline and bottom-line targets for couple strategic accounts in BFS SBU in the ASIA-PAC and ANZ (Australia, New Zealand) regions namely
•Managed and Grew business across multiple, strategic client engagements with leading, multi-national Banks and Financial Services firms in APAC, cumulatively overseeing a topline of 6 million USD annually
•Demonstrated ‘Thought Leadership’ leveraging our Innovation Lab, Fintech partner ecosystem, Advisories and Rainmakers
•Carved out compelling, cutting-edge solutions for Banks, Financial Institutions and Capital Markets players and their In-House Captives on strategic, high-visibility initiatives across Digital Banking, Core Banking Transformation, Digital Payments, QR/NFC/P2P e-commerce, Cloud-based Payments, Mobile Payments, Social Engagement, Cognitive Computing, intuitive Omni-channel experience, Design Thinking, Digital Transformation, Digital Assurance, Block-Chain / Distributed Ledger Technology, Hyper converged infrastructure, IoT, Enterprise Security, Mobility, Agile, DevOps, Bi-Modal IT, Lean, Six Sigma etc.
•Partnered a large, multinational Japanese bank as an SI in their Voyager program leveraging Fintech partners ecosystem via acting as an API broker and helping productionize the Sales and Customer Service use cases leveraging Big Data Analytics, RPA, ML, AI, NLP, Chat bots etc.
•Leveraged Cognitive RPA, OCR / OCV, IDA (Intelligent Documents Automation), eDocumentation, Automated Compliance Screening, Cloud Computation, Blockchain and NLP to decipher several Trade Finance documents and automate the documents extraction and validation process in several trade finance workflows for a Tier 1 Australian Bank
Lead & managed deal pursuits in India & APAC. Hunting and Farming responsibilities across Baking & Financial Services and Healthcare & Insurance verticals. Carried Annual Sales target of USD 5 Million.
•Acquired and managed a marquee BFS logo - largest Indian Private Bank headquartered in Mumbai.
•Successfully managed complex sales cycle of a comprehensive full-suite opportunity on next gen cloud SI - design, deployment, migration and sustenance which realized USD 10 mil TCV over 3 years with USD 4 mil in potential, future services.
•Deal structuring and pricing of Hexaware’s services across various cloud models viz. IAAS, SAAS and PAAS, across multiple cloud OEMs viz. Microsoft Azure, AWS, IBM Soft layer and Oracle Cloud
•Prospected and synergized Digital Transformation opportunities across Business, IT (Apps/Infra) & Ops (BPO/ KPO) with several key stakeholders, leveraging co-innovation driven go-to-market partnerships with disruptive, next gen technology vendors & FinTechs, besides utilizing homegrown IP tools, frameworks and accelerators
•Attended periodic Industry Conferences, Round Tables, Seminars etc. exhibiting niche solutions portfolio to prospective client attendees
•Client Wins:
•Marquee Indian banking and financial services conglomerate headquartered in Mumbai
•Leading IT solutions provider to the Banking Industry - subsidiary of Oracle, India
Initiated and Managed Business Relationships with several, marquee Global Financial Services, Capital Markets Clients, predominantly buy-side Asset Managers, Hedge Funds, Equity, FI & Alternative Investment Managers, Private Banks, Wealth Managers, Custodians, Index Providers and Data Aggregators across New Jersey
Program Managed Aricent’s ‘Datacom’ Business Unit’s two erstwhile, largest telecom accounts viz. Nokia Siemens Networks (Finland); Alcatel Lucent (Belgium), both operated across multiple geographies in an onsite-offshore-near shore model
•Periodically travelled to customer locations across Belgium, Finland, Germany to acquire new business, drive client conferences, attend steering review meetings / QBRs, joint sponsorship and marketing events
•Assisted on-field sales personnel - cumulatively USD 18 million topline growth and 4 million bottom-line through efficient and effective management of multiple, concurrent engagements
•‘Breathed life’ into a rather ailing client-vendor relationship, transformed to healthy ‘Partnership Mode’. Introduced ROI based investments across multiple facets of client engagement via relationship building, instituting self-funded innovation labs tasked with bringing in value-additions, quality enhancements and customer delight. Maintained and tracked financial models including sensitivities to assess risk, set financial covenants, and determine investment returns
•Carved out Work Agreements, complex Business models (DDF, BSP, and BOT) and Pricing models (FP, T&M, Risk and Reward, Revenue Sharing, Royalties and Bonus etc.) with the customer in line with key business imperatives and budget priorities
•Continuously tracked “Customer Value Creation Plan” by promoting a silo-less service environment. Acted as a facilitator to customer interactions with internal support groups ensuring high level of customer satisfaction w.r.t. contractual commitments and key deliverables
•Proactively tracked and fulfilled allocation of all resource requirements and development facilities in collaboration with client and internal functions - RM, HR and Admin., maintaining an optimal balance across hierarchy and skills across individual projects as well as at the account level
iGATE Global Solutions
Lead Pre-Sales Initiatives across US and Europe. Anchored RFP / RFQ / RFI response, contributed towards creation of marketing collaterals - Brochures, POVs and White Papers for iGATE’s ‘Capital Markets’ Group
•Managed an Opportunity Generation (Inside Sales) Team comprising 8 Business Development Executives. Team was hands-on in prospect qualification and lead generation via a gamut of activities viz. secondary research, dynamic data scrubbing, mapping and connecting with prospects and decision makers by phone and email campaigns to pitch vertical led services
•End-to-end responsibility and ownership of Inside Sales from hire to retire - onboarding, mentoring, performance management. Consistently churned out an average of 4 qualified leads per team member per month in line with defined targets
•Actively involved in several, key Capital Market client wins globally. Assisted in Initiating and growing strategic KPO and IT engagements with Investment Banks (bulge bracket, tier-1, regional banks and boutiques); Fund/Asset Management Companies; Private Banks; Credit Rating Agencies; Large equity brokers across US and Europe
•Assisted Solution & Practice Teams in conceptualizing and customizing customer centric solutions through innovative, in-vogue ideas based on industry exposure and direct customer-contact experience
•Carved out ROI based techno-commercial “Proof-Of-Concepts” and “Pilots” for the clients
•Worked with Marketing Communications group towards continual contextualization and refinement of Go-to-Market strategy. Articulate product & services positioning & key benefits to target audiences
•Participated in workshops/seminars/ sales and marketing events, anchoring pre-sales activities. Planned launch of marketing promotional events such as hosted seminars, round-table conferences, speaker slots and tele-forums
•Organized and managed Client Visits to iGATE Noida & Bangalore facilities, made numerous capability presentations to the client audiences
Spearheaded an Overseas Business Development unit in India for NIIT’s Knowledge Solutions Business (KSB) division across US & Europe regions
•Introduced and drove market awareness of NIIT’s eLearning services (LMS, custom eLearning courseware development, online learning, web enablement of legacy learning content, Flash animation, 2D/3D animation development etc.) to Fortune-500 companies, primarily aimed at Banks & Financial Services, Retail, Manufacturing & Consumer Products industries
•Established and ran lead generation programs, sales tools and frameworks, web, phone and email-based campaigns
•Captured end-requirements of the prospective clients and articulated customized e-learning solutions and services tailored to their atypical needs
•Supported brand recognition campaigns for NIIT in US & UK via website marketing, internet portals, webinars etc.
EXL Service
Executive Operations
Noida, India: June 4th, 2001 - March 7th, 2003
•Serviced EXL’s Insurance and Mortgage clients across US and Europe.
•Part of a Back-office team that researched and mapped prospective client organizations and generated leads for onsite Sales teams
courses: C++, Unix and Data Structures
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courses: Certified in Hexaware’s internal Capital Markets Business Analyst Foundation Training PARTICULARS