Senior Manager - Consulting
OWS Consulting
مجموع سنوات الخبرة :15 years, 8 أشهر
a) New Business Identification, new lead generation for IT Training & Consulting opportunities
b) Sourcing freelance IT trainers / IT resources based on client requirement
c) Negotiate contract terms and establish suitable business arrangements between freelance trainers / IT resources, company & client
d) Organizing & moderating training sessions
e) Handling marketing & operations for key accounts
f) Develop and maintain a strong monthly sales pipeline
g) Meet and exceed monthly/quarterly sales activities and revenue targets
a) As part of Government & Public Sector, providing timely delivery of project insights to various
Government clients.
b) Undertaking brainstorming sessions, stakeholder interviews, field surveys and summarizing the findings
in the proposals, documents & presentations.
c) Co-create with the client, articulate digital transformation and drive innovation agenda for the client
d) Ensuring adhering of corporate brand guidelines while collating & submitting the content.
e) Ensuring originality of thought and Point of View is reflected in the content.
f)
Ensuring the deliverables go through multiple iterations of presentation & review before final submission.
g) Collaborating with sales team for creating proposals or presentations for business development purpose.
h) Partnering with sales for account planning, gathering client feedback & payment collection
i)
Responsible for presales & bid management including preparation of detailed project report, vendor
evaluation tender documents, call for tender, bid proposal evaluation, contract negotiation, project
award.
j)
As Business Analyst responsible for requirements gathering, BRD, UAT & Go-Live of citizen services in
EDCS’s Seva Sindhu Project.
k) Participating in knowledge sharing sessions & contributing to the knowledge repository as per the
standard process.
Achievements:
Successful delivery of below mentioned projects.
1. Citizen service delivery project for EDCS, Govt. of Karnataka
2. Bengaluru City Digital Strategy Blueprint and Roadmap for BBMP
3. New project concept - Police Information Kiosk for Shivamogga Smart City Ltd.
4. eHospital implementation for Health Department, Govt. of Karnataka
Roles & Responsibilities: a) Identify new addressable market in Smart Cities program across India. b) Define GTM strategy c) Generate Leads d) As presales person responsible for reviewing RFPs, RFIs, managing presales proposals, analyzing deal qualification metrics and recommending the best solutions e) Identifying opportunities through partnerships & alliances with large Master System Integrators (MSIs) or Consortium bidders, Smart city SPVs, Project Management Consultants (PMCs) & sub-contractors. f) Creating thought leadership notes, POVs on industry status, updates on next big opportunities, targeted "customer - partner" account mapping & mining activities. g) Organizing pre-proposal meetings & driving opportunity briefing sessions. h) Participate in client interactions during the deal process to better understand the context and design client specific solutions. i) Using knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiations Achievements: 1. Creation of a PAN India Business Development and GTM strategy targeting projects under India SMART Cities Challenge - 100 SMART City Program. 2. Achieved lead generation target for Year 2017 3. Submitted unique proposals on Smart City Solutions related to city transit and non-transit fare collection, Citywide common payment system, Citywide Mobile & web app.
a) Conceptualizing new solutions, products features, services delivery avenues, product management,
marketing & business development of following telematics & IoT solutions:
i)
Sand Mining Administration Regulation & Transport (SMART) System
ii)
iii)
Iron Ore Transport Monitoring System (IOTMS)
Solid Waste Transport Management System (SWTMS), etc.
b) Responsible for preparing and driving GTM plan in line with organizational strategy
c) Drive business development activities in new geographies by meeting Govt officials in District
Administration, PWD, DMG & other prospective Dep’ts.
d) Closely working with channel partners in joint business development opportunities.
e) Increasing revenue through upselling & cross selling opportunities in existing key accounts
f)
Creating telematics concept notes, detailed project reports, tender documents and proposals.
g) Responsible for Presales & Bid management including seeding the project, preparation of SOW, tender
documents & RFPs.
h) Work with marcom team in creating compelling and customized internal and external communications,
messages and supporting materials such as presentations, brochures, case studies, white papers.
i)
On solution delivery & product development front, work as Business Analysts in establishing product
goals and strategies.
j)
As Business Analysts, drive solution requirements definition (including writing BRDs) for new features,
change requests and enhancements.
k) Prioritize requirements with Software Development team for implementation on the most critical
requirements.
l)
Support & Coordinate UAT / Go-Live / handover of project deliverable by working closely with the Project
and Client teams for a seamless transition.
m) Responsible for stakeholder management, project management & change management
Achievements:
1) Sand Mining Administration Regulation & Transport (SMART) System
i. Played major role in winning 4 significant deals in Karnataka State.
ii. Instrumental in working on pilot for Guntur, Andhra Pradesh that later helped in winning State level project.
iii. Instrumental in bringing new functionality & handling the 100+ change requests right from customer problem identification, documentation, moderating technical feasibility discussions, coordinating development effort, UAT & feature release.
2) Iron Ore Transport Monitoring System
Customized the existing solution to suit the Industry requirements & created a unique Dashboard for stakeholders, leading to scaling of project to 3000 vehicles target.
a) Marketing & lead generation
b) Key Account Management
c) Sales & New Business Development
d) Proposal Development
Achievements:
1. Instrumental in adding 7 new clients & instrumental in rejuvenating one strategic business account.
2. Got first deals in Telecom & Energy space for South Region.
3. Generated top revenue among sales executives during first two quarters of CY 2013.
Roles & Responsibilities: a) Contacting Govt Officials in Urban Development Dept, Development Authorities, Municipalities for identifying new opportunities & seeking clarifications on RFPs. b) Reviewing RFPs, RFIs, managing presales proposals, analyzing deal qualification metrics and recommending the best solutions c) Managing end-to-end "Presales Process" including Bid Pursuit, Bid Proposal Management, Consortium formation & Partner Management. d) Build the proposal compliance matrix and track the fulfilment of all requirements e) Lead storyboarding sessions, facilitate key review meetings, manage proposal governance, review proposal progress during status meetings f) Manage the entire proposal lifecycle including scope finalization, solution review, commercials, and proposal submission g) Working closely with partner ecosystem for joint bids & outsourcing of projects. h) Track & maintain bids repository and ensure timely submission Achievements: 1. Drafted more than 100 proposals for providing custom consulting services that resulted in 4 project awards including "MCGM's Development Plan for Greater Mumbai (2014-34)" & 2 empanelment applications. 2. Successfully completed the first Photogrammetry campaign targeting Japanese companies. 3. Nominated as ISO representative for Business Development Department.
a) Part of dedicated eCommerce development team (intrapreneurship project team) tasked with building Online Ticketing Ventures (www.busindia.com & www.ticketcounters.com)
b) Managing end to end sales process including database generation, cold calling, generation & qualifying leads, meeting decision makers, delivering presentations, coordinate demonstrations, deal negotiation, order closure.
c) As Business Analyst, responsible for requirements gathering, Writing BRDs, coordinating UAT, end user training.
d) Working with Product Development Group to solve various application problems
e) Assisting Technical Delivery Manager in project tracking and status reporting
f) Managing presales process by analyzing RFPs, submitting proposals, DPR, tender documents.
Achievements:
1. Played a major role in creating concept notes, marketing collaterals and prototype for online ticketing ventures www.busindia.com & www.ticketcounters.com.
2. Got first breakthrough deal in private bus operator segment within first 6 months of concept presentation. Later, by end of 1st year closed 2 more deals.
Sales, cold calling, meeting prospects, submitting proposal, work with seniors for closure.
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