Head - Datacenter Product & Solutions
Adani Enterprise Limited
مجموع سنوات الخبرة :24 years, 4 أشهر
Responsible as Datacenter Product & Solutions Lead, engaged from a complete BTS / BTO models of greenfield Site to Commissioning of Datacenter with Hyperscalers and COLO products / solutioning to Enterprise Client. Role specific to Datacenter propositions development, packaging, and (GTM) activities in support of Data center Product & Solutions.
Responsibilities:
• Developed Solutions for 3 Hyperscalers Value of Contract more than 2800+ CR (Converted to Orders) & 7 Enterprise RFP’s (3 Orders in Pipeline), Solution, Compliance matrix responses.
• Works closely with the entire executive team to define, refine, and improve Datacenter Product lines strategy and value proposition.
• Manage multiple PMO and internal projects across all disciplines.
• Responsible for Client RFP response, Compliance documents and submittals as required.
• Responsible for Building Datacenter Products & Services Offerings with Technical Solutions accordingly.
· Colocation (Managed / Unmanaged Hosting, Build to suite Infrastructure, Managed Services, Connectivity Services, Cloud Offerings - IAAS, PAAS, SAAS & Datacenter Consultancy Services
• Build solutions w.r.to individual client’s requirements based on the service model offerings such as Build to Suite / Colocation Datacenter & Various service offerings.
• Maintain an in-depth knowledge of Datacenter based solutions/services and customers’ business issues to drive innovation in these areas.
• Develop and manage product roadmaps working cross-functionally across Engineering, Designers, QA, and Operational teams en route to timely releases.
• Create and manage winning partnerships with key stakeholders including Technology and service vendors, commercial partners, and internal support teams to create and deliver end-to-end innovation value chains for enterprise customers.
• Identify, develop, and evaluate Go to market strategy, based on knowledge of establishment objectives, market characteristics, cost, and markup factors.
• Evaluate the financial aspects of product development, such as budgets, expenditures, research and development appropriations, return-on-investment, and profit-loss projections.
• Develop pricing strategies, balancing firm objectives and customer satisfaction.
• Manage new features or Solutions development projects following internal Time to Market (TTM) methodology.
• Design and manage the ‘lead to cash’ process for Hyperscalar / Enterprise colocation business, which includes:
· Datacenter system requirement scoping and configurations
· Solution design, Proposal preparation, feasibility checks
· Internal business approvals
• Responsible for Building Datacenter Guidelines, Handbook, Policies & Procedures, Compliance Matrix, SLA and all necessary documentation for Datacenter’s.
• Also responsible for Site Acquisition, Assessment & Planning for Datacenter land Acquisition.
• Response for Building Latest Best practices & Industry trends followed across globally to be implemented in the Datacenter.
KSA (Jan 2016 - Sep 2016): Responsible for Business Development in the category sector for High Tech Industries, Data Center Infrastructure - (Design & Build) Solutions.
India (Mar 2017 - Dec 2017: Responsible for PAN India Business Development in the category sector for High Tech Industries, General Industries, Data Center Infrastructure- (Design & Build) Solutions, based on the strategic directions and targets of the business; lead the business development programs and initiatives, accountable for the deliverables and outcomes, act as an advisor to the business lines in their own business development activities.
Activities include lead generation, prospecting, planning, forecasting, qualifying, and assisting with the delivery of sales presentations and proposals. Respond to information requests and inquiries from executives and global team members.
Responsibilities
• Generated 5-6 major leads worth of 600 Cr in the initial 6 months of Business Funnel at both the regions - KSA & INDIA
• Work with cross-functional teams to lead the development and management of new of Datacenter Build and value-added products and services. Formulate strategies for delivering on the overall DC & High-tech business objectives.
• Work with senior decision makers at a range of major clients, articulating the benefits of M&W’s value-added services. Manage DC & High-tech services revenue and business goals, manage the P & L and drive actions to rapidly accelerate growth and ensure profitability.
• Ensure the positioning of the company’s Data Center infrastructure services to align with clients’ business needs. Gather technical, financial, market and other relevant information to create compelling products and services for the customer base, in line with company product roadmap.
• Prioritize activities according to revenue generation and corporate strategy to enable increased profitability.
• To develop and build long-term professional customer relationships with existing, new and potential clients & Market Segments.
• Responsible for expanding client relationships/key markets to target as business growth opportunities.
• Responsible for and has full ownership of Data Center Design & Build Solutions inclusive Power systems such as UPS, Generator, Cooling systems such as HVAC. Manages the creation of proposals, presentations, and other client-facing materials with the pursuit and operations teams.
• Coordination and governance of sales activity throughout the sales process including qualification, discovery, proposal, pricing presentation and negotiation.
• Ability to comprehend, analyze, and interpret various types of business documents such as complex and lengthy RFP documents with detailed SOW around data center operations. Ability to solve problems involving several options in situations. Requires advanced analytical and quantitative skills.
• Totally responsible & Involvement with Post Sales Dept and Technical design for System, CSA Packages, MEP Packages, Compliances - TIA & Uptime Standards & Ratings, Testing & Commissioning Services - FAT, SAT, IST, heat Load Test along with considering the IT Active part of Communications, Network / Storage & Security Services with Technical consultation.
KSA Achievements:
√ Instrumental in Datacenter Design, Build & Operate -Business Case for MW - Amata in Thailand
√ Aramco Modular Datacenter for 50 MW capacity in KSA - (Phase 1 - 5MW)
√ SAMA (Saudi Arabia Monetary Agency) for building a Traditional Tier 3 Compliance Datacenter.
Indian Achievements:
√ Bombardier - Kolkata Project
√ Emerson - New Power Manufacturing Plant @ Pune
√ India - Datacenter Design & Build - 16 MW, 3000 Racks capacity Datacenter, TIA Rated 3 Classified Datacenter Solutions - Confidential Client.
Start & Develop Datacenter as a Product in the Region & Responsible for Business Development & Operations for KSA Region specialized for Data Centers & Managed services.
Functional areas of responsibility include Business Development, Presales, Business Solutions, Project Management, and Commercial Management.
Job Role:
Cracked a ½ million SAR in a single sale of 1st Colocation Hosting with 3 Racks Hosting within 4 months of first approach
Responsible for setting up all the services for Data Center, Managed Services & ISP from Scratch.
o Data-center- Colocation Hosting Services inclusive of Virtual & Cloud (IAAS, PAAS, SAAS, Storage, Database, Security, Management), Managed Services, Professional Services & Consultancy Services
o Managed Services - Inhouse & Outsourcing Service lines
o Connectivity Services - Internet, MPLS, VSAT etc.
o Consultancy Services: Design Consultancy, Datacenter Project & Operational Audit Consultancy.
Successfully Build up Business and Technical Solutions for Top Major Hosting clients: related to Main Site / Disaster recovery site, BCP and connectivity solutions.
o KSA - JP Morgan, Credit Suisse, Morgan Stanley. SADAD, Mobily, STC, ATX-Euronet, Aramco - Petro Rabigh, CITC, Saudi Post and various Banking / Financial & Telecom Organization.
Responsibilities included identifying revenue opportunities with both existing and new clients. Duties included structuring strategic proposals, negotiating business terms & conditions and closing the transaction. Delegate production to Operations, Marketing & accounting
Operate and effectively manage the 3 hubs of the company across the region.
Develop and recommend corporate operations policy within the Operations Department.
Prepare cost control Reports, Cost estimates, Manpower and facilities requirements forecasts.
Present monthly reports on performance for Rhythm of Business and other review meetings / discussion.
Led the development of the Service Delivery Model for the IT Organization based on ITIL Service Management.
Market research, sizing, projections, product mapping, Competitive analysis and pricing structure
Involved in 7 - Datacenters Build with Full technical and Product based solution within the Kingdom.
All required Site evaluation matrix and capacity planning
Initialized CapEx and OPEx Budgets for the all the new Hubs.
Develop the guideline for pricing system.
Offered management with the suggestions for developing volume, market shares and cost levels.
The Achievements:
√ Acted as one point of contact while setting up the team for Business / Sales & Presales
√ Planned the new Data Center insight for company in other cities for Various Organization.
Major Wins:
√ Colocation Hosting Services - 25 M SAR (Clients - (BFSI) SADAD, Credit Suisse, Morgan Stanley, JP Morgan, ATX - Euronet, Medgulf, (Telecom) ZAIN, Mobily, (SI-IT & ITES) NAVLINK, (Government) SAMA, Saudi Post, Agility etc..).
√ Managed Services - 18 M SAR (BFSI, Small & Medium Business Clients)
√ Connectivity - 10 M SAR (All Hosting Clients)
√ Professional & Consultancy Services - 6 M SAR (Telecom & BFSI)
Wholly responsible for technical support operations for West Region-India in high-volume, 24x7 environment, including Presales & Product Development with the technical support team. Oversee Network /System /Storage, implementation, integration, and troubleshooting for city/county Bank, government, law enforcement, and district clients within a five-state region. Responsible for vendor installation services management.
Job Role:
Contribute to the overall performance and success of the Regional Support Center by identifying areas for improvement and provide consultative support to country-level users and business units.
Lead the Regional Support Team supporting IT Systems users across Western Region and managing third party suppliers of systems/vendor products.
Deliver against agrees service levels.
Liaison with other divisions within the region to gain/contribute to overall improvement of support functions.
Manage crisis situations and provide users with appropriate support and advice.
Ensure that the escalation process management is fully adhered to.
Deliver assignment implementation within approved expenditure levels and timetables.
Mentoring and training support staff.
Undertake any other duties as directed by the reporting Manager.
Responsible for managing the largest team on with 35 consultants each for Microsoft client Support Operations
Pilot project, Project transition, the only global Support, Microsoft Broadband, Technical Voice Support.
Client interaction day-to-day basis for smooth transition of process from GTSC.
Documentation of Standard Operating Procedures with Call Flow and ensuring client metrics achieved at all levels.
Lead, Motivate, Counsel, Develop and Coach Team to meet project SLA’s, Core metrics, supporting metrics.
Build strong partnership with clients and anticipate requirements and deliver accordingly, ensure operational cohesion and build an effective foundation for future growth, Co-ordination with other teams to dynamically balance transaction volumes.
Identify career path for various employees in the team and mentor development
Wrote many Standard Operating procedures (SOP) to either: become a team-oriented staff augmentation provider or, solve a project-based problem the client was faced with. These SOP included POC and responsibilities.
Work closely with the recruiting team so the candidates that are cultivated are the exact technical match for the client’s requirements and needs.
Team Leader / System & Network Administrator
• Provide LAN / VOICE troubleshooting and maintenance.
• Managing the Voice Network consisting DTX 600 Multiplexer, Nice Loggers, PABX and Predictive Dialer.
• Configure and implement NT Servers utilize RAID 5 sub system.
• Setting up and Maintaining FTP sites for various clients.
• Configure and implement NT/2000 workstations.
• Administer NT/2000 user accounts.
• Implement Corporate Enterprise backup system.
• Implementation of port level security on Cisco 4006 switch.
• Implement Corporate Enterprise backup system through Arc serve.
• Provided support for the asynchronies equipment Modems, Dumb Terminals, Printers.
• Responsible for upgrading 750 workstations both hardware, software to Windows for Workgroup 2000 platform.
• Provide LAN troubleshooting for the Novell Domain Infrastructure
Electronics & Telecommunications