Sales Management

K aushik Bhattacharya P h. :+ * * * * * * * * * * 9 9 / + 9 1 9 8 3 0 0 6 4 4 9 9

LinkedIn :

e mai l : hi k a u s hi k 1 @ g ma i l . c o m/ h i k a u s h i k 1 @ y a h o o . c o m

http://in.linkedin.com/in/kaushikbhattacharya1

SNAPSHOT :

MBA, thought Leadership, SBU and P&L Leadership in driving & growing IT business. 18+ Yrs. of Consultative Sales Career

in IT with rich & varied experience in different Technologies, Business Domains and Verticals.

SUMMARY OF EXPERIENCES:

• A ‘hands-on’ Leader. Experience in managing & growing IT business – start-up, mid-sized, country

leadership.

• Visionary ‘Rainmaker’, corporate strategies & governance, P&L, People, Process management.

Financial and General Mgt.

• A Sales career with 80%+ winning ratio. Excellent in developing ‘go-to-market’ strategy for array of

products/services. Highly acclaimed in solution designing, articulating value propositions for clients.

Expert in account planning process for new business and repeat business, Up-sale & Cross-Sale for

long-term revenue growth–Domestic & International Market.

• Customer Engagement - especially at CXO level, Managing Projects/Deliveries, Resources – different

Delivery models. Conceptualizing customer retention strategies based on extensive analysis of related

factors.

• Leading & mentoring team and monitoring performance to ensure meeting of individual & group

targets.

• A skilled communicator with exceptional presentation skills and abilities in forging business

partnerships in global marketplace. Can lead cross-functional teams and establish beneficial

relationships with key players across the Globe. Possess expertise in working on international and

multicultural environments with the distinction of exploring new markets for expanding businesses

from scratch and streamlining operations.

PROFESSIONAL EXPERIENCE:

Alterian Solutions India Pvt. Ltd., Mumbai May, 2010

Onwards

Alterian Solutions India Pvt. Ltd., the Indian arm of Alterian Plc., Bristol, UK, is a leading Technology Company in Customer Engagement

Technology and Solutions. Alterian’s Customer Engagement solutions are focused in areas like: BI, Customer Analytics & Campaign

Management, Social Media, Web Content Management etc. On-Premise::On-Demand:: Cloud Computing ( www.alterian.com)

Designation : Country Head - Head of Sales Organisation role

Roles & Responsibilities:

• Responsible for overall business, growth, sales, general management and complete India operation

including P&L and Resource Management for India geography while actively collaborating with

APAC and Global stakeholders.

• Responsible for creating & managing Go-to-Market strategy, Segmentation Analysis, Product

Positioning, Sales Strategy and organizing pre-sales & after sales support for all the Partners & Direct

Customers in India.

• Self contributory as well as Leading the Sales team and attaining numbers – Responsible for Complete

Sales Organization.

• Responsible for Partner Management - On-boarding, training, development and Retention.

• Finance–Maintaining cash-flow: billing/collection, Debtors/Creditors. Overseeing Inward

Invoices/Remittances, Cost Mgt.

• Presenting Performance Report, Target, Budget to the Board.

• Partnering with Global Comm. Ops. and other key teams for strategizing India pricing & formulating

India centric policies.

• Responsible for the entire Marketing Strategy Development & Execution – Marcomm, Brand

Building, Events, Seminars, Ads, DM, Speaking in seminars, Interviews, Managing PR etc.

• Plays a key role in Global Strategy level as well as in Product Management Discussions for various

Solution Designing, new releases, version improvements, Beta testing etc.

• CEO / CXO Level Networking at different Industry/Commerce/Business Associations’ Meets.

Key Achievements:

• Set-up and Grow India business - All functions

• New business - Partners mostly and end clients - Exceeding Revenue target by 25% on the first year

while attaining ROI and reducing the Payback period.

• Marketing – Delivering lectures, speaking at workshops/Seminars, Events, Brand building thru PR

and Ad.

Contd.

Metabyte India Pvt. Ltd., Bengaluru Oct’ 2009 - Apr’

2010

Metabyte India Pvt. Ltd., the Indian arm of Metabyte Inc., Freemont, CA, USA., is a leading IT services company trusted by Fortune 500 and

mid-market enterprises worldwide. Over 17 million users daily rely on software and services provided by Metabyte for work or entertainment. It’s

a major player in the areas of Collaborative Commerce, Solution Development for array of industries. ( www.metabyte.com)

General Manager – Business Development

Roles & Responsibilities:

• P&L Management for CISCO India Account and business.

• Responsible for all Pre-sales, Sales & Marketing initiative of the company in the target markets.

• Provide directions and establish different Partnerships and Alliances in different strategic areas

globally.

• Manage Major Global Accounts.

• To Establish and provide leadership to Resource Mgt. Delivery, Project Mgt. – on-site : off-shore

model

Key Achievements:

• Set-up direct relationship with major Accounts like CISCO in India to generate an initial revenue

stream of USD 1Mn in 6 months

• Activate Sales training program initiatives in line with modern thoughts.

Digital Domain Group, Kolkata/Hyderabad Aug’ 2004 – Sep’ 2009

Digital Domain IT Services Private Limited

An Information Technology Consulting Company, the off-shore arm of Acuita Software Services, Microsoft business div. of Acogent

Technologies Inc., Santa Clara, California, which is a leading provider of software solutions on cutting edge technologies. The other business

activity of the company includes BPO, B2B/EDI/EAI and IT Staffing ( www.digitaldomain.co.in ) (www.acogent.com)

Assistant Vice President 2006 -

2009

Functional Areas: SBU Leadership for Microsoft Competency Business, Practice Leadership and P&L

Head for Microsoft Dynamics ERP, Consulting and eLearning business.

Roles & Responsibilities:

• Responsible for Incubating new Practice, P&L along with Business development and Major Account

Management.

• Conceive the Business concept, Design Business Plan, Set target and team formation.

• Responsible for all Pre-sales, Sales, BD & Marketing initiative of the company to establish the brand

Acuita in the target market.

• Provide visibility to the Delivery Managers by explaining the agreed SLA’s with customers for project

delivery and put in place necessary processes to meet SLA criteria.

• Personally managing major accounts globally like Microsoft, Wells Fargo etc.

• Streamline the on site/offshore delivery model to deliver more value to the customer.

• Establish leadership and build competencies in different Microsoft service lines including

Microsoft Dynamics ERPs.

Key Achievements:

• Growing & Managing 145+ people and Generate & Manage a revenue stream of USD 25Mn on

Microsoft business.

• Major breakthrough in picking-up Microsoft as the Key Global Account. Sign-up relationship and set

a new division to work on Microsoft platforms and Technologies to support them in complete Sales,

Implementation & Support life cycle on their global projects.

• New Practice incubation in Microsoft Service Lines- and MS Dynamics ERP Practice.

• Picked-up & delivered multiple software development projects from the US.

• Opened office in North America, UAE and Hyderabad.

…Contd.

Head – Sales & Marketing

Aug’ 2004 – Feb’ 2006

Roles & Responsibilities:

• Was overall in-charge of all Sales & Marketing activities of the company and heading the ‘ Sales

Organization’ to look after Sales, Business Development, Market Strategy & Planning and Operation

of two Divisions viz. Enterprise Application Development and Staffing.

• Managing the Sales Force / Set up and Manage Inside Sales team for US.

• RFP response, Presentation to clients to close orders for the leads generated in the US and Domestic

market.

• Setting up Branch offices in major locations (viz. Bangalore, Delhi).

Key Achievements:

• Picked up the biggest ever order of Digital Domain from one of the major collaborative company of

US, Inovis, beating Wipro in the competition. This was a continuous order for a monthly billing of

$300000.

• Picked up a major order of ERP development for Logistics on oil & gas exploration Industry from

Europe of $3.5Mn.

• Started the Sales process for companies IT Staffing business and picked-up 37 major Accounts like

Wipro, Siemens, IBM, Accenture, MBT etc. to support them in their recruitment & staffing drive. This

sales effort established the company in the recruitment business.

R. B. Infotech, Kolkata Aug’ 1998 – July’ 2004

A Kolkata based, then start-up, Information Technology & Consulting Services Company, providing various web based solutions and Internet

Applications, Online Digital Media, Web Portal, e-payment system, SMART CARD solutions, e-business solutions, Maps Digitization, Multimedia

applications for various industries.

Business Head

Roles & Responsibilities:

• In an entrepreneurial venture - Incubating, growing and managing a start-up as overall In-charge of

the business with complete P&L responsibility, looking after all statutory, administrative, operational,

Sales and technical functions of a new business.

• Managed a team of skilled Sales & Technical professionals and Alliances.

Key Achievements:

• One of the founding members of the start-up IT company and successfully setting-up all statutory,

legal, sales, marketing, operational issues in place, ran through incubation to grow it into a successful

profitable venture.

IT Sales / BD / Account Management Experience Detail :

Name of Employer Responsibility Tenure

Solutions : Telecom, BFSI, ERP Mfg., GIS, Dairy, Jan’97 –

Race Course Aug‘98

DDE ORG Systems Limited Hardware : RISC – ORG SuperMax, Dec Alpha, IBM

(Presently ORG Informatics Ltd.), An SI, RS 6000

1. Software Dev., IT Solution & Services

CISC – Digital, IBM, Compaq,

company (part of Sarabhai Group of

Networking.

Companies), Kolkata

Sales Team Mgt., Projects Mgt., Delivery, Major A/C

wise P&L Mgt.,

Peerless Infotech Private Ltd., May’95

2 Hardware, Networking, SI, Hospitality & Hospital –

The IT subsidiary of The Peerless General

Finance & Investment Co Ltd., the

. Solution. Dec’96

country's premier non-banking financial

company, Kolkata

3 Compu Data Systems Pvt. Apr ’94

Sales of Hardware, IT Service (AMC), Networking

. Ltd., Part of Jalan Infotech, Kolkata Apr’95

EDUCATION:

• Post Graduate Diploma in Business Management (Marketing) from IISWBM, Kolkata.

• Advanced Post-Graduate Diploma in Computers and Systems Management from UPTRON ACL,

Kolkata.

• Bachelor of Commerce from City College, Calcutta University.

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