Manager Management

Manoj Gulati

***** ******** *****, **** *******, MN 553**-***-***

**** ***********@*****.***

Summary

Professional experience as Product Director and Business Development

Director with strong focus on delivering enterprise-wide solutions, driving

innovation, and managing customer relations. Key responsibilities include,

develop accounts and channels, build region sales, identify improvement

areas, and foster advisory role to Fortune1000 companies for over ten

years. Extensive background analyzing, strategizing, identify improvement

areas, proposing, developing, and supporting products and projects.

Consistent quota and revenue achiever. Prior experience as a Projects

Coordinator, within start-up to highly mature matrix environments. Strong

experience and understanding of next generation business and revenue

models including SaaS, Vested Outsourcing, Pay-Per-Click and Social Media

Forums. My strong analytical approach to problem solving allows me to

effectively deliver on complex projects throughout the entire product

lifecycle.

Education

Master of Business Administration, Duke University, The Fuqua School of

Business- 2004

Post Graduate Diploma in Business Management, Institute of Management

Technology, India, 1994

Bachelor of Engineering (Production), Bangalore University, BMS College of

Engineering, India, 1991

Professional Experience

HCL Technologies America(www.hcltech.com), Minneapolis, MN -2007- present

HCL Technologies is a $5Billion global Information Technology Services and

Engineering company providing consulting services for software

applications, new product engineering, and enterprise systems.

Sr. Market Development Manager/Sr. Business Development Manager

. Startup and build business operations for Midwest market covering seven

(7) states with the primary focus on finding, developing, and converting

prospects into customers of HCL. Responsibility includes $2.5million of

startup quota.

. Develop alternative solutions with client business owners to meet

technical, business performance, and financial objectives.

. Review product and application performance against quality and time

expectations. Influence changes to improve functioning and deliver to

specified goals. Finalize product specifications, release beta, final

version of application workflow.

. Align solutions to address key challenges. Identify financial

alternatives, including cost models to ensure total cost of ownership

(TCO) and business performance matrix goals are achieved. Built

projects pipeline of $85m.

. Created business led-technology solutions within Manufacturing, and

Energy and Utility verticals. Led team through long project cycles while

providing ERP and EAI solutions for software products like Oracle, SAP,

IBM and SumTotal.

. Opened new accounts by collaboratively identifying differentiating

competencies within next generation technologies like SOA product

selection for leading Midwest Electric Utilities Co., Camstar/MES

enhancement for global High Tech Co., Content Management for an Energy

Leader, and Warranty process automation for Auto giant.

. Present at workshops, demos and seminars to gauge customers changing

needs, perform gap analysis, and preliminary ROI's.

. Experience working through large and complex RFP's by aligning multi-

functional teams to gain deeper understanding of client business, and

consultative solution selling covering both technological and financial

needs.

. Increased customer satisfaction (CSAT) scores for two Fortune clients

over 20% through value-based relationship with customer. Establish

scorecard, identify red-flags and co-create with customer improvement

programs and product innovation.

. Negotiate complex contracts and payment terms, ensuring predictable

costs and winnable relations within client-supplier.

. Develop working knowledge with customers on current business-technology

drivers, build value proposition for legacy application modernization,

SOA, SaaS, Web 2.0 portal development, collaboration platforms, and

content delivery services.

The Corporate Executive Board (www.executiveboard.com), Washington, D.C-

2006-2007

The Corporate Executive Board (NASDAQ:EXBD), is a leading management

consulting firm than provides business research and analysis to more than

5,000 companies worldwide in targeted areas of Finance, HR, IT Real Estate

and Procurement.

Associate Director, Operations Practice- Procurement Strategy Council

. Regional leadership role: build sourcing solutions, strategic relations,

and manage clients in 8 Mid-West states and Canada.

. Experience in supporting various procurement drivers including procure-

to-pay process management, technology integration, reverse auction,

supplier diversity, category spend management, and contract management.

. Analyze gaps between Information Technology and Procurement function,

with the objective of optimizing spend coverage, establish best

practices, and increase user compliance for a $4B Canadian Food

Manufacturer.

. For a teleservice provider established P-card program and eProcurement

strategy to streamline procurement operations.

. Review Sourcing Strategy Methodology for a global manufacturing company,

including best practices and strategies for cost consolidation and

creation of a vendor balanced scorecard as a monitoring tool.

. Led feasibility assessment for a major hotel/resorts chain to achieve

better economies of scale by moving the procurement function to a Center

Led operation.

. Member of internal business planning team to create and recommend the

Procurement Go-to-Market strategy for Manufacturing, Government and Hi-

Tech industries.

. Achieve an 88% renewal rate for customer participation in the CEB

vertical user group, the Procurement Council.

UBICS Inc. (www.ubics.com), Pittsburgh, PA - 1998-2006

UBICS (NASDAQ:UBIX) specializes in providing IT and Web services for

Fortune 1000 companies. Originally the technology subsidiary of The UB

Group, a $4 Billion global company, UBICS was independently spun-off

through an IPO in the US. Key Customers include, ADM, El Paso Energy,

Knight-Ridder, Paychex, Ajinomoto, Highmark Blue Cross Blue Shield and The

Hartford Insurance Company.

Director, Business Development and Vendor Management (2002- 2006)

Group Sales Manager (2001-2002)

National Accounts Manager (1999-2001)

Vendor Development Manager (1998-1999)

. Extensive P&L responsibility and contribution in taking UBICS from a

start-up operation to a publically listed company.

. Manage a team of five direct/three indirect reports with a $17M revenue

target for 2005. Led launch of new products and service lines, monitor

costs and revenue trends, ensure steady contribution levels and

achievement of operational goals.

. Built Product Catalog and eProcurement, Purchasing Intelligence modules

for media company to enable localized buying for C category items,

achieve higher volume discounts and allow corporate buyers to focus on

high spend A category items.

. Created business solutions for complex issues like Downstream Energy

Management System. Healthcare Claims and Settlement Management System,

Energy Electronic Data Transfer, Payroll Management System, and

Purchasing Intelligence.

. Effectively work through C-level executives and stakeholders to identify

product and business challenges, present actionable solutions and

monitor projects through entire product or application life cycle.

. Direct Vendor Management Group budgeted at $8M for 2005. Integrate with

sales, legal, marketing, HR and procurement objectives through

combination of vendor segmentation, negotiations, governance and process

standardization.

. Reorganize Vendor Group. Evaluate existing suppliers, revise contracts,

and built relations. Reduce vendor base by 17%.

. Develop Business Growth Plan. Identify prospective customers and Channel

Partners that resulted in 141% achievement on sales target. Establish

partner programs with Microsoft, BMC Software and Cognos that

contributed $4.3M to 2004 revenues.

. Team Manager for Square Radius, UBICS Global Web Division, co-creating

custom kiosk applications, web portals, ecatalogs and collaboration

platforms. Technologies include- Java, Microsoft Web Platform, Flash and

other GUI languages.

. Generate $768,000 annual savings for UBICS, by performing full cost-

analysis and revision to cost matrices and appropriation.

. Recipient of the "UBICS-Outstanding Performance Awards" in 2005 and 1999

for achieving plan results and team leadership.

Prior Professional Experience

Chief Manager-International Marketing- Dynamic Metal Industries,

Southfield, MI (start-up) 1996-1998

International Business Development Manager -Dynamic Metal Industries, India

1995-1996

International Projects Coordinator-Arvind Mills Ltd, India

1994-1995

Production Engineer-Westinghouse, India

1991-1992

Volunteer Experience

Committed to balance professional success with corporate social

responsibility. Completed many volunteer projects within corporate and non-

profit environment including establishing 'Computers N Life' program at

Schuman Juvenile Detention Center, Salvation Army Dining Restoration

Project, Sunday Soup Kitchen and Free Health Clinic.

Personal Information

U.S. Citizen

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