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Neeraj Chawla

To Whom So Ever It May Concern

I would like to introduce myself. I am presently holding position as Assistant Vice President at Birlasoft a C K Birla Group company being responsible for Global Alliances-Channel Sales and Demand Generation across all verticals and horizontal groups within the company. My focus has been to work along with various internal stake holders for Business growth and working along with OEM s including identifying, enabling, closely guiding, working in sales, presales and consulting teams to meet the required GTM plans. Post my MS from Mumbai University (St.Xavier s College) I have spent almost 20+ years in IT working mostly for MNC product and SI organization both in INDIA and in San Jose, CA,USA.

My prime background has been:

Revenue generation viz sales both direct and channels working for Products and companies like Informix, Baan, Broadvision, Infor and Sterling Commerce

Relationship Management/ Partner strategy /Account Management Prime role of BD using relationship build growth model viz Developing Business Opportunities working with CXO/ Decision Makers and alongside working with Partners/Alliances from Tier 1 to Tier 3 -HCL, Polaris, Infosys, Accenture, Deloitte, Wipro, Birla-soft, Mphasis, TATA Unisys, Cambridge, IBM to name a few.

Prime objective was lead generation-prospecting, enabling and supporting the sales cycle, customer acquisition, partner enablement and Leveraging both internal and external teams / Partners to bring revenue as joint proposition (Software and Services) and help generate License revenue for the company via Direct/Indirect revenue.

Managing across Industry verticals of

Manufacturing (Process and Discrete) handling accounts like Dabur, Global-Pharma, Anand Group (Gabriel, Purolator, Dana Spicer, PCVL, Hero Group), BlueStar, Solar Turbine, Bio- RAD for ERP.

BFSI SBI, HDFC, Barclays, Centurion, HSBC Internet Banking and B2B,EAI, MFT

Retail (FMCG, CPG) and Logistics (including ITES/BPO) - MJ Logistics, Sutherland Global, ITC for WMS, ERP, Demand Planning, Route Planning.

Government : Konkan Railways, Indian Railways, Rail Coach Factory RDBMS, APS. Others : e-learning for CISCO HR, Authors Desk, Solutioning Procurement Exchange Blackhog .

In summary having worked for Informix, Baan, Broadvision, Arsin, Infor and Sterling Commerce - have a deep understanding of how organization need to manage best practice to get better return via nurturing relationships (customers and partners) along with deep understanding on the technology stack spanning across from RDBMS to ERPs to e-space across Manufacturing, BFSI, Retail space and how technologies can impact the industry for better return on investment.

Look forward to meeting with the team to discuss opportunities.

Best regards

Neeraj

Deerwood Chase 164, Nirvana Country, Sector 50, South City II, Gurgaon -122018

Mobile : +919********* Email : abqc11@r.postjobfree.com

Neeraj Chawla

WORK EXPERIENCE

May 2011 till Date : Birlasoft India Pvt Ltd.

Currently working as Assistant Vice President Head Global Alliances at Birlasoft a C K Birla Group Company,

The profile expects return from business alignment with partners towards a revenue growth, and competency build Aligning with current and future expectations and business plans with both internal and external stakeholders to generate business as a channel partner.

Building relationship with Global partner players like SAP, Oracle, HP, IBM, Salesforce, EMC, Siemens, Mysis, Microsoft, among others is core requirement ensuring relationships and alignment at ground level across geographies justifying investments and saving for the company besides generating revenue. Managing and ensuring compliance and audit as a process for usage rights as part maintaining Business excellence. As a result clear saving have been over a million dollars and almost a 20%-25% of business revenue has been generated till dates leveraging partners, helping in build internal competency and GTM with partners acquiring new business from existing accounts and net new customers.

In addition to Alliances responsibility I am also looking after a 12 member Demand Generation Team helping creating proper messaging, contact database and reach to enable hunting and new prospect leads for the various geographies and around solutions and offerings across the vertical horizontal delivery.

April 2009 Till May 2011 : Entrepreneur : Winnerspitch

CEO and Founder for Proprietor Company Winnerspitch: The prime focus of the company was to help SMB s to focus on core competency while Winnerspitch will compliment and align business with IT as a Virtual CIO streamlining Business Process, Change Management, Setting Standard Operating Procedures, Compliance from Process and IT setups, Help ensure success of technology implementation and help evaluate technologies to better and dynamically manage the business. Winnerspitch also aligned with Strategic and Tactical partnership to leverage its ecosystem from technology and resources requirement via established rights to sell Demand Solutions in India, Aligned with HCL Technologies (DS and WMS), Avon Technologies( ERP /CRM/Mobile experts), Aakit Technologies(SAP Partner), QuantM systems (IT outsourcing and hosting partner), Godrej to ensure productive output from such alignments creating a Value Proposition for wins. Customer success include Tier2 Auto component supplier setting the SOP and implementing the same, managing change management and finally implementation of ERP modeled on the SOP across the multi-site company setup.

August 2007 till date March 2009: Sterling Commerce (An AT&T Company)

Job Profile : Sterling Commerce (An AT&T Company) Director Sales for India Subcontinent Region

Worked with Sterling Commerce as Director Sales India looking after the entire business for both direct and indirect, holding responsibility to streamline vertical sales Strategy internally and externally gearing partners to align with Sterling Commerce solution stack and GTM strategy across the subcontinent reporting initially to VP Europe and ROW based out of UK and later to VP Asia Pacific Japan based out of Japan.

Deerwood Chase 164, Nirvana Country, Sector 50, South City II, Gurgaon -122018

Mobile : +919********* Email : abqc11@r.postjobfree.com

Neeraj Chawla

Joined the company in August 2007 with the aim to setup the India Operations the mandate was to ensure we get Direct Revenue as well as enable strategic partners to perform with us. The Challenge being no direct presence in INDIA and also zero active partners to kick start returns on investments. Besides recruiting a direct team for Sales and Presales, on boarding, partner enablement from Sales, Presales and Delivery perspective was also part of KRA. Successfully managed to get aligned with direct customers like HDFC, M&M, Tafe, Simpsons at CXO level / Decision maker levels alongside on-boarding of partners like HCL Technologies, Birlasoft, Vinculum, Cambridge for Reselling and TCS, Infosys, and activating IBM as Alliance partners working across Banking, Finance, Manufacturing, Retail and Logistics verticals.

The Challenge : Turing India into opportunity country versus an opportunistic base by doing business directly and with partners across verticals and creating success case studies with HDFC Bank, MJ logistic, M&M, among a few - showing success internally by growth returns, the future challenge was awarded with additional resources from both Sales and Presales to help increase revenue

September 2004 till August 2007 : Infor Global India Pvt Ltd

Job Profile : Infor Global Director Sales & Channels India Subcontinent

Worked as Director Sales & Channels for the India subcontinent Region reporting to VP - APJ based out of Singapore. The Profile required working closely and jointly with Customer (CXO/Decision maker) and Partner Community to identify needs, establish relationship and confidence build with customer for the specific product and service offering. Jointly running the sales and Presales with Partner to accomplish the close of sale was the main focus. Alongside additionally build the partners (Alliances and Channels) ecosystem, plan business commitments, jointly increase visibility and reach, increase branding, Plan and Run Marketing initiatives/ activities /campaigns in the region with specific partners to meet the required Business commitments. Handhold & train the channel to be eventually be able to work along with SSA / independently in various industry both horizontal and vertical segment, identify and close opportunities for the core areas of ERP, EAM, WMS products offering for large Strategic Products for SCM, CPM, WMS solution space. Had joined as Senior Manager Strategic Accounts with SSA Global.

Was awarded the Best team award for 2 quarters at APAC level in 2006 Calender year.

Accounts like Rail Coach, Dabur India, Anand Group, KEI, Sutherland Global, elogistics, Reliance were some of the large accounts managed from prospecting to post close. In SME space Dalal Engineering, ESS, Century, Bhilwara, Mahavir, Global Pharma, very among a few to name.

Working with Strategic Alliances and Building Channel relationship along with HCL Tech, Polaris, Godrej Infotech, Patni, SISL, CMS/Systime, ITTI, BWIR, Kingslake-Srilanka,Bluechip-Srilanka, Avon Tech, Assent Consulting, e-logistics, were identified to immediate impact the Go to Market across various product lines.

Infor Global : Infor is the world s 3rd largest provider of enterprise software, with approximately $2.2 billion in revenue, and the 10th largest software company in the world. Infor delivers integrated enterprise solutions as well as best-in-class standalone products that help our customers meet the essential challenges they face in today s competitive global economy challenges related to their supply chain, customers and suppliers, workforce, assets, product lifecycles, operational and business performance, and more. . Infor acquired SSA Global in 2006 August.

Deerwood Chase 164, Nirvana Country, Sector 50, South City II, Gurgaon -122018

Mobile : +919********* Email : abqc11@r.postjobfree.com

Neeraj Chawla

December 2002 August 2004. : Herosoft

Job Profile: Worked as Head - SAP Practice Initially worked as Head SAP Sales was responsible for managing all aspects of Business development and was in- charge of managing a sales and presales team for Direct Sales (SAP ERP and Enterprise Portal(Knowledge Management, Business Intelligence, ESS-HR) products license and implementation services). The role incorporates planning and executing profitable business plans for selling to both internal group companies and external companies in SME marketplace. Direct sales includes close monitoring of telesales/ sales personnel from managing suspects, follow-ups to end closure of account and thereafter account relationship / Customer Management, Managing Alliances/ relationships with SI and other implementation services vendors for managing business / revenues. Initially The mandate was to grow business with the Group companies initially which got extended to moving into other organizations and vertical. Deals included projects with Hero Honda, Munjal, Rockman Cycles, Herocycles, and Mark Auto Pvt. Ltd. Profile enhanced in Jan 2004 was asked to take on the complete Operations as a whole for Herosoft which includes managing ongoing SAP projects and new projects, with complete P&L responsibility for the entire business looking after the entire organization requirements and keeping interests protected making a profitable and a viable business for the corporate. Marcom activities include creating, distribution of marketing collaterals, success stories, manage content changes for the website, joint partner seminars, planning strategizing - vertical industry solution/domain expertise sale. Relationship management with SAP Teams was core function to move this Alliance in positive.

The US $ 1.8 billion Hero Group of companies is known to be one of the most successful automotive manufacturing groups in India with an eye for world-class technologies. It has strong joint venture relationships with corporations such as Honda Motor Co. (JAPAN), Daimler Puch (Austria),) Showa Corporation (JAPAN), Universal Cycles Plc.

(UK), National Cycle Industries (part of Matshushita, Japan) and Fien Tools (Switzerland) and FirstRing Inc. (USA). There has also been significant level of backward integration in these manufacturing activities. Herosoft is providing its solutions and services to strengthen this integration, further increasing our understanding of the automotive/ discrete manufacturing supply chain.

July 2001 Dec 2002 : Broadvision Inc.

BroadVision Inc: Regional Sales Manager All India reporting to MD AsiaPac US - Responsibilities include generate new direct business development (e.g. SBI, Indian Railways, Godrej), managing customer relationship, partner management (HCL, SIFY, Mphasis, TCS, PWC among others), new partner identification and development, leveraging partners for new business (specially Gov Sector), direct sales responsibilities included proposal making & contract / project scheduling, project management, & implementation using SVP (solution value proposition) methodology designed by BroadVision Global Services Group (e.g. Essar now Hutch for Intranet and EBPP & Godrej for DD & CPFaR).

Training: 1) Undergone BroadVision Product, Architecture and Technical training:, BroadVision University, Redwood City California 2) Undergone Target Account Selling (TAS) training in Shanghai, China

BroadVision Inc BroadVision s (Nasdaq: BVSN) enterprise business portal applications create immediate business value by transforming the way organizations do business -- moving relationships to a personalized, self-service model that enhances growth, reduces costs and improves productivity. Leading global companies use BroadVision as the basis for their enterprise business portal initiatives -- using the web and wireless devices to unify and extend an enterprise s applications, information and business processes to serve its employees, partners and customers in a personalized and collaborative way.

Deerwood Chase 164, Nirvana Country, Sector 50, South City II, Gurgaon -122018

Mobile : +919********* Email : abqc11@r.postjobfree.com

Neeraj Chawla

July 1999 to June 2001 : OverSeas Bay Area, CA

Arsin Corporation, San Jose, CA as Marketing Manager Business Development

Responsible for setting up Baan Practice in USA with formalizing Reselling and Consulting local Baan Agreements; Relationship and Alliance Management with Baan Company, tying up with various consulting and customization Partners, Implementation Partner, SI Partners, Big 5 and Intermediaries Growing the role focus is on company New initiatives like voice enabling the web, reverse logistics and India offshore-development center for onshore-offshore was added for revenue generation which required leveraging and managing strategic partners like BEA, Nuance, Tilion, and Commerce-route As business head managing P&L, consultants (pre& post sale) managing multiple projects and consultant and client expectations was part of the assignment. Closed deals like e-learning with CISCO, Authors Den, Blackhog, Solar Turbines, BioRAD, Altera, among others.

Training : Undergone Sales Training at Epicentric Inc.,San Francisco, CA- for it s various Portal and other related products.

Arsin is the leading supplier of automated enterprise software testing solutions delivered by an expert team of software test professionals backed by a service framework that has been field tested and refined for over ten years. Arsin also provides solutions as an SI company having strategic relations with software product suppliers like SAP, Baan, BEA and uses proven processes and a combination of best-of-breed tools from commercially available providers whenever wherever necessary to eliminate risks. Currently focused in NA having ODC in India effectively leverages the same for cost benefits

May 1996 to June 1999 : Baan India

Worked with Baan Infosystems India Pvt. Ltd. as Sales Manager - Sales.

Baan Infosystems India Pvt. Ltd. is a 100% subsidiary of The Baan Company, a worldwide provider of enterprise-wide business software applications and consulting services. The company offers the Baan family of integrated; open-systems based applications and tools developed for the client/server architecture. With Orgware, Baan enabled a new paradigm called Dynamic Enterprise Modeling, which delivers a framework for insuring that enterprise applications are in close alignment with an organizations changing processes and business model.

The Job involved handling of Sales for Direct Tier 1/Strategic Accounts and Indirect channel management for Mid Market segment focusing on the Baan -ERP solution (product and services) in the assigned territories. Direct Sales included prospecting to contract negotiation, expectation mapping, overseeing the project and eventually Account Management, making sure all product and implementation services deliverables were timely met with, making sure the end result was a successful project with complete knowledge transfer to end client. Indirect channels included helping Alliance Partners both in India and Sri Lanka to market Baan products and services this included implementation/distribution partners and the Big 6. The Alliance / Partner Management Included making joint of sales calls, presentations with the channel partner.

Achievements:

Blue Star Limited, Samsonite India Pvt. Ltd. Tandon Computers, Anand Group,Sahara Group, Dabur Group to name a few

Deerwood Chase 164, Nirvana Country, Sector 50, South City II, Gurgaon -122018

Mobile : +919********* Email : abqc11@r.postjobfree.com

Neeraj Chawla

Overseas In Srilanka, Columbo :

Have worked with the channel partner in Columbo, have closed deals with Richard Peirson Ltd. and Phoneix Industries Ltd. to name a few.

August 1993 - April 1996 : Hinditron Informatics Ltd

Worked with HINDITRON INFORMATICS LTD. (HIL) as Sales Executive (Bombay), and promoted as Territory Manager - Sales with the INFORMIX-RDBMS Division.

Responsibilities included prospect generation, identification and close of business including development of possible VAR s and dealers, Coordinating sales activities with OEM s, VAR s and dealers and also conducting seminars and road shows in Gujarat and Bombay. As a Territory Manager the job included responsibility of achieving a joint sales target for a team of Sales Executives and Sr. Sales Executives. Further, liasioning with Informix - Singapore and thereon India, and coordinating sales and marketing activities with Regional offices was a part of the additional responsibility.

HIL is a part of Hinditron Group of companies which has been associated with Information technology for over 25 years and today offers products from Digital Equipment Corp. s. Tektronix Inc. USA, Schiller AG, Switerzerland, Informix Inc. USA, and also has a string of agency operations.

Achievements/Projects Undertaken: Completed the allotted targets of 55 Lakhs. Crompton Grevees, Hico. Sold / supported Informix-RDBMS range of products to Konkan Railway Corporation Ltd. contract equivalent to 1.5 crores which would further yield the similar revenue in the coming year. Honor/ Awards: Was honored with a felicitation certificate and award from Hinditron Informatics Ltd. for excellent outstanding sales performance for the year 1995-96.

April 1992 - August 1993 : Libsys Corporation

Worked with "LIBSYS Corporation" as Marketing Executive(Delhi) for marketing LIBSYS Software (Library Automation Package) at all India level. Few customer acquired via Direct model of sale were TIFR, BARC, Inst of Mass Communication, British Council to name a few. The company is dedicated for Marketing, Research and Development of library management software -LIBSYS.

Jan.'90 to April'92 Worked as Systems Manager, St. Xavier's College.:

Professional Qualification

DCS: a one year Integrated Software programming course from Xavier s Institute of Management

Currently enrolled with PG Management Course (from IIAM) for Fellow in Advanced Marketing Programme.

EDUCATION

MSc. From 1991 from St. Xavier s College, Bombay University.

BSc. Honors 1989 from St Xavier s College, Bombay, Mumbai University

Deerwood Chase 164, Nirvana Country, Sector 50, South City II, Gurgaon -122018

Mobile : +919********* Email : abqc11@r.postjobfree.com

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