Sales Management

MARK D. SEN GUPTA

***** ******* **., *******, ** 77059

Cell: 832-***-**** . Home: 281-***-**** . ***.*****@*********.***

Automation expert, team leader, and mentor with over 23 years with process

control and SCADA applications. Expertise in product management, technical

sales, project execution, control system planning and implementation, and

customer support. Background in market research and sales presentations for

the various levels of audience, up to and including the C-level. Strong

background driving sales-support organizations and project teams in multi-

million dollar opportunities. Solid experience with automation and

information systems in the Refining, Chemical, Specialty Chemical, Pulp and

Paper, and Oil & Gas markets.

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Core Competencies

Specialties: Product Management ? Pragmatic Marketing ? Outcome-Driven

Innovation ? Agile Development ? Enterprise Software Sales ? Technical team

leadership ? Global team leadership ? Customer Interface and Management ?

Sales Presentations ? Business Management ? Six Sigma Methodologies ?

Project Management ? SCADA technology application ? DCS technology

application ? Batch Control ? OPC ? PLC technologies ? Fieldbus

technologies ? Wireless Technology

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PROFESSIONAL EXPERIENCE

INVENSYS OPERATONS MANAGEMENT, Product Manager ? 2011-Present

Employ Pragmatic Marketing and Outcome-Driven Innovation concepts to gather

customer input, utilize the Agile Process to work with Development for

product development, and work with Outbound Marketing to position product.

Responsible for strategic roadmapping, business justification and product

specification. Current product areas include turbomachinery controls,

process controls, and device integration products.

Accomplishments:

Lead the group in the adoption of the Agile process and the tools to

support the work.

Active in the adoption of the Outcome-Driven Innovation methodologies.

Produced several Marketing Requirement Documents for future products along

with roadmaps.

CYGNET SOFTWARE (A Weatherford Company), Senior Consultant ? 2011

Lead SCADA implementation and customization work. Support Flow Measurement

product roll-out. Support Alarm Management solution rollout and provide

design input.

Accomplishments:

Upgrade systems

Site support at Anadarko. Manage day-to-day SCADA system tasks. Perform

special projects (consultancy, upgrades, programming, training)

CYGNET SOFTWARE, Manager of Sales Support ? 2009-2011

Manage a sales support team for North American sales. Responsible for day-

to-day staff management (hire/fire, reviews, mentoring) RFQ response,

presentation and demo development, sales consulting, strategizing, and

mentoring. Product offering is Enterprise SCADA marketed to gas producers

and transmission.

Accomplishments:

Developed and improved the process for RFP/RFQ response resulting in

consistent, quicker, more thorough, and more accurate responses.

Hired and developed two sales support consultants and one proposal

specialist.

Helped direct ten multimillion dollar pursuits for major pipeline control

systems at KinderMorgan, BP, Carolina Gas & Transmission, Northwest Energy,

Suncor, and Dominion.

Understand pipeline buying processes, decision making, and competitive

landscape.

HONEYWELL INTERNATIONAL, Senior Project Engineer ? 2006 to 2009

Lead control system configuration and customer interface for Boilers, Water

Treatment Plants, Specialty Chemical Plants, and Refineries. Work with and

manage local and overseas technical teams to meet customer schedule and

specifications.

Accomplishments:

Migrated Honeywell TDC2000 control system to Honeywell Experion. Migration

occurred while the plant was running.

Implemented a Batch Control System for a CPVC operation using Honeywell's

Experion platform working with teams from Japan and India.

Migrated Honeywell TDC2000 and Allen Bradley PLC2 systems to Honeywell's

Experion Platform working with a team in India.

Consulted and trained two customers on Procedural Operations

implementation.

Integrated OneWireless system with Experion.

K & ASSOCIATES, Consulting Engineer (2003 to 2006)

Lead control system configuration and customer interface for Boilers, Gas

Plants, Offshore Rigs, Chemical Plants, and Refineries. Work with and

manage local and overseas technical teams to meet customer schedule and

specifications.

Accomplishments:

Programmed Allen-Bradley SLC for burner management system at Indonesian gas

plant. Integrated the system with Honeywell Plantscape SCADA product.

Implemented Allen-Bradley SLC and PanelView for burner management system at

West Texas gas plant.

Designed SIL-2 safety system using Allen-Bradley ControLogix system.

Implemented test system using Opto22 system.

Created initial design for the migration of PMX control strategies to

Experion working with a team in India.

Assisted in the implementation of a PVC Batch system on Experion.

Created RSView, Intellution and Wonderware graphic displays for three

separate SCADA applications.

PLANT AUTOMATION SERVICES, Product Manager, Houston, TX (2002 to 2003)

Manage product development for Alarm Management products. Work with

customers to interpret VOC and define software enhancements. Design sales

collateral, create and implement marketing plans. Provide sales support

and sales training.

Accomplishments:

Signed global corporate agreement with BP to provide alarm management

applications.

Worked with offshore software company to develop the specifications for new

SQL-based alarm management product.

Headed up customer meetings for design inputs with BP and ExxonMobil

Developed the specification for a new alarm management product: Plantstate

Suite.

Released of a new version of the current alarm management application.

Created new cut-sheets for alarm management application and services.

HONEYWELL, INC., Systems Consultant, Houston, TX (1996 to 2002)

Provide sales and customer support for Fieldbus, SCADA, Batch, and Hybrid

controls. Train engineers, estimators and sales on new and current product

offerings. Deliver presentations to a wide range of customers through

executive level. Assist in sales pursuits and estimates. Act as VOC

liaison for marketing/product development.

Accomplishments:

Participated in the sales pursuits resulting in over $83MM of booked

revenue.

Main technical sales resource for $7MM offshore/onshore SCADA project in

Trinidad.

Batch technical consultant for $12MM upgrade project in Louisiana.

Fieldbus consultant for $17MM Carbon Fiber project in Oklahoma.

HONEYWELL, INC., Application Engineer, Houston, TX (1992 to 1996)

Program DCS (TDC3000). Create DCS and SCADA (SCAN3000) graphics. Manage

engineering teams. Setup and configure DCS and SCADA systems. Assist in

estimating process.

FORMAL EDUCATION

Master of Science in Electrical Engineering (GPA 3.4) - Georgia Institute

of Technology

Bachelor of Electrical Engineering (GPA 3.3) - Georgia Institute of

Technology

Pragmatic Marketing (Certified), Project Management, Leadership

Effectiveness, Six Sigma Greenbelt

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