ICT Sales Management, Presales, Bidding, Business Development
Resume:
Who am I?
A techno-commercial ICT consultant with over 8 years of experience in technology and business growth in domains of cloud, unified communications and IP communications. I have extensive client exposure with a good hand in negotiating deals and creating new prospects along with bidding new projects. Have worked for big projects with worth in multi-million Euros in major ICT players, and I understand business needs and solutions across multiple domains.
Key Accomplishments
Recognized by head of department for winning 2 biggest accounts in Nokia worth 50 million Euros
Renewal of key managed services account with upgrade in technology worth of 5 million USD in Alcatel-Lucent
Chosen to work with the business excellence team of one of the biggest telecom giants to improve SLAs and got recognized for teamwork
Technical & Soft Skills
Industry knowledge:
Presales and Bidding
Solution Selling
Business Development
Pricing Management
Channel Sales
Benchmarking
Customer Insights
RFP/RFI/RFQ Solution Designing
Risk Analysis
Competitive Analysis
Soft Skills:
Stakeholder and Vendor Management
Negotiation skills
Leadership skills
Requirement gathering, Solution designing, Planning, Resource management& Delivery
Employment History
Technical Domains/ tools:
Cloud – IaaS, SaaS, PaaS
Unified Comunication
IP Communication- Ericcson Certified (ETCP)
Cisco Certified Network Associates
KPI clock
Sales force
Zoho
Benchmarking
Microsoft Excel & Access-VBA
Professional Experience
1.Solution Consultant, Calamity (2017- to date): One of the consultant to provide technical Presales and post sales solutions
Synopsis: Calamity is one of the leading electronic security service and equipment providers. Majorly the services and equipments are based on IOT with telecommunication protocols.
Key responsibilities:
Developing bids and presales solutions to support sales teams for customer requirements
Creating, negotiating and closing commercial agreements
Acted as liaison between business & technical teams for optimal output
Tools used: Salesforce, Benchmarking
Achievements:
Won 2 key accounts in last 1.5 months – Radix Infrastructures and Makita Tools worth $50k
2.Business Development Consultant, CareTel (2016-17): One of the consultants to develop business prospects in the new markets both in outright and RMR domains
Synopsis: CareTel is a RSP for Telstra services and other few players. It’s majorly into Wireless, cloud services and VOIP services
Key Responsibilities:
Developing, managing and driving strategies for identifying new business segments, sales and marketing strategies in Cloud services
Responsible for heading up their expansion in new markets by generating leads as well as continued expansion among existing clients
Attending conferences, workshops, and industry network events
Tools used: Company Sales CRM, Excel Macros
Achievements:
Within the span of 1st 4 months, Acquired major RMR accounts of Good-Year Tyres (Newcastle), NSR Lawyers (Parramatta), Fiscal Investments (Parramatta) and Raymond T Way Associates
Represented company in Parramatta Chamber of Commerce
3.Bid Manager- Presales, Nokia Networks (2015-16): Part of Global Sales Team and accountable for Bid Coordination, Bid Development and Leadership
Synopsis: For multiple services and equipment portfolios, Nokia Networks receives tenders from all over the world for new services, deployment, and upgrade of existing services. Global Sales team bids for the projects to provide maximum services in minimum prices taking into consideration of competitor’s strengths and pricing strategy
Key Responsibilities:
Developing a winning strategy for a bid for deals over millions of Euros and optimizing profit & loss for each bid
Providing solution design, proposals for customers and preparing costing & solution description for services for deals over millions of Euros
Providing solution design to RFQ’s/RFP’s/RFI's for customers across the world, identifying potential risks, assessing revenue impact and devising necessary mitigation plan
Tools used: Costing Macros, Benchmarking, KPI clock
Achievements:
Best performer recognition from the head of department
Won successful bid of the 2 European projects of Orange Slovakia and TeleGreenland worth more than 50 million Euros
4.SME- Presales, Alcatel-Lucent(Now Nokia) (2013-15): Worked as Presales consultant in Managed Services domain
Synopsis: ALU is a leader in managed services domain and managing networks & multiple portfolios of major players around the globe. Few of them are Telenor Norway, Reliance India and Bharti Airtel Africa. In the presales capacity it bids for new services from different RFPs and RFIs from telco players.
Key responsibilities:
Strategic, compliant and comprehensive bid documents to position winning sales opportunities across globe
To ensure the renewal of existing key accounts and supporting retention sales teams
Customer facing experience attending customer briefings and specializing in creating presentation strategies/content
Tools used: Planet Mentum, KPI clock and Cost-Macros
Achievements:
Extension in managed Services contract with Telenor Norway along with new 4G expansion services worth 5 million USD
ALU LTE Network Foundation Certification
5.Engineer – Business Excellence, Ericsson (2011-2013): Worked as an Engineer in the Business team in order to improve the SLA dip in business operations with Sprint Nextel USA
Synopsis: Ericsson is telecom giant with 40% of the world’s telecom share. It manages many service providers technology with multiple domains. Business Excellence team is responsible for improving the KPIs and SLAs with implementation of improvement strategies
Key responsibilities:
Responsible for strategically driving the business operations and implementations of network managed services of SPRINT NEXTEL (US)
Responsible for getting quarterly contract renewal sign off from the customer in regards to KPIs maintained to ensure the constant revenue flow in the company
Leading a team of 8 and responsible for network performance output and presentation of the same to the customer
Achievements:
Won Ericsson Power award for SLA Improvement in Ericsson
Cleared ETCP (IP) Ericsson certification along with ITIL foundation certifications and became a part of business Excellence team
Education
Executive Post Grad in International Business and Marketing, IIFT, New Delhi (2014-2016)
Bachelors of Technology (Electronics and Communication), PTU, Punjab (2006-2010)
References
Prasenjit Sarker Director of Deloitte Australia
Contact no - +61-452***-*** (Mobile)
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