Sales Manager

NILESH “NEAL” JHA ****.********@*****.*** +1-703-***-**** (m)

Professional Summary:

Accomplished business and technology leader with experience leading teams of up to 75; Unique ability to articulate value around technology; Effective problem solver with 20+ years of experience in product management, program management, solutions presentations, business development, sales engineering and strategy, within the software, telecommunications and technology industries; Expert at proposing technical solutions around business needs, requirements gathering and needs analysis; “Smart” worker with impeccable character integrity; Ability to learn and can do attitude. Academic Summary:

• Master of Business Administration, George Washington University

• Master of Science – Telecommunications Engineering, George Mason University

• Bachelor of Science – Electrical Engineering, National Institute of Technology, India Mycom OSI Inc., Richardson, TX 2016 – Present

Sr Manager Sales Engineering

Responsible for technical sales and business development within communications service providers in North America

• Lead a team of 3

• Facilitated negotiations for new contracts, $15M+ CAGR, with wireless communications providers, for their SDN/NFV initiatives

• Assured continued support renewals, $5M+ in annual revenues, through successful presentations and technical negotiations at the “C” level

• Facilitated team expansion and training

Basics Comtech Pvt. Ltd., Fredericksburg, VA 2014 – 2016 Founder and Managing Director

Established, Basics Comtech, an Indian OEM to provide connected, content aware, mobile handheld devices and notebook computers, for defined verticals, primarily targeted towards emerging markets. Managed systems engineering, business development and sales for kick-starting market entry and launch of solutions in the emerging markets

• Lead, directed and motivated a team of 75 software developers, engineers, sales and shop floor personnel

• Executed year one orders worth $200K, secured on-going orders worth over $2M

• Contracted 3 agreements within 6 months of starting operations

• Negotiated PO backed, $1.2M, trial agreement with a major US school district

• Negotiated a $1M contract with a major global non-profit working on education for the under- privileged

• Negotiated a $2.5M purchase partnership agreement with the world’s largest school system

• Negotiated agreements with partners for provision of solutions

• Initiated and monitored the FCC certification process for offered devices

• Enabled successful reliability testing of the offered devices Reverb Networks (Viavi Solutions) Inc., Sterling, VA 2012 –2014 Director Technical Sales and Business Development

Responsible for technical sales and business development within North America, MENA and Indian Subcontinent

• Lead a team of 2

• Negotiated trial contracts with 10 wireless operators in the Americas and Middle East Asia

• Secured trial agreements with wireless operators in North America; Mobilicity, AT&T, and the Middle East; Zain, Omantel

• Initiated market entry with successful presentations and demonstrations in Indian sub-continent and Africa

Nexgen Wireless (PCTEL) Inc., Schaumburg, IL 2010 –2012 Director – Technical Sales

Responsibilities included running the global technical sales team

• Managed a team of 15

• Achieved revenue growth of over 100%, $2M+, through new account acquisitions

• Expanded customer base to cover all the national wireless communication service providers

• Established global customer base through customer acquisitions in India and Middle East

• Established presence in the Middle East through partnership Saudi Arabia

• Ran trials and proof of concepts resulting in account conversions, $5M CAGR, both in North America, AT&T, as well as Middle East, Saudi Telecom

• Invited by US Department of Commerce to accompany the Trade delegation for ICT to Saudi Arabia

• Established competence within the organization for new product development through team expansion and training

Actix (Amdocs) Inc., Reston, VA 2000 –2008

Responsibilities included managing customer accounts in the US and Canada, business relationships in Asia, specifically in India, Indonesia and Malaysia, NPE product line business and overall customers’ technical relationship up to the "C" level

Sales Director 2007 - 2008

• Grew major national account, Verizon Wireless, from $1.5M to over $4M

• Retained major regional account, Nextel Partners, resulting in year on year revenue of $600K Product Manager 2006 - 2007

• Managed team of 6 people, spread across the USA and UK, to develop and customize software solutions, generating revenues in excess of $2M

• Converted major national account, AT&T, generating revenues in excess of $1.5M

• Conversion and 100% penetration into major regional account, US Cellular

• Managed trials and proof of concepts resulting in account conversions Technical Account Manager 2000 - 2006

• Lead a team of 4 sales and support engineers

• Doubled team annual sales target from $2.5M to $5.1M, through innovative product presentations

• Won standardization contract, Verizon Wireless benchmarking initiative, worth $2.3M, ongoing annual support $650K

• Spearheaded India initiative, securing initial orders worth $1.25M from Reliance Telecom

• Conducted demos, trials and proof of concepts resulting in account conversions

• Developed and launched various new products

infoShark Inc., Chantilly, VA 1998 - 2000

Sales Engineer

Responsible for

• Product demonstrations, installation and training

• Competitive product analysis, quality assurance and testing of the products

• Development of Asian market.

Professional Training:

• Lean Six Sigma – Yellow Belt

• Solutions selling

• Contribution selling

• Value based selling

• Action selling

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