Sales Management

S H I R IS H KOT HAR I F remont, CA *****

*********@*****.*** Cell: 510-***-****

SUM MARY

Accomplished products executive with proven record of taking products to market. Broad-based experience spanning

p roduct management, strategy, marketing, business development and alliances. Deep knowledge of product

management processes with in-depth understanding of web based software applications in the Enterprise as well as

software as a service (SaaS) deployments.

• Generated over $20 million additional revenue by revamping the Search and Knowledge Management strategy at

Siebel/Oracle.

• Defined version 1 products of Oracle Social CRM and Oracle Fusion CRM application.

• Managed multiple successful products, driving cross-functional teams: engineering, QA, marketing, sales, customers

and partners.

• Deep domain expertise in the area of enterprise search, CRM applications, analytics, knowledge and content

management, mobile applications.

PROFESSIONAL EXPER I E NCE

Wipro Technologies, I nformation Technology Consulting Company

Mountain View, CA

Senior Practice Manager

May 2013 - Present

• Lead strategic initiative on customer experience management area involving sales, service, eCommerce and

marketing processes.

• Develop new solutions and service offerings using social, cloud, analytics and mobile applications.

Core Mobile I nc., P rovider of Enterp rise Mobile Applications

Santa Clara, CA

D irector of Products J uly

2012 – Mar 2013

• Define product roadmap and pricing strategy for Corey Mobile.

• Identify new use cases and overall user interactions for Corey Mobile.

• Define the requirements for integrating Corey Mobile with multiple cloud and social applications.

I NSZoom, Leading provider of I mmigrat ion Softwa re

San Ramon, CA

D irector, Product Management Apr. 2012-

Jun.2012

• Define roadmap for the I-9 and Enterprise product.

• Mentor a team of product managers to develop software using agile methodology.

Oracle Corporation

Redwood City, CA

P roduct Management Director, Fusion CRM Apr. 2006-

Feb. 2012

• Define and build version 1 products of the Oracle Social CRM applications. D esigned and enhanced the user

i nterface for Sales Library and Sales Campaign applications.

• Spearheaded a team to define the Search strategy across multiple Fusion applications such as CRM, SCM,

F inancials and HR. Created business requirements document and product specifications by working with Fortune

500 customers.

• Led a team of Product Managers in defining and executing the product roadmap for migrating existing Siebel CRM

customers to Fusion CRM cloud as well as on premise deployments. Created new product offering to retain the

existing customer base.

• Led a cross-functional team consisting of program management, user experience, design, engineering and

marketing to integrate Oracle Secure Enterprise Search with Siebel CRM applications.

SIEBEL SYSTE MS

San Mateo, CA

Principal Product Manager Apr. 2003-

Apr. 2006

• Responsible for a portfolio of products in Call Center, Service and Knowledge Management area. Supported all

sales initiatives for the product line to generate $120M in annual license revenue.

• Defined and executed Product Strategy for the Search and Knowledge Management area for Siebel CRM.

• Communicated the product roadmap to industry analysts, customers and key strategic partners.

• Performed the market analysis. Evaluated build vs. buy decision for enhancing product capability. Developed and

p resented the business plan to key stake holders.

• Defined the Search vendor evaluation criteria and coordinated the vendor evaluation process. Worked with

B usiness Development team on the terms of OEM Agreement.

• Proactively managed the product development process and int roduced major enhancements in the Search

a rchitecture and Search user interface. Improved the quality of search results by introducing the ability to search

data across different repositories such as email systems, content management systems, legacy applications, intranet

etc.

• Defined analytics requirements and best practices for call centers and service implementations.

• Prioritized features and created MRDs for new products as well as product enhancements. Defined KPI and

developed product documentation across multiple product releases.

Group Manager, All iances Nov 2000-

M ar. 2003

• Collaborated with strategic software and system integrator partners to develop and market compelling solutions.

D rove significant improvements to partner product integrations resulting in improved product sales and customer

satisfaction

• Key member of the Siebel Alliance team managing global partnerships with major call center partners such as

C isco, IBM, Avaya, Genesys and Nortel.

• Managed a group of consultants to perform technical validation of more than 50 partner solutions in the area of

Call Center, Content Management, Service, Sales, Analytics, Billing and Security.

• Collaborated closely with the content management partners such as EMC Documentum, Interwoven. Conducted

design reviews.

• Successfully supported pre-sales and post-sales activities involving partner solutions. Served as a champion of the

i ntegrated solution and advised different members of organization.

• Created marketing collaterals including data sheets and white papers.

• Recognized with Integration Excellence award for work done with various software partners.

I nfoGain I nc., I nformation Technology Consulting Company

Los Gatos, CA

P roject Leader Feb. 1997- Nov. 2000

• Led a team i n the analysis, design, development and implementation of an enterprise wide mission-critical Debt

Collection System for various types of State and Federal Debts. Achieved 30% improvement in loan collections.

• Designed and developed a Computer Telephony Integration (CTI) driver to integrate Aspect CTI Middleware with

Siebel Call Center for different telephony switches. Provided post implementation support to different customers of

Aspect.

T ata Consultancy Services, I ndia’s largest I nformation Technology Consulting Company

M umbai, India

Assistant Consultant A ug. 1989- Dec. 1996

• Managed the first offshore project for the Computer Aided Design (CAD) group.

• Led engineering teams at several projects on-site as well as offshore for customers such as HP, EDS, FMC.

E D UCAT IO N

• M. Tech., Indian Institute of Technology (IIT), Mumbai, India

• Certification in Project and Program Management, University of California, Santa Cruz extension

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