Sales Manager

Vimala Sudhir

Irvine, California

email: *********@*****.***

OBJECTIVE

To obtain a challenging position with a market leader that utilizes my Sales experience in

managed services and professional services plus account management.

PROFILE

Over 18 years of regional experience in the Information Technology and Telecommunications.

Skilled in the area of Products and Services sales, Operations, account management and

business development.

EXPERTISE

• •

IT & Telecommunications Business Profit & Loss Management

•

Development, Sales & Operations Market Analysis

• Managed Services, • Customer Relationship Management

Maintenance/Annuity Renewal Services &

• Virtual team management

Transactional Services Sales

• Operational Management

• Sales Pipeline management &

• Business Operations re-engineering

Forecasting

•

• Large scale complex deal negotiation Pricing, Proposal Management

•

• Partner management Contract management

• Business Process Reengineering

PROFESSIONAL EXPERIENCES

Teradata

Services Sales Manager - Jan 2010- Jan 2013

• Reporting to the Area VP, responsible for selling Annuity/Maintenance, implementation

and professional services in the SEA region for Teradata’s Data warehousing products.

• Responsible for individual sales target of 20 MUSD. Target exceeded by 10%.

• Successfully worked on multi year complex services deal.

• Successfully negotiated and closed multi year Annuity/Maintenance renewal without

any decrease in File Value

• Successfully negotiated and closed Transactional services contracts with IT and

Banking customers.

• Responsible for preparing/responding to RFQ/RFP and proposal management

• Developed customized Statement-Of-Work and negotiated with customer until closure.

• Single handedly responded to tenders, pricing and queries from customer

• Customer relationship manager and Single-Point-of-Contact for Customer Escalations

and technical issues covering end-to-end solution delivery including 3rd party solution

providers such as Oracle/Sun, EMC. Tivoli

• Built solid customer relationships while providing credible and consistent source of

expertise within the account for technical support.

• Financial management of Order and Revenue growth for support and maintenance

services

• Reported on a Weekly, Monthly and Quarterly basis on the financial performance for the

assigned markets

• Successfully maintained and achieved outlook vs. planned revenue for Annuity and

Transactional services

• Reason for leaving: better career prospects

Nortel

Managed Services Leader, APJ Sep 2007 – Jan 2010

• Reporting to the VP of APJ (Asia Pacific Japan), responsible for end-to-end management

(Business Development, Pre-Sales and post sales) of Managed Outsourced services for the

APJ region.

• Profit &Loss responsibility for managed services

• Subject Matter Expert for managed services outsourcing and field maintenance services

for Enterprise Voice, Data & IP, Telecommunication Access, Core and Transport solutions

• Developed pricing models and selling strategies for managed services

• Worked on complex multi year deal for Banks and Service Providers.

• Negotiated and managed third party vendor contracts

• Successfully managed customer SLAs and KPIs as per contract

• Managed a team of Service Delivery Managers and engineers across the APJ region

• Developed action plan for Customer Satisfaction survey and results improved quarter by

quarter

• Developed price books for managed on site and assisted operation services delivery

• Reason for leaving: Entire company closure

Nortel

Regional Repair Services Manager, APJ Sep 2005 – Sep 2007

• Reporting to the VP of Supply Chain & Operations, responsible for repair & return

services for Enterprise and Telecommunication Service Providers in the APJ region

• Managed a remote team of order and inventory managers in Australia, India and

Malaysia.

• Responsible for managing the 24 x 7 x 365 repair & returns service as per customer’s

contract

• Successfully Re-engineered repair services procedures for the APJ region

• Successfully implemented the change management process

• Successfully reduced customer complaints and order process within the first 6 months of

employment

• Used DMAIC for continuous process improvements

• Reduced the amount of Non-Return of Defective units from customer by 20% in 2 months

• Reason for leaving: Promoted to Managed services leader within Nortel

Siemens Multimedia, Regional HQ Kuala Lumpur

Regional Account Manager – India Aug 2003 - Sep 2005

• Reporting to the VP of Sales, responsible for technical sales, pre and post sales

activities primarily for the Indian market.

• Products & Solutions covered:- Access: DSLAM, Transport: DWDM, SDH, Metro

Ethernet, NextGen: Tripleplay & IPTV

• Over achieved sales quota by 20% for the fiscal year 2004. Annual sales

target: 50 M Euro, Total sales: 60 M Euro for core, transport and access network products

• Over achieved sales quota by 14% for the fiscal year 2003. Annual Sales target

58’0 Euro, Total sales: 66 M Euro for core, transport and access network products

• Determined sales forecasts for proposed new products and justified new product

development investments with the product management team.

• Conducted technical presentations and workshops for customers

• Conducted internal bid presentation to Siemens regional CFO, CEO and bid

review board

• Worked across the cross-functional teams to produce winning bids and won the

BSNL Access network contract

• Managed customer orders and delivery time lines to meet project schedule.

• Reporting market activities and projects status to higher management

• Business development, strategy planning and pricing strategy with forward

costing for assigned territory

• Reason for leaving: better career prospects

Masters student in Information Technology (full time)

University Malaya Mar 2002 – July 2003

• Pursued Masters studies on a full time basis from Jan 2001 to July 2003

• Pursued Masters studies on a part time student from Aug 2003 to Apr 2004

• Graduated in Apr 2004 with a CGPA of 3.7 and with a First Class Honors Distinction

Regional Systems Integration Partner Program Leader

Ericsson Telecommunications Feb 2001 – Feb 2002

• Responsible for Partnerships, acquisitions and selection of 3rd party vendors for Billing,

Mediation, Customer Care and Systems Integration solutions

• Performed due diligence checks on 3rd party Systems Integrators like WIPRO, HCL,

TATA Consultancy services, NTT

• Successfully negotiated back-to-back contracts with 3rd party Systems Integrators

• Successfully implemented Go-To-Market strategies for services for the Asia Pacific region

• Conducted joint marketing campaigns with partners

• Conducted workshops and seminars for partners and customers

• Reason for leaving: to pursue full time Masters studies

Regional Business Development Manager

Ericsson Telecommunications Jan 1999 – Feb 2001

• Successfully managed product and services sales growth. Year to year growth of around

10-15%.

• Identified target markets and key decision makers in the APAC region for new business

opportunities

• Developed and implemented plans for strategic accounts that exceeded expectations in

revenue retention/growth, account profitability, and customer satisfaction.

• Provided management with suggestions for improving volume, market share and price

levels.

• Skilled in consultative selling, negotiating contracts, cold-calling and forming alliances

and partnering with 3rd party providers.

• Performed customer presentations articulating the value proposition of product,

solution, and service offerings.

• Built pricing strategies to encourage new wins and repeat sales.

• Pursued long-term account strategy that maximized profits and assisted in cultivating

long-term relationships with the appropriate decision makers.

• Monitored new account success by contacting customers at scheduled intervals.

• Ensured customer program satisfaction.

• Supported other promotional programs for customer retention, leads and knowledge

based marketing programs.

• Successfully implemented Spare Parts Management managed services to the Asia

Pacific markets.

• Reason for leaving: Promoted to lead the Regional Systems Integration Partner

Management Program

Regional Marketing and Sales Manager

Ericsson Telecommunications Mar 1997 – Dec 1998

• Worked on bids, proposals & Statement of Compliance for 2G, 2.5G, 3G, Next

Generation Networks services for the APAC region

• Successfully sold Annuity/Maintenance services as a stand alone service to Service

Providers in the APAC region

• Conducted presentations to external and internal customers

• Customized services solution according to customer’s needs and requirements.

• Supported and assisted markets in the region with strategic pricing, promote, present,

negotiate and sell service solutions to Service Providers.

• Successfully created performance based agreements for customers in the APAC region.

• Build excellent networking with counterparts in the region, Europe and Americas.

• Reason for leaving: Promoted to Regional Business Development Manager

Regional Professional Services Consultant

Ericsson Telecommunications Feb 1996 – Mar 1997

• Provided professional consultancy services for Network Design and Network

Optimization services to s in the Asia Pacific region.

• Performed network design and network optimization services for mobile network

operators

• Built and designed Network Optimization services, order valued at 50 K USD.

• Reason for leaving: Promoted to Regional Marketing and Sales Manager

Operations and Maintenance Consultant

Ericsson Telecommunications Jan 1995 – Feb 1996

• Responsible for Operations and Maintenance consultancy services to DiGi Telecom

• Performed operations and maintenance audits and proposed new operations and

maintenance procedures based on industry best practices

• Audited the technical competency level of DiGi’s personnel and recommended relevant

training programs and training paths to DiGi’s management team

• Defined Key Performance Indicators (KPI) and Service Level Indicators

• Successfully negotiated performance based service agreements with premiums and

penalties.

• Successfully ensured that trouble tickets were responded to and solved according to the

service levels.

• Reason for leaving: Promoted to Operations and Maintenance consultant

Software Verification and Test Engineer

Ericsson Telecommunications Jun 1992 – Dec 1994

• Successfully tested and deployed AXE 10 software for telecom exchanges

• Debugged software errors and performed software regression test

• Testing and debugging conducted for Operation and Support Systems (OSS) based on

HP-UX, Mobile Switching Centers (MSCs), Home/Visitor Location Registers (HLR/VLR), fixed

line switches.

• Successfully deployed and cut over new software for Telekom Malaysia’s telephone

exchanges and Celcom’s MSCs

• Single handedly migrated Celcom’s mobile subscriber numbers from 7-digit to 8-digits

nationwide including Sabah & Sarawak with success.

• Reason for leaving: Promoted to Senior Engineer in 1993

EDUCATION

Masters in Information Technology Bachelors in Electrical Engineering

1st Class Honors - Distinction 2nd Class Upper Honors

University Malaya University of Technology Malaysia

2002-2004 1987-1992

LANGUAGES (Spoken and Written)

• •

English (Advanced) Bahasa Indonesia (Intermediate)

• •

Bahasa Malaysia (Advanced) German (Beginner)

• •

Tamil (Advanced) Swedish (Beginner)

TECHNICAL SKILLS

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Telecommunications Technologies SQL

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Unix Database modeling

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Visual Basic Microsoft Office Applications

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C, C++ Microsoft Project

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Java Visio

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XML, HTML Microsoft Access

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Object Oriented Programming Cobol

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SPSS Fortran

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SAP BO D1 –Inventory Management Tool

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SAP R/3 SAP BW

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