Sales Engineer

Gaurav Pandey

Mobile: +918*********, 096********

Email ID – ****************@*****.**.**;

Experience Summary

IT professional with nearly 10 years of experience. Proficiency in pre-sales.

Pre-sales Experience -

Understanding client business in today’s complex technical environment, identifying their pain points and

creating winning solutions to address the same.

Involved in multiple successful deals as a pre-sales consultant under tight Budget constraints and strict

timelines.

Rich experience in preparing Proposals (RFX) and POCs in coordination with various Cross-Functional

teams (Sales, Delivery, Partners, Finance, legal, Graphic designers, etc.)

Organized trainings for sales team and workshops for Customer when required.

Product Demonstrations to the prospects in person and through web-ex across the globe.

Preparation of sales collaterals i.e. case studies, brochures, white papers, presentations etc.

Built and managed trust-based, long-term relationships with customer’s organization on all levels.

Worked with various stakeholders within & outside to ensure successful business relations with client.

Supervised and mentored sizeable team of 4-5 people. Guided and mentored the team in understanding

RFX, drafting proposals, and working on lead provided by them for managing successful business

relationship with client.

Technical and Domain Experience:

Proficient in IBM z/OS mainframe - COBOL, JCL, SPUFI, DB2, IMS, CICS, VSAM, MQ series, TSQ,

TDQ, Micro Focus Emulator, Data Masking, EDO, IBM Discovery, IBM Optim and XML.

Have strong expertise in RFP Creation, SLA and SOW Finalization, Bid Management, Pricing, Due-

diligence, preparation of Sales collaterals, Requirement Analysis, Estimation, Design, Coding, Testing,

Debugging and Maintenance.

Held different roles such as Technical consultant, Business Analyst, Developer in previous assignments.

Well conversant with various tools such as Endevor, FileAid, Test Director (Quality Center), Expeditor,

Quickbooks, Salesforce, ADP, Concur etc.

Strong domain experience in Banking/Finance, Telecom and Insurance.

Dealt with Enterprise Banking clients – CITI bank (EMEA), CITI bank LATAM, CITI bank U.S., CITI bank

Singapore, Standard Bank of South Africa, Credit Suisse, AnZ Bank, UBS etc.

Dealt with Enterprise Insurance clients – Zurich UK, Zurich Switzerland, Department of Veteran Affairs Australia,

United Health Group U.S. etc.

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Dealt with Enterprise Telecom clients – AT&T(U.S.), CBT(U.S.), TDC (Denmark) and Telia (Sweden) etc.

Certifications:

Telecom certification - ETOM level 2 certified.

Insurance certification - INS21 Certified.

IBM Optim Certified.

Employment Summary

. Year Last Designation / Role

Replicon Software Pvt. Ltd. 2014 – up till date Sr. Technical Sales Engineer

Wipro Tech. Ltd. 2011-2014 Sr. Consultant / Pre Sales

Computer Science Corporation 2008-2011 SSE / Consultant Pre Sales

United Health Group 2007-2008 Software Engineer

Infosys Tech. Ltd. 2005-2007 Software Engineer

Projects Undertaken

1. Replicon Software Pvt. Ltd.

Start Date: March 2014 Team Size: 5

End Date: Up Till date Periods in Months: 6 Month

Role: Sr. Technical Sales Engineer

Description: Replicon is the leading provider of cloud time tracking applications. Replicon provides

unprecedented visibility into time, resource and project data along with embedded reporting for real-time

analytics that reduce compliance risk, keep costs down and provide greater insight into business

performance. Replicon is a global company with employees in Australia, Canada, India, the United Kingdom,

and the United States.

Responsibilities:

Interaction with sales team, account teams, Finance teams and services teams.

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Working for Enterprise Customers, Mid and small businesses.

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Deeply involved in client Facing and Client Interaction.

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Involvement in Proposal creation, presentations, product Demonstrations or other

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sales collaterals.

- Understanding client business, the technical environment including existing pain points and provide

winning solutions to address the requirements.

- Providing high quality workflow coordination skills and support on-time delivery of high quality bids.

- Assure a solution's relevance to client’s requirements, ensures technical feasibility, drives

implementation planning and ensures successful deployment.

- Engage and deliver Proof-of-Concepts (PoCs) & product demos. Where required, co-ordinate

benchmarks, customer workshops etc.

- Under tight Budget constraint and strict timelines delivered on time results.

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2. Enterprise Security Solutions (ESS) EDO (Enterprise Data Obfuscation) WIPRO TECH. LTD.

Start Date: July 2011 Team Size: 4

End Date: Up Till date Periods in Months: 31 Months

Role: Sr. Consultant

Project Description:

ESS consists management of Projects which comes under Data Loss Prevention, Data Masking, Integrated

Security Operations, Identity Cloud, Identity Insurance, and Software Assurance.

Enterprise Data Obfuscation (EDO) helps organization to safeguard confidential data by leveraging data

masking techniques as a part of overall integrated data management Strategy.

Mainly working for BFSI domain clients for US, UK, EMEA, Australia and LATAM.

Responsibilities/Contributions:

Interaction with sales team, account teams, Finance teams and services teams.

-

Handled 4 successful deals end to end and worked on few other deals for

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successful closure.

Deeply involved in client Facing and Client Interaction.

-

Involvement in Proposal creation, presentations, or other sales collaterals.

-

- Understanding client business, the technical environment including existing pain points and create

winning solutions to address the requirements.

- Providing high quality workflow coordination skills and support on-time delivery of high quality bids.

- Assure a solution's relevance to client’s requirements, ensures technical feasibility, drives

implementation planning and ensures successful deployment.

- Engage and deliver Proof-of-Concepts (PoCs), trainings & product demos. Where required, co-

ordinate benchmarks, customer workshops etc.

- Under tight Budget constraint and strict timelines delivered on time results.

3. APPLICATION MODERNISATION SERVICES (FutureEdge) Computer Science Corporation India

Start Date: June 2008 Team Size: 5

End Date: June 2011 Periods in Months: 36

Role: Consultant/SSE

- Project Description:

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- FuturEdge is a comprehensive, modular services suite that helps clients modernize their application

software portfolios. FutureEdge provides Migration of legacy applications and platforms to Window

based, Java and .NET platforms, it provides advance automation, delivery accelerators and

application management practices to help companies make decisions regarding application

retirement, replacement or other transformational activities.

- The FuturEdge framework spans the entire application life cycle, from initial shaping through

transformation to ongoing management. The full life-cycle scope includes analyzing, aligning,

modernizing, managing and continuously improving organizations’ application portfolios, regardless

of size, industry or location. These services can be used end to end or focused on a single

application, platform assessment or transformation project. FutureEdge is helping clients take a

systematic approach to deciding how to evolve their application portfolios to rapidly increase agility,

reduce costs and decrease business and operational risk.

- Quick Transformation Engine (QTE), a part of FutureEdge, has an automation capability, it is added

to the FutureEdge services framework, to further reduce the time, cost and risk of legacy

modernization for FuturEdge clients.

- Mainly worked for Telecom and security domain clients for US, Australia and Europe.

Responsibilities/Contributions:

- Successfully handled and convinced IBM z/OS mainframe clients for Migration to Windows and

.NET application Platform under FutureEdge.

Handled 4 successful deals end to end and worked on other multiple deals to

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successfully convince the clients to opt for the proposed solution.

Helped generate ROI of 115 % average, on a period of 3 years.

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- Under tight Budget constraint and strict timelines delivered on time results.

- Understand client business, the complex technical environment including existing pain points and

created winning solutions to address the requirements.

- Involved in Proposals in coordination with various Cross-Functional teams (Sales, Delivery,

Partners, Finance, legal, Graphic designers, etc.) spread geographically.

- Presented PoCs, trainings & product demos, Presentations, attended Customer workshops.

- Provided high quality workflow coordination skills and supported on-time delivery of high quality

bids.

- Understood a solution's relevance to clients’ requirements, ensured technical feasibility, derived

implementation planning and ensured successful deployment.

- Engage and deliver Collaterals, Brochures and handled Client walkthroughs. Where required, co-

ordinate benchmarks.

- Build and managed trust-based, long-term relationships with customer’s organization on all levels.

- Worked with various stakeholders within & outside to ensure successful, ongoing business relations

with client.

- Supervised and mentored sizeable team of 5 people. Guided and mentored the team in

understanding RFX, drafting proposals, working on lead provided by sales person, preparing

presentations, client interaction and managing relationship with client areas.

- Assure a solution's relevance to clients’ requirements, ensures technical feasibility, drives

implementation planning and ensures successful deployment.

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4. TOPS-UHG (United Health Group, USA)

Start Date: May 2007 Team Size: 6

End Date: June 2008 Periods in Months: 13

Role: Software Engineer

Project Description:

Any claim received by UnitedHealth Group (UHG) is either a manual (paper) or electronic claims. Currently

UHG handles 95% of the claim electronically through United Front End (UFE) with the help of EDI

(Electronic data interchange). Rest 5% is paper claims which are handled through Smart total Bill Keying

(STBK) and National Standard Format (NSF). Paper claims can be in form of UB-92, HCFA-1500, RX and

Super bill.

The TOPS Service Codes identify specific services using type of service, place of service and cause code

combinations that TOPS will accept and process claims. The Service Codes are attached to the Policy

master to complete the ‘model’ for a plan of benefits To aid the same, these applications are needed to be

set-up at offshore for further Maintenance and Enhancement. Project is maintenance and enhancement

Project.

Responsibilities/Contributions:

Understanding Business requirements

Estimation

Coding, Testing, Debugging, Test Plans, Reviews and Implementation

Interact with business users to gather requirements and resolve issues

Co ordination with Business Users, Development and QA teams ensuring clear understanding of project

objectives, deliverables and timelines.

Analysis and resolution of business issues. Suggest solutions and workarounds.

Tools:

Online Debugger, Test Director, Quality Center (QCT), Changeman, Used case narratives, Used case

Diagrams, Gathering Business requirements, interaction with clients

5. CABS (carrier access billing system) AT&T USA, Infosys Tech. Ltd.

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Start Date: May 2005 Team Size: 8

End Date: Dec 2006 Periods in Months: 19

Role: Software Engineer

Project Description:

CABS is responsible for generating invoices for carriers using network facilities of SBC for providing

telecommunication services in CT region.

Responsibilities/Contributions:

- Analysis and resolution of business issues. Suggest solutions and workarounds.

- Co-ordination with Business Users, Development and QA teams ensuring clear understanding of

project objectives, deliverables and timelines.

Coding, Testing, Debugging, Test Plans, Reviews and Implementation Coding, Unit

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Testing

Independent Testing

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Regression Testing

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Knowledge Transfer to the new members

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Technologies Used:

Mainframe 3270, COBOL as programming language, IMS-DB, Used case narratives, Used case Diagrams,

Gathering Business requirements, interaction with clients

Tools:

Quality Center (QCT), Changeman, FileAid

6. CBT USA Infosys Tech. Ltd.

Start Date: Dec 2006 Team Size: 6

End Date: June 2007 Periods in Months: 7

Role: Software Engineer

Project Description:

his is a billing application where invoices gets generated. We had to look that invoices were in correct format

as well as designed for the correct subscriber.

Responsibilities/Contributions:

Analysis, Design

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Development, Testing

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Implementation of maintenance requests.

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Bug Fixing.

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Technologies Used:

IBM mainframe, DB2 as database, CICS as front end, JCL, COBOL as programming language, Used case

narratives, Used case Diagrams, Gathering Business requirements, interaction with clients

Tools:

Visio, Online Debugger, SPUFI, FILEAID, Endevor,

Educational Qualification

Bachelor of Technology from G.B.P.U.A.T Pantnagar, India in 2005.

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