Sales Manager

630-***-**** Kalpana Punukollu *******.*********@*****.***

BUSINESS / TECHNOLOGY LEADER, NEW PRODUCTS & SERVICES

Results-oriented, independent, and accomplished hands-on global leader with

over 20 years of experience in a broad range of cross-functional complex

global program delivery roles, with emphasis on driving superior business

results by delivering value for customers. Proven experience leading and

delivering innovative technology products. Highly regarded for expertise

and thought leadership involving strategic initiatives focused on improving

customer experiences. Extensive participation in corporate strategic

planning, budgeting and forecasting. Demonstrated ability to manage large

global teams in multiple environments.

ACADEMICS

M.B.A Entrepreneurship, The University of Chicago Booth School of

Business, Chicago, IL

M.S, Analytics, The University of Chicago Graham School, Chicago, IL (In

Progress)

M.S Computer Science, The University of Illinois at Chicago, Chicago, IL

B. S Computer Science, KLCE Nagarjuna University, Vijayawada, AP, India

NOTABLE AWARDS & ACCOMPLISHMENTS

July 2014: Qubit made it to finals in 1871 Small Business Hackathon.

http://smallbizdevhackathon.com/

July 2014: Invited by Mayor Rahm Emanuel to participate in

ThinkChicago: Lollapalooza http://www.thinkchicago.net/

Business Development

> Won the largest variable revenue services deal ($7M+) with a Tier 1

service provider in a record time, for nationwide transport network

initiative.

> Delivered a 200% growth in revenue in two years, consistently exceeded

aggressive delivery quotas (125%), and forged new client

relationships.

> Led the delivery of brand new 4G LTE Technology transformational

initiative in Tier 1 wireless service provider network, involving CDMA

and LTE offers, with a multi-year annual revenue potential ($30M+).

> Championed successful partnership with wireless service providers,

resulting in major wins ($10M+).

> Received highly prestigious Game Changer award from sales team.

Product Development & Delivery

> Recognized as Distinguished Member of Technical Services (DMTS). Led

R&D verification and validation teams to deliver high quality wireless

software in service provider networks. By utilizing unique testing

strategies, reduced faults from the field by 25%.

> Led IP and Wireless services design, integration, verification and

validation teams of large global services organization, with multiple

vendor software releases (multi-national team of 100+ people).

> Developed a cross-platform framework for end-to-end service

mobilization initiative (targeting 50+ LTE service providers

worldwide). Saved $5M+ in operational efficiencies during limited

deployments in the first year.

Strategy & Thought Leadership

> CEO and Founder of health care startup QUBIT, provides wellness scores

to improve pricing, reduces costs for consumers, payers and providers.

> Led the strategic architectural blueprint and a product roadmap for

transforming telecommunication products from traditional to cloud-

based model, with revenue impacts over $200M in one year.

> Developed a $100M technology services strategy roadmap for a 4G LTE,

to help transform existing networks to 4G LTE initiatives, involving

design, integration, validation, analytics, and cloud.

CAREER PROGRESSION

Abbvie, Senior IT Operations PMO Business Analytics Consultant, Commercial

Ops 9/14 - Present

Lead operations and business analytics of IT for global Finance

organization in establishing and adopting governance, audit and Risk

management.

> Lead the business analytics dashboards and data models in defining

sustainable processes that minimize variance of risk.

> Lead migration of critical warehouse data and IT infrastructure

projects with $10M+ impact on commercial operations during Abbvie

separation from Abbott. Lead cross functional strategic decision

making process in alignment with separation strategy.

> Lead development, execution and management of cross-functional IT

Finance dashboard projects to increase the impact.

> Responsible for expediting, managing and coordinating a multitude of

interrelated Finance IT project (sales and commercial models)

activities within the constraints of human resources, financial

resources and changing priorities/risks to ensure the successful

completion of projects.

> Responsible for process definition, migration to new SoftwareNOW

platform during Abbvie seperation, adoption, and compliance with

applicable Corporate / Divisional Policies and procedures.

> Manage Business Intelligence dashboards and effectively communicate

status and risk to Strategic Business and Executive IT management,

provide recommendations, and lead critical business issue resolution.

> Lead stakeholder management, including internal IT and Finance teams

and external outsourced partners

QUBiT, Product Manager & Co-Founder

2013 - Present

Data Analytics startup, creates predictive health risk model based on

clinical, claims, social, financial and behavioral data.

> Defined strategic vision and roadmap for HIPAA based QUBIT products.

> Successfully developed proof of concept based on customer feedback of

minimum viable product needed for unmet needs.

> Developed a business plan and pitched to investors for funding.

> Currently developing data analytics tool for healthcare business users

by focusing on providing computing models for the development of

complex Healthcare business logic rules.

> Developing data analytics on claims, clinical and psychographics data

for deeper insight into providers and payers business.

Alcatel-Lucent, Naperville, IL

1994 - 2013

Director Corporate Strategy (8/2013-12/2013)

Charged with development of a game-changing unified cloud strategy and

drive strategic vision across cross-functional global organization.

Managed coordination of cross-functional teams Cloud strategic

activities, in addition to serving as liaison between corporate and

international management. Individual contributor, reported to the CTO.

> Produced long-term and short-term cloud technology evolution

strategies for global Alcatel-Lucent products, including Wireless, IP,

Platforms and Fixed access, that align internal resources and vendor

capabilities to match client and market needs to drive forecasted year-

over-year revenues.

> Lead the development of vision, strategy, and execution plans that

align with organizations financial and business goals.

> Developed key performance indicators that measure the success of Cloud

Strategy against internal and external customer goals.

> Built a trusted partner relationship with clients and executive team

to guide the decision-making process with credibility. Worked closely

with leadership team across global business units in influencing

positioning and value proposition.

Director Corporate Services Operations (4/2013 - 8/2013)

Handpicked to supercharge Program Management of business operations

transformation initiatives of global Services organization's $400M+ 2013

revenue and 4000+ people, with unique perspective on client needs coupled

with right services at the right time. Led financial strategy by

consolidating and managing global division financial plan. Individual

contributor, reported to the COO and General Manager.

> Program Managed internal and external client stakeholder communication

of client-critical escalations, ensured timely resolution and

increased the client satisfaction rating.

> Led monthly leadership reviews with President of global services

organization, including headcount, cost savings, revenues, and

quality.

> Defined and led strategies for optimizing Skills/Cost/Revenue profile

while identifying market share growth opportunities for multi-vendor

multi-technology solutions in client networks. Optimized services

workforce management of technical skills inventory, accreditations,

forecasting and resource leveling.

Director Global Services (9/2012 - 4/2013)

Accelerated revenue across 3G/4G LTE Services, setting high standard by

generating new services business in global accounts. Led a team of 40

direct and 70+ indirect, outsourced and off-shore engineers in deploying

3G/4G LTE networks across the globe. Participated in evaluation,

negotiation and implementation of joint ventures, outsourcing and

offshoring. Reported to the Senior Director and the Vice President.

> Led a team of services delivery Directors to grow end-to-end design

and integration services practice by 50%+ Y2Y, with responsibilities

across verticals and global wireless service providers.

> Galvanized large services team to identify unique client

opportunities, develop customized products and deploy multi-vendor

client LTE, WiFi, Small Cell networks, on time, in budget and with

high quality. Delivered three-fold top-line increases by developing a

clear delivery strategy which led to 25% improved profit margins.

> Collaborated with sales team and closed on $10M+ offer in less than 45

days to update Verizon Wireless nationwide network that enabled client

to stay on the critical Voice over LTE offer schedule.

> Managed the creation of very first 4G LTE Public safety hosted core

solution by working closely with the City of Charlotte, North

Carolina, which greatly improves the ability of networks supporting

area first responders in communicating with other local and national

law enforcement and emergency response agencies.

> Successfully led the Services team to deploy multi-vendor Client

networks, 30+ Packet Cores, 20K+ RAN network elements, 130+ RAN

backhaul infrastructure markets, 15+ 4G LTE commercial networks with

zero outages to live commercial client network monitor NOC for

national accounts, and 100% success rate.

> Subject matter expert, invited by sales team to present 4G LTE Global

LTE Services portfolio and value added services to clients and

analysts at Mobile World Congress 2013. Invited to speak at multiple

client sales events on Alcatel-Lucent Global 4G LTE portfolio.

> Mentored, motivated and inspired highly technical diverse

professionals.

Director North America Services (12/2010 - 9/2012)

Zeroed in on unique business development opportunities in North America

that met critical client business needs. Educated clients of Alcatel-

Lucent services high value added in maintaining high quality networks

which led to 25% variable revenue year over year.

> Instrumental in creating LTE self-install and self-integrate offer,

which enables clients to perform installation and integration of

Alcatel-Lucent 4G LTE products. Closed the offer and set up and

tracked NSA compliance of the program in a record 30-day period, and

enabled the client to double the speed of 4G LTE rollout.

> Regularly traveled to client sites to meet client leadership team to

strengthen the relationship and maintain management presence in the

market place, which increased the customer satisfaction rating.

> Received 2012 Game Changer award from sales team for major

contributions in delivering 4G LTE solution across North America.

> Developed Alcatel-Lucent Integration Methodology, which includes

collateral creation, policy definition for record creation, retention,

archiving, retrieval, disposal, tracking and audit. Program

disseminated to divisions worldwide.

> Developed business cases for new client solutions and provided

Technical Presales support which led to 25% year-over-year revenue

increase.

Director New Product Deployment Services (11/2009 - 12/2010)

Accelerated the speed of nationwide deployment of 4G LTE in Verizon

Wireless network by implementing the industry best practices which

enabled the client to stay on schedule for very first 4G nationwide roll-

out. Collaborated with 4G LTE clients, marketing, sales, business

development, strategy, program management, product management, and third-

party vendors to create customized multivendor offers to meet 4G LTE

client needs, from quote to cash and final acceptance.

> Led the creation of an optimal and highly technical team of 25

engineers and technical program managers in a very short time to

deploy 4G LTE in Verizon Wireless network.

> Established standards to detect early marketing new product deployment

issues, streamlining time to market efforts on 4G LTE Verizon Wireless

National roll-out.

> Effectively and proactively managed client expectations, built deep

client partnerships, and developed excellent communication and

executive presence to connect at all levels in the organization,

leading to successful 4G LTE technology roll out.

> Led operational efficiency increases by implementing self-organizing

teams, which led to higher utilization of labor and ultimately led to

increase in profits by 25%.

> Created and implemented change control process and actively managed

the churn in client needs. Performed risk management by creating

action plans that minimized schedule delays and costs. Managed end-to-

end offer delivery strategy to fit client needs balancing with

internal costs.

Technical Manager Services, Global Multi-Vendor Marketing (12/2008 -

11/2009)

Prepared strategies and collaterals, developed multi-vendor principles,

tracked actual multi-vendor project results, and supervised special

project. Managed a team of 20+ engineers in China. Reported to the

Director.

> Developed and implemented new global multi-vendor testing programs

that provided profitability and performance information by vendor and

market segment. Utilized by senior management in developing ongoing

complex multi-vendor corporate strategies.

> Improved the effectiveness of global organizations by establishing

standard collaterals along with a network of multi-vendor business

alliances, resulting in additional global multivendor revenue targets

in excess of $5 million.

> Managed the High Performance Push to Talk deployments in China with

Alcatel-Lucent joint venture.

Technical Manager, Network Readiness Testing, Sprint-Nextel (7/2007 -

11/2008)

Managed client relationship, and team of 30+ engineers at Sprint-Nextel

facility for validation of multi-vendor product. Enabled revenue

recognition of $200M by successfully completing the exit criteria for

product launch. Reported to the Director.

> Managed ISO standard based product delivery from Qualcomm, Alcatel-

Lucent, and other 3rd party vendors in Sprint-Nextel NRT client

facility to integrate, test and deploy High Performance Push to Talk

in client field sites.

> Developed and implemented strategies to align multivendor integration

with Alcatel-Lucent solution processes and methodologies at client

facility which led to uncovering critical product issues earlier in

the lifecycle of a complex multivendor product.

Distinguished Member of Technical Services (2/1994 - 12/2013)

Led 10+ technical engineers in verification and validation of various

Wireless Mobility products by implementing unique testing strategies that

increased fault detection earlier in the life cycle of a new product

feature and functionality. Reported to the Director.

> Led the automation of end-to-end traceability of product requirements,

which improved the product quality and reduced critical issues

incidents in the field by 25%. Established testing standards to enable

early detection of software bugs in complex software delivery,

streamlining time to field efforts by 90% on several new product

lines.

> Supported 3GPP standards creation, and represented Lucent Technologies

in standards meetings. Spearheaded global Wireless R&D cross-

functional initiatives to achieve CMMI Level 3 compliance to maximize

profitability. Influenced and oversaw all phases of project life

cycle, including design, definition, scope, creation and management of

business requirements, as well as quality and issue resolution.

> Led the security test team to implement best practices in delivering

centralized security management for Wireless portfolio. .

A C Nielson, Software Developer 1993 - 1994

Developed software to automate report creation for the data processing of

the ratings.

The University of Illinois at Chicago, Network Engineer 1992 - 1993

Set up network for TRIO programs and Chicago Public Schools, and mentored

students to succeed.

PROFESSIONAL TRAINING AND AFFILIATIONS

> Coach - One Million Degrees: Empowers low-income, highly motivated

community college students to succeed in school, in work, and in life.

http://www.onemilliondegrees.org/

> The University of Chicago Booth School of Business Admissions

Ambassador

> PMP 2016

> Lean Six Sigma yellow belt in progress

> CMMI, TL9000

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