Pushpan Menon

A dynamic, results driven, hardworking, capable, aggressive, goal-oriented (IACCM Certified) business professional with 20+ years of working experience in senior level management position with an excellent track record of successful Strategic Business Plans & Development / Establishing Objectives & Corporate Strategy / Financial Goals / Production Development / Expansion / Vendor Management / KPI & SLA Management / Pricing / Commercial / Contracts / Bidding / Compliance / Regulatory Affairs / Project Management, etc. within the Telecom / IT / Technology Sectors in various countries in Middle East / Africa / Asia Pacific Region.

Now looking for a new and challenging position in senior managerial level, one that will make best use of existing abilities and knowledge and also further my career and professional development.

Career Overview / History (Telecom / Technology / IT)

Period - From April 2015 – to March 2016

Organisation - Trinet Technologies, Singapore, Dubai & India

Position Held - Business Partner / Managing Director

I have started own partnership firm providing Management Consultancy Services such as Technology Operations, Service Delivery, Risk Assessment, Commercial Contracts Management, Pricing Management, Project Management, etc. to Telecom / IT / Oil & Gas Sector in India, Middle East and Far East. Due to fall in Oil Price in the Middle East and other financial crises I could not continue my services and within a year, I have closed down the organisation.

Period - From January 2014 to March 2015

Organisation - Comverse Technology Inc., Singapore

Position Held - Regional Head or Operations (APAC & MEA)

Comverse is a leading global provider of telecom business solutions that enable communication service provider success in the hyper-connected world through service innovation and smart monetization. The company’s proven and innovative product portfolio includes BSS, Policy Management (PCRF) and Enforcement, and Digital Services. Comverse’s extensive customer base spans more than 125 countries with solutions successfully delivered to over 450 communication service providers serving more than 2 Billion subscribers

Period - From 01 August 2011 - 31 December 2013

Organisation - Rohde & Schwarz GmbH, Singapore

Position Held - Head of Commercial & Contracts Management (MEA/APAC)

Rohde & Schwarz are recognized as a world market leader in wireless communications. Plus, R&S develop future-oriented products for many growth markets such as mobile phone technology, radio communications, Air Traffic Control Systems and Broadcasting Equipment. R&S do business in more than 70 countries worldwide

Position Held - From September 2009 – July 2011

Organisation - Huawei Technologies, Bahrain & Dubai

Position Held - General Manager - Operations (MENA)

Huawei is a Global Fortune 500 company and one of the world’s largest and fastest growing technologies solution provider with over 150,000 employees worldwide. Huawei is developing technologies used in 140 countries by one-third of the world’s population

Position Held - From February 1998 to August 2009

Organisation - Ericsson AB / Marconi Communications PLC, Dubai

Position Held - Proj. Controller/Contracts Manager - Commercial Support (MEA)

Ericsson is a world-leading provider of telecommunications equipment and services to mobile and fixed network operators. Over 1,000 networks in more than 180 countries use Ericsson equipment, and more than 40% of the world's mobile traffic passes through Ericsson networks.

Key Responsibilities - Operations

Directly reporting to COO/CEO and Responsible for the day to day operations of the Asia Pacific / MEA region and the development and execution of the regional strategic plan

Responsible for day-to-day operating activities including management of foreign and local workforce, revenue and sales growth, expenses and margin control, Manufacturing, Regulatory, Heading Quality, Heading technology, Product Development interactions, management of region-wide corporate activities, government affairs and liaison, monthly, quarterly, half yearly and annual financial goal management etc. for the assigned region.

Prepare and ensure the delivery of the Regional Strategic Plan as approved by the Chief Executive Officer (CEO and other Directors)

Develop and maintain strong relationships with the member firms in the region and to support and assist them on inter-nationalizing their practice and growth of their cross-border business

Directs, administers, and coordinates the internal operational activities of the organization in accordance with objectives established by the CEO and the Board of Directors.

Liaise regularly with other region and business heads provide regional updates to the CEO/COO

Drive and ensure that the business plans are prepared, planned actions achieved and the regional committees are run effectively and meet regularly

Responsible for the development and preparation of short-term and long-range plans and budgets based upon broad organization goals and objectives. Recommends their adoption to the Chief Executive Officer and Senior Management Team

Setting, maintaining and evolving guidelines for the regional operations heads and provide superior leadership and management of the organization

Responsible for the organization and management of the regional conference, with the COO/CEO

Lead market development and expansion of distribution network within the territory/region.

Plans, organize, develops and controls activities to accomplish integrated strategic objectives and to optimize the utilization of resources.

Carry out an agreed program of member firm visits, assisting their development and to enhance mutual understanding of the network strategy

Overall responsibility for the global project portfolio, containing all projects, whether in the sell or delivery phase. Responsible for aggregated project information and analyses .

Directs the development and participates in reviewing and approving the short and long range operating objectives,

Leading, coaching and developing a team to ensure operational tasks are delivered on time, within scope and budget.

Monitors all work in progress to ensure that quality, code and operational standards are met.

Oversees the development and implementation of manpower planning and management development program to meet the key objectives.

Provision of management information to key stakeholders, especially Region and global management.

Identifies key employees and candidates and pans for their long term development.

Ensure that all the ongoing projects are in compliance with global processes and tools in per-sales, delivery and maintenance phases

Reviews ad evaluates performance on a continuing basis and establishes proper measures of performance, counsels directors/ managers as to execution of programs, and when necessary provides direction for modification in work plans or implementation of contingency plans in accordance with prevailing business conditions.

Ensure close collaboration with all the regional Stake holders such as VP Head of Sales in ME & APAC

Conducts and maintains such relationships with key stakeholders within the industry and trade associates, representatives of government, customers and vendors as necessary in the overall management of the organization.

Coordination of the Senior Leadership Team (direct reports to the CEO), product management, marketing, strategic partner development, the Remote Infrastructure Managed Services business line, human resources, website development, internal IT infrastructure management, patent program oversight and execution, project management/client services, and end user customer service.

Responsible for the increased Customer satisfaction

Development of sales strategies and subsequent implementing with focus on services and consulting

Working closely with SLT (Senior Leadership Team consisting of CEO, CTO, CFO) on establishing strategy and initiatives to drive company results.

Appraisal, evaluation, reporting of the results of overall operations regularly and systematically, and reports these results to the CEO, Senior Leadership Team, Board of Directors, employees, customers, and partners on a regular and appropriate basis.

Responsible for company operations to meet budget and other financial goals

Direct short-term and long-term planning and budget development to support strategic business goals

Business planning (along with the CFO), forecasting, budgeting, large scale transformation, change management, revenue and margin optimization, productivity improvement, risk management, knowledge management and strategic initiatives.

Develop and establish operating processes, systems, and operations consistent with the CEOs objectives and ensure their execution with excellence.

Develop and install procedures and controls, promote communication and adequate information flow, provide proper direction to ensure high levels of performance and achievement of challenging objectives.

Acquisition of new customers with focus on HW/SW and system integrators

Establish the performance goal, allocate resources, and assess policies for senior management.

Develops an overall project plan and work with all various functions to ensure the plan is on track.

Demonstrate successful execution of business strategies for company products and services

Responsible for master project list and assigns special projects as needed. Ensures proper tracking, follow up, and interventions for successful achievement of objectives

Manage interaction with Corporate Planning and Finance Groups to develop all the necessary support information required

Lead and participate in acquisition and growth activities to support overall business objectives and plans.

Participate in Capital market development, including participation in road shows, board meetings, analyst meetings, etc.

Drive and responsible for the Regional Operations of the Organization (Asia Pacific / Middle East & Africa)

Responsible for Production, Design and technology strategy for the assigned region i.e. APAC & MEA

Drive the regional Production including R & D, Software & Hardware Development, expansion program, etc.

Responsible for customer satisfaction (quality, cost, on-time delivery and communication) for the entire region

Drive, Promote and implement corporate culture and policies throughout the region for the organization

Support Lead Director and service line leads in development and execution of strategic business plans and financial budgeting for the Regional businesses. Ensure that revenue flows are maximized and that fixed costs are minimized

Oversee the compilation of regular financial forecasts and monthly business commentary.

Oversee the tracking and reporting of work-in-hand, fee invoicing and collection

Oversee financial management of department to include cost management, monthly P&L reviews, annual business plan and quarterly forecasting.

Responsible for regional CAPEX / OPEX

Support Leader and service line leads in the management of resources to ensure that the team achieves its client service commitments, financial targets and business development objectives.

Develop and direct the implementation of policies and procedures to ensure that the business plans are met and relevant regional regulatory obligations are fulfilled.

In conjunction with the relevant HR business partner, co-ordinate and drive forward the annual review process, recruitment, annual bonus and salary review process, team bonus models, recruitment, strategy and other HR matters arising.

Identify opportunities to increase operational efficiency, cost containment and profit growth for the regional Markets.

Ensure that required data/IT/technology resources and training support are in place to deliver the business plan, and oversee knowledge management processes within the business unit.

Oversee the organization and efficient running of operational management activities to include management board meetings, team meetings and conferences and play a leadership role regarding internal communications.

Build relationships with other group COO’s to share best practice and experience with other parts of the business.

Lead the tracking and management of commercial and operational risk and ensure compliance with the Firm's policies, procedures and statutory obligations to include QA.

Key Responsibilities – Commercial & Contracts Management)

Drive the Regional Commercial Contracts Management function for the entire region

Responsible for P&L of the entire Region.

Design, implement and align all Commercial activities in accordance with the Global and Regional business strategy and local business environment through straightforward policies, sound work processes and optimal use of resources.

Supports sales teams, across the assigned Region, in the commercial negotiation and closure of key deals (complex, high value, high risk, high precedence and responds to commercial queries (software license terms, pricing options, negotiation trade-offs, non-standard terms and conditions) etc.

Responsible for growing sales (revenue and margins) in APAC / while protecting against commercial risks.

Provide sales leadership and sales management leadership to the assigned region sales team while coordinating closely with country GMs/MDs.

Key commercial interface with customers on complex Managed Service, New business model, Service Delivery and other “Key deals” Agreements, ensuring compliance to contract terms and conditions.

Sound understanding of Company’s products and delivery model and the industry being served, to help structure deals profitably, to identify and mitigate risks associated to the product delivery, to secure future upside opportunities and to correctly describe the contractual obligations of each party.

Engages in senior level Customer meetings to discuss Customer’s business issues and explores how Sales, Support and Managed Services offering can help address and resolve these issues.

Responsible for complex legal, technical and business issues to negotiate and deliver complex, high-tech international commercial contracts at maximum profit. Proactively contributes to the development of innovative principles and ideas to maximize contract performance.

Collaborates with a wide number of stakeholders across the organization (account managers, proposal managers, finance, legal, delivery, procurement,) and throughout the complete deal cycle (bid, contract, delivery).

Responsible and accountable for the end to end ownership for Contract and Claim Management for the region

Responsible for the Change Management and claims management performance and process adherence, and identify and design needed interventions based on data analysis.

Provides accurate interpretation of large, highly complex outsourcing contracts. Able to independently analyze terms and conditions, including legal risks

Prepare and/or review (as appropriate) the response to customers proposed contractual agreements (NDAs, Teaming Agreements, SLAs, KPIs, Contracts etc.).

Perform weekly, monthly, annual and ad-hoc reporting and analysis to management.

Reports any deviations from contractual obligations (e.g. committed SoW and PIP), delays in equipment delivery, shortages in delivered BoQ, malfunctioning equipment, etc) and notifies the supplier on those deviations and potential contractual implications e.g. LDs or legal proceedings.

Establishes core contract management processes in order to monitor and manage contract compliance including change control.

Work with 3rd party Sourcing to ensure the alignment of the solution and commercial & contractual terms.

identify lessons learned and areas for improvement.

Responsible for Pricing Management function for the entire APAC/MEA region working with top management and decision makers with end to end Concept and process ownership.

Develop pricing strategy; analyze growth areas and opportunities to balance profitability with growth targets

Responsible for Pricing analysis, competition comparison, Pricing model/level definition, implementation management, impact controlling, etc. for the entire APAC/MEA region.

Be the close collaboration with Senior Management as well as Functional/Business Leaders globally regarding the definition of the pricing models and levels for different markets

Preparing and reviewing the commercial aspects of the bid to ensure that all areas have been covered and that the pricing has been included for all required work,

Develop business case for new product pricing including based on market, pricing and share assumptions.

Lead the pricing team throughout the assigned region in providing pricing support on large strategic and or complex opportunities.

Develops optimal customized solutions, pricing, and contractual framework for Support / Managed Services proposals together with the Sales and Technical Sales Teams

Work closely with the global pricing teams to influence the cost roadmap and ensure APJ requirements are represented in the cost offering

Communicate cost information required to perform business case to Sales Account Team and understand Software / Equipment / Hardware components for different services and corresponding costs.

Ensure good business practices within the team and manage the daily business within the financial guidelines established by the CFO.

Provide business case support to top management for capital request deals exceeding 100K and provide feedback to Capital Planning as needed..

Write Finance Terms& Conditions for approved deals.

Responsible for the assigned region in identifying new commercial opportunities, driving business growth and maximizing profitability for the organization whilst minimizing risk.

Work closely with Region, Business and Product Management professionals across the divisions globally.

Following award, work seamlessly with Project Management and Account Management to ensure handover is smooth,

Provide input to the bid with strategies services delivery approach and commercial proposition.

Key Responsibilities - Compliance & Regulatory Affairs Management)

Responsible for ensuring that the Organization meets all ongoing regulatory reporting obligations in the region, as well as coordinating the responses to any ad-hoc regulatory requests for information.

Conduct review of controls testing for the regional compliance team

Responsible for the preparation of moderately complex regulatory submissions which require interaction with departments outside of Regulatory Affairs for investigational and commercial products for assigned territories in line with regulatory requirements, regional requirements and scientific and company policies and procedures.

Develop and sustain strong productive day-to-day relationships with the relevant regulatory bodies

Provide guidance to internal stakeholders regarding regulatory compliance matters

Conduct risk based compliance testing to determine the effectiveness of the Organization’s policies and procedures

Responsible for submitting moderately complex regulatory documents including safety reports, amendments, supplements and license renewals, etc. for assigned territories.

Working closely with internal stakeholders such as Global Head of Compliance, CFO, CTO, etc to address Compliance and regulatory issues including audits and testing.

Responsible for preparation of the Company Core Data Sheets (CCDS) for assigned products and services, and ensures that any updates to the CCDS and the Product Company Core Safety Information (CCSI) are implemented.

Responsible for ensuring product packaging and associated information is updated and maintained in accordance with the product license.

Perform gap analysis and provide recommendation on process and procedures if required

Responsible for process improvements and contribute to local and / or global process improvements, which have a moderate impact on the Regulatory Affairs function or other departments.

Develops, initiates, maintains, and revises policies and procedures for the general operation of the Compliance Program and its related activities to prevent illegal, unethical, or improper conduct.

Develops and periodically reviews and updates Standards of Conduct to ensure continuing currency and relevance in providing guidance to management and employees.

Collaborates with other departments (e.g., Risk Management, Internal Audit, Employee Services, etc.) to direct compliance issues to appropriate existing channels for investigation and resolution. Consults with the Corporate attorney as needed to resolve difficult legal compliance issues.

Responds to alleged violations of rules, regulations, policies, procedures, and Standards of Conduct by evaluating or recommending the initiation of investigative procedures. Develops and oversees a system for uniform handling of such violations.

Acts as an independent review and evaluation body to ensure that compliance Issues/concerns within the organization are being appropriately evaluated, investigated and resolved.

Identifies potential areas of compliance vulnerability and risk; develops/implements corrective action plans for resolution of problematic issues, and provides general guidance on how to avoid or deal with similar situations in the future.

Expertise /Professional & Technical Competence / Personal Attributes

Sound business judgement, analytical expertise and high degree of comprehension to develop clear, concise and practical solution.

A proven record of success in senior level general or commercial management, within the IT / Telecom / Technology industry.

Extensive general management, business development, and program management experience with proven results.

Substantial senior level experience of management of people and resources.

Excellent knowledge of applicable policies and procedures with specialized knowledge of organization, supervision and administrative systems.

Experience and good understanding to manufacturing, technology, regulatory and planning. Including international experience in Regulated countries

An understanding of financial management and wider management principles and techniques.

Political and presentational skills with an appreciation of the demands of conflicting interests.

Ability to develop business plans, marketing strategy, and forecasts.

A proven record of delivering customer focused, strategic plans with clear revenue goals

The ability to create wide-vision strategies and drive the implementation with appropriate tactics

The ability to manage complexity and experience in challenging working environment and conditions

Strong people management, customer servicing and interpersonal skills with boardroom presence

Strong and proven negotiation skills for complex deals with corporate customers.

Strong communications skills – written and verbal. Excellent command of written English.

Outcome-oriented and able to exercise good judgment and reach a compromise between different interests.

Good presentation, leadership and management skills.

High level of integrity, trust, self-motivated, adaptable and affective team player

Strong cultural awareness in relationship building with internal/external business partners.

Team player with the ability to influence decisions

Excellent organizational skills.

Excellent analytical and problem-solving skills

Academic / Professional Qualifications

Masters Degree in Commerce (M.Com)

Diploma in Commercial & Contracts Management

PROP-C Project / Program Management

The International Association for Contracts & Commercial Management (IACCM) certified

Singapore Visa Status : Holding Singapore PEP (Personalised Employment Pass) valid through October 2017

Contact Details : Tel. + 65 8522 4050 (Singapore) +91-75-882-**** / +91-952-***-**** (India)

E-Mail : acxt8w@r.postjobfree.com / acxt8w@r.postjobfree.com

Skype : menon.pushpan

Address (Res) for communication : Unit No. 03-08, Block No. 139, Simei Street 4, Singapore 520 139

Flat No. 103, Madhuwanti ‘S’, Nanded City, Pune – 411 0040, Maharashtra

Date of Birth : 05 Feb. 1964

Marital Status : Married

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