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Sales Security

Burnaby, British Columbia, Canada
September 20, 2019

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Profile Summary

Rishi Behal

Mobile: +1-778-***-****


Address – 4218, Napier St., Burnaby,

V5C3G6, British Columbia, Canada

• An experienced skilled professional with more than 5 years’ experience in PreSales/Solution Architect in Global Telecom Service Provider space with special focus on Cyber Security, Hybrid WAN/ SDWAN/NFV, Cloud Computing solutions, LAN/WAN.

• Currently working as Security Consultant with Tech Mahindra as Cyber Security Consultant.

• Working directly with Product Management, Product Engineering, Product Marketing, Strategy GTM

,Sales(Client Director, Commercial Deal Architects, Solution Engineers), Business Development and Post Sales Technical Service Delivery teams on a daily basis.

• Adept at meticulous requirement analysis, planning, and designing Infrastructure in terms of Security components, Compute, Storage, Network, Virtualization involving the entire eco system. Domain Expertise

Enterprise Digital Solutions:

• Enterprise Networking/Security/Cloud Computing Products o Managed Security solutions: Cloud Security, IOT Security, DDOS ( Arbor, Radware ), SIEM ( AcrSight, Qradar, RSA ), Anti Malware ( TrendMicro, Mcafee ), Anti Virus, DLP ( Symantec, Mcafee ), CASB ( Skyhigh ), VA/PT, WAF ( F5, Imperva, Fortiweb ), PIM ( Microfocos, Arcos ), Proxy / Secure Web Gateway ( Zscaler ), IDS/IPS ( Mcafee, Cisco ), Firewall ( Cisco, Palo Alto, Checkpoint ), 2FA ( RSA), SAML, LDAP, Load Balancer ( F5 ), LAN, WAN, NAT, IPSeC, SSL VPN, Content filterning, URL filterning.

o Hybrid WAN(MPLS L3/L2 VPN, Enterprise Internet

o SDWAN/NFV : Worked as the Solutions Lead for SDWAN/NFV Solutions for Tata Communications. Knowledge of Viptela, Versa Networks.

o AWS, Microsoft Azure enterprise solutions

Current Role and Responsibilities:

Tech Mahindra Ltd. – Sr. Solution Architect ( April 2019 till now )

• Regional Pre Sales head – US west Coast

• Enabling & strengthening cloud security practice.

• Responding to Cyber security RFPs globally

• Responsible to generated new opportunities by conducting product workshops till C level.

• Work closely with Sales team & do the account planning focused on to generate new opportunities by doing understanding of customers' environments and their requirements.

• Design & Implement solutions for technology, products and services for clients

• Work closely with OEMs & security vendors to understand new product/service offerings and suggest clients on appropriate technologies and architectures depending upon the existing security infrastructure.

• Responsible for technical deal qualification of leads generated by sales team.

• Technical SPOC for client meetings, responsible for responding to all product features & technical queries.

• Responsible to gather client’s requirement & create BoM ( Bill of Materials ).

• Work closely with project managers, Solution Architects, Product, engineering in the planning and design of security related services enhancements.

• Support Sales teams with battle cards and current market trends.

• Responsible to track sales leads, manages sales pipeline throughout the deal lifecycle for sales over segment threshold

• Understanding of security/regulatory compliance like PCI, HIPPA.

• Responsible for product penetration/discovery to align the security offerings with client’s existing security infrastructure.

• Respond to client’s queries & make client understand about installation & implementation of proposed security products.

• Responsible to Work closely with the Sales executives to understand Technical requirements in sync with company’s managed service offerings to provide a cost effective and best fit managed solution.

• Work closely with project managers in the planning and design of security related services enhancements

• Post sales SPOC to resolve client issues by working internally with cross functional Product, Engineering teams.

• Support sales teams during contract renewals by cross selling, upselling & price negotiations.

• Responsible to provide pre-sales & post sales training to clients and cross functional teams to onboard new products and technologies.

• Work closely with project management team to Monitor project timelines & advise clients of project status.

• Conducting analysis on the emerging security technologies & advise clients and recommend appropriate solution to enhance security posture.

• Responsible to answer client’s technical questions and making technical presentations.

• Responsible for POC of proposed solutions with cross functional teams.

• Work closely with Partners and Account Managers for account mapping of opportunities and achieve sales targets.

• Develop new ideas and approaches to generate new opportunities & improve work processes Past Experiences:

Tata Communications – Sr. Solution Architect ( July-2015 – Apr 2019)

• Working as Sr. Solution Architect for next generation services ( Cyber Security, Hybrid WAN/ SDWAN/ Cloud Computing) for Tata Communications.

• Working closely with Product Management, Product Engineering, Product Marketing, Strategy GTM

,Sales(Client Director, Commercial Deal Architects, Solution Engineers), Business Development and Post Sales Technical Service Delivery teams on a daily basis.

• Work closely with sales team for client interactions, reports, technical presentations and the creation of organization’s deliverables

• Work towards planning & scheduling engagements with clients to generate & execute transactions.

• Work closely with client influencing team

• Responsible to enhance client relationships through meetings & generate leads of product portfolio.

• Main Responsibilities:

o Define potential business model with Market Research and Industry Knowledge. o Define and Validate minimum viable product(MVP) and value proposition with Product teams. o Be Voice of the Market for the Company.

o Lead New Product Indroduction(NPI)

o Define and validate Proof of Concepts / Pilot deployments o Enable Sales Organizations with Strategy, tools, content and processes. o Run Go to Market themes and provide necessary trainings on new product. o Responsible for governance of High/Low Level Solution Designs. Tata Communications – Manager ( July-2015 – Apr 2019)

• Manage and supervise installation, commissioning, testing, servicing and maintenance of DWDM, CWDM, SDH MUX.

• Perform Acceptance Test for DWDM and SDH Equipment.

• Responsible for interacting and negotiating with contractors and vendors such as CISCO, TEJAS, Huawei, ECI, etc.

• Work in synchronization with planning team to plan & implement new network project to meet upcoming demands of customers

• Knowledge of CWDM equipment (ADVA)

Reliance Communications, National Network Operations Center(NNOC) – Transport Engineer ( Dec-2006 – Apr-2007 )

• To monitor and troubleshoot SDH circuits ranging from E1 to STM-64 bandwidth.

• To configure SDH equipments ranging from STM-1 to STM-16 in terms of synchronization, provisioning and management.

• To co-ordinate with different groups in the NNOC such as CDMA, Switch, DCN, OSP to minimize service disruption.

• To co-ordinate on Planned Event activities carried out for preventive or corrective maintenance of the network.

VIDESH SANCHAR NIGAM LTD. (VSNL) – Link Engineer ( Jan 2006 – Dec 2006 ) The first Telecom Company of India and previously known as Overseas Communication Services (OCS), it operates a network of earth stations, switches, optical fiber cable, submarine cable systems, and value added service nodes to provide a range of basic and value added services. EDUCATION SUMMARY: Graduation - B.Tech – Electronics & Communications, Punjab Technical Universtity (2005)

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