Sales Manager

RAJASEKHARAN SANKARALINGAM

Mobile: +91-994**-***** e-Mail: **********@*****.***

PROFILE SUMMARY

An enterprising leader with abilities to lead large complex business units and organisation, besides providing expertise and rich skills in handling Sales/Pre-Sales Management, Delivery Management and Business/Account Management.

A multi-faceted professional with 27 years of IT experience with documented success of consistent achievement in a senior management capacity primarily accountable for end to end IT services and operations across globe including UK and United States.

Vice President and Head-Client Solutions with a Global New age service company operating with 6500 employees in 18 delivery centres spread across the globe.

Career span across BFSI, Life Sciences, Retail, CPG & Logistics, Hi-Tech, CIS and Network Services industry with expertise in Delivery, Sales and Presales management.

Heading Global Solution/Pre-Sales functions and Sales(India) of CSS Corp covering Digital and Engineering Services, Cloud and Infrastructure, Consumer and Enterprise Tech Support with verticals of BFSI, Retail, Life Sciences, Hi- Tech, Network Services.

Business grown @CSS Corp – Direct contribution for business worth USD $23 million

Adept in managing business operations with focus on top & bottom-line performance and expertise in determining company’s mission and strategic direction

Proven ability in improving operations, enhancing business growth by setting up infrastructures, Program Management and Sales functions

Possesses credibility & personal integrity that leaves lasting impression with corporate decision makers

Managed 1800+ RFx with an average of 35% Win ratio with the highest TCV being $300M USD over 5 years with potential uplift of $200M USD

Award for Excellence (Gold position in 2014 and Silver in 2015) in the Sales and Marketing- Sales Management category – Infosys’s top award

1st Prize - RCL CROWN Award for the Best Pursuit Contribution Areas of Expertise

Sales/Pre-Sales Management Program Management Delivery Management Budgeting & Cost Management Apps Maintenance & Support Cloud & Infrastructure Services Contract and Commercial Management IT Strategy Planning Supplier Contract Management Expertise in

o Defining IT strategy for the organization based on business need o Facilitating implementation & support for solutions architecting with compliance to quality standards o Driving Sales/Pre-Sales, Efficient Pricing & Right Solutions for the Clients o Driving business operations to outperform annual objectives o Contract negotiations for large and medium-size business transformation projects o Functioning as key driver for business process design and solution identification o Preparation of IT blueprint for the organization o Handling resources and setting up of communication channels across the various horizons of the organization structure

o Improving business processes and supports critical business strategies by directing the development, implementation, and maintenance of business applications systems. o Plans, coordinates, and supervises all activities related to the design, development, and implementation of the organization's applications development and analysis function. o Manages multiple development, support, quality assurance and architecture teams supporting different lines of businesses.

Professional Experiences

27+ Years with, CSS Corp, Infosys Limited, American Express, Bank Internasional Indonesia, Canara Bank and Indian Railways across multiple geographical locations including US and UK. May’17 to Date

Global Head & Vice President – Client Solutions & India Sales @ CSS Corp Heading the Solution Design/Presales function of CSS Corp and prime responsibility includes to help clients derive measurable business value from business and IT investments. Key Responsibilities and Deliverables:

o Responsible for managing the Global Clients across Digital and Engineering Services, Cloud and Infrastructure Services, Consumer and Enterprise Tech Support pursuits, RFPs/RFIs/RFQs, Client Visits and mining new business from existing 160+ Clients and prospects o Responsible for Sales and Pre-Sales functions with better solution design and value articulation o Responsible for submission of Winning RFPs, RFIs/RFQs with highest quality and on time. o Key focus areas include Digital Services, Cloud & Infrastructure Services, Tech Support and Automation

o Perform competitive analysis, assess Markets Trend and Perform Regular Win/Loss Analysis o Identify Solution Levers and Options and Solution Modeling o Staying abreast of strategy roadmap as well as understanding the scenarios, features and functions within each of organization’s strategy

o Provide appropriate support to develop new products/business solutions and IPs across the Value Chain includes – R&D, Manufacturing and Supply Chain, Regulatory and Sales & Marketing o Help to address business and technical problems of our clients o Enablement of Knowledge sharing, emerging technologies, Continuous Improvements and Best practices for better win rate

o Coordinate Proofs of Concept and Solutions Development for client needs o Ensure Knowledge artefacts are up-to-date and ready for reference/ reuse for new pursuits Noteworthy Accomplishments

o Managed 600+ RFPs/RFI worth of $1.3 Billion in two years efficiently with 32% Win ratio o In 2019, won 4 large deals with largest being $31 Million TCV, predominantly Infrastructure support services. Key clients includes Target & Blackboard o Led end-to-end Sales and Pre-Sales Activities and responsible for opening Net new 2 critical accounts and solution support for opening 4 new accounts with values of $23 Million USD per annum.

o Award for Innovation in the Sales category

Training Materials and White papers

o A guide to Presales

o Writing Winning proposals.

Steered efforts for streamlining

o Developed the solution design team and a portal to manage presales functions from scratch, one stop shop for all Sales artefacts, pursuit tracking and KM. Jan’02 to May ‘17: Infosys Limited- Multiple Leadership Positions Head Presales (Client Solution Head) – Global Life Sciences, Healthcare & Insurance, Infosys Global Life Sciences, Healthcare & Insurance- is one of the key independent verticals within Infosys Limited

Noteworthy Accomplishments:

o Managed 70+ RFPs/RFI in FY17 effectively with 38% Win ratio with the highest TCV being

$300M USD over 5 years with potential uplift of $200M USD o Key Wins include one of the World Largest Pharmaceutical distributors in US (TCV - $ 100M), AMS for one of the world top beverages (TCV - $200M) and AMS & CIS services for UK based Transport and Express Service organization (TCV - $300M), SAP AMS for one of the top 10 Pharmaceutical in US (TCV - $95M), Infrastructure (Middleware) Support Services of a leading Pharmaceutical in UK, and the last one being a 40M Euro for a German Insurance giant which covers end to end solution including Applications, Infrastructure services and Business Process. o Key Infrastructure support services deal include ConAgra, AstraZeneca and Sanofi covering Infrastructure Application Services (Middleware, DB, Dataware, SAPbasis), Network and Security Services (Enterprise Network, Compliance & Security), End-user Compute Services (Desktop & collaboration services) and Enterprise Compute and Cloud Services (Server, Storage, OS, Hyper Visors, Hybrid Cloud)

o Award for Excellence (Gold position in 2014 & Silver in 2015) in the Sales and Marketing- Sales Management category

o Awarded 1st Prize - RCL CROWN Award for the Best Pursuit Contribution o Bravo Award for 2011 for the effective engagement and value add contribution to the Sales Team

o Well known SME for Contract and Commercial/Pricing for pursuits. o Developed 3 key pricing automation tool to ease the commercial processes during the proposal stage

o Contributor to key business solutions includes Biology Entity Management, Drug Repurposing and Scientific Innovation Solution

White Papers

o Thought Paper on Pre-Sales functions - “Pre-Sales Solutions – The Spark to Clinch the Deal” o This paper describes how critical and crucial is presales function in the end to end sales process for getting the Right Solution.

Steered efforts for streamlining

o Pre-Sales Processes, including standard templates for follow-ups, Pursuits closure and opportunity qualifications.

o Life Sciences Case Studies Portal, Pursuit Track and KM Portal Other Roles within Infosys

Sep’09 to Jul’11:

Client: AstraZeneca Inc., Macclesfield, UK (Max Team Size : 400+) Role: Delivery Director/Associate Business Manager, Infosys Oct’07 to Aug’09

Client: BT Fleet, Birmingham, UK (Team size : 150+) Role: Associate Business Manager, Infosys

Apr’05 to Sep’07 (Max Team size (500+)

Client: Ameriprise Financials, USA

Role: Delivery Director/Program Manager, Infosys

Jan’02 to Mar’05

Client: American Express Bank, USA

Role: Senior Project Manager, Infosys

Previous Assignments

Sep’99 to Jan’02: AMERICAN EXPRESS BANK, Chennai, India as Project Manager Apr’98 to Aug’99: BANK INTERNASIONAL INDONESIA (BII), Mumbai, India as IT Division Head Mar‘95 to Mar‘98: CANARA BANK, Mumbai, India as Programmer Dec‘92 to Feb‘95: Western Railways, Mumbai, India as Jr. Programmer Oct‘89 to Nov‘92: Central Railways, Mumbai, India as Non IT cadre Scholastics

o P.G. Diploma in Computer Science & Management from St. Xaviers Institute, Maharashtra Technical Board in 1992

o B.Sc. (Physics & Electronics) from Mumbai University in 1990 Professional Enhancements

o Program Management Certification from Infosys

o Project Management Professional (PMP) from PMI

o Certified in:

UNIX OSF/I from Digital Inc.

Oracle 7 from CMC Ltd.

Oracle Forms from APTECH

o Infosys External Certification on Global Banking o Infosys Internal Certification on Open Systems Application Architecture

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