Customer Success, Sales, Program Management

CUSTOMER CENTRIC BUSINESS DEVELOPMENT TECHNO-FUNCTIONAL LEADER

Spearheading High Value Technology Solutions, Customer Success, Technical Program Management

Enterprising, Forward-thinking, Multifaceted and Results-Driven Business Leader powered with 18+ years of extensive experience in delivering software, ownership of client relations and execute strategy. Lead technical workstreams and program managed multiple software launches (Windows Azure, EBC, Corporate Services, Predictive Analytics Platform), technology solutions and products across industry verticals. Track record of managing a customer portfolio of $30+M and exponential business growth YoY, and consistently exceeded targets. Possess stellar qualifications in developing partnerships and relationships with clients, partners and vendors on a global scale, leading cross functional teams, driving customer success and spearheading complex deals negotiations. Recognized as trusted-advisor for leveraging expert understanding of the business-technology interface to align client’s needs with effective solution-based approach. Unique ability and sought after for a broad-based understanding of large organizations, startups, diverse industry verticals and with expertise in effectively engaging C-Level executives, engineering functions (Research Scientists, Data Scientists, Clinicians, Solution Architects, Software Enggs.) and high impact decision makers (Marketing, Partner ecosystem, Professional Svcs, Legal, Support Systems) with innovative strategies and problem-solving approaches. Reputation for leading teams as coach/player, optimizing dynamics, uniting diverse agendas to a common goal, and to multi-task in fiercely competitive and fast paced environment and yet deliver measurable results. Track record of managing multiple customer portfolios and multi-tasking. Overall, an individual who is intellectually curios, constantly learning, who loves playing music, is a sports enthusiast and loves cooking.

Roles Specific Qualifications:

10+ years (including at Microsoft) of work experience in strategic selling, technical sales and business leadership that help create alignment between engineering, partners, marketing, legal and professional services

15+ years of consulting and technical program management experience building software products (Windows Azure, WW EBC, Predictive Analytics Platform using AI and ML, Claims Processing System, Microsoft IT, Partner Manageability Platform, CRM for SMBs)

10+ years of experience in building cross group relationships, making data driven decisions and delivering complex software products in a startup mode and large enterprises globally

Track record of exceeding sales quota and managing an account portfolio of $30M, while building GTM, Co-sell and partner programs. Extensive experience with customer success, technical sales, healthcare, Dept of Defense, AI and ML coupled with Cloud

Ability to effectively communicate with c-level stakeholders, high impact decision makers, technical and engineering teams, internal partners, marketing and vendor organizations.

Strong ability to build productive relationships across the business and work with accountability and integrity. Communicate with legal, contracting and procurement organization to effectively engage with leadership, facilitate discussions about complex topics, influence, and reach agreement plus remove any bottlenecks

Managed multiple complex programs at a global scale with diverse team structure. Possess data driven decision-making ability to drive business strategies and decisions.

Built operations and teams in APAC, UK, North America and India with deep ability to work well as part of a global team.

Excellent analytical, problem-solving, leadership, organizational, and stakeholder management skills.

Effective budget management, negotiation, and organizational skills: managed vendor 7-digit budget consistently for a number of years. Managed RFPs, contract negotiations and SOW creations

SIGNATURE STRENGTHS

Technical Sales and B2B Business Development

Software + Technical Skills (IaaS, PaaS, SaaS)

Strategic Business Planning & Execution

Alliance and Partnership Management

Vendor Management / Contingent Staffing

Global Operations and Delivery Management

Front-Line Leadership and Team Building

Data driven, Analytical and Highly Ethical

Digital Transformation / AI / ML / Cloud

Client Relations & Stakeholders Management

Team player and a good “listener”

Budgeting and Forecasting

CAREER NARRATIVE & MILESTONES

TECHNOSOFT CORPORATON. February 2020 – Present

Head of Key Accounts

Overview: Responsible for generating net new business with strategic Hitech accounts through innovation, agility and at market speed.

Key Responsibilities include:

- Define and Drive business growth strategy.

- Provide thought leadership in technology practice and solution offering development.

- Chartered to "land and expand" key accounts.

- Responsible to manage 360-degree relationship with strategic accounts.

- Drive Excellence in Program Execution and improve CSAT

Notable Achievements:

Instrumental in achieving Microsoft GOLD Partner status

Co-led the conversational AI solution offering leveraging Azure BOT Framework

Launched multiple marketing campaigns and lead generation activities

Opened new account/Logo within first 30 days

KENSCI INC. February 2018 – February 2020

Technical Program Management, Customer Success, International Business Operations

Overview: End to End ownership of leading and launching AI and ML based predictive analytics (SaaS) solution to a large Payer System, providing them with actionable insights to detect Fraud, Waste, Abuse (FWA), High Risk Utilizers and Chronic Disease Management. Lead the implementation of nationwide clinical trial solution for NHS-UK for COPD population. Partnered with Research Scientists, Clinicians, Data Scientists, Software Engineers, Legal, Security and Compliance teams to be deliver software products. Wore multiple hats to leverage knowledge and comprehensive experience to enable strategic partnerships through co-sell motions and Go-To-Market (GTM) channels as one of the first Independent Software Vendors (ISV) for Healthcare Risk Prediction using AI and ML and SaaS based offering (#DeathVsDataScience). Touted and epitomized excellence in customer acquisition, delivery, operations and account management. Act as trusted-advisor, spearheading C-level relationships and conversations, and significantly drive the creation of business roadmaps, KPI tracking scorecards and dashboards. Charged with orchestrating international business operations and managing deal desk function.

Notable Achievements:

Define and drive scope, constraints, risks, deliverables from customers and external partners. Provide technical program management across data scientists, data engineers, product owners and software engineers. Partner with infra and compliance, legal and security teams for a smooth launch/go-live

Accelerated strategic account growth at US DoD / Military Hospitals and key international accounts across UK and APAC, by setting a fully functional team and operations at Singapore, India and UK.

Played an integral role in securing the first ever government contract and closing 4 turnkey projects for military health using AI and ML, resulting to increased adoption and user base.

Helmed CSM initiatives that resulted in increased revenue, higher CSAT/ NPS that enabled the company to create champions and referenceable customers.

Instrumental in ‘2018 / 2019 AI Innovation Award’ ‘2018 / 2019 Microsoft Finalist for Partner Of the Year’.

MICROLAND LIMITED February 2017 – February 2018

Associate Vice President, Enterprise Accounts

Overview: Charged with leading the 360-degree relationship (Sellwith/into) for the organization with Microsoft and Amazon/AWS collaborating with the partner ecosystem, OCP/MPN/APN Teams. Mounted strategies to identify and qualify named accounts (Large and Mid-market), and forge formidable C-level relationships resulting in net new business and significant revenue growth. Instrumental in growing the FASTTRACK business by 30%.

Notable Achievements:

Outperformed expectations by doubling the EN business that resulted in increased cloud consumption and migration of workloads across suite of online products for Microsoft through FASTTRACK program

Strengthened account management strategies and execution plans, resulting in 30% growth in 6 months.

ADITI TECHNOLOGIES / HARMAN / SAMSUNG October 2013 – February 2017

Associate Vice President, Enterprise Accounts

Overview: Recognized as a credible leader – Built an exceptional team of sales and account managers. Forged relationships and mutually beneficial partnerships with existing client base at all levels of the hierarchy, establishing brand awareness and service expansion including development of Center of Excellence and Offshore Dev Centers (ODC). Controlled and expertly responded to procurement driven strategic RFP's with prescient financial analysis & presentations. Coached and mentored diverse teams and championed an inclusive team culture

Notable Achievements:

Fueled business development opportunities by leading negotiations for a contract deal that grew from $200,000 to $3.6M in one year and eventually became a $16M account for the organization

Increased RFP win/success rate from 20% to 50%. Managed sub-contractors, agency relationships and vendor contracts

Awarded for stellar and exceptional performance and account growth.

Designed and implemented processes to enhance sales productivity, through pipelines, CRM tools, and targeted education, increasing viable lead generation by 40% in first year.

Directly managed diverse and global teams (presales, solutions architects, sales, engineering and delivery)

MICROSOFT CORPORATION March 2004 – October 2013

Technical Program Manager, Worldwide EBC BI and Analytics (December 2009 – October 2013)

Overview: Appointed based on stellar reputation to serve as Engineering Lead for three strategic programs: Executive Briefing Center (EBC), Executive Sponsorship and Marquee CxO Events, including first ever Azure-based customer portal for CxOs. Handpicked to lead the management and maintenance of tools, data integration, and automation between disparate systems in the enterprise marketing ecosystem and in the process, interact with 25 stakeholders including C-level Executives.

Notable Achievements:

Directly managed diverse and global teams (engineers, analysts, PMs, vendors). Managed a vendor budget of 7+ digits consistently that consisted of 35 vendors and contingent staff. Negotiated contracts and RFPs across 9 vendor companies.

Delivered exceptional technical leadership performance in establishing vision, mission statement, strategy, planning, road map and implementation of one of state-of-the-art briefing management systems to support Microsoft’s marketing and sales teams (ATU) in setting up 2000 customer engagements per year, with 20,000 attendees and generating revenue of $2.3B.

Aligned the organization for growth by influencing decision making as a mini-CIO/CTO, to provide business solutions resulting in higher ROI and lower TCO

Enhanced quality outcomes by providing thoughtful leadership and design guidance for the first ever Windows Phone and Windows 8 app for WW EBC that was being used by customers, executives, VPs and leadership team at Microsoft.

Technical Program Manager, Windows Azure (December 2007 – December 2009)

Overview: Architected and built exceptional methods to manage the Service Engineering and APIs for Azure Management Portal. Collaborated and interfaced with Windows Azure and Dev.Live.com teams to recognize requirements. Transformed program administration of claims-based authorization module and integration with Windows Live Alerts. Managed a vendor team of 30.

Notable Achievements:

Executed the launch of the Windows Azure in PDC 2008 and was recognized by top management

Engineered the service management, alert and notification engine and authorization module inside the provisioning platform which still acts as the foundation for Windows Azure.

Dramatically enhanced the establishment and execution of conceptual design for Hardware SKU Advisor for Azure infrastructure and the adoption of the tool across Azure Infrastructure Team.

Technical Program Manager, Microsoft IT, Corporate Functions (March 2004 – December 2007)

Overview: Headed a portfolio program to ship multiple versions of the Microsoft IT and LOB applications in 3 years supporting corporate and subs. Delivered keen oversight in the entire procure2pay space with over five applications in the portfolio of more than billion-dollar financial transactions per year, Invoicing, Procurement, Expensing, Payment).

EDUCATION

Bachelor of Science (Electronics + Computers Engineering) Shivaji University

PROFESSIONAL CERTIFICATION

Management Essentials - Harvard University IT Management - American Management Association

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