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Sales Manager

Location:
Vasant Nagar, Karnataka, India
Posted:
November 25, 2020

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Resume:

Vani Konkala

Ph: 725-***-**** Email: adh4wz@r.postjobfree.com

Presales professional with close to 15 yrs. experience in sales strategy/operations and Bid/Program management. Also, responsible for setting up offshore bid support and proposal management team in India. With a Comfort approach in working with people of all levels as well proven managerial and people management skills.

SKILLS

Highly accomplished Pre-Sales, Bid and proposal management professional. Expertise in presales, Marketing, Banking and Business Analysis, sales operations and strategy.

Accountable for setting up and leading bid management function in India and APAC region as well offshore bid management function for North America and EMEA regions.

Worked on proposals /bids across all domains public- sector (India, Europe and USA), Retail, Manufacturing, finance, healthcare, banking ranging from 5 million$ to 125 million$ revenue.

Excellent communication skills, Strong interpersonal and presentation skills, also able to effectively communicate at all levels. Assisted and coordinated with COO, BU and Country heads for bid reviews.

Strong orientation toward achieving results, attention to detail, problem solving, and proven ability to drive toward long-term goals.

Track record of proven leadership and program management skills. Self-starter, Proactive and able to work independently. High achiever, flexible and willing to perform and driven to succeed.

Leadership Skills: Heading and Leading AT&T Apac proposal/Bid delivery team of 23 people. Screening/recruiting, training, mentoring and guiding the new joiners in bid/proposal process. Highly organized with great attention to detail.

Setting up and leading bid manager role by creating importance of bid management in the sales cycle. Also gave presentations across the senior executives regarding the bid management function.

Program Management: Ability to plan, prioritize, assign, and manage multiple projects. Managing multiple projects simultaneously from start to finish.

People management: Responsible for productivity and quality of the team. Deciding on work allocation, career development as well as managerial responsibilities such as coaching, mentoring, reporting and conducting appraisals. Accountable for hiring, compensation, promotions, discipline and termination of staff.

Client interaction: Interaction with customer in understanding requirements and presenting the proposal response to customers/partners, assisting account manager in generating additional revenue. Managed clients visits for large / complex deals. Worked with service providers, telecom, Public Sector bids for India, USA, EMEA/APAC region Customer bids across all domains.

Technologies: Handled bids and proposals relating to o Telecommunications products and Solutions include Service provider’s Wireless and Wireline products, Software based products like Messaging, 5G, 4G RAN, Core, Access, Security and cloudrange products for the service providers and enterprises.

o Applications like SAP, Oracle hosting services, ecommerce application development, IOT and Digital projects, SharePoint, infrastructure management, Application Development and Maintenance and Cloud solutions etc.,

IT Skills: Proficient in Windows, MS - Word, Excel, PowerPoint, and Acrobat Professional, MS Visio, Frame maker, SharePoint. In-depth understanding of the retail banking operations, Banking ERP Finacle and SDLC. PROFESSIONAL EXPERIENCE

MAVENIR, BANGALORE (FEB 2018- APRIL 2020)

Designation: Global Bid Manager India and APAC

Accountable for setting up and leading the bid management role for APAC, EMEA and India region by creating awareness about importance of bid management in the sales cycle.

Setting up bid support requests forms in salesforce. Preparing regional status reports regarding the current and upcoming bids in salesforce and sending it to management for review.

Manage, Plan, coordinate, prepare, submit company proposal packages in response to customer solicitations based on established internal and external guidelines and standards.

Structuring the bid - Templates / Formatting & Tools. Prepare, update and maintain the vertical credentials and case studies of completed projects.

Prepare bid plan, identify stakeholders and set-up bid calendar and anchor bid status and review calls. Bid team formation by reach out to Presales, product management, sales, operations and legal.

Ensure compliance to Mavenir bid management process guidelines. Also involved in preparing bid qualification, Proposal response, solution and Customer presentation templates.

Prepare bid qualification presentations with Account manager. Setting up the Bid/no bid qualification calls with the management to analyze solicitations based on company established guidelines.

Research, write and edit technical and business responses by thorough understanding of customer solicitations. Setting up bid review and approval calls with Executives and Senior management

Work as team leader and guide assigned bid team in completion and reviewing of assigned proposals. Also timely and effective coordination with Customers, partners and internal stakeholders for the bid.

Discuss and understand the winning themes, SWOT and competitor analysis for the deal and prepare the opportunity overview for smaller deals

Worked closely with various global virtual subject matter experts in a fast-paced environment. Compile and submit final solicitation package to customer/partner ensuring it meets customer requirements.

Setting up Sharepoint directory for the bid management function like creating the standard folder structure for bids, folders for storage of proposal content as well templates for response documents for easy access to the team. Also monitoring the access relating to bid documents/folder.

Serve as central contact point on proposals for the region, produce and publish proposals timely in sharepoint. Maintain electronic proposal database files and proposal log and comply with established departmental best practices guidelines and standards of proposal preparation.

Preparing Bid response presentations for the Service provider and telecomm customers.

Knowledge Management: Archiving the RFP responses in the tool, regular tracking of new content for source, reviewing the content. Maintaining the former bids repository. CAPGEMINI, BANGALORE (APRIL 2017- JAN 2018)

Designation: Manager - Bid Management

Provide best-in-class end to end bid management support to the sales community by providing support in winning bids across the BU.

Played an active role in contributing to the growth of the Application Services (SAP, Oracle, Application development and maintenance, SharePoint, infrastructure management, digitization bids in Continental Europe across different verticals healthcare, finance, manufacturing and public sector etc.,

Collaborating with Leadership and Sales for identifying the win themes and value proposition for pursuits. Act as an ambassador to drive increased offshore participation in the sales process

Seeking pursuit authorizations from key stakeholders in the Continents and India. Liaising for Deal sign- offs and seeking necessary authorizations for the opportunity.

Ensure the consistent application of the Capgemini Bidding Guidelines to all the assigned pursuits

Manage and coordinate stakeholder relationships the Sales, Solution, Marketing and Delivery organizations throughout the bid cycle

Bid resourcing – bid team formation by reach out to solutioning, Finance, commercial, delivery and legal. Work with all stakeholders for proposal content by analyzing the bid details and associated risks.

Opportunity to interface and network with the leadership and key decision makers in within Capgemini India and Capgemini Global.

Creating online sharepoint work areas for effective work collaboration. Liaising with the Creative Services team and providing inputs for the design of proposals and presentations.

Arranging solution workshops to design the solution approach, identify the timelines and plan, resource builds/estimates. Also Setting up war room discussions with stakeholders to finalize on response.

Manage the logistics and co-ordinate the responses leading to Bid Management in part, Also ensure that bid costs are accurately forecast & managed. Review all customer requirements to ensure that they are met in the proposal response.

Assist presales team in Bid Management, Market & Competition Intelligence, solution, Knowledge Management and sales enablement.

Managed internal governance – Solution/delivery/Business approvals and sign-offs are taken before submission of proposal to the customer. Worked with India/SAARC public sector, service provider and Commercial customer bids/opportunities.

Oversee Bid Pricing: Negotiate with potential current suppliers and partners to put in best competitive bids. Assist with bid pricing and submit pricing suggestions for review and approval.

Collaborating with Solution and Delivery teams for technical presentations of the proposal post qualification

CISCO INC, BANGALORE (MAR 2015- FEB 2017)

Designation: Program Manager Bid Management/ Sales Operations and strategy Responsible for handling large and complex commercial, enterprise, smart city (digitisation) and public sector bids (above $5 million) as well managing sales /strategy operations for India and APAC. Bid management

Accountable for setting up and leading the bid management role in public sector BU.Created awareness about the bid manager role by giving presentations about the Bid management function across Bus.

Also structured and streamlined the bid management function. Setup a process to initiate and utilise bid manager role and capabilities effectively in the sales function.

Analyze the Request for Proposal and define the bid operational strategy. Responsible for high-quality bids/ proposal response team on time by working in an organized manner

Prepare deal calendar, project timeline. Providing a response coordination role for complex opportunities involving the cross functional teams. Collating pricing information Structuring and presenting.

Responsible for setting up for early executive involvement calls for discussion on non-standard pricing and terms with finance and contract team as well with sales leadership.

Timely coordination with Account manager, customers and Technical staff in preparing Proof of concepts and coordination for on premises or cisco labs for proof of concept testing.

Working knowledge on Qvidian tool. Also, coordination for creation and maintenance of a collaboration and knowledge database in Qvidian tool for cisco offerings.

Interaction and presenting the proposal response to customers as well partners. Sales Operations/Strategy

Prepared Planning review presentations . Also responsible for facilitating planning sessions among diverse senior management teams to achieve consensus on sales goals and strategy.

Analyse the data received from various sources and build graphs on sales trends for planning and strategy review meetings. Manage the delivery of presentations relating to the country’s strategy.

Lead & participate in weekly/monthly/quarterly reviews and in other relevant leadership forums to keep of business priorities, issues and challenges.

Successfully coordinated wide variety of strategic-planning and project-management assignments, including many inter-departmental and cross-functional teams

Assist account manager in developing Account planning strategy. Also prepared quarterly review presentations, calendar and monitor timely follow-up of action items with respective Bus.

Deliver proactive support to the Chief Operations Officer and Country Leader for analyses/reports. AT&T GLOBAL BUSINESS SERVICES, BANGALORE [MAY 2006 – MAY 2014] Designation: Country/Area Manager - Sales Support and Administration Apac- Mar 2014

Accountable for setting up and leading the Asia-Pac Proposal and knowledge management team of 23 People for US/Asiapac sales support.

As an accomplished leader, Assigning, supervising and reviewing team members proposals/bids. Setting objectives for team members, training new team members as well to the existing presales team in the process as well conducted mid/annual performance reviews.

Also assist team in scheduling status calls, preparing project timeline, deal calendar, and responsibility matrix for the proposal responses, follow up to deliver response on time.

Accountable for all aspects of bid delivery, including scheduling, coordination, researching, resource estimation, writing, editing, proof reading, formatting and shipping the final proposal.

Maintains quality results by using templates; following proposal-writing standards including readability, consistency, and tone; maintaining proposal support databases. Setting up and involving in strategic calls with US Knowledge and proposal team regarding discussions on increasing work load and changing processes to improve quality of team’s work.

Knowledge management: Leading the knowledge management team in structuring and streamlining the knowledge management function. Trained and mentored team in building Salesone database. Regular tracking of new content for source, reviewing the content. Maintaining the former bids repository. UTI BANK LTD (AXIS BANK LTD) [DEC 2005 TO MAY 2006] Designation: Operations Executive

Singlehandedly accountable for all the bank operations .Worked on Financial ERP i.e. Finacle for processing day to day banking operations which include Money transfers, DD making etc.,

Responsible for sourcing of tax collection like income tax, TDS, Excise Duty Tax, etc., for Govt. Business Module (GBM) for the branch.

Interacting with the clients and Co-ordinate in generating leads for NRI A/Cs and cross selling. ZOOM DEVELOPERS PVT. LTD, BANGALORE [NOV 2003 TO SEP 2005] Designation: Marketing Support and Sales strategy

Preparing Marketing plan for Hardware (Simputer) Marketing, which includes Identification of sectors and clients, Market/Internet research and competitor Analysis.

Involved in preparing feasibility report for Microfinance Organizations by thorough analysis of customer business processes for Micro Finance Software on Simputer.

Making proposals, preparing customer presentation, whitepapers and presenting solution to the clients as well Producing System specification requirements (SRS) documents.

Understood, reviewed and evaluated the process, functionality and testing of different modules of Finance software on handheld (Simputer)

Interaction and Coordination with the clients and developers in development of finance software AWARDS:

Awarded “AT&T Customer Service Excellence award” for the year 2012.

Awarded as most valuable player for consecutive years in AT&T (2007 to 2009). EDUCATION

Bachelor of Sciences (Agriculture)-ANGRAU University, Tirupati, Andhra Pradesh.

Post-Graduation in Business Administration (MBA-Marketing) Indian Institute of Plantation Management, Bangalore.

PERSONAL DETAILS

Nationality- Indian

Passport number: T7935595 Expiry Date: 04/09/2029

Holds B1 Visa for USA

Languages- English, Kannada, Telugu, Tamil and Hindi. Place: Bangalore Vani Konkala



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