Ravi Resume

RAVIRAJ M. A

**** ********** *** ***/***-****

Westerville, OH 43081 *********@*****.***

DIVISION MANAGEMENT – CLIENT PARTNER /DELIVERY MANAGER

PROFILE

 MBA with 18 plus years of experience in deploying and managing multiple projects with P&L responsibility

 15 plus years of Client Management/Business Development/pre-sales experience in IT services Industry

 High-caliber leadership experience in business development, account management, technology pre-sales, channel building, strategic planning and industry networking initiatives in global business environments.

 Profitable development and execution of successful sales support and high-impact business plans with a creative, visionary approach; assured delivery of rapid and high-growth revenue results.

 Effective in aligning the sales operations strategy with the corporate strategy using key performance indicators. Proven ability to build and maintain relationships at executive levels (CIO, CEO).

 Expertise in the negotiation and execution of complex contracts and supplier agreements with top management, major vendors and key decision-makers.

 Effective hiring, management, deployment and development of top-notch talent at staff and field levels; motivation of in-house and client teams to handle multiple projects at one time, achieve peak performance, penetrate competitive markets and meet aggressive business objectives.

 Thorough understanding of SDLC - from requirements collection to deployment. Has good knowledge in current technologies that includes hardware and software of Telecommunication, VOIP and Data products.

 Fully familiar with Call Center Setup, ERP SAP PP/MM module configuration, implementation and support.

 Extensive exposure to cross-cultural practices and international business protocols, particularly in India, China, Indonesia, Sri Lanka, Canada and the US.

EXPERIENCE

Fuze Networks Inc., Colorado Springs, CO September 2008 – Till Date

Director of IT - Customer Care/Pre-Sales/Channel Building

Fuze Networks is a next generation business communication solution provider involved in fixed-mobile convergence.

 Responsible for setting up a world class team to generate a revenue of $5 Million in next one year and support the customers worldwide.

 Develop, support and meet the sales objectives by planning, directing and controlling the sales functions.

 Set up an effective process for technical Pre-sales, support marketing functions, develop proposals and ensure their consistency.

 Conducting market research and engaging development partners to develop world class mobile application.

 Set up an effecient process to meet the annual target through direct and indirect sales.

 Partcipates in Corporate Strategic meetings to provide strategic plans in introducing the product in various verticals.

 Instrumental in developing System Requirement Specification and road map for the product.

 Actively participates in the conceptual design of new ideas and the preparation of proposals for internal approval.

 Lead meetings/sessions with the customers/prospects at different levels, including top and/or middle management

 Analyze the department's operations to achieve management satisfaction and ensure consistency with annual and long range planning efforts.

RAVIRAJ M. A Page Two

Docomo Intertouch/ Percipia Inc., Columbus, OH Jan 2008 – August 2008

Director of Operations (IT)/ Channel Building

A $175 Million Global leader in providing integrated technology solutions to vertical markets across 35 countries. Customers include all major hotel brands and chains.

 Responsible for $5 Million revenue by selling products and services through direct and indirect channels.

 Established global partner channel from scratch. Developed/documented program guide, service level agreements, and pricing structure. Recruited 20+ partners in less than 6 months.

 Co-managed opportunities with Area Sales Directors to ensure timely lead follow-up and progression through sales funnel to closure.

 Drove Percipia preference within partner organizations at both an executive and field level.

 Worked with Marketing to develop effective lead-generation campaigns with existing seminar series, webinars, customer presentations, and other collateral.

 Revamped the entire support and deployment process twice by twinning people, process and technology and greatly enhanced efficiency.

 Tasked with managing 24*7 operations to support customer throughout the globe, set up deployment/ service processes to quickly resolve user issues and instituted service agreements.

 Introduced new customer strategies for immediate growth and long-term success. Responsible for departmental P&L, cost controls and staff mentoring.

 Demonstrated success and IT experience with emphasis around networking products, data center networking, application integration, and service and support strategies.

Maginet., Columbus, USA (Formerly Sunair Electronics/ Percipia Inc) Aug 2004 – Dec 2007

Director of Operations/IT

A $100 Million Global leader providing voice, video and data communications technology in vertical markets across 26 countries. Customers include all major hotel brands and chains.

 Led global division with 3 managers and 30+ employees who installed/supported custom software/ traditional/VOIP phone systems. Senior most point of contact for executive leadership with the client.

 Liaise with other functional/ departmental managers so as to understand all necessary aspects and needs of operational development, and to ensure they are fully informed of operational objectives and achievements.

 Deployed Custom developed applications behind Cisco VOIP platform – Presenting Solutions, Collecting requirements, testing in lab and deploying the solution at the customer location.

 Consistently achieved an average of 40% profit while increasing the recurring revenue by 70% to $2.1 million in two straight years.

 Served as key account manager for top five customers that provided 13% of total company revenue.

 Involved in Company/department growth by closing $2 Million in products and services consistently each year, including a $1,000,000 deal with major hotel chain involving 100 locations.

 Responsible for division P&L, improving customer satisfaction, increased employee retention, streamlined process from contract to delivery and developed end user documentation.

 Set up and managed an internal BPO organization after initially outsourcing this service; also directed call center operations.

 Developed change management strategies, conducted stakeholder analysis, impact assessments and devised appropriate plans during two merger/acquisitions.

 Worked with the offshore development team to ensure expeditious delivery and crisp communication to the client.

 Researched, sourced and implemented ERP solution in less than 90 days for the entire company by mapping the marketing, sales, support and finance processes which saved 20% in operation costs for the company.

 Managed system administration for the entire company and established an effective process to resolve user issues quickly. Developed and aligned IT governance with corporate governance.

 Established the global support organization in India and Hong Kong from scratch in only ten days.

 Decreased the average trouble resolution time for critical issues from 2.61 days to 0.6 days.

Percipia Inc., Columbus, USA (Formerly ICSS) Aug 1999 – Aug 2004

Support/Delivery Manager

Multimillion-dollar telecom systems integrator and technology development partner for the global transient communications market. Partners include Cisco, Lucent/Avaya, NEC, Broadsoft and Ericsson

 Effectively resolved field sales calls as part of a sales group by providing remote presentations, and technology solutions for a global delivery environment.

 Helped the global sales team with custom solution RFP’s and increased the win rate by 36%.

 Managed a team of 15+ installation and support engineers nationwide and started selling services through this team and achieved a bottom line margin of 40%.

 Deployed and maintained hosted VOIP/Cisco Infrastructure that serviced numerous customers.

 Successfully coordinated the configuration, testing, and deployment of 35 Avaya Definity PBX, Voicemail and Call accounting systems. Managed all the client accounts directly.

 Received the “Exceptional Customer Service Award” in 2000 for achieving 95% customer satisfaction rate

 Hired to deploy expertise in multi-project management, program implementation, sales support and process improvements.

Web Infotech., Chennai, India Oct 1997 – July 1999

Technology Consultant (SAP Consulting)

Web Infotech, India is a subsidiary unit of Web Infotech USA specialized in implementing SAP software solution to various industries. As a technology consultant, was responsible for Business Development, Account Management and delivery of the software configuration.

 Actively involved in Business Development and Instrumental in getting new two projects.

 Set up new configurations, post implementation, and coordinated with the team for maintaining procedures and documentation required

 Completed two projects as MM/PP/SM Technology Functional Consultant.

 Conducted a detailed process study – current, future, and gap analysis to map the existing company process into SAP software.

 Analyzed the business requirements and configured Materials Management and Production Planning activities to categorize them into global and local requirements.

Thermax Ltd, Engenius Erectors Pvt Ltd India June 1988 – Sep 1997

Senior Service Engineer & Resident Manager (Engineering Industry)

 Account Management - managed 100 + customers accounts to reduce their operations expense by outsourcing and effective vendor management.

 Business Development and Up selling - consistently met the yearly quota of selling spares and service to new and existing clients and increased the department top line revenue.

 Project Management - managed complex projects that involved 150 technicians and engineers. Mentored and motivated the team; completed the projects on time within budget.

 End to end ownership – managing the supply chain, scheduling priorities, reward systems and decision making related to inventory levels.

 Vendor Management - managed more than 20 plus subcontractors and vendors.

EDUCATION and PROFESSIONAL AFFILIATION

Education

Franklin University, Columbus, OH

M.B.A. Degree in Entrepreneurial Leadership Madras University, Madras, India

B.E. Degree in Mechanical Engineering

Telecom Specific Platforms

Cisco Call Manager, Avaya Communication Manager, Asterisk Software

Java, Oracle, MYSQL, Linux, Unix, SIP, ISDN, Frame Relay, MPLS

Others - Voip, Messaging, SAP, Netsuite, Telesupport, Goldmine, Broadsoft, Microsoft Visio, Microsoft Project, CCNA

Counselor in SCORE organization for helping small business in Business Plan, Operations Strategy and Technology

Contact this candidate