End-to-end Presales Lead Resume

SUMMARY:

Goal - oriented & innovative professional with 16 years of versatile IT experience, passionate about constructing leading-edge Digital & Cloud solution sales (license/professional services/consulting).
Sell consultatively by partnering with, customer procurement teams through to C-level executives, and helping them exceed business KPIs.
With focus on profitability, stimulate revenue growth in greenfield & brownfield regions by winning high-value deals.
Achieve high bid-win ratios, by persuading stakeholders across all levels and business acumen in connecting the gross to the details.

CORE COMPETENCIES:

Executive Collaboration Client Solutions Partner Geography/Opportunity Sales Strategy Business Development Consultative Solution development Complex cross-vendor deal management Multi- technology Systems Integration Technical Delivery Management & Account’s revenue growth Team Building, leadership & Mentoring Collaborative teamwork (Client/onsite/offshore/3rd party) Business & IT Strategy Product Management

TECHNICAL EXPERTISE:

IoT Cloud Orchestration & Automation Configure-Price-Quote & Confidential CRM Trouble-ticket & Case Management Enterprise solutions consisting of Customer Experience Management/Middleware/ERP/Campaign management/Analytics/Self-service portal/Field Engineering task tools Catalogue-driven architecture Billing & Charging Commercial/Service Order Fulfilment Logical/Physical Network Design & Inventory (ISP/OSP/Data Centre) Network Discovery & Reconciliation Telecom BSS/OSS Business Process Re-engineering Architecture standards definition & reviews Technical Documentation & Training

PROFESSIONAL EXPERIENCE:

Confidential

End-to-end Presales Lead

Responsibilities:

authored RFP & its response that gave us technical rating #1 against 9 other vendors foster C-level/VP-level relations to become CIO’s technology go-to partner actively supported license and high-margin services contract negotiations

Confidential

Customer Solution Sales Lead

Responsibilities:

Independently identified & translated C-level business objectives into detailed plan in consultation with architecture/IT/operations/Marketing teams through due-diligence workshops, customer-centric architecture composure, proof-of-concept demo & SoW preparation solved CIO’s top business problems thus retaining 40% of new customers closed this high-margin deal in 6-months by demonstrating value creation

Confidential

Business Transformation Consultant

Responsibilities:

Translate Group’s rebranding strategy into Country-level IT initiatives by adapting group’s initiatives into practical programs in collaboration with individual country operations captured & contributed-to Group-CMO’s & Group-CIO’s new generation business objectives presented, consulted & formulated group’s IT strategy with Group CIO/Group Enterprise Architect

Confidential

Director Presales/Principal Client Solution Consultant

Responsibilities:

Engage, lead & strengthen presales in key accounts. Define sales support plans for Sales Leadership.
Devise product roadmaps along with Product Management & Engineering.
Formulate & implement Go-to-Market(GTM) plans of Digital & Cloud solutions.
Conduct opportunity qualification, risk analysis and develop mitigation strategies.
Lead, mentor & monitor team members to maximize customer outreach with small sales team.
Present at industry/trade events such as Mobile World Congress and analyst briefings.
Grew new sales by 30% for my Digital and Cloud solutions portfolio
Won additional $25M in a near-dead account by resolving delivery issues (technical & relationships)
Created $120M+ pipeline by transforming traditional portfolio assets to new line of business (IoT, e-Commerce and commercial aeronautics) in 2 years
As part of architecture board, laid key principles of a $1B Digital & Cloud transformation

Confidential

Head Solution Sales

Responsibilities:

Expand region’s business & deliver progress reviews to executive Management.
Lead and mentor team of presales experts.
Prepare & present techno-commercial propositions, solution design workshops and due diligence studies, respond to RFPs/RFIs/RFQs.
Construct telecom transformation strategies and enterprise architecture including innovative commercial model, partner strategy & risk analysis.
Collaborate with subject matter experts & Practice heads across technologies to understand, articulate and author technical solutions, estimate efforts and implementation timelines.
Grew region’s revenue by 25%
Boosted an account’s pipe from $48K/yr to $17M in 10 months, through IT transformation and managed services
Improved bid-win ratio by 50% through strategic regional partnerships and Product Vendor Management (Choose, Channelize and Negotiate)
Salvaged $13M pipeline and improved Confidential by proactively managing delivery of complex program

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