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World-class
leadership experience in establishing new benchmarks in
executive management and business development, for general
business processes as well as for distribution strategies &
tactics for IT manufacturers, Software Developers and related
businesses. Wide ranging expertise in Man-Management, Business
Development and driving the launch of new ventures, products,
value added services, etc. Experienced in creating markets for
Storage Software, Security Software, Desktop management and
Enterprise products as well as solutions, in Europe and the Asia
Pacific region. Successful in Software bundle sales to OEM
Customers.
Strategic business management experience
covering Sales and Marketing process implementation, CRM
implementation Target setting and Funnel management.
WORKING
EXPERIENCE
Over 20 years
experience in the IT industry in a variety of key business roles
has resulted in a clarity of vision regarding relevant
experience.
Total: 20
Years in the IT Industry
20 years –
Sales, Marketing & Business Development.
11 years –
Marketing & Management Experience
Experienced to
market Software Products, IT Solutions, Software Services
·Security
Software Products
a) Encryption
(Crypto) Products, Customised Crypto Solutions
b) File Recovery, Hard Drive SMART Utilities
c) Desktop
Management and Asset Tracking Software Products
·Enterprise
Software Solutions
a)
CRM (Sales Force Automation, Marketing Automation)
b)
ERP (Inventory,
Financial, HR etc)
c) Real
time Business Accounting and Payroll Software Solutions
d)
E-Commerce solutions
·
IT Hardware Products
a)
Servers,
Desktops and Laptops
b) Peripherals
Educational Background :
Education :
1. Post graduate qualifications in Marketing Management.
2. CBIS ( Management Information Systems) from Indian Institute
of Management
3. E- Business from an IBM Certified Training Center.
Worked in the following Organizations :
1. Soffront
Software Inc. (USA based)
2. LC Technology International Inc. (USA based)
3. Signotron India Pvt. Ltd. ( Calcutta, Indian Company)
4. Vedika Software Pvt. Ltd. (Fact Software International)
Singapore Based
5. CMS Computers Ltd. ( Mumbai, Indian Company)
6. HCL Infosystems Ltd. ( Formerly known as HCL Group Company)
Indian Company
7. Lipi Data Systems Ltd. ( Indian Company)
8. Informatics Computer Systems ( Indian company)
Past
experiences in Direct Marketing and Software Product Market
Research
In-depth
indirect channel development and management; direct marketing;
strategic promotional
programme
design, execution and ROI results measurement, Software Product
Market Research. High energy, established channel and sales
relationships; customer-driven, goal-orientated and a team
player. Proven people management experience. Resourceful in
solving challenging problems and increasing overall channel and
sales profitability.
Core
Competencies :
-
Strategic Planning and Budget Management
-
Proven
ability to assess Sales, Channel and Customer Needs
-
Sales,
Channel Partner and End-User Programmes & Promotions
-
Catalyst
for Business Development and Execution
-
Managed
Strategic Alliance marketing including co-marketing
programmes.
-
Successfully supported strong channel relationships with
over 2000 Channel Partners in the Asia Pacific region.
-
Worked
closely with senior management within Sales and Sales
Operations to support quarterly and annual sales goals
-
Coordinated Product Marketing pre-launch efforts through the
Channel including beta and seed programmes.
-
Supported and managed new Partner Programmes including
channel marketing programmes, training programmes, online
partner website, demo unit programmes, marketing and sales
communications, newsletters, etc.
-
Managed
corporate and local events including partner forums,
trade-shows and the annual partner conference
-
Key
contributor to Global Sales and Marketing Tools – Partner
Guide, Marketing Toolkit CD, Partner Recruitment Kit etc
-
Formulating and implementing Long / short term Marketing
plans to ensure sales performance.
-
Involved
in International and National Man-Management
-
Conducted Product Launches and organised seminars
-
Media
Coverage to build Company Image and Brand Image - PR ,
Publicity through News Dailies, Business Periodicals
-
Conducted Press meets
-
Market
Identification & Development
-
Motivation, Supervision and Co-ordination of the Sales and
Marketing Teams
-
Liaison
with large Multinational groups of existing and Potential
Customers
-
Strategic Corporate Planning and Analysis
-
Experienced and worked as Profit Center Head
-
Product
Positioning of the products to the right Account
-
Achieve
in Collection and Sales Targets
-
Increasing Market share of the Organisation
-
Conducted Brand promotional Activities
-
Implemented Sales Promotional Strategies, Marketing
Strategies to increase Sales in a competitive market
-
Addressing the Business process gaps
-
Prepared
Feasibility report for the Software Product Companies.
-
E-Commerce Business Development (Domestic and International)
-
B2B
Secure Communications
MAJOR ACHIEVEMENTS :
1]
Achieved in making alliances with Lab Systems and TSG
Webstore for LC Technology International Inc. Generated Business
of more than 200,000 of Software licenses for LC Technology
International Inc. - Major Customers being Wipro, HCL and
Forensic Science Laboratories.
2]
Achieved in making alliances with Modulo Security Solutions a
Brazilian E-Security Company for Signotron India Pvt. Ltd. For
offering Security Consulting and Security Auditing to the
prospective Customers. (International Marketing). (For Signotron
India Pvt. Ltd.)
3] Achieved in making alliances with Usaha Riang (M) Sdn. Bhd.
, Malaysia and Digisafe Inc. Singapore for Signotron India Pvt.
Ltd.(International Marketing) (For Signotron India Pvt. Ltd.)
4]
Tied up with Han Technology of Singapore and Digisafe Inc. of US
as Business Alliance Partner. (International Marketing) (For
Signotron India Pvt. Ltd.)
5]
Achieved in Closing a Security and Encryption Project from
Research Center Imarat, DRDL Hyderabad (Domestic Marketing).
(For Signotron India Pvt. Ltd.)
6]
Achieved in making Strategic tie ups with various ISP Corporate
Companies for Promotional Sales of the Encryption Software
(Domestic Marketing). (For Signotron India Pvt. Ltd.)
7]
Tie-up with ICWAI Nationally in Vedika Software (Domestic
Marketing).( For Vedika Software)
8]
Highest Seller in HCL Frontline Ltd. in JAS Quarter 95
(Domestic Marketing).(For HCL Front.)
9]
Closed the biggest Single Deal for Signotron (India) Pvt.
Ltd. worth of 50,00,000. This Order is for 1 Lakh licences of a
SMART (IntelliSMART of LC Technology Intl. Inc) utility Software
supplied to HCL Infosystems Ltd. to be bundled with HCL range of
PCs. (Domestic Marketing). (For Signotron India Pvt. Ltd.)
10]
Closed an Order for Signotron for 100,000 licences of SMART
utility Software (IntelliSMART of LC Technology Intl. Inc) (www.lc-tech.com)
bundled with Wipro range of PCs , from Wipro Infotech
Limited(Domestic Marketing). (For Signotron India Pvt. Ltd.)
A] Case Studies:
1) IntelliSMART was one of the flagship products of LC
Technology International Inc. which is a Hard Disk failure
prediction Software and it hardly had any OEM Customers in
India. I started having a word with HCL Infosytems Ltd. and
convinced the Product Management team of HCL Infosytems Ltd.to
bundle IntelliSMART with HCL range of Desktops. HCL evaluated
the product IntelliSMART in their R&D Lab and found the product
running successfully and approved the Product for bundling the
with HC Infosystems Desktops. I convinced HCL to sign a contract
for procuring 100,000 licenses in the year 2000.
Subsequently in 2001 I approached Wipro the major OEM
in India and convinced Wipro to evaluate IntelliSMART for
bundling with Wipro PCs. Wipro Product Management group
evaluated the product and approved the Product for bundling with
Wipro Desktops. I convinced the Wipro Product Management group
to sign the Annual contract for procuring the Licenses. Wipro
signed the Contract for 60,000 Licenses and subsequently
procured more than 180,000 licenses for three years till April
2004.
In Total I sold more than 220,000 IntelliSMART Licenses in 3
years time for LC Technology International to these major OEMs
like HCL Infosystems and Wipro Ltd.
2) Signotron India Pvt. Ltd. Software operations just started
in early 1999/2000 and when I joined the Company which had no
brand name in the market. I was told by the Sr. Management that
this is a start up operations for Software Products and you must
turn this Business to a profit Center. I started promoting
the Company Image and Brand by press releases and press meets
through my media Contacts focussing Signotron's small
achievements with its Encryption Products. I conducted marketing
promotional activities
In coordination with the journalists and media contacts I
focussed Signotron's name was flashed in the major News Dailies
and even in the Business Dailies with various stories on the
Products and its unique technologies of 448 Bit Encryption. The
moment Signotron became a part of the National and Local News I
started getting inquires. The first lead I got from the DRDL ie
Defense Research Development Laboratory and Research Center
Imarat.
I generated a need and want within the Customer RCI and DRDL
for Encryption and Security Solutions. I convinced the Program
Director and he wanted to work with Signotron. He issued a
single tender through his purchase department and I quoted for
the Software Encryption Project. I closed the deal within a
month in coordination with the Signotron's technical technical
and sales team. I changed the turnover of Signotron by giving
them profit by another deal from the Land Records, Government of
West Bengal. I also developed in International Business for the
Organization and created a partner network for the South East
Asian region.
3) In 1998 when I was in Vedika Software and Fact Software
International I created a brand for FACT which is a Real time
Business Accounting Software by major tie ups with Institutions
and Organizations for increasing the market share of the
Company. I successfully tied up with Institute of Chartered
Accountants nationally in India , Institute of Cost and Work
Accountants nationally in India, CMC ( A formerly government of
India Training Institute).
B] Press Releases:
The Economic Times
Business Today
Business Line
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