L.V.Sastry

Aircel Limited

(Maxis Communications Group, Malaysia)

lvs@alumni.gsb.stanford.edu

 

Summary & Brief

27+ Years experience in B2B Business segment in Technology solutions business dealing primarily with Large Enterprises / Corporates thru direct as well as Partners /Alliances and Channel Partners. Vast experience of selling Technology Solutions to Enterprise CXOs thru Channel Partners and SIs.

2 years in Mobile Banking & Commerce Business 

Telecom / IT, Mobile Banking / Mobile Commerce Industry

MBA (Manchester Business School, UK), AMP/SEP (Stanford University, US), Leadership Prg INSEAD

  • 27 years of total work experience in Enterprise Business in roles including Business Head, SBU Profit Center Head excelling in Strategy Development, Business Development, Large Account Selling & Channel Partner and SI ecosystem, Building Annual Operating Plans and GTMs, Project Management of complex businesses, Sales & Sales Management, Marketing, Operations and Customer Services
  • Excelled in developing and implementing GTM strategies of selling thru large SIs, Partners and Channel Resellers.
  • Excelled in CXO Engagement, Relationships at CEO/COO & CFO level at large & Mid-size companies & also with Senior Government Officers.
  • Experience in Communication, Technology, IT, Mobile Banking & Commerce Industries
  • Post Graduate Management qualifications from
    • Stanford Business School, Stanford University, USA, Advanced Management Program SEP
    • Manchester Business School, UK, MBA
    • INSEAD, PG Management & Leadership Program,
    • Masters in Communication

 

PROFESSIONAL  EXPERIENCE

2010  to Present            AIRCEL LIMITED , Maxis Communications Group, Malaysia

NATIONAL BUSINESS HEAD

Mobile Banking & Commerce (2015 onward)

Enterprise Business (2010-1015)

Mobile Banking & Commerce Business

CXO Profit Center Business Head responsible for giving birth to new business, Getting License from RBI, Develop Strategy, IT / Technology platform for mobile Banking/commerce, Product Strategy, Business Development, Sales, Building Services Stack, Marketing & Promotion, Customer & Business Operations, Regulatory affairs

KPIs – LRP/Strategy, Develop 3 Year plan/AOP, Startup and Launch, Revenue, Ebitda,

Enterprise & SMB – Data Solutions & Services

CXO Profit Center Business Head responsible for Corporate Strategy, GTM Business Development, Sales, Alliances & Channel Partners, Products, Services, Marketing, Delivery, Customer Business Operations, Technology/IT platform, Regulatory Affairs of Enterprise & Corporate Business for Managed Data/IT/Voice services

KPIs – Revenue, Market Share, Ebitda

Revenues – US $100m annually

Team – 8 Direct, Team Size 650+ staff in the team

Key Achievements

Developed Strategy for Enterprise Business and build the organization of 650+ staff hiring best professionals in industry

Rapidly grew the business 10X between 2010 and 2014

Won presence in top 2000 enterprise corporates in India

 

2006 to 2010                BHARTI  AIRTEL  LTD ,  Airtel Enterprise Services  www.airtel.in

NATIONAL SALES & OPERATIONS HEAD – Enterprise Business  (2008-10)

Head of National Sales & Operations – Lead the Enterprise Services National Sales & Operations Support function for Data and Telecom business including Sales, Strategic Alliances & Partners, Marketing and Customer operations support areas

Revenues – $1B, Team Size Direct 9, total team size – 1500 (direct+indirect)

VICE PRESIDENT / COO – ENTERPRISE  BUSINESS, (2006-08)

Lead the Regional Enterprise Services team for Regional Operations including Sales and Customer Operations for Enterprise Data and Telecom business.

Team – Direct 9, Team Size – 350+ staff

Revenues – $150m

KPIs – Revenue, Ebitda, Revenue Market Share – LOB wise for Data & Voice Services, Gross Margin, Retention & Usage growth, New Business Growth

Key Achievements

Overachieved AOP in each of the year with significant overachievement of leading KPIs. Won Recognition Reward from CEO

Retained No.1 position for Telecommunication Needs ( Data & Voice Services), in Top 3000 target corporate accounts.

Ensured AES became No.2 Enterprise Data services player by 2009.

2003  to  2006          XEROX GLOBAL SERVICES, Xerox India Limited

BUSINESS GROUP DIRECTOR – SBU HEAD

CXO & Business Head for Xerox Global Service Business comprising of 3 lines of business in areas of Business Process Services (ITES), Document Outsourcing, and Printing Services. Responsible for Business Development, Sales & Business Operations

Team – 8 Direct, 470 total staff

Revenue – US $50 M

KPIs – Revenue, Gross Profit /Gross Margin, Top 500 Account retention/growth, New Account Penetration

Key Achievements

Built and Developed the business – Global Services Strategy, Go-To-Market and team comprising of 470 staff in sales, pre-sales, product, solution, delivery, operations and customer services.

Delivered AOP Achievement for 3 consequent years achieving 30% growth annually.

CXO engagement in top 1000 Large Enterprises & Govt in India at CIO, CMO, CFO/CEO levels for building and closing large mega deals and pipeline

1991  to  2003             XEROX INDIA LIMITED  /  MODI XEROX LIMITED (erstwhile)

NATIONAL MARKETING SUPPORT MANAGER – GTM, PARTNERS & CHANNELS        (2002-2003)

Heading Marketing & Sales Operations Support and Indirect Channel marketing programs

GENERAL MANAGER – Product Marketing for Copiers/MFDs (2000-2002)

Heading dual functions of Product marketing for OSG group comprising of B/W copiers/MFDs, and, National Sales Promotion programs including Sales Incentives/ Commission functions

AREA MANAGER – Business Development, Sales & Business Operations (1996-1999)

Responsible for Branch Operations in South for Sales, Operations & Customer Services for all Modi Xerox range of IT products and Services

Team Size – 200 (including indirect)

KPIs – Revenue, Gross Margins, Market Share, CSAT,

REGIONAL PRODUCT SALES MANAGER – SOUTH, Bangalore (1994-1995)

Responsible for the Product and Sales Support function for High End Copiers and Printers for region South. Leading and supporting sales at CXO engagements and all High / Mega deals for Modi Xerox range of IT products and Services

KPIs – Revenue, Gross Margin, Product Penetration/Large Deals

MAJOR ACCOUNT SALES MANAGER (1991-1993)

Direct B2B Sales role handling large Enterprises, Selling to CXOs, and building/closing mega deals for Modi Xerox range of IT products and Services

KPIs – Revenue, Large Deals, New Account Wins, Market Share

 

1989 to 1991               HCL technologies Group / NETWORK Limited

TERRITORY SALES MANAGER          

Direct B2B Sales role handling large Enterprises, Selling to CXOs, and building / closing mega deals for Modi Xerox range of IT products and Services.

KPIs – New Sales Revenue. Market Share in Assigned Accounts, New Account Penetration, and Account growth.

 

EDUCATION

 

  1. STANFORD UNIVERSITY, USA – AMP/SEP (Advanced Management Program), 2013
  2. MANCHESTER BUSINESS SCHOOL, UK – Masters in Business Administration MBA, 2003
  3. OSMANIA UNIVERSITY
    1. MCJ 1991
    2. BCJ 1990
    3. BSc 1989

 

TRAININGS

DUKE UNIVERSITY, US – Aircel Leadership Program, 2011-12

INSEAD, Singapore – Bharti Airtel Leadership & Strategy Management Program, 2009

HOLDEN, US – Bharti Airtel Sales Leadership Certificate, 2008

XEROX, UK – Leading for the Future Program for tommorrow’s CEOs, 2004  

 

PERSONAL INTERESTS  – Golf & Writing for Media. Participated in over 100+ CXO events as Key note Speaker / Panel member, and, Writings /  Contributions – Contributed over 100 articles on Technology / Management for leading newspaper/media