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