SOUGATA MITRASenior Business Manager - Business ApplicationsSales  Pre-Sales  Business DevelopmentE&U  Government  Min...
BUSINESS APPROACH: SOLUTION SALESCraft for customers a complete, high-level and complex solution to meet a customer busine...
CAREER TIMESCALEGE Energy(Jan 2012 – March 2013)Senior Sales Manager –Smart GridGurgaon | India RegionAccountable for the ...
CASE STUDY : ERP IMPLEMENTATIONChhattisgarh State Electricity BoardGeneration, Transmission & Distribution(Unbundled)HO: R...
CentralCoalfieldsLimitedGIS based Land Information system for query, analysis and provide structured information to the Pl...
THOUGHT LEADERSHIPShare self written / analysts various methodologies, point-of-view, research and white papers. Co-create...
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  1. 1. SOUGATA MITRASenior Business Manager - Business ApplicationsSales  Pre-Sales  Business DevelopmentE&U  Government  MiningManufacturing  EC&OEXECUTIVE DIGESTBusiness Development & Relationship Professional with about 15 years’ of experience in handling Large Enterprise customers. Solutioncomprised of Enterprise Applications, Geospatial Technology and Operations Applications as the Solution driver. Deep experience &expertise in the entire business operations as in Strategic & Solutions Sales Cycle , Team Leadership, Solution Engineering, BidManagement, Technical & Commercial negotiation, program management and operations.Present Engagement as India Business Manager - Smallworld Geospatial products with GE Energy. Accountable for the overall businessperformance of the Sales team & Distribution Partner with mandates on revenue, Net New Customer and Maintenance Compliance on aquarterly and annual basis in India. Earlier engagements were with TCS Limited, SAP India, ESRI India and Rolta India Limited.Professional Degree – BE (Chemical) from National Institute of Technology Durgapur in the year 1997. Base Education of secondary &higher secondary at St Xavier’s School/College.VISIONEstablish oneself as an IT technical and business expert focused on providing innovative solutions to the customerindustry’s pressing challenges—driving the customer towards Operational Excellence, thereby have a vibrant IndianEconomy by turn of the decade.MISSIONCultivate, generate & grow large scale relationships for the allotted accounts aiming to become a trusted advisor to thecustomer. Use the experience of the market, understanding of verticals and business network to provide valuable inputs& support to the Sales Team, which would be used in creating a larger mindshare.OBJECTIVEThe next step for me in the career ahead is to engage with an organization in business role which serves largeEnterprises providing Technology Solutions in form of end to end IT Services, Products and Advisory services. The idealrole would be in which organizations are searching for a senior professional for delivering a well-managed, profitableand growing business produced through relationship excellence and sales excellence practice.FUNCTIONSSales Management Business Development Customer Support Alliance Management Sales SupportAnchor Sales Cycle oflarge, complex and longsales cycle opportunitiescomprising multi-serviceline and/or cross-brandintegration.Design value basedproducts / packagedservices by consideringindustry challenges,market and relationship,and roll-out to createnew revenue stream forthe employerDeeply involved incustomer issuesrequiring resolution andescalation and ensurethe delivery team givesflexible options to meetthe needs.Identify the correctpartner; build a valueprop for the partnership,Identify potentialcustomers andimplement the GTM.Architect IT Solution andcreate the diffrentiators,create winable bid, demoand solutionpresentationCAREER TIMELINE 1997 1999 2001 2003 2005 2007 2009 2011 2013Sales ManagementBusiness DevelopmentAlliance ManagementCustomer SupportSales Leadership &Support
  2. 2. BUSINESS APPROACH: SOLUTION SALESCraft for customers a complete, high-level and complex solution to meet a customer business need where the way forward for thebusiness has already been determined by the customer. It requires working close with the customer to design both a solution to a businesslevel problem, but also to define the business outcome.Capabilities built which were required to perform this role are: Identify customer needs at main board or senior business manager level early in the buying cycle. Determine how the need could be fulfilled. Analyze and quantify the business value that the proposed fulfillment approach would offer to the customer. Specify what actions and resources would be required to fulfill the need, by when. Source resources and capabilities required to meet the need. Enlist partners where own organization is missing capabilities. Oversee development of the solution. Deliver the business proposition to the customer’s senior management and other key stakeholders.ATTRIBUTESINDIVIUAL DRIVESOLUTIONSSAP Software products –LicenseSAP Services Operations IT SoftwareProducts – GE EnergyDesktop GIS ProductsSAP ERP, CRM & SRMSAP Line of Business SolutionsSAP Industry SolutionsBusiness Intelligence &AnalyticsMobile SolutionsSystem integration projectscontaining Hardware, Network,Application implementation &Support.ADMOutsourcing / ManagedServicesIT Advisory ServicesBusiness TransformationsupportDistribution ManagementSystemOutage ManagementSCADAGeographical InformationSystemGE Smallworld GIS Products inElectric Office, PNI, CST, GDO,GTO & Mapframe.GE Energy Poweron for OMS,DMS & EMS with SCADAESRI ArcGIS Desktop withExtensionIntegraph Geomedia GISProductsLeadership /DirectionGood at establishing clear directions. Sets stretching objectives; distributes the workload appropriately. Lays out work ina well-planned and organized manner. Maintains two-way dialogue with others on work and results. Brings out the bestin other people. Is a clear communicator.Planning Accurately scopes out length and difficulty of tasks and projects. Sets objectives and goals. Breaks down work into theprocess steps. Develops schedules and task/people assignment. Anticipates and adjusts for problems and roadblocks.Evaluates results.DecisionMakingMakes good decisions based upon a mixture of analysis, wisdom, experience, and judgment. Sought out by others foradvice and solutionsOrganizationalSkillsCan marshal resources (people, funding, material, support) to get things done. Can orchestrate multiple activities atonce to accomplish a goal. Uses resources effectively and efficientlyProblemSolving SkillsUses rigorous logic and methods to solve difficult problems with effective solutions. Probes all fruitful sources foranswers. Can see hidden problems. Is excellent at honest analysis; looks beyond obvious.Commitmentto TeamworkDevelops and maintains cooperative relationships with others at all levels of the organization. Shares information,resources, and ideas.Demonstrates flexibility in work practices, procedures or processes. Works effectively with others to accomplish tasksand goals and to find solutions to problems. Participates in and actively supports group decisionsWorks actively to resolve conflict to a positive outcomePersonalCredibilityFollows-through on commitments and service promises. Strictly maintains privacy and confidentiality. Respects rightsof all co-workers and customers. Behaves in an ethical manner in everyday situations.SpecializedKnowledgeKeeps abreast of trends in his/her field of expertise. Makes practical application of specialized knowledge in everydaysituations. Serves as a resource for co-workers in area of specialized knowledgeProcessManagementDetermines processes necessary to get things done . Breaks down work into process steps. Manages schedules andtasks to complete all assignments. Monitors process, progress, and results
  3. 3. CAREER TIMESCALEGE Energy(Jan 2012 – March 2013)Senior Sales Manager –Smart GridGurgaon | India RegionAccountable for the overall sales performance of the direct sales force and distributionpartners including the achievement of revenue, profit and sales related expense budgetson a quarterly and annual basis in India Region. Duties also include the management ofthe sales force to set and achieve their sales targets, seek new markets and expand saleswithin the Trade Area.Portfolio: Smart Grid Software Product & Implementation ConsuE&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frameTCS Limited(Oct 2008–Apr 2011)Business DevelopmentManager - ERUThe Business Development Manager responsibility was to target sales of TCS’s entireportfolio of IT Outsourcing services including Consulting, BPO, ADM, IS and EngineeringServices for targeted firms. The work required developing revenuerelationships with decisionthe sales cycle of all assigned sales opportunities from initial prospect communicationthrough contract execution.Portfolio: IT Solutions in form of one or all the seInfrastructure Services, Outsourcing and Consulting.E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &Enterprise IT products from SAP, Oracle, IBMSAP India(Sep 2006 – Sep 2008)Senior Account ManagerPublic Services & UtilitiesThe role of the Senior Account Manager is to manager a number of key accounts in eachspecialist sector within the SAP domain. The Senior Account Managerservices business opportunities with existing clients and longclients. As well as Account Management, the role will consist of working closely with thePre-sales teams and partners in developing opportunities wPortfolio : SAP Software , Technical Support & ConsultingE&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI IntegrationESRI INDIA(Jan 2000- Aug 2006)Regional ManagerSpearheading the coverage & territoryplanning, quota setting and territory sales plan with Field Sales and support teams.Forecast annual, monthly and quarterly sales revenue and product demand inforecasting system. As Team manager, one had to provide advmanagement issues to the team by addressing performance gaps and facilitates discussions/ process toassess appropriate action. Coach Team members on all aspects of performance including deliveringefficiently and impPortfolio : ESRI GIS Software , Technical Support & ConsultingE&U Products: ArcGIS Platform & ArcFMAccountable for the overall sales performance of the direct sales force and distributionpartners including the achievement of revenue, profit and sales related expense budgetsquarterly and annual basis in India Region. Duties also include the management ofthe sales force to set and achieve their sales targets, seek new markets and expand saleswithin the Trade Area.Portfolio: Smart Grid Software Product & Implementation Consultancy.E&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frameThe Business Development Manager responsibility was to target sales of TCS’s entireportfolio of IT Outsourcing services including Consulting, BPO, ADM, IS and EngineeringServices for targeted firms. The work required developing revenue-producingnships with decision-making CxO level executives at targeted firms, as well as drivesthe sales cycle of all assigned sales opportunities from initial prospect communicationthrough contract execution.Portfolio: IT Solutions in form of one or all the services of Application Development & Implementation,Infrastructure Services, Outsourcing and Consulting.E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &Enterprise IT products from SAP, Oracle, IBM, HP & CAThe role of the Senior Account Manager is to manager a number of key accounts in eachspecialist sector within the SAP domain. The Senior Account Manager develops fieldservices business opportunities with existing clients and long-term relationships with theseclients. As well as Account Management, the role will consist of working closely with thesales teams and partners in developing opportunities with new clients.Portfolio : SAP Software , Technical Support & ConsultingE&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI IntegrationSpearheading the coverage & territory assignment, shared resource capacityplanning, quota setting and territory sales plan with Field Sales and support teams.Forecast annual, monthly and quarterly sales revenue and product demand inforecasting system. As Team manager, one had to provide advice and counsel on complex performancemanagement issues to the team by addressing performance gaps and facilitates discussions/ process toassess appropriate action. Coach Team members on all aspects of performance including deliveringefficiently and improve effectively.Portfolio : ESRI GIS Software , Technical Support & ConsultingE&U Products: ArcGIS Platform & ArcFMAccountable for the overall sales performance of the direct sales force and distributionpartners including the achievement of revenue, profit and sales related expense budgetsquarterly and annual basis in India Region. Duties also include the management ofthe sales force to set and achieve their sales targets, seek new markets and expand salesE&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frameThe Business Development Manager responsibility was to target sales of TCS’s entireportfolio of IT Outsourcing services including Consulting, BPO, ADM, IS and Engineeringproducingmaking CxO level executives at targeted firms, as well as drivesthe sales cycle of all assigned sales opportunities from initial prospect communicationrvices of Application Development & Implementation,E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &The role of the Senior Account Manager is to manager a number of key accounts in eachdevelops fieldterm relationships with theseclients. As well as Account Management, the role will consist of working closely with theE&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integrationassignment, shared resource capacityplanning, quota setting and territory sales plan with Field Sales and support teams.Forecast annual, monthly and quarterly sales revenue and product demand inice and counsel on complex performancemanagement issues to the team by addressing performance gaps and facilitates discussions/ process toassess appropriate action. Coach Team members on all aspects of performance including delivering
  4. 4. CASE STUDY : ERP IMPLEMENTATIONChhattisgarh State Electricity BoardGeneration, Transmission & Distribution(Unbundled)HO: Raipur, ChhattisgarhEmployee: 18000 +Consumer 3 MillionObjective:Establishing an integrated business process platform with the SAP for Utilities solutionportfolio, including the SAP® Supplier Relationship Management application.Key Challenges Integrate people, processes, and power plants across the entire business Improve operational and management decision making with better access toaccurate data Automate manual and paper-based processes Adopt best practices for Energy Billing & Customer Financial Supply chain. Optimize the performance of aging assetsImplementation Best practice Dedicated team allotted with newdepartment in EITC formed for ERPheaded by Chief Engineer. Strong mindset of the module leadersto cover the whole state for trainingand support. (Total location: 245) Firm decisions from Managementabout dates of migration from paperbased to online.Strategic & Financial benefits: Increase of billing coverage. Transparent procurement system withreverse auction. Reduction of spares in stores. Customers paid bills online, throughATM and through Banks. Regulatory boards query responsetime decreased Increased productivity withcentralized payroll operationsWhy SAP Was Selected Demonstrated understanding and expertise in the power industry Integrated solution that supports best practices for power companies One-stop solution for transactions and reporting through the use of interactivedashboardsResponsibilityProvided leadership and management support to the project taking the responsibilities ofensuring Project delivery meets the target of quality & Time. This also supported the team inform of faster resolution of issues and approvals. Core activity in the project initiation andpilot were: Co-ordinate, Lead and review the implementation team for business processevaluation, requirements gathering, system analysis, system design, software /hardware applicability studies and system implementation plan. Also laid majoremphasis on Governance, Entry-Exit criteria for tasks, PMO structure. Lead the signing of the milestone achievement with PM, SME and Module leadsand book revenue for the same. Evaluate alternatives, submit proposal and extend the present contracts foraccommodating the change seeked by the customer and inform Revenue teamto incorporate the same in system.OTHER SELECTED PROJECTSWBSEDCL –RAPDRPImplementation of R APDRP Solution Landscape for the Distribution Company across the country. MajorResponsibilities include: End-to-End Solution Architecture for SAP & ESRI based System Landscape in West Bengal, HP & North East. Thefocus area of the implementation are: Metering Billing and Collection Application Consumer indexing and creating intelligent Network ready Spatial Database. Network Management and other Decision Support System for New Service Connection, Disconnection &Dismantling and Business Communication through Call Centre Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’smajor Technology Program R-APDRP. The major components in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRI GISPlatform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) andCustomer Contact Management System. Infrastructure created for the project was Data Centers with DR, Officeautomation products, Online Connected Network backbone (at device level) and Operations support enablingdevices. – 50 Million USD
  5. 5. CentralCoalfieldsLimitedGIS based Land Information system for query, analysis and provide structured information to the Planning department,Central Coalfields Limited who require the data for Resettlement and Rehabilitation in Coal India subsidiary in Coalproduction.Coal IndiaLimitedAll the data related to coal resources like location of coalfields, coal blocks, coal reserves, coal quality, etc. will begenerated and uploaded on the website of CIL, CMPDI and MoC. ICRIS will provide comprehensive information aboutthe coal resources of India. CMPDI has also generated database for land use, vegetation cover, wasteland, miningarea, water bodies, drainage etc. for all the major coalfields based on satellite data on GIS platform to assess theimpact of coal mining on land environment at a regional scale.GRSE GRSE is among the leading shipyards in the country and the premier yard in the East. The company is a Public SectorUndertaking under the Ministry of Defense, Govt. of India and conferred the status of Mini Ratna Category-I on 05Sep06. Growing on its solid base of experience of over 100 years of excellence, GRSE looks confidently ahead to thechallenges of the new millennium with SAP as the enterprise backbone.JCMIS Jharkhand Chief Ministers Information System (JCMIS) is a website which makes critical and useful informationregarding status, development and progress of the state, available in concise format, to the Honble Chief Minister,Government of Jharkhand. GIS for Jharkhand Chief Minister Information System (JCMIS) has been developed to utilizethe strengths of Web Geographic Information System (GIS) for better understanding and dissemination of informationrelated to various related areas. It is a web Based Information system capable of handling general & specific GISfunctionalitiesNSDI The Government of India has establish a national infrastructure known as the National Spatial Data infrastructure("NSDI") for the purposes 0f acquiring, processing. Storing, distributing and improving utilization of spatial data whichwould be a gateway of spatial data being generated by various agencies of the Government of India. We implementedit in GSI, NATMO, NBSSLUP, AISLUS and CGWB.NALCO Enterprise application implementation for entire operations of Government of India enterprise in business of AluminumProducts. The Project Core was to implement SAP ERP in materials, sales & distribution, production planning, quality,finance and human resource management modules. Additional modules of SAP such as supplier relationshipmanagement (SRM), advanced planning & optimization (APO), document management system (DMS), businessintelligence (BI) and employee self-service (ESS) were also implemented during the project.JUSCO SAP Industry Solution – Utilities for Revenue Management System and Asset Management systemOPGC Orissa Power Generation Corporation Limited (OPGC) A JV between GoO and AES Inc is in the business of operating &maintaining large Thermal power generating stations. OPGC established IB Thermal Power Station having two units of210 MW each in the Ib valley area of Jharsuguda District in the State of Orissa. OPGC with its present ownershipstructure is unique of its kind in the country and has excellent track record of plant performance and earnings.NRDMS The Government of India initiated a number of technology-based programmes to support the Local level planningin1980s viz. Natural Resources Data Management System (NRDMS) of the Department of Science & Technology,National Natural Resources Management System (NNRMS) of the Department of Space and Geographical InformationSystem (GISNIC) and District Information System (DISNIC) of the National Informatics Center (Ministry ofCommunication and Information Technology). Demonstrate and promote the use of Spatial Data Technologies for micro level planning under diverseterrain conditions.1. Provide software support for data management, modelling and operation research.2. Promote R & D in spatial data technology3. Technology transfer & Capacity building of potential users4. Forge linkages with the users at different levels Provide S & T inputs for framing Policies related to Spatial data technology. Develop & Demonstrate pilot scale spatial infrastructure and provide research support to National SpatialData Infrastructure. Documentation and dissemination.
  6. 6. THOUGHT LEADERSHIPShare self written / analysts various methodologies, point-of-view, research and white papers. Co-create with partners & Customersutilizing the same in building relationship. Apart from the above, also share the Industry Best Practices & Global Trends, Customer Networksand Industry Networks. Documents co-authored in E&U Segment & Technologies are:• GIS & Smart Grid – Infrastructure change.• GIS- Lifeline for Utilities.• DMS: Catalyst for IT & OT Blending.• Article: CSEB- Yesterday, today & tomorrow co-authored with EITC, CSEB.• Mix & Match GIS software for “Best value of Money”Transmission Companies.• 5 Hidden costs and 5 unseen savings in ERPImplementation• Guide for optimizing licenses and negotiatingEnterprise Support from SAP• E-forms for Utilities: looking beyond Adobe & MicrosoftPERSONAL DETAILSCommunication Address Flat No 2K, Block II, Zone III, Sunny Blooms, Purbapara, PO Laskarpur, Kolkata- 700153Telephone No +91 9910238111 Email iamsougata@gmail.comSougata.enu@gmail.comCurrent work Location Gurgaon Location Preference Kolkata, Mumbai or NCRNotice Period 30 Days Passport Available. Valid till 2019Fathers Name Ashis Mitra Date of Birth 27 August 1974Marital Status Married Nationality IndianLanguages known English, Hindi & Bengali Travel No Restriction

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