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Resume sales enu Resume sales enu Document Transcript

  • Sougata MitraSales Director – Energy & Utilities
  • SOUGATA MITRASolution Sales Manager – Energy & UtilitiesInformation Technology | Gurgaon / KolkataEnterprise IT & Operations IT SolutionsAbout Candidate Career Competency Solution Portfolio Showcase Projects Business leader with 15 years of experience in working in IT industry, with last seven years in focus towards conducting end toend Technology transformation Program to Large Enterprise in business of Power transmission & Distribution. Current Engagement: Senior Sales Manager, Smart Grid Geospatial Solutions at GE Energy. Past Engagement: BusinessDevelopment Manager-E&U at Tata Consultancy Services, Senior Business Manager at SAP India and Regional Manager - East &North East India at NIIT GIS(ESRI India).VISION: Establish oneself as a technical and business expert focused on solving the electric power industry’s most pressing challenges—driving the evolution of electric power systems with greater affordability, reliability, and efficiency and thereby have a vibrant IndianEconomy by turn of the decade.MISSION: Cultivate, 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 theSales Team, which would be used in creating a larger mindshare.OBJECTIVE: The next step for me in the career ahead is to engage with an organization in business role which serves large Enterprisesproviding Technology Solutions in form of end to end IT Services, Products and Advisory services. The ideal role would be in whichorganizations are searching for a senior professional for delivering a well-managed, profitable and growing business produced throughrelationship excellence and sales excellence practiceCANDIDATE STRENGTH AREA TO RUN E&U BUSINESSExperience Domain Solutioning Customer Engagement Project Execution Solution BalancedWorked at variouscapacities in LeadingE&U Solution providers.GE Energy – OperationsTechnologySAP India: InformationTechnologyESRI India : GISTCS Limited: SystemIntegration & ADMServicesDeep domainknowledge on theutilities market segmentpriorities, businessdrivers and challenges.Expertise in craftinghigh-level & complex IT& OT integratedsolutions with clearvalue defined for anyinvestment..Demonstrated successin driving end-to-end ITProjects on SAP ERP &ISUtilities and integrationof the same on acomposite Businessprocess Platformcontaining differentcomponents ofEnterprise IT &Operations IT solution.Have core SAP ISU productimplementationexperience withunderstanding of majorfunctions and positioningof Energy PortfolioManagement, DeviceManagement,Connection/Disconnection,Customer Support & Billingin T&D and retail segment.Sharp consulting skills,business knowledge,and packaged solutionexpertise to effectivelyintegrate packagedtechnology into theclients businessenvironmentFlat No 2K, Block II, Zone III, Sunny Blooms,Purbapara, PO Laskarpur, Kolkata- 700153 |+ 91 9910238111 | iamsougata@gmail.com |
  • About Candidate CareerGE Energy(Jan 2012 – Present)Senior Sales Manager – Smart GridGurgaon | India RegionAccountable for the overall sales performance of the direct sales forceand distribution partners including the achievement of revenue, profitand sales related expense budgets on a quarterly and annual basis inIndia Region. Duties also include the management of the sales forceto set and achieve their sales targets, seek new markets and expandsales within the Trade Area.TCS Limited(Oct 2008–Apr 2011)Business Development ManagerThe Business Development Manager responsibility was to target salesof TCS’s entire portfolio of IT Outsourcing services includingConsulting, BPO, ADM, IS and Engineering Services for targeted firms.The work required developing revenue-producing relatiodecision-making CxO level executives at targeted firms, as well as drives the sales cycle of allassigned sales opportunities from initial prospect communication through contract execution.SAP India(Sep 2006 – Sep 2008)Senior Account ManagerThe role of the Senior Account Manager is to manager a number of key accounts in each specialist sector within the SAPdomain. The Senior Account Manager develops field services business opportunities with existing clients and longrelationships with these clients. As well as Account Management, the role will consist of working closely with the Prepartners in developing opportunities with new clients.ESRI INDIA(Jan 2000- Aug 2006)Regional ManagerSpearheading the coverage & territory assignment, shared resource capacity planning, quota settingand territory sales plan with Field Sales and support teams. Forecast annual, monthly and quarterlysales revenue and product demand in forecasting system. As Team manageand counsel on complex performance management issues to the team by addressing performancegaps and facilitates discussions/ process to assess appropriate action. Coach Team members on all aspects of performance incldelivering efficiently and improve effectively.Competency Solution Portfolio Showcase ProjectsAccountable for the overall sales performance of the direct sales forceand distribution partners including the achievement of revenue, profitand sales related expense budgets on a quarterly and annual basis ine management of the sales forceto set and achieve their sales targets, seek new markets and expandThe Business Development Manager responsibility was to target salesof TCS’s entire portfolio of IT Outsourcing services includingConsulting, BPO, ADM, IS and Engineering Services for targeted firms.producing relationships withmaking CxO level executives at targeted firms, as well as drives the sales cycle of allassigned sales opportunities from initial prospect communication through contract execution.The role of the Senior Account Manager is to manager a number of key accounts in each specialist sector within the SAPdomain. The Senior Account Manager develops field services business opportunities with existing clients and longrelationships with these clients. As well as Account Management, the role will consist of working closely with the Prepartners in developing opportunities with new clients.the coverage & territory assignment, shared resource capacity planning, quota settingand territory sales plan with Field Sales and support teams. Forecast annual, monthly and quarterlysales revenue and product demand in forecasting system. As Team manager, one had to provide adviceand counsel on complex performance management issues to the team by addressing performancegaps and facilitates discussions/ process to assess appropriate action. Coach Team members on all aspects of performance inclCareer Highlights Total Experience : 15 years Focus on E&U Industry : 7 years Industry: Information Technology Geography: North & East IndiaSolution Enterprise IT Softwareand Industry processes. Operations IT solutions EnterprisePlatform System Integration, InformationSystem, Outsourcing, BPO andConsultingShowcase ProjectsThe role of the Senior Account Manager is to manager a number of key accounts in each specialist sector within the SAPdomain. The Senior Account Manager develops field services business opportunities with existing clients and long-termrelationships with these clients. As well as Account Management, the role will consist of working closely with the Pre-sales teams andgaps and facilitates discussions/ process to assess appropriate action. Coach Team members on all aspects of performance includingCareer HighlightsTotal Experience : 15 yearsFocus on E&U Industry : 7 yearsIndustry: Information TechnologyGeography: North & East IndiaEnterprise IT Software for LOBand Industry processes.Operations IT solutionsEnterprise & Desktop GeospatialSystem Integration, InformationSystem, Outsourcing, BPO andConsulting
  • About Candidate Career Competency Solution Portfolio Showcase ProjectsNO ATTRIBUTES DESCRIPTION1. Sales Approach Handling different Sales scenario: setting agenda: following complex sales process guidance,presenting company value proposition2. OpportunityManagementManaging Pipeline, inspecting opportunities, Lead Campaigns and bring thought s and plan on eachaccount3. Objection Handling Handling competitive price, resource and risk challenges to solution proposed by providing responseto gain customer confidence.4. Negotiating Using Give-get framework, demonstrating the value creation and arrive to a price in which feels thatshould be the value. Combine different product to create product mix to match asking rate.5. Managing Processes Adopting company policies, maintain CRM, access outputs by company defined methodology.6. Managing Resources Stage Manage introduction and internal and external skills to accelerate deals, establishdifferentiation and overcome obstacles.7. Convert strategy totacticsDeveloping tactics to implement internal corporate sales strategy, linking customer strategic goals incustomized collaterals or POV.8. Best Practices Injecting idea of others into the business, brainstorming and document the success and failureparameters for future sales managers9. Pricing models Demonstrative grasp on value creation and attaching a price of the solution based on corporateguidance.10. Drive results Pursuing Goals, maintaining focus, seeking out quantitative comparison, demonstrating results invariety of Selling environment.About Candidate Career Timelines Core Competency Solution Portfolio Showcase ProjectsComponents Transmission & Distribution RetailInfrastructure Smart Grid Infrastructure AMI InfrastructureCommunication Wide Area Network Local Area Network & WirelessCustomer Service CIC, Metering & Billing Service Demand Response, Credit with RevenueDistributionManagementOutage Management, GIS SCADA, GIS , WFMSOperations Service & Work Management Asset ManagementPower ResourceManagementRisk Management SettlementCustomerRelationshipAlliance &PartnershipSalesManagementThoughtLeadershipDeliveryExcellence
  • About Candidate Career TimelinesChhattisgarh State Electricity Board (CSEB/Board)CSEB was a vertically integrated power utility responsible for Generation, Transmission, Distributionand Supply of electricity in the State of Chhattisgarh. The erstwhile Chhattisgarh State ElectricityBoard (CSEB) has now been divided into five successorintegrated business process platform with the SAP for Utilities solution portfolio, including theSAP® Supplier Relationship Management application. The main business outcomes were targetedfor Increase of billing coverage, transparent procurement system with reverse auction andReduction of spares in stores. Starting with 100 users at single location, it is presently being usedby more than 2000 Executive at 250 different locations in the state.RAPDRPImplementation of R - APDRP Solution Landscape for the Distribution CoEnd-to-End Solution Architecture for SAP & ESRI based System Landscape in West Bengal, HP &North East. The focus area of the implementation isindexing and creating intelligent Network ready Spatial Database,Decision Support System for New Service Connection, Disconnection & Dismantling and BusinessCommunication through Call Centre , Power Distribution Sand IT infrastructure under the Government of India’s major Technology Program RThe major products in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRIGIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS,Middleware and OS) and Customer Contact Management System. Infrastructure created for theproject was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) andsupport enabling devices.Coal India LimitedCMPDI has taken an initiative for creating a geospatial database for coal resources of the country called ICRIS (Integrated CInformation System). This project is funded by the Ministrycoalfields, coal blocks, coal reserves, coal quality, etc. will be generated and uploaded on the website of CIL, CMPDI and Moprovide comprehensive information about the coal resources of India. CMPDI has also generated database for land use, vegetation cover,wasteland, mining area, water bodies, drainage etc. for all the major coalfields based on satellite data on GIS platform to aof coal mining on land environment at a regional scale.Central Coalfields LimitedGIS based Land Information system for query, analysis and provide structured information to the Planning department, CentralLimited who require the data for ResettlementGRSEGRSE is among the leading shipyards in the country and the premier yard in the East. The company is a Public Sector Undertakithe Ministry of Defense, Govt. of India and conferredexperience of over 100 years of excellence, GRSE looks confidently ahead to the challenges of the new millenniumenterprise backbone.JCMISJharkhand Chief Ministers Information System (JCMIS) is a website which makes critical and useful information regarding status,development and progress of the state, available in concise format, to the Honble Chief Minister, Government of Jharkhand. GJharkhand Chief Minister Information System (JCMIS) has been developed to utilize the strengths of Web Geographic Information System(GIS) for better understanding and dissemination of information related to various related areas. It is a web Based Informaticapable of handling general & specific GIS functionalitiesNSDIThe Government of India has establish a national infrastructure known as the National Spatial Data infrastructure ("NSDI") for0f acquiring, processing. Storing, distributing andgenerated by various agencies of the Government of India.Career Timelines Core Competency Solution Portfolio Showcase ProjectsChhattisgarh State Electricity Board (CSEB/Board)CSEB was a vertically integrated power utility responsible for Generation, Transmission, Distributionand Supply of electricity in the State of Chhattisgarh. The erstwhile Chhattisgarh State ElectricityBoard (CSEB) has now been divided into five successor functional companies, establishing anintegrated business process platform with the SAP for Utilities solution portfolio, including theSAP® Supplier Relationship Management application. The main business outcomes were targetederage, transparent procurement system with reverse auction andReduction of spares in stores. Starting with 100 users at single location, it is presently being usedby more than 2000 Executive at 250 different locations in the state.APDRP Solution Landscape for the Distribution Company across the country.End Solution Architecture for SAP & ESRI based System Landscape in West Bengal, HP &s area of the implementation is Metering Billing and Collection,ConsumerNetwork ready Spatial Database, Network Management and otherDecision Support System for New Service Connection, Disconnection & Dismantling and BusinessPower Distribution System Integration of Key Technologiesand IT infrastructure under the Government of India’s major Technology Program R-APDRP.in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRIS, Email & Workflow, Document Management, RDBMS,Middleware and OS) and Customer Contact Management System. Infrastructure created for theproject was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) andCMPDI has taken an initiative for creating a geospatial database for coal resources of the country called ICRIS (Integrated CInformation System). This project is funded by the Ministry of Coal. Under this project, all the data related to coal resources like location ofcoalfields, coal blocks, coal reserves, coal quality, etc. will be generated and uploaded on the website of CIL, CMPDI and Moon about the coal resources of India. CMPDI has also generated database for land use, vegetation cover,wasteland, mining area, water bodies, drainage etc. for all the major coalfields based on satellite data on GIS platform to aning on land environment at a regional scale.GIS based Land Information system for query, analysis and provide structured information to the Planning department, CentralLimited who require the data for Resettlement and Rehabilitation in Coal India subsiary in Coal production.GRSE is among the leading shipyards in the country and the premier yard in the East. The company is a Public Sector Undertakithe Ministry of Defense, Govt. of India and conferred the status of Mini Ratna Category-I on 05 Sep06. Growing on its solid base ofexperience of over 100 years of excellence, GRSE looks confidently ahead to the challenges of the new millenniumnisters Information System (JCMIS) is a website which makes critical and useful information regarding status,development and progress of the state, available in concise format, to the Honble Chief Minister, Government of Jharkhand. Gef Minister Information System (JCMIS) has been developed to utilize the strengths of Web Geographic Information System(GIS) for better understanding and dissemination of information related to various related areas. It is a web Based Informatiapable of handling general & specific GIS functionalitieshe Government of India has establish a national infrastructure known as the National Spatial Data infrastructure ("NSDI") for0f acquiring, processing. Storing, distributing and improving utilization of spatial data which would be a gateway of spatial data beinggenerated by various agencies of the Government of India. We implemented it in GSI, NATMO, NBSSLUP, AISLUS & CGWBShowcase Projectsproject was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) and OperationsCMPDI has taken an initiative for creating a geospatial database for coal resources of the country called ICRIS (Integrated Coal Resourcesof Coal. Under this project, all the data related to coal resources like location ofcoalfields, coal blocks, coal reserves, coal quality, etc. will be generated and uploaded on the website of CIL, CMPDI and MoC. ICRIS willon about the coal resources of India. CMPDI has also generated database for land use, vegetation cover,wasteland, mining area, water bodies, drainage etc. for all the major coalfields based on satellite data on GIS platform to assess the impactGIS based Land Information system for query, analysis and provide structured information to the Planning department, Central CoalfieldsGRSE is among the leading shipyards in the country and the premier yard in the East. The company is a Public Sector Undertaking underI on 05 Sep06. Growing on its solid base ofexperience of over 100 years of excellence, GRSE looks confidently ahead to the challenges of the new millennium with SAP as thenisters Information System (JCMIS) is a website which makes critical and useful information regarding status,development and progress of the state, available in concise format, to the Honble Chief Minister, Government of Jharkhand. GIS foref Minister Information System (JCMIS) has been developed to utilize the strengths of Web Geographic Information System(GIS) for better understanding and dissemination of information related to various related areas. It is a web Based Information systemhe Government of India has establish a national infrastructure known as the National Spatial Data infrastructure ("NSDI") for the purposesimproving utilization of spatial data which would be a gateway of spatial data beingWe implemented it in GSI, NATMO, NBSSLUP, AISLUS & CGWB