1. SAP PRESALESCONSULTING BTECH, MBA, PMP
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RAJESH PALIWAL @PMP
Cell: 91 9413754623
E-mail: rajesh74_in@yahoo.com
SUMMARY
Overall 18+ years of IT Delivery / Consulting experience with 10 years’ experience as ORACLE/ERP/SAP
Pre sales for largedeals.
Relevant 11 years of experience in leadinglargescaleDelivery atleadership level
Good understandingof scrum and agilebased processes;Bid proposal Experience
Experience in General, Life and Accidental Insurancesectors
Knowledge of European InsuranceSectors,UK InsuranceSectors.
Relevant 15+ years of ORACLE/SAP Experience. SAP SD configuration experience.
Experience in Cobitstandards,ICTStandards.
Hands-on on Application Security (Web / Cloud), Network Security, Penetration Testing, Secure SDLC,
Threat Modeling, etc.
Experience in working with multiple industry verticals (banking, finance, healthcare, retail, telecom
etc.)
Ability to manage multipletasks/projectsimultaneously whilemeeting company's commitments
includingprojectdeadlines,quality,budget, and customer expectations.
Devisingprojectstrategies/plans for largecomplex projects and then deliveringagainstthoseplans.
High level interpersonal,communication (both verbal and written), negotiation and conflict
management skills;ableto work with a variety of people.
Work collaboratively to optimize resourcemanagement, cross-fertilizeideas,and resolveconflictsand
bottlenecks.
Strong Leadership skills.
11 years of Project/Delivery/ Programmanagement experience.
Experience on Oracle/SAP Cloud ERP.
10+ years of ERP /SAP Presales/Consulting experience
Understands the clientcontext and owns the creation of RFI/RFP response.
Identify SAP opportunities by leveragingrelationshipsand sell sonata valueproposition
Responsible for prospecting, qualifying, proposing, negotiating, and closing SAP services
opportunities.
Develop proposals to meet customer requirements both from a solution and price perspective, work
with sales team and other stakeholders to ensure the company is represented in the best possible
way in the proposal
Translate client objectives and requirements into winning solution concept for specific deals, based
on serviceofferings and capabilities
Working on deals, proposals & bids coordinating with cross-functional team of technical specialists,
solution architects, CoEs, delivery teams, sales team, legal teams, financial teams etc. primarily in
Application services (SAP)
Responsible for complete cycle from initiation to decision may include understanding customer
requirements, clarifications, technical solution design, pricing, risk identification & mitigation,
presentation and decision.
Drive high CSATs by being responsible for timely delivery ofprojects with quality and cost
Working with vendors & partners, delivery partners etc. towards completing RFP responses & other
sales supportdocuments.
Keeps senior management informed of all financial and pricing aspects of the deal including the deal
profitand loss,pricing, capital investment,cash flowand all necessary approvals.
Validate / cross verify the overall solution / deal in terms of customer requirements and alignment
with the sales winningstrategy
Competencies:-
Interpretive skills,Analytically minded, Proven interpersonal skill
2. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Ability to define problems collects data,establish facts and drawvalid conclusions.
ability to understand and communicate the essence of financial statements, budgets and cash flow
forecasts
Strong planning and organizational skills and the ability to gather, organize, interpret and collate data
from multiplesources.
Excellent project management and time management skills - use these skills to determine the time
required to complete bids and develop realistic work plans.
Strong leadership skills.
Motivate the tendering team to work effectively in a dynamic,deadline-driven environment.
Experience in SAP suctioningand presales
ProvideSales Support (Presales) workingclosely with the sales team to create and deliver quality
responses to RFI, RFP, SOWs,Contracts, etc.
Expert SKILLS:
Delivery:
Execute programs and projects end to end seamlessly managingall stakeholders
Maintain good quality,meet project schedules and other KPIs
Innovate in technology and other areas (domain, process etc.)
Agile ProjectManagement Methodologies:
Owing the Business caseof the project
Ensuringon going viability of the project inline
Process compliance:
Comply with the development and supportstandards established atthe organization level
Leverage the tools and methodologies made availableby the competency groups
Support the Audit process and ensure compliance
P & L:
Maximizerevenue, work towards targeted goals
Look for new projects/opportunities & work towards expanding the account(s)
Support Business Development (BD) Team on Pre Sales activities
Create initiatives bringefficiency and lower costs
Customer management & commitments:
Establish SLAand KPI for all engagements and ensure trackingand compliance
Good understandingof outsourcing,multi servicelinedeals,projectmanagement and strong
leadership skills
Establish Operational processes and procedures
Achieve highestlevels of the customer satisfaction rating
Customer relationship management & Manage customer expectations
Liaison between Competency groups and customers &educate customers on new industry trends,etc.
Team management & commitments:
ProvideLeadership to the team
Mentor, Coach and train team members
Closely work with the team to achieve high level of employee satisfaction
Identify trainingand capability improvement opportunities and execute them
Presales Consulting:
Lead pre-sales team and respond to RFP’s RFI’s
Responsiblefor the quality of the solution,RFP and the accuracy of the estimates
Build the pre-sales team, coach them to provide
3. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Key Responsibilities:
QA/Program Management Project/PEOPLE Management Account /Delivery Management
Portfolio Management /CHANGE
MGMT
Strategy Consulting/Mgmt. Application/Client Management
Contract /Scope Management Risk Management Escalation Management
Stake holder Management People Management Threat Management
Employment History:
Sonata Software, Bangalore, SAP Delivery PracticeMgr. Jun 2007 – till date
WIPRO TECHNOLOGIES SAP PracticeMgr. Nov 2005 - Apr 2007
XL Global Services Inc.US, Sir Manager : SAP Practice Jan 2001 - Oct 2005
Prateek Software, Delhi Functional Consultant SEP 1996 -- Nov 2000
Technologies and Applications:
SAP
Functional:
FICO
CRM/HANA FICO/MM HR / WM BI ,PP,SD CS BI
Reporting
Tools:
Crystal
Reports
BI Reports
Other tools: Seibel CRM Analytics JAVA Oracle,
oracleapps
PROJECTS DETAILS:
PROJECTS DETAILS:
Client@ AXA INSURANCE UK (INSURANCE)
Duration: Feb 2013 – till date
Company: Sonata Softwares Ltd.
Role: -
Proactively identify challenges,issues,and risksin projectdelivery and develop
Mitigate plans workingclosely with the project managers
Manage clientexpectations, participatein steering committee review meetings
Provideregular updates to the senior management through dashboards,reports etc.
4. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Responsiblefor interactingwith the customer for understandingof its priorities& requirements,
accountplanning,team buildingand planningdeliverables to meet the cost, scheduleand quality
norms.
Client@ ALLIED HEALTHCARE GROUP (HEALTHCARE)
Duration: Mar 2012 – Jan 2013
Company: Sonata Softwares Ltd.
Role: -
Perform high-level analysisof customer business processes and requirements and architectcustom
end-to-end solutions thatmeet those requirements on price/performance/scalability
Translatesystem requirements into custom solution specificationsfor complex and largeprojects
Manage clientexpectations, participatein steering committee review meetings
Provideregular updates to the senior management through dashboards,reports etc.
Client@ Prudential PLC (INSURANCE) UK
Duration: Jan 2011 – Feb 2012
Company: sonata softwares ltd
Role: --
• Proactively identify challenges,issues,and risksin projectdelivery and develop mitigation plans
working closely with the projectmanagers. Manage clientexpectations; participatein steering
committee review meetings
• Responsiblefor interactingwith the customer for understandingof its priorities& requirements,
accountplanning,team buildingand planningdeliverables to meet the cost, scheduleand quality
norms.
Client@ AROMA HOLISTIC HEALTH CARDIFF (HEALTHCARE)
Duration: Oct2009 -- Dec 2010
Company: Sonata Soft wares Ltd.
Role: -
Play a Trusted Advisor roleto the customer on Technology topics
Track market and competition and coming out with innovativeideas to be most relevant in the
market place.
Coordinatewith organization’s BDM"s,internal servicelines,Practices,AccountManagers to
formulate accurateand timely response to RFP/RFIs. EnsuringSales Enablement.
Client@ InsureandGo UK (Insurance)
Duration: June 2008 – Sep 2009
Company: Sonata Software ltd
Role: --
5. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Ensure proper use of methodology, tools and procedures
Ensure proper governance is in placeto best meet projectobjectives
Balancethe trade-off of the triple- constraint(time, cost and scope) to realizethe expected business
value.
Client@ J P Morgan chaseBank (BANKING)
Duration: Nov 2007 – Apr 2008
Company: Sonata Software ltd
Role: --
Conducted Post Implementation analysisto determine areas for ProgramInvolvement.
Led group to achieveseveral programs into production roll out...
Client@ UIA Insurance UK (Insurance)
Duration: July 2007 – Oct2007
Company: Sonata Softwares ltd
Role: -
Responsiblefor interactingwith the customer for understandingof its priorities& requirements,
accountplanning,team buildingand planningdeliverables to meet the cost, scheduleand quality
norms.
Client@ HyComp (Manufacturing) USA
Duration: Oct 2006 – March 2007
Company: Wipro technologies
Role: --
Ensure projects are delivered within agreed efforts, scheduleand cost
Proactively identify challenges,issues,and risksin projectdelivery and develop mitigation plans
working closely with the projectmanagers
Deliver projects as per committed timelines and budget. .
Client@ Liberty Mutual Insurance US (Insurance)
Duration: May 2006 – Sep 2006
Company: Wipro technologies
Role: --
Ensure projects are delivered within agreed efforts, scheduleand cost
Involved in End to End Implementation of the CRM application project
Deliver projects as per committed timelines and budget. .
6. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Client@ Sun lifeInsuranceUK (Manufacturing)
Duration: Dec 2005 – April 2006
Company: Wipro technologies
Role: --
Manage clientexpectations, participatein steering committee review meetings
Assistto generate more business fromexistingcustomer accounts
Client @ Reuters, USA (Capital Markets)
Duration:Feb 2004 – Oct 2005
Company: XL Global Services Inc.,US
Role: --
Planningwith attention to details toward delivery commitments,
Collected data and delivered end -of - day pricing,corporateactions and ref.information.
Presented detailed project summaries to senior - level management...
Client@ MicrosoftCorp, USA (RETAIL)
Duration:June 2003 – Jan 2004
Company: XL GLOBAL SERVICES INC, USA
Role:--
Planningwith attention to details toward delivery commitments,
Prepare Schedule and Work plan by splittingthework products into manageable units.
Presented detailed project summaries to senior - level management...
Client@ Combined Insurance , US (Insurance)
Duration: Dec 2002 – May 2003
Company: XL Global Services.,US
Role: --
Identify and Authorize trainings for his team
Conduct regular reviews and team meetings to ensure timely delivery
Participatein projectmonitoringreviews
Client@ RSA Insurance groupUK (Insurance)
Duration: Feb 2002 – Nov 2002
Company: XL Global Services Inc.,US
Role: - .
7. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Conducted the Walkthrough Presentation for all the technical specificationsand Maps.
Developed Comprehensive trainingprograms for all projects thatled to overall improved team
capabilities.
Guided project team to various performanceissues faced.
Client@ British Insurance Services UK (Insurance)
Duration: Aug 2001 – Jan 2002
Company: XL Global Services Inc.,US
Role: -
Created team buildingactivities thatincludefocus group meetings, newsletters, and program
summaries.
Developed Comprehensive trainingprograms for all projects thatled to overall improved team
capabilities.
Client@ Pan American Insurance,USA (INSURANCE)
Duration:Jan 2001 – July 2001
Company: XL Global Services Inc.,US
Role: --
Performance Management.
Guided project team to various performanceissues faced.
Presented detailed project summaries to senior - level management...
Client@ Britannia Airways Ltd, Luton UK (AIRLINES)
Duration:May 1998 – Sep 2000
Company: Prateek Softwares, India
Role: --
Involved in warehouse management
Meeting with user groups to analyserequirements proposed changes in design and specificationsby
the reports development group.
Strategic Sales Planning
Client@ Aviva Insurance India (Insurance)
Duration:Sep 1996 - Apr 1998
Company: Prateek Softwares, India
Role: --
8. SAP PRESALESCONSULTING BTECH, MBA, PMP
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Involved in warehouse management of house customer services
Meeting with user groups to analyserequirements proposed changes in design and specificationsby
the reports development group.
Create a customer-based culture
Education:
Btech., Electronics and Communication,in 1996 - Ambedkar University ,Aurangabad - 70%
MBA (Strategy Mgmt.) 2004 - Carnegie Mellon Univ.( Pittsburgh, Pennsylvania) USA- Grade-A
10th in 1990 with 65%
12th in 1992 with 67%
Certifications:
PMP CERTIFIED
SAP CERTIFIED
ORACLE CERTIFICATION
AGILE CERTIFIED ,SIX SIGMA CERTIFIED
Personal Details:
Address : #55, 1st main,NR colony,Bangalore -500019
PassportNo : G 7737272
Languages : Hindi,English,