This document provides a summary of an individual's education, experience, skills, and accomplishments. It details their work experience in business analysis, application development, and presales/bid management roles in the insurance and healthcare industries. They have over 10 years of experience developing proposals, managing bids, conducting requirements gathering, and building domain expertise in areas like insurance, life sciences, and healthcare. Their contributions include new business wins, process improvements, and solutions development.
Presales plays an important role in an organization beyond just booking meetings and editing proposals. It requires energy, enthusiasm, and passion around the clock to understand customers, gain domain knowledge, know competitors, own the bid management process, and effectively manage customer visits. The role requires both marketing and sales skills to differentiate services, build branding, and fuel the presales engine to help drive sales. Presales representatives must read extensively, understand customers' needs and budgets, map solutions to requirements, and make customers feel important through effective visit management.
An enterprise failing to recognize the importance of Pre-sales in their Sales Force Automation workflow faces tough situations in terms of downfall or loss in business. Appropriate pre-sales activities help in capitalizing on the opportunities and handling leads correctly.
It is then imperative that pre-sales be an all important part of Sales Force Automation solutions, to make sure that the sales pipeline gets the much required kick-start and ensure that the Sales Force Automation Software remains complete and extensive
Read More At: http://www.mobilesalesforceautomation.net/blog/pre-sales-backbone-sales-force-automation-solutions/
The role of Presales in any technical and software organization has become more important over the last decade. Often called the “hidden half of the sale” or the “credible side of the sale”, a correctly set-up Presales group can significantly and positively increase your company’s revenue. Learn what Presales is, understand how it can help your organization and what you need in order to become a trusted Solution Consultant in the software industry.
As per my experience in Business Analysis and Presales,this the process I identified for presales executive roles and responsibilities involved in the Prospect Initiation to Account Closure.
The document discusses Abinitio's managed services for remote infrastructure management, including services like remote monitoring and maintenance of IT systems to improve availability and reduce costs. It also outlines the benefits of remote infrastructure management services for businesses in terms of skills availability, reduced costs, and optimized resource use. Finally, it provides an overview of the growth of the remote infrastructure management industry in India.
The document discusses the key stages in a sales cycle including suspecting, prospecting, analysis, proposals, negotiation, closure, and repeat orders. It then focuses on pre-sales activities which involve preparing to engage with prospects, responding to client requests like RFIs and RFPs, visiting clients for meetings and demonstrations, coordinating with other departments, and conducting competitor analysis. Finally, it outlines the steps in solution design like effort estimation, developing the technical and functional solutions, choosing a project methodology, creating a project plan with timelines and team structure, and providing tips for effective proposal building.
APMP Foundation: Proposal Process ManagementBid to Win Ltd
The correct answer is a. The Pursuit Decision.
After the Opportunity Assessment is completed, management makes a Pursuit Decision on whether to pursue the opportunity further based on the assessment findings. This kicks off the Capture Planning phase.
The other options listed are decisions that occur later in the process flow.
Presales is a process or set of activities carried out before acquiring a customer to understand their needs and determine if a product or service is a good fit. It involves learning about the customer's requirements and demonstrating how solutions can fulfill those requirements. Presales may also involve some activities during delivery and implementation of the solution to the customer.
Presales plays an important role in an organization beyond just booking meetings and editing proposals. It requires energy, enthusiasm, and passion around the clock to understand customers, gain domain knowledge, know competitors, own the bid management process, and effectively manage customer visits. The role requires both marketing and sales skills to differentiate services, build branding, and fuel the presales engine to help drive sales. Presales representatives must read extensively, understand customers' needs and budgets, map solutions to requirements, and make customers feel important through effective visit management.
An enterprise failing to recognize the importance of Pre-sales in their Sales Force Automation workflow faces tough situations in terms of downfall or loss in business. Appropriate pre-sales activities help in capitalizing on the opportunities and handling leads correctly.
It is then imperative that pre-sales be an all important part of Sales Force Automation solutions, to make sure that the sales pipeline gets the much required kick-start and ensure that the Sales Force Automation Software remains complete and extensive
Read More At: http://www.mobilesalesforceautomation.net/blog/pre-sales-backbone-sales-force-automation-solutions/
The role of Presales in any technical and software organization has become more important over the last decade. Often called the “hidden half of the sale” or the “credible side of the sale”, a correctly set-up Presales group can significantly and positively increase your company’s revenue. Learn what Presales is, understand how it can help your organization and what you need in order to become a trusted Solution Consultant in the software industry.
As per my experience in Business Analysis and Presales,this the process I identified for presales executive roles and responsibilities involved in the Prospect Initiation to Account Closure.
The document discusses Abinitio's managed services for remote infrastructure management, including services like remote monitoring and maintenance of IT systems to improve availability and reduce costs. It also outlines the benefits of remote infrastructure management services for businesses in terms of skills availability, reduced costs, and optimized resource use. Finally, it provides an overview of the growth of the remote infrastructure management industry in India.
The document discusses the key stages in a sales cycle including suspecting, prospecting, analysis, proposals, negotiation, closure, and repeat orders. It then focuses on pre-sales activities which involve preparing to engage with prospects, responding to client requests like RFIs and RFPs, visiting clients for meetings and demonstrations, coordinating with other departments, and conducting competitor analysis. Finally, it outlines the steps in solution design like effort estimation, developing the technical and functional solutions, choosing a project methodology, creating a project plan with timelines and team structure, and providing tips for effective proposal building.
APMP Foundation: Proposal Process ManagementBid to Win Ltd
The correct answer is a. The Pursuit Decision.
After the Opportunity Assessment is completed, management makes a Pursuit Decision on whether to pursue the opportunity further based on the assessment findings. This kicks off the Capture Planning phase.
The other options listed are decisions that occur later in the process flow.
Presales is a process or set of activities carried out before acquiring a customer to understand their needs and determine if a product or service is a good fit. It involves learning about the customer's requirements and demonstrating how solutions can fulfill those requirements. Presales may also involve some activities during delivery and implementation of the solution to the customer.
As the large effort of a program, issues of conflict resolution, communication, benefit and change management are some of the main reasons program and project fails to delivery their outcomes.
The program governance integrates with the benefits management domain to help ensure that the program is continuously aligned with organizational strategy and that the intended value can still be achieved by the delivery of program benefits.
Balancing the elements of a program – strategic alignment, governance, stakeholder and benefit management - is the program manager's job.
In this presentation the attendees will have the satisfaction to see a real case framework to approach a program management so as to improve the delivery of intended benefits by setting-up a Project governance, stakeholder management, benefit and change management through a framework within which project decisions are made to improve program and project performances.
- The document provides information about the Project Management Professional (PMP) certification, including details about the exam, eligibility requirements, fees, scheduling the exam, tips for passing, and benefits of becoming PMP certified.
- It outlines the components of the 4-hour, 200 question PMP exam and lists eligibility criteria as either 5 years of project management experience with a high school diploma or 3 years with a bachelor's degree.
- The document recommends preparing for the challenging exam by choosing a training program from an experienced provider that offers practice tests, real-world case studies, and a study group.
The document outlines best practices for developing winning proposals, including establishing a proposal center of excellence and following a structured proposal development process. It discusses proposal elements like compliance matrices, storyboarding, theme development, and reviews. Effective proposal management incorporates project management techniques, quality standards, and continuous improvement methods.
Purpose: Apply industry best practices gained from ISO 9001, CMMI, and ITIL to improve your proposal management processes.
ITIL = Information Technology Infrastructure Library
ISO = International Organization for Standardization
CMMI = Capability Maturity Model Integrated
Learn to Understand & Manage A Bid – Accurately, Clearly, And Effectively'- Learn the SECRETS to creating WINNING BIDS! It will not only help improve your RFP win rates, but will also help you win new clients and realize better margins
IN-HOUSE (CUSTOMIZED) SESSIONS AT YOUR VENUE
Contact:Training@Sales-Training.in, Training@SalesTrainingMiddleEast.com
This presentation collects several thoughts and conversations had with colleagues over the last few months about the role of the business analyst.
The diagrams and drawings are outcomes of these conversations and are ripe for further expansion. In many instances they are half thought through, or missing key things that help round them out.
You can help: If you have comments or opinion please add them below.
This document outlines an agenda and objectives for a presales training workshop. The workshop aims to help presales teams understand their role in the sales process, engage clients through consultative conversations, effectively communicate benefits over just features, and follow up after sending information. The two-day agenda includes sessions on the presales process and function, proposal generation, submissions and post-submission activities. It will provide case studies, online evaluation and certificates of participation. The commercial details specify a batch size of 40, 16 hour duration, and USD 2000 fee per participant.
The document discusses presales engagement and how it is changing from traditional to more digital approaches. It provides examples of different ways presales consultants can engage prospects online, including through resource centers, customer communities, support centers, self-service demos, and videos. The key takeaways are that presales efforts are important for complex B2B sales, they affect the early stages of the buying process before sales involvement, digital engagement shortens sales cycles and reduces costs, presales should engage prospects across multiple channels, and content marketing and segmentation are foundational for presales.
This document outlines the key steps in pursuing a new client opportunity or existing account. It involves:
1) Conducting initial desk research on the client/market and identifying interested stakeholders.
2) Analyzing the opportunity and ensuring strategic alignment through cross-discipline workshops.
3) Continually gathering intelligence, developing solutions, building presentations and refining the client relationship and win strategy.
4) Preparing for final presentations and site visits, then following up with post-bid analysis to assess lessons learned.
APMP Foundation: Developing Proposal StrategyBid to Win Ltd
This document provides guidance on developing a proposal strategy. It discusses identifying customer needs, issues, and decision criteria. It also covers analyzing competitors' strengths and weaknesses from the customer's perspective. The document teaches how to develop a proposal strategy statement that addresses what and how the strategy will be implemented in the proposal. It stresses linking benefits to differentiating features through theme statements that answer why the customer should choose your solution. The goal is to develop a concise strategy and themes to guide the proposal development and sales messaging.
The document provides guidance on various roles and stages in the sales process, including:
- The presales role involves educating clients, consulting to identify their needs and values, and informing them.
- It is important to qualify opportunities to reduce risk, identify the key decision makers, and determine applications and budgets.
- The diagnostic stage aims to understand the client environment and goals to help define the solution and size the implementation project.
- Understanding people, power dynamics, and politics within the client organization is also key to success.
This document is a flow chart showing the processes and relationships between the processes in project management according to the Project Management Body of Knowledge (PMBOK) 6th edition. The flow chart displays the five process groups of initiating, planning, executing, monitoring and controlling, and closing. It shows the inputs, tools and techniques, and outputs between each of the core processes, as well as how change requests can impact the project processes.
Lucia Eversley was the guest presenter at the Jun 2010 program meeting hosted by BDPA Boston MetroWest chapter. Her topic was 'Service Delivery Management: Delivering Value to the Business"
Lucia is with The Procter & Gamble (PG) Global Business Management.
BPM (Business Process Management), CRM and Cross-Functional Enterprise-Level ...Alan McSweeney
The document discusses taking a cross-functional view of business processes to improve customer relationship management. It argues that focusing only on internal operational processes provides an inside-out view, while cross-functional processes that link operations provide an end-to-end customer perspective. The key is to define cross-functional processes, measure performance across functions, and get senior management involved to drive continuous improvement from a customer viewpoint.
This document provides a template for business cases for investments over $50k. It outlines sections that must be completed including an executive summary describing the business challenge and opportunity, proposed investment need, key assumptions, impact of not proceeding, cost estimates, and estimated benefits. Details on estimated costs, benefits and savings should be provided in an accompanying business case workbook. The template requires sponsorship and approval from the appropriate members.
The document provides an overview of changes coming in the PMBOK 7th Edition. Some key changes include:
- It will have a new structure based on 8 Project Performance Domains instead of Knowledge Areas.
- There will be a greater focus on outcomes rather than outputs.
- Tailoring guidance is expanded to help with choosing the right delivery approach.
- Models, methods and artifacts content will be on the new PMI Standards+ digital platform.
- The Standard for Project Management separates from the guide and contains principles for delivery.
Anitha Purushotham is a results-oriented general manager with over 15 years of experience in management and leadership roles. She is currently looking for a managerial position with an ambitious company. She has a proven track record of increasing efficiency and reducing costs. Some of her past roles include General Manager at Manashosting, a web hosting service provider, and Supervisor at Aegis BPO, where she managed teams of up to 30 members. She possesses strong communication, people management, and technical skills.
Vikram Nag seeks a position utilizing his technical skills and experience in virtualization. He has over 9 years of experience working with VMware and PernixData as a Technical Solutions Engineer, helping customers with virtual infrastructure design, implementation, and troubleshooting. He holds several VMware certifications and has expertise in technologies such as vSphere, vCloud Director, and NSX.
As the large effort of a program, issues of conflict resolution, communication, benefit and change management are some of the main reasons program and project fails to delivery their outcomes.
The program governance integrates with the benefits management domain to help ensure that the program is continuously aligned with organizational strategy and that the intended value can still be achieved by the delivery of program benefits.
Balancing the elements of a program – strategic alignment, governance, stakeholder and benefit management - is the program manager's job.
In this presentation the attendees will have the satisfaction to see a real case framework to approach a program management so as to improve the delivery of intended benefits by setting-up a Project governance, stakeholder management, benefit and change management through a framework within which project decisions are made to improve program and project performances.
- The document provides information about the Project Management Professional (PMP) certification, including details about the exam, eligibility requirements, fees, scheduling the exam, tips for passing, and benefits of becoming PMP certified.
- It outlines the components of the 4-hour, 200 question PMP exam and lists eligibility criteria as either 5 years of project management experience with a high school diploma or 3 years with a bachelor's degree.
- The document recommends preparing for the challenging exam by choosing a training program from an experienced provider that offers practice tests, real-world case studies, and a study group.
The document outlines best practices for developing winning proposals, including establishing a proposal center of excellence and following a structured proposal development process. It discusses proposal elements like compliance matrices, storyboarding, theme development, and reviews. Effective proposal management incorporates project management techniques, quality standards, and continuous improvement methods.
Purpose: Apply industry best practices gained from ISO 9001, CMMI, and ITIL to improve your proposal management processes.
ITIL = Information Technology Infrastructure Library
ISO = International Organization for Standardization
CMMI = Capability Maturity Model Integrated
Learn to Understand & Manage A Bid – Accurately, Clearly, And Effectively'- Learn the SECRETS to creating WINNING BIDS! It will not only help improve your RFP win rates, but will also help you win new clients and realize better margins
IN-HOUSE (CUSTOMIZED) SESSIONS AT YOUR VENUE
Contact:Training@Sales-Training.in, Training@SalesTrainingMiddleEast.com
This presentation collects several thoughts and conversations had with colleagues over the last few months about the role of the business analyst.
The diagrams and drawings are outcomes of these conversations and are ripe for further expansion. In many instances they are half thought through, or missing key things that help round them out.
You can help: If you have comments or opinion please add them below.
This document outlines an agenda and objectives for a presales training workshop. The workshop aims to help presales teams understand their role in the sales process, engage clients through consultative conversations, effectively communicate benefits over just features, and follow up after sending information. The two-day agenda includes sessions on the presales process and function, proposal generation, submissions and post-submission activities. It will provide case studies, online evaluation and certificates of participation. The commercial details specify a batch size of 40, 16 hour duration, and USD 2000 fee per participant.
The document discusses presales engagement and how it is changing from traditional to more digital approaches. It provides examples of different ways presales consultants can engage prospects online, including through resource centers, customer communities, support centers, self-service demos, and videos. The key takeaways are that presales efforts are important for complex B2B sales, they affect the early stages of the buying process before sales involvement, digital engagement shortens sales cycles and reduces costs, presales should engage prospects across multiple channels, and content marketing and segmentation are foundational for presales.
This document outlines the key steps in pursuing a new client opportunity or existing account. It involves:
1) Conducting initial desk research on the client/market and identifying interested stakeholders.
2) Analyzing the opportunity and ensuring strategic alignment through cross-discipline workshops.
3) Continually gathering intelligence, developing solutions, building presentations and refining the client relationship and win strategy.
4) Preparing for final presentations and site visits, then following up with post-bid analysis to assess lessons learned.
APMP Foundation: Developing Proposal StrategyBid to Win Ltd
This document provides guidance on developing a proposal strategy. It discusses identifying customer needs, issues, and decision criteria. It also covers analyzing competitors' strengths and weaknesses from the customer's perspective. The document teaches how to develop a proposal strategy statement that addresses what and how the strategy will be implemented in the proposal. It stresses linking benefits to differentiating features through theme statements that answer why the customer should choose your solution. The goal is to develop a concise strategy and themes to guide the proposal development and sales messaging.
The document provides guidance on various roles and stages in the sales process, including:
- The presales role involves educating clients, consulting to identify their needs and values, and informing them.
- It is important to qualify opportunities to reduce risk, identify the key decision makers, and determine applications and budgets.
- The diagnostic stage aims to understand the client environment and goals to help define the solution and size the implementation project.
- Understanding people, power dynamics, and politics within the client organization is also key to success.
This document is a flow chart showing the processes and relationships between the processes in project management according to the Project Management Body of Knowledge (PMBOK) 6th edition. The flow chart displays the five process groups of initiating, planning, executing, monitoring and controlling, and closing. It shows the inputs, tools and techniques, and outputs between each of the core processes, as well as how change requests can impact the project processes.
Lucia Eversley was the guest presenter at the Jun 2010 program meeting hosted by BDPA Boston MetroWest chapter. Her topic was 'Service Delivery Management: Delivering Value to the Business"
Lucia is with The Procter & Gamble (PG) Global Business Management.
BPM (Business Process Management), CRM and Cross-Functional Enterprise-Level ...Alan McSweeney
The document discusses taking a cross-functional view of business processes to improve customer relationship management. It argues that focusing only on internal operational processes provides an inside-out view, while cross-functional processes that link operations provide an end-to-end customer perspective. The key is to define cross-functional processes, measure performance across functions, and get senior management involved to drive continuous improvement from a customer viewpoint.
This document provides a template for business cases for investments over $50k. It outlines sections that must be completed including an executive summary describing the business challenge and opportunity, proposed investment need, key assumptions, impact of not proceeding, cost estimates, and estimated benefits. Details on estimated costs, benefits and savings should be provided in an accompanying business case workbook. The template requires sponsorship and approval from the appropriate members.
The document provides an overview of changes coming in the PMBOK 7th Edition. Some key changes include:
- It will have a new structure based on 8 Project Performance Domains instead of Knowledge Areas.
- There will be a greater focus on outcomes rather than outputs.
- Tailoring guidance is expanded to help with choosing the right delivery approach.
- Models, methods and artifacts content will be on the new PMI Standards+ digital platform.
- The Standard for Project Management separates from the guide and contains principles for delivery.
Anitha Purushotham is a results-oriented general manager with over 15 years of experience in management and leadership roles. She is currently looking for a managerial position with an ambitious company. She has a proven track record of increasing efficiency and reducing costs. Some of her past roles include General Manager at Manashosting, a web hosting service provider, and Supervisor at Aegis BPO, where she managed teams of up to 30 members. She possesses strong communication, people management, and technical skills.
Vikram Nag seeks a position utilizing his technical skills and experience in virtualization. He has over 9 years of experience working with VMware and PernixData as a Technical Solutions Engineer, helping customers with virtual infrastructure design, implementation, and troubleshooting. He holds several VMware certifications and has expertise in technologies such as vSphere, vCloud Director, and NSX.
This resume summarizes Senthilvasan M's experience and qualifications. He has over 20 years of experience in technology consulting and leadership roles, specializing in IT transformation, ERP implementations, and digital transformation projects. He currently works as an AVP of Global Implementations and Aviation Center of Excellence at Ramco Systems. Previous roles include enterprise architect, program manager, and delivery unit head at Accenture and project manager/solution architect at Mastek Europe. He has extensive experience in industries like automotive, aviation, manufacturing, and transportation.
Shashikala KV is a seasoned professional with over 14 years of experience in customer relations and operations management. She is currently working as the Manager of Business Operations at Puravankara Projects in Bangalore. Prior to this, she held managerial positions at Navnit Motors and Trident Automobiles, where she improved customer satisfaction metrics and received awards for her performance. She is seeking a senior managerial role that allows her to take on wider responsibilities in customer relations and operations.
This document provides a summary of Rajneesh N. Shetty's professional experience and qualifications. It outlines his work history over 12+ years in IT sales, including roles at companies like Shearwater Solutions, AM Consult, Aichy IT-Design, IBM Australia Ltd., and Direct IT Pty Ltd. It also lists his education qualifications including a Bachelor's in Computer Science and Engineering from Bangalore University and Advanced Diplomas in Management, Marketing, and International Business from NSW Business College.
Dr. C.S. Thammaiah has over 30 years of experience in academia and banking. He is currently the Director of Manipal Academy of Banking, India's largest banking training academy, where he oversees the training of over 18,000 bank employees annually from both public and private sector banks. Prior to this role, he held academic positions including Dean and Director of M.S. Ramaiah Institute of Management. He has a PhD in Financial Management from the University of Mysore and has consulted on projects in water management, rural development and private sector participation.
Manoj Kulkarni is seeking a challenging role in international business development, sales, or key account management. He has over 8 years of experience in these areas, specifically selling banking software products. He has expertise in sales strategy, relationship building, and achieving revenue targets. His career includes roles managing sales across Africa, Europe, and Asia for various banking software companies. He is proficient in Oracle Flexcube, Temenos T24, and Banksoft products.
This document contains a summary of Ravi Kanth N's professional experience and qualifications. He has over 10 years of experience in software development, delivery, and customer service roles. Currently seeking a challenging position as a Dev Support or Technical Support Manager. Past roles include Project Lead, Operations Manager, and Service Delivery Lead for various telecom fraud management and revenue assurance software implementation projects.
This document provides a summary of Sriram T.K's professional experience and qualifications. He has over 19 years of experience in software engineering and implementation of banking software. Some of the key projects he has worked on include the implementation of private banking and Islamic banking products for various clients. He is proficient in banking applications such as T24 and has expertise in upgrades and migrations.
Manjunatha V has over 15 years of experience in IT consulting with expertise in application performance monitoring (APM) solutions. He has worked with various tools from vendors like Dynatrace, Dell Foglight, AppDynamics, and CA. As a practice head for APM, he is responsible for responding to RFPs, sizing resource requirements, and recommending the best APM solution to meet a client's needs. He has experience implementing APM solutions for various industries and handling customer escalations.
Premraj Alva is an experienced banking professional seeking a new opportunity. He has over 27 years of experience in banking and IT solutions, including past roles as a Consulting Manager and Delivery Head. Currently based in Mumbai, Alva is interested in relocating to India to be closer to family. He has extensive experience managing projects, teams, and client relationships in Asia, Europe and the UK. Alva holds an MBA in finance and is skilled in risk management, treasury management, and financial services.
The document discusses the professional experience and responsibilities of Sukanya Baruah. It details her experience managing knowledge management teams and implementing knowledge management strategies and systems for multiple organizations over 12 years. Some of her key responsibilities included setting up KM processes, creating documentation, developing communities of practice, content management, and measuring the impact of KM initiatives. She held manager level positions and managed teams of 5 to 36 people.
Renuka Sridar is seeking a senior level position in fields such as BFSI, capital markets, investment banking, or operations. She has over 14 years of extensive experience in project management and various areas including investment banking, hedge funds, private equity, asset management, BPO, IT, and more. Her expertise includes project management, business/financial analysis, compliance, operations, and risk management. She is skilled in areas like quantitative analysis, communication, multi-tasking, team leadership, and technical proficiency. Renuka Sridar is currently a senior process manager at Sundaram BNP Paribas Fund Services in Mumbai.
Prasad Tonape is a competent professional with over 13 years of experience in automation, control, and robotics projects. He has comprehensive experience in project planning, management, and ensuring timely completion. He is proficient in control system design, PLC programming, robotics, drives, and commissioning processes. He is seeking a senior level position in pre-sales, project design, engineering, and execution.
This document contains the resume of Vaidehi R. Jahagirdar. She has over 13 years of experience as an Agile Project Manager, Agile Coach, and Agile Transformation Lead. She has managed Agile projects for clients in various domains including logistics, telecom, banking, and insurance. She is PMP and CSM certified and has facilitated over 15 Agile workshops training over 400 employees.
Alok Bharati has over 13 years of experience in the property and casualty insurance domain. He has worked as a business analyst on various insurance software products handling different lines of business such as auto, home, and commercial general liability insurance. Some of the key projects and responsibilities include:
- Working as lead consultant on the Universal Reinsurance System (URS) reconciling reinsurance data.
- Requirements gathering, documentation, testing and delivery management.
- Providing domain expertise to development and QA teams.
- Analyzing client issues and requirements and translating them for development.
- Experience with the full SDLC from requirements to implementation.
The document outlines the experience and qualifications of an IT professional, including over 18 years of experience managing large projects over $7M for clients in various industries. They have a track record of delivering complex applications on time and on budget using technologies like .NET, SQL Server, and Oracle. Their roles have included project management, team leadership, software development, and ensuring quality and compliance on various projects.
Himanshu has over 3 years of experience in sales, marketing, business development, and customer relationship management. He has a proven track record of exceeding sales targets and leading teams. Currently he is a Marketing Executive at M-Tech Innovations Ltd. where he is responsible for key accounts across South India. Himanshu holds an MBA in Finance and Marketing and is a strong communicator with leadership skills.
Shyamal Kumar Surai has 17 years of experience in software testing and automation. He has extensive experience developing test automation frameworks using tools like Selenium WebDriver, QTP, and Appium. He has led teams of 15-20 people and has experience in test management, test planning, and test automation. Some of his project experience includes testing payment applications for Visa and applications for United Airlines, FedEx, and Oracle.
Priyank Jain has over 11 years of experience working with SAP solutions such as EWM, ABAP, and HANA. He has extensive experience as a technical and functional consultant for SAP EWM, having worked on multiple implementation projects across industries like pharmaceuticals, automotive, banking, and retail. Priyank is passionate about SAP and is skilled in areas like EWM, ABAP, HANA modeling and reporting, and SAP Fiori. He has an MCA degree and is SAP certified in EWM, ABAP and HANA.
Bineet Agarwalla has over 7 years of experience in business development, pre-sales, sales, and project management in the IT, ITES, and BPO industries. He has a proven track record of successfully managing projects from end-to-end, including project scoping, planning, risk management, and ensuring resources are effectively managed. Bineet also has experience securing new business, developing client presentations, and interfacing with senior executives. He is skilled in analyzing customer requirements and identifying solutions to meet their needs.
This document provides a summary of Hariharasudan Sethumadavan's professional experience. He has over 18 years of experience in project management focused on IT, business, and value-driven outcomes across various industries. Some of his key responsibilities have included managing accounts and budgets, ensuring compliance with security and risk requirements, and continuously improving processes. He has expertise in areas such as application support, infrastructure management, and Agile methodologies.
Kumara Gangadhar has over 25 years of experience in IT professional services, project management, business development, ERP implementation, and manufacturing. He is currently a Senior Business Development Manager at YASH Technologies, where he is responsible for managing large bids, preparing proposals, and ensuring projects are won and closed successfully. Previously he held roles like Account Manager, Solution Architect, and Finance Manager, where he gained experience in various areas like digital advertising, system integration, manufacturing, and finance. He has strong communication, client interaction, and multitasking skills.
Yaswanth Reddy has over 4.9 years of experience as a product analyst and business analyst in the telecom industry. He has a strong track record of gathering requirements, defining product strategy and roadmaps, managing product releases, and ensuring optimal system performance through cross-functional coordination. Reddy holds an MBA in Marketing and Finance and a BE in ECE, and has skills in areas such as requirements analysis, client relationship management, market research, and product documentation.
Yaswanth Reddy has over 4.8 years of experience as a product analyst and business analyst, where he has helped strengthen companies' product management and analyzed requirements for new systems and enhancements. He has expertise in gathering requirements, defining product strategy and roadmaps, tracking product backlogs, and managing client relationships. Reddy is seeking a middle level assignment utilizing his skills in product management, business analysis, requirement analysis, and client relationship management.
The document is a resume for Sanjoya Kumar Das that summarizes his experience and qualifications. It outlines his 20 years of experience in project management, delivery operations, and sales enablement programs. It also lists his roles at various companies such as IBM, Hewlett-Packard, Nokia Siemens Networks, and Avaya, where he led teams, managed client relationships, and delivered projects on time and on budget. The resume highlights his achievements, including awards for sales programs, cost savings initiatives, and project execution.
Rohit Gathibandhe is a Business Relationship Manager with over 10 years of experience in information technology focusing on retail and corporate banking. He has experience managing client accounts, building high-performing teams, and ensuring client expectations are exceeded. He is also an Agile Scrum Master and Coach who has mentored teams and stakeholders on Agile principles and best practices like behavior driven development. He is proficient in various technologies and methodologies like Agile, DevOps, JIRA, and Microsoft Office.
This document provides a summary of Anupama M Ramamurthy's professional experience and qualifications. She has over 13 years of experience in project management, transition management, and IT infrastructure projects. Her most recent role was as a Project Manager at IBM India Pvt. Ltd. where she successfully delivered various IT infrastructure projects on time and on budget. Prior to this, she worked at Hewlett Packard as a Business Analyst, where she proposed solutions to improve processes and helped the company achieve ISO certification. She has a M.Sc. in Statistics and is an ITIL certified professional.
Anup De has over 10 years of experience in software development, project management, and customer relationship management. He has expertise in areas like SharePoint, .NET, Java, Oracle, and project/program management. Currently he works as an Engagement and Project Portfolio Manager at Wipro Technologies where he manages a project portfolio worth $6.5 million annually across multiple projects, countries, and stakeholder groups. He has a track record of successful project delivery, customer satisfaction, and business growth for clients in the pharmaceutical industry.
Yaswanth Reddy has over 4.4 years of experience in product management and business analysis. He currently works as a senior product analyst for Plintron Technologies, where he is responsible for gathering requirements, defining product roadmaps, and managing projects. Prior to his current role, he worked as a business analyst and product analyst. He has expertise in requirements gathering, product strategy, cross-functional coordination, and client relationship management. Yaswanth holds an MBA in marketing and finance as well as a bachelor's degree in electronics and communication engineering.
The document provides a summary of the candidate's 20+ years of experience in sales, business development, project management, and operations management in the IT and ITES industries. It highlights their expertise in tender management, presentations, and client relationship building. Their most recent role over the past 6.8 years has involved business development, sales, account management and delivery of pre-sales activities for a company providing IT solutions.
Yaswanth Reddy has over 4.7 years of experience in product management and business analysis. He currently works as a senior product analyst for Plintron Technologies, where he is responsible for product requirement documents, roadmaps, cross-functional coordination, and new product launches. Previously he worked as a business analyst, where he gathered requirements and managed client relationships. He has an MBA in marketing and finance and a bachelor's degree in electronics and communication engineering.
Vaishali Grover is a result-oriented MBA professional with nearly 8 years of experience in business analysis, financial planning and analysis, risk management, and compliance. She is currently a Deputy Manager (F&A) at IBM Global Business Services in Gurgaon, India where she manages financial reporting and analysis. Prior to IBM, she worked as a Financial Analyst at RBS India Development Centre and had an internship as a Trade Finance Officer at Kotak Mahindra Bank. She is seeking new opportunities in financial planning and analysis, preferably in Gurgaon.
Consulting Profile for Sales Enablement and Process
Business Analysis, Financial Data Analysis, KPI Benchmarking, RCA, Design Thinking, Solutioning, Project Management, Execution, Agile Strategy
Silvian Jeyabalan is a highly experienced technology professional and project leader with over 16 years of experience implementing Guidewire insurance software solutions. He has extensive experience leading agile development teams and implementing Guidewire PolicyCenter, BillingCenter, and other applications. Some of his roles include technical lead, architect, and project manager for Guidewire implementations at multiple insurance companies.
This document provides a summary of Dinesh Ramamurthy's professional experience and qualifications. It outlines his 9+ years of experience in fields like digital marketing, business analysis, project management, and his competence in areas such as requirements gathering, process enhancement, and team management. Recent roles include working as a Business Analyst at Cognizant Technology Solutions since 2009, where he has taken on increasing responsibilities over time.
The document provides a summary of Keerthi Priya's work experience, including:
- Over 9 years of experience as a SAP FICO Consultant, with expertise in FI, CO, FSCM, MM, and SD modules.
- Experience implementing and supporting SAP systems for various industries like pharmaceutical, consumer goods, and automobiles.
- Responsibilities including requirement gathering, system configuration, testing, production support, and issue resolution.
- Current role as a Senior Analyst at Accenture Services Pvt. Ltd., having previously worked as a Consultant for Wipro Technologies and Savience Technologies.
Allan Ward has over 18 years of experience in professional services management. He has held various roles such as VP of Professional Services, Regional Consulting Manager, Product Manager, and Project Manager/Consultant. He has a track record of developing successful customer-oriented teams, managing projects, and assisting with product development.
Neetha Shyam Nichani has over 17 years of experience in IT project and service delivery management and resource management. She has a track record of growing business, improving profitability and customer satisfaction. Her skills include project management, application development, technology architecture integration, budgeting and costing, problem management and training. She is seeking a senior role utilizing her experience in healthcare, banking and e-commerce.
Similar to Shushant CV_Presales_Bid Management (20)
1. 2009-
11
2004-
08
2002 2000
PGDM/MBA
Indian Institute of
Management, Kozhikode
B.Tech,
Electronics
Engineering
Harcourt Butler Technology
Institute, Kanpur
Class XII,
Intermediate,
CBSE
D.A.V Public School,
Anpara
Class X, High
School, CBSE
D.A.V Public School,
Anpara
2008-
09
2012-
14
2011-
14
2010
Computer Sciences Corporation, Noida
Business Analyst, Associate Application
Developer, 12 Months
• Core Member of Life Com Business Analyst Team
• Responsibilities included design and development of
application features
• Developed As-Is and To-Be process maps
• Worked as an Application Developer for the client
Hartford Life Insurance
2012-
15
Ranbaxy Pharmaceutical & Healthcare
Services, H.P, Baddi
Professional MBA Internship, 2.5 Months
• Worked as a Product Advisory Services Consultant
• Provided Planning & consulting to Production
Supervisory team
• Streamlined Project Cost forecast process; process
flow diagrams and process logs to track and review
key deliverables
IGATE Global Solutions, Bengaluru
Presales Consultant, 45 Months
IGATE Global Solutions, Bengaluru
Presales, Consultant, 36 Months
IGATE Global Solutions, Bengaluru
Business Development & Analyst,
42 Months(Insurance & Healthcare)
• Support to various sales activities –RFx’s, Proposal
Writing, Presentations, Sales Pitches, Client Visits
• Develop Business Processes, Unique solutions, core
capabilities, service offerings, case studies etc.
• Manage various capability, processes & experience
based collaterals, Knowledge Management Portal with
reusable components, write ups & decks
• RFP Support - Crafting customer specific solution, Fit-
Gap Analysis, Use cases, RCA, Process Mapping etc.
• End to end Requirement Management: Elicitation,
Functional Analysis, Data Modeling, conducting
RAD, Brainstorming, & story boarding sessions
• Creation of Pilot Solutions, demos, POC for Customers
• End to end Bid Management, Proposal Development
• Building Domain Competency, Solution frameworks, IT
consulting & Functional Analysis
• Market research with latest Industry trends, develop
new solutions, service offerings & GTM strategy
• Delivery Support in cross selling & demonstrating our
solutions, capabilities & service offerings to customers
Domain
Competencies
Functional
Expertise
Services
Expertise
Professional
Experience
Tools Expertise
Manager, Presales | Bid Management | Sales
Enablement
774, C Block, AECS Layout, Bengaluru
EDUCATIONEXPERIENCECOMPETENCY
SHUSHANT SINGH
Sunny291984@gmail.com
Shushant.Singh@igate.com
+91 9739264949
Microsoft Word
PowerPoint,
Excel, Adobe,
DBMS
Presales, Proposal
Dev., Bid Mgmt.,
Presentations, Sales
Pitches, Industry &
Functional Analysis
RCA, Reporting
Total 5+ Years
of Experience
AWARDS & ACCOLADES
“CSC ACCOLADES” Award,
FY’09
Two Times Quarter’s Top
Performers Award, FY’14 - 15
Stood among Top 10 for
Innovative ideas & Business
case presentation
Promotion with Increment
within a year of joining
New Business,
Product Dev.
Underwriting
Claims Admin
Policy Servicing
ADM Life Cycle
Agile, V, Iterative
Infrastructure Mgmt.
CRM, Digital
Requirement Analysis
Change Mgmt.
Life, Health,
LTC, Medicare,
Medicaid P&C,
Annuities
2. Business Development & BA Activities
• Responsible for building domain capabilities (Insurance & Healthcare)
and enhancing competency in Insurance space at IGATE
• Involved in thought leadership, Project Planning, creation of solution
frameworks, Requirement Management, domain consulting, and
research & knowledge management in IHC domain
• Conducted requirement workshops at the customer locations,
Requirement Elicitation, Analysis, RAD sessions, Data Modeling etc.
• Prepared high level AS-IS and TO-BE process maps and documented all
requirements in a BRD
• End to end Project Planning, Roadmap,Timelines & Solution Development
• Pivotal in enabling cross functional teams across the organization and
played pivotal role in strategizing new business generation
• Responsible to identify and building domain-centric service offerings,
creating business focused solutions for delivering values to the Customer
• Continuous R&D to identify areas of growth & latest Industry trends,
supporting sales team in acquiring new customers in terms of better
positioning & building Go to Market strategy
• Project Delivery Support for Business Analysis, IT Consulting activities
• As-IS Process Mapping & Process harmonization for a P&C Insurer
• Requirement gathering & Preparation of Functional Specification for a
leading Life Healthcare provider in UK
• Understanding & mapping the client’s requirements & resolving issues/
queries pertaining to the services for accomplishing customer’s business
objectives, creating requirement documents
• Responsible for preparing Analysis report which included analyzing
research reports, analyst studies, market research data needed for
preparing Customized solutions & services for new Clients
Pre Sales & Bid Management Activities
• Worked extensively as a Presales Manager providing comprehensive
sale support for Insurance & Healthcare vertical.
• Accountable for handling complete proposal life cycle end to end,
responding to RFP’s/RFI’s for Large & Small Deals
• Preparing project plan and communicating with key stake holders on
the milestones and deliverables
• Extensive experience in Preparing, Writing & Reviewing proposals for
both existing and new businesses, involved in pricing decisions,
understanding customer’s requirement & providing business focused
solution to address their key pain areas
• Complete bid management including bid team formation, bid
qualification, maintaining Bid tracker, content management, identify
key challenges/bottlenecks, win-loss analysis, etc.
• Proficiency in establishing and leading War-room sessions across
cross-functional teams for large value bids to maximize quality of the
output.
• Expertise in handling client visits – creating agenda, arranging
speakers, presentation content and ODC visits to project our
capabilities to serve their requirements in the best possible manner.
• Instrumental in streamlining the presales process across the
organization, right from initial bid qualification to final approval. Only
one to work with Quality team to bring in organization-wide process
improvements by creating standard templates, metrics, review
mechanisms.
• Pivotal in building standard corporate level reusable content for
utilization in proposals, corporate website & sales pitches
• Responsible for evaluating responses from multiple vendors &
performing competitive scan.
IGATE Global Solutions, Presales & Bid Manager 4+ Years : May, FY’11 – Till Date
ROLES&RESPONSIBILITIES
ACCOMPLISHMENTS INITIATIVES RECOGNITIONS
• Added 4 new logos, including new business won
from 9 existing customers, raising portfolio
revenue by $187M
• Handled/Supported 100+ RFx’s, providing end
to end support & ownership
• Contributed in creating project planning, process
flow diagrams, use cases, Fit – Gap Analysis,
requirement analysis for various accounts
• Developed the Process & Content Management
Methodology for Pre Sales Team creating the
Automated Centralized System for the content
& process flow monitoring
• Single Point of Contact for supporting Clients in
Transition Phase.
• Conducted Requirement Workshops for clients
• Designed singe handedly a manual for laying out
Presales related Process framework: Opportunity
Management System
• Developed ADM handbook created as a pilot to
provide one stop shop(1st level of reference) for all
general ADM related queries to all enabling functions.
• Created our new service offerings on DevOps &
conducted a demo on same
• Created US PC tool , capable of creating various charts
dynamically which helps sales team in doing
performance based comparative study of 400+Insurers
• Presented a business case on ICD 9 to 10 migration for
Healthcare Industry
• Created White Paper on “Telematics through Smart
Analytic” for Q2 FY14
• Only person who got Promotion with Increment
within a year of joining, among all B- School
graduates
• Awarded with Two Quarter’s Top Performers
Award
• Placed in Top 3 for Innovative ideas & Business
case presentation for “Telematics through Smart
Analytic”. Project plan got approved with initial
$20,000 investment by senior management
• Got appreciated by Senior management for
playing a crucial role in crafting & finalizing
Guidewire – IGATE partnership/alliances for our
P&C business.
• Selected for “FAST TRACK PROGRAM” by BU Head
for being a consistent high performer for 3 years
KEYPROPOSALS&ProjectsUNDERTOOK
About the Client About the Deal/Project My Contribution Deal Size
Third largest global
insurance broker with a
turnover of $3.7bn
To provide the IT & BPO capabilities on Application
Support and Development services necessary to
support client’s large transformation program and
support the future growth agenda of client
• End to end Bid Management, Proposal Design, control & complete
ownership of Response Document
• Coordinated with Quality & R&I Teams, for enriching our responses with
Quality Improvement initiatives & creating innovative culture
• Ensured Proposal Compliance, business alignment of responses
• Maintained complete response document with version control & took
care of synthesizing all generic sections
• Did initial customer assessment – SWOT, Key Drivers, Current Pain Areas,
Competition Analysis, Value Proposition etc.
• Fit – Gap Analysis, Scope Analysis & Capability Mapping
• Customized solution to suit specific customers requirement & pain areas,
coming up with an integrated solution
• Crafted Program Governance, Team Structure
• Worked on our Value Propositions & key drivers for RFP
• Created content for SLA Management & Organizational Change
Management
• Prepared & presented Proposal Defense Deck
• Handled Customer visit end to end
• Contributed in developing delivery model, development methodology,
estimations, pricing etc.
• End to end Project Planning, Roadmap & Timelines, Consulting & Solution
Development
• Conducted Requirement Workshops at the customer locations
• Prepared high level AS-IS and TO-BE process maps and documented all
requirements in a BRD
USD 42M
for 5 Years
One of the leading fortune
500 US Health Insurer
To assist Client in building out an Innovative Global
Sales Platform which enabled sales processes &
operations from a lead through a sale by best
utilizing the latest technology solutions available in
market and enabling their Enterprise Mobility &
CRM Strategy
US$ 100
million
over 5
years
Largest fortune 500
Healthcare provider in the
world
QA services for Client’s Commercial business
covering Commercial, Specialty and Surety units
which represents the largest segment of their
business
USD 16.5M
for 5 Years
Largest healthcare services
provider in UK
IGATE is a strategic partner actively involved in
Support, Development, Testing and other IT services
for client since 2005. Client selected IGATE for
providing Managed Services Support for Client’s
Group IS Applications
US$ 35
million
over 5
years
A largest global corporation
that produces medical
technology related to
wounds and wound healing
IGATE got selected as a strategic partner providing
IT Service Desk & Deskside Support.
USD 18M
for 5 Years
774, C Block, AECS Layout, Bengaluru
SHUSHANT SINGH
Sunny291984@gmail.com
Shushant.Singh@igate.com
+91 9739264949
Manager, Presales | Bid Management | Sales
Enablement
3. 774, C Block, AECS Layout, Bengaluru
SHUSHANT SINGH
Shushant.singh@igate.com
Shushant.Singh@linkedin.com
+91 9739264949
Computer Sciences Corporation, Business Analyst, Associate Application Developer 1 Year: Aug, FY08 – July, FY09
RESPOSIBILITIES ACCOMPLISHMENTS RECOGNITIONS
•Was a member of Application development
staff for the client Hartford Life Insurance
•Worked as a Life Com Business Analyst in
Insurance Policy Knowledge Management
•Responsibilities included design and
development of application features
•Developed As-Is and to-be process maps
•Added five new modules in the master policy
file within 2 weeks
•Contributed in Tracker Activities Production
Support of System
•Developed and own complete set of Business
Process and IT Requirements. This includes
solution scope, process maps, use case
analysis, requirements document.
•Got several appreciations for setting up
a core Analysis Team for assessment of
all LifeComm projects’ lifetime
•Won “CSC ACCOLADES” Award for
exceptional display of technical and
inter-personal skills, 2009
Ranbaxy Pharmaceutical Pvt. Ltd., Summer Intern May, FY10 – July, FY10
RESPOSIBILITIES RECOGNITIONS
Worked with the Product Advisory Services team for the Launch of Liquid Injections
in the Punjab and Haryana for the client Alchem Healthcare
• Developed a B2B plan for third party production and planned distribution
channel for Alchem
• Developed Project Cost forecasts; process flow diagrams and process logs to
track and review key deliverables
Worked with the Production Supervisory team in monitoring & valuating Overall Foil
Loss and relevant Operational Cost Analysis related with it for client Ranbaxy
Awarded a Pre-Placement Interview for
outstanding performance during the
Internship period
INTERSHIP(IIMKozhikode)
Knowledge Faber UD Pharmaceutical Groups
•Analyzed the BPO/IT industry in
Australia, PEST and SWOT analysis, &
future growth prospects
•Studied the financial aspects &trend of
project investment return forecasts for
outsourcing for BPO/IT in Australia
•Analyzed market potential for non-
generic drugs in India
•Studied the prescription behavior,
adoption sequence, sales force size
and business potential for
Chandigarh Zone
LIVEPROJECTS
Network Survivability in optical
Networks, IIT Kanpur
•Developed a Software package for the
Network Survivability in optical
•Implemented several protocol on P-
cycles with Removal of Loop back, DCPC,
H-L Model optimal p-cycle
CERTIFICATIONS
AINS21 Certified:
Property & Liability Basics
LOMA FLMI (281 & 291)
Certified
APMP Certified
Bid/Proposal Professional
Internal Certifications: Business Analyst, Requirement Gathering, Estimations(Function Points, Use Case),
Insurance & Healthcare Level 1 & 2 Certified
Manager, Presales | Bid Management | Sales
Enablement