Umesh Jamwal has over 20 years of experience in sales leadership, business development, and strategic partnerships in the telecommunications industry. He has a track record of exceeding sales goals and growing revenue while leading teams. Some of his past roles include Regional Director at Nominum Inc. where he helped grow sales by 17% and profit by double digits, and Country Head for SAP India where he established their mobility business and grew sales 130% over three years.

1. UMESH JAMWAL
642 Mall Road ▪ Sector 29 ▪ NOIDA-201301(UP)▪ INDIA
Telephone: +91 981.182.1944 ▪ Email: ujamwal3@gmail.com
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 Specialties: 15+ years developing business plan and sales strategy with short-term and long-
term horizon | 8+ years in team building and leadership, channel sales execution & management |
Communication service provider, enterprise sales | Technology evangelism | Account
Management| Nurturing and managing all facets of relationship in a global, matrix environment |
Negotiation & deal closure of strategic importance | Tactical execution of qualified business
opportunities
 Entrepreneur with turnaround and transformation expertise spanning over 20+ years, associating
and running global organizations, successfully built and replicated “High performance teams”
resulted in accomplishment of path breaking, innovative, taller enterprise goals
 Developing the Go to Market Plan for software applications, solutions and services spanning all
major industries, enterprise including financial services, healthcare, government, defense,
utilities, telecommunications etc., driving sales, thought leadership and management, influencing
client strategy, business outcomes, analysts and partner relations
 Met and exceeded regional sales, revenue goals for individual and team, channel partners etc.
 Commercially savvy leader with strategic outlook – delivered results(22 quarters of sales growth)
while developing a long-term vision for India and provided the impetus and direction for the
achievement of strategic goals
 Helped turnaround the company and grow it in the face of adverse business environment. Sales
have grown over 17% and operating profit grew from low single digits to high double digits.
 Demonstrated account management by establishing priorities and communicating to
direct/channel sales team, supported the development and execution of tactical sales campaigns.
 Partner with US HQ marketing team to develop regional marketing activities, programs,
incentives, product updates and customer promotions within the business marketing budget
requirements.
 Actively support targeted named accounts and VAR’s through all stages of the sales cycle
including sales planning and delivery of sales programs/incentives to promote awareness and
stimulate demand.
 Participate in global and regional trade shows, including delivery of seminars to a diverse
audience, end user corporate influencers and technical administrators.
 Engage and leverage internal groups (i.e. Alliances Team) to identify applications, tools and
resources available to end customers, articulating value proposition successfully
 Excellent presentation, communication, interpersonal and negotiation skills that can clearly
articulate value proposition, buy-in with CMO,CTO,CIO buyer community
 Maintained up-to-date knowledge of emerging technology trends and governing regulations
impact on social/digital, mobile, analytics and cloud computing, net neutrality etc.
Professional Experience:
Regional Director-South Asia, Nominum Inc. Redwood City, California 2013-2014
 Develop business plan, create new opportunities across Nominum solution portfolio for
communication network infrastructure and automation, sales strategy for suites of applications,
solutions and services based on Vantio cacheserve core DNS engines, ThreatAvert network
security,N2 applications for customer care, subscriber safety, parental controls, in-browser
subscriber messaging, network insights, business analytics, data management and technology
consulting.
 Single-handedly steered the company’s entry into the South Asian market by forging a strategic
partnership with the ACI vendors, channel partners in India & Sri Lanka
 Lead Generation: Proactively identifying and developing new business and clients through
existing industry connect, targeted calling and sales campaigns

2.  Turned around and scaled up revenues, double digit profitable growth, displacing the competition
while retaining and growing existing customer-base
 Qualified and acquired multi-million new business, met and exceeded sales quota and revenue
goals for FY 2014
 Acquired at least three tier-1 customers: Bharti Airtel, Tikona Digital ,Idea Cellular and Axiata
properties(combined value of contracts awarded>$10M)
 Sold perpetual software license, multi-year support contracts, network security solutions, big data
analytics for consumer insight
 Nominum collaborated and partnered with SUN/Oracle, HP & Millennium IT teams for feasibility
study to develop innovative technical solutions to maximize addressable communication service
provider market resulting successful PoCs, Pilot trials within target prospects- Reliance Jio,
BSNL/MTNL, Idea Cellular, Tikona Digital & Axiata properties.
Country Head-India & Sri Lanka, SAP India New Delhi 2008 –2012
 Opened up market for SAP mobility portfolio in South Asia, including the research, consulting,
solutions, services, systems and mobile secure software, mobile applications and cloud platform
services business (SaaS, IaaS, PaaS).
 Formulate and implement the overall business strategy, program management, new business
development, client relations and communication strategy to accomplish organizational goals.
 Prepare GTM for new service offerings in mobility, cloud and in-memory database ecosystem.
Provide thought leadership initiatives with CxOs, IT managers and leading research analysts.
 Led account teams for sales enablement, account mining initiatives, alliance-driven revenue
strategies with key strategic partners.
 Building project delivery capabilities across the organization in cloud and mobility.
 Business strategy, planning and governance for cloud computing, enterprise mobility, A2P
enterprise messaging delivery and target audience sales campaigns.
 Improve on the business development initiatives, sales, relationship management & the
operational support for the emerging technology space, across verticals and geographies etc.
 Invests and build relationship to develop insight into client’s strategic/business plans, articulates
SAP solution proposition, key differentiators-simple, networked and real-time, on-prem, cloud and
hybrid applications
 Evangelizing and supporting customers, partners in multi-platform integration, large and complex
deals in competitive scenario
 Contributed and supported sales, sales engineering, consultants and channel partner teams for
customer presentation, solution documentation, proposal generation, competitive positioning etc.
 Grew the mobile service provider, content, applications and enterprise messaging service
business in the region from standing start in 2008 through to being the leading SAP mobile
product set sold in the region by the end 2012.
 From zero to 50+ clients in just over three years, with 130% year-on-year growth by 2012.
 Met and exceeded Country sales quota ,contributed in team achieving cumulative sales of
$25M+(2008-2012), maintaining double digit profitable growth and account penetration within the
region, market segment by effectively selling the Sybase+SAP mobility solutions-SaaS, IaaS,
PaaS.
 Won mobile service provider VAS(international SMS,MMS) outsourcing contracts and enterprise,
content brand provider business. Implemented new business models like hosted, managed
capacity, mobile number portability, RCS & managed services: Aircel, Bharti Airtel, Idea Cellular,
Reliance,Tata DoCoMo, MTS, Uninor, Axiata properties, Mobitel, Etisalat Lanka, BSNL/MTNL
etc.
 Structured alliances for new technologies-GRX, IPX, LTE roaming, diameter signaling protocol,
new enterprise business ideas replicated globally: TNZi, Cable & Wireless and Mavenir Systems.
 Contributed in acquiring 25+ communication service providers, enterprise, BFSI customers as
well an ecosystem of 10+ partners. This business was contributing $10M+ within Sybase/SAP
globally($100M+),

3. Account Sales Director, Coriant(formerly Tellabs Gurgaon) 2007-2008
 Define and execute territory / account sales plans for India service provider, enterprise market
met and exceeded sales goals (quotas) through prospecting, qualifying, managing, negotiating
and closing sales opportunities within the target accounts
 Develop and manage sales pipeline, prospect and assess sales and move a large number of
transactions simultaneously through the sales pipeline.
 Establish and maintain relationships with data centre decision makers focused on server,
application, OS, storage and network automation and virtualization architectures.
 Engaging with Coriant resources in qualifying opportunities, develop proposals, deliver customer
presentation and/or demos ,training sales and partner team, prioritize activities throughout the
sales cycle; including business solutions group, product management and sales engineering.
 Presenting and articulating Coriant’s 7100,8600 packet-optical transport and mobile backhaul
strategy at industry events
 Organized proof of concept, pilot trials for metro Ethernet, packet-optical transport, and mobile
backhaul solutions to target prospects-Reliance, Idea Cellular, Vodafone etc.
 Nurturing and leveraging C-suite relationship while qualifying, developing new business for
Coriant through tier-1 communication service providers, enterprise- BSNL/MTNL, PGCIL,
Reliance Communications, Idea Cellular, Vodafone etc. targeted sales campaign to win
opportunities for mobile backhaul, data networking and cloud business.
 Supported the production of high quality proposals, RFI’s presentations, compliance information
and bid document, network design overview etc., structured, negotiated and closed deals of
strategic importance
 Manage and track customer and transactional information in a CRM database systems for weekly
management reporting purposes
 Key wins- BSNL/MTNL MLLN($10M), PGCIL, Reliance, Idea and Vodafone mobile backhaul and
packet-optical transport solutions($15M)
 Deployed Coriant solution for disaster recovery, enterprise business continuity, including data-
center infra components(SAN, LAN, server), OS Software(Windows, Linux, Solaris),applications,
data service provisioning, management and automation(Tivoli, Openview)
 Achieved $10M in sales bookings for 2007 and achieved 110% of sales quota.
Achieved $16M in sales bookings for 2008 and finished at 125% of quota-YTD.
Senior Manager-Sales& Marketing, Alcatel-Lucent Gurgaon 2000-2006
 Developed and executed the strategic and tactical account plan for Lucent Technologies focusing
on established and new entrant fixed line & wireless cellular operators.
 Prime contributor in developing opportunities across portfolio-Core networks, 2G & 3G
(GSM/CDMA), services, packet-optical transport, and most recently Long Term Evolution (LTE)
business.
 Supported regional marketing events – including customer specific forums. Organized Bell Labs
innovations roadshows for customer centricity, industry, policy makers, standards bodies(TEC)
and academia (IIT) in 2 different cities around the region resulting lead generation and sales
pipeline growth.
 Helped India-CT business turn around by achieving financial closure to $125M MTNL GSM
contract.
 Negotiated and closed deals in excess of US $150M for enterprise, utility and department of
defense and homeland security customers in India, Nepal, Sri Lanka ,Bangladesh and Malaysia
 Positioned all-IP product segment solutions via internal development and OEM relationships.
• Developed most successful products in company history based on Vital QiP, PSAX and Juniper
portfolio of core routers and switches, SGSN, GGSN, PCRF and Cisco PDSN for BSNL NIB,
MTNL NGN and Indian Army Corps of Signals CDMA wireless security projects.
• Met and exceeded $50M in annual revenues, near-constant margin of 40%.

4.  Timely sales response to qualified opportunities, contributed in the production of high quality
proposals, RFI’s presentations, Network overview and supporting bidding and compliance
information-BSNL GSM/UMTS projects.(L1 with Motorola, $90 per line bid)
 Supported cross-functional teams to articulate and develop revenue opportunities in the existing
and qualified /new named accounts
 Negotiated multi-million, multi-year commercial and legal agreements with customers
 Met and exceeded sales quotas, revenue goals: contributing $150M+ out of cumulative sales of
$1B+(FY 2000-2006)
 Displaced competition in BSNL/MTNL, Reliance, Department of Defense and Homeland
security while retaining and growing customer installed-base
Attributes:
 An individual having comprehensive and conceptual knowledge of the Indian market in telecom,
enterprise , Government, Defense, Utilities, and BFSI sector.
 Highly skilled trusted advisor, committed to cross-functional, multi-cultural global teams using
interactive and motivational leadership that spurs people to willingly give their best and loyalty
 A social and well-travelled individual with excellent communication, empathy & listening and
people management skills that have been honed through mentoring and empowering large and
diverse team of sales, pre-sales, marketing, finance and channel sales.
 Customer & partner advocacy to help evolve global strategy with local market realities,
accountable for India partner business performance, identifying partner growth opportunities,
defining business strategies, and resource needs in partner capacity, capability and commitment
to ensure it realizes its full growth potential
 Firmly dealt with ambiguity and change, leading the team through change successfully
 Invests in relationship, exhibited strong customer management skills, outmaneuvered
competition.
 Ensures compliance, accountability for all opportunities in pipeline tools and process discipline.
Recommends and implements pipeline management, opportunity tracking practices, presentation
software and sales engagement tools-SFDC, SAP CRM, Box, ClearSlide etc.
Education:
 Bachelor of Technology, Electronics & Communication Engineering, National Institute of
Technology
 Target Account Selling and Leadership Training, LMI Inc.