Exploring new career in sales management,technology evangelism- having worked in silicon valley for mid-stage technology company 2013-2014

1. UMESH JAMWAL
642 Mall Road Sector 29 NOIDA-201301(UP), INDIA
Tel. +91 981.182.1944; Email: ujamwal3@gmail.com
Executive Summary
 15+ years developing business plan, driven strategy for monetizing innovations, growth in
emerging markets for Fortune 100 and mid-stage technology Companies- Nominum Inc.,
SAP AG, Coriant , Lucent Technologies, Siemens AG
 8+ years leading top-performing sales teams for software services, applications, data
networking transforming the largest enterprise customers across the South Asia region
 22 quarters of driving exceptional, sustained revenue growth and profitability with large
enterprise customers, tier-1 communication service providers in the region.
 Business development person who can step right into the organization and get the sales
pipeline activated.
 Executive presence and previous Board room/CEO connections.
 Seasoned leader who has past history of managing end to end operations of an established
business base of $20M+ in network automation, virtualization, cloud orchestration and
applications software industry. (SaaS, IaaS, PaaS)
 Customer and partner advocacy by building and replicating global team of exceptional
people, delivered world-class services with channel partners, earning customer confidence,
trust, and loyalty by improving the overall customer and partner experience.
 Highly motivated, result-driven business leader that motivates and coaches sales managers
and teams to drive multi-million , multi-year perpetual software license and support renewal
services business, technology consulting etc.
 Documented strategic sales growth within the geography by partnering with channel sales
reps to lead well-managed, high-performing services sales teams and business resulting in
long-term, predictable revenue growth@17%,near-constant margin@40% and satisfied
enterprise, CSP customers.
Specialties: Enterprise sales strategy planning and development, building core sales team, Large
account management, channel partners, Nurturing and managing multi-faceted relationship in
global, matrix environment, Sales Reporting/Forecasting: SAP WBS client, SFDC, Motivating leader,
Compelling communicator, well-networked in the industry influencing the clients, Driving results
and meeting and exceeding customer expectations, organizational goals, Vivid traveler and great
networker
Work Experience
2013-2014: Regional Director –India & SAARC, Nominum Inc. Redwood City, CA, USA
 Develop short/mid-term sales strategy factoring in regional trends, corporate strategy and
direction
 Support APJ leadership team on ‘quick wins’ on key GTM areas(sales, operational
transformation, new product introduction and demand generation, channel sales planning

2. plus business development of Nominum’s Vantio cacheserve DNS Engines, DHCP,
ThreatAvert Network and mobile security applications software, Big Data Analytics across
South Asian communication service provider, enterprise markets
 Targeted annual revenue~$10M of sales bookings and at least $7M delivered revenues from
DNS/DHCP perpetual license, multi-year support, N2 applications, Big Data Analytics
solutions and services across the region.
 Expanding the sales opportunities within the region by locating new opportunities with Tier 1
and Tier 2 telecommunication service providers in the region- Idea Cellular, Bharti Airtel,
Reliance Industries, Vodafone;
 Identifying and securing new high quality resellers-HP,SUN/Oracle, Mahindra Comviva/ Tech
Mahindra, TCS, IBM, Wipro etc.;
 Actively managed and mobilized US HQ resources to deliver comprehensive solution
proposition for DNS/DHCP and Carrier grade applications, marketing analytics and value add
services-Subscriber notifications, Parental control, Network Protection & security, mitigation
of botnets and DNS amplification attacks
 Establishing marketing events, network security conference, Lightreading webinars that
support demand generation, sales pipeline and market profile for the company by working
with US HQ marketing team
 Provide accurate SFDC reporting and forecasting for the region;
 New business deals: Bharti Airtel, Idea Cellular, Tikona Digital, Axiata properties , exceeding
the annual sales quota for FY 2014; sales pipeline growth, new named accounts for FY 2015
2008-2012: Country Head- India & Sri Lanka, SAP Mobile Services
Supervisor: SAP VP – APJ
 Developed business plan, successfully executed GTM strategy for the enterprise mobility,
mobile VAS, in-memory database , big-data analytics, technology consulting services for
Sybase/SAP, supporting the channel sales team in exceeding quarterly and annual sales
targets~$10M
 Leveraged industry and market expertise to develop sales channels across South Asia, and
provided extended service portfolio to Indian/Sri Lankan carriers/enterprise/BFSI segment
 Core focus on deployment of a global IP/IPX platform (PaaS) for GRX/BlackBerry enterprise
services, LTE roaming and diameter signaling, data traffic management/Analytics, SMS and
MMS mobile messaging related VAS services (SaaS).
 Mentored and managed sales/pre-sales and operations/technical staff in 5 Offices (Delhi,
Mumbai, Pune, London , Singapore)
 Driving social, digital launches of our brand ”Sybase365 Mobile Services, an SAP company”
 Selling international SMS inter-connect solution, enterprise content and marketing
campaigns for P&G, Nokia smart phone devices and driving business with leading global
partners, transit gateway providers etc.
 Vendor development; negotiating least cost routing, better MO/MT pricing calculating
margins and competitor, partner analysis etc.
 Supported regional events, taking care of all marketing and operational initiatives related to
mobile commerce business
 Ensured all parameters – service provider pricing, enterprise content, marketing campaign,

3. route and rate listing, customer solution documentation is regularly updated and complied
with country specific regulations
 Ensured customer- fulfilment of all requested routes, onward and return messaging
confirmation, delivery-reports, reconciliation for low-latency, high priority Nokia, P&G bulk
messaging campaigns , high ROI orders
 Raise awareness of Sybase mCRM, mobile commerce(Pay Box) financial inclusion products
 Implemented and committed to sales process discipline(SFDC,SAP CRM), assigned
accountability including the development of long-term sales strategy & action plans,
business cases, nurtured multi-faceted customers’ senior management relationship ,
influencing, stage-managed key decision makers while responding to the mobile operator
RFI/RFPs(displacing competition from the account).
 Target Accounts - Bharti Airtel, Vodafone, Idea Cellular, Reliance Jio, Tata DoCoMo, Axiata
properties, Etisalat , Mobitel, Nokia, Citi, HSBC, SCB, P&G etc.
 During Sybase tenure, I contributed towards international sales from a start-up mode to
$10M in revenues by securing 30 communication service provider/enterprise customers
Key Achievements:
 Supported, managed cross-functional team of sales, pre-sales, support, network operations,
services. Total P&L (top line, bottom line and margin), cash flow, and sales responsibility
• Revenue growth exceeding 20% in 2009 and near-constant margin 10.5%
• Revenue growth exceeding 28% in 2010 and 11.6%
• Revenue growth exceeding 100% in 2011-12 (estimated)
 Customers: Bharti Airtel, Idea Cellular, Reliance Communications, Dialog Axiata, Mobitel,
Etisalat Lanka, Tata DoCoMo etc.
2007-2008: Account Sales Director – Service Provider, India ,Coriant/Tellabs Inc.
Supervisor: Country Manager
 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/Tellabs business solutions group in qualifying opportunities, develop
proposals, deliver customer presentation and/or demos, training sales and partner team,
prioritize negotiating and closing activities throughout the sales cycle.
 Presenting and articulating Coriant’s 7100,8600 packet-optical transport, MPLS edge routing
and mobile backhaul strategy at industry events
 Organized proof of concept, pilot trials for metro ethernet, packet-optical transport, and

4. 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.
Key Achievements:
 Achieved $10M in sales bookings for 2007 and exceeded 110% of sales quota.
Achieved $16M in sales bookings for 2008 and exceeded 125% of quota-YTD.
 Key wins- BSNL/MTNL MLLN($10M), PGCIL, Reliance, Idea and Vodafone mobile backhaul
and packet-optical transport solutions($15M)
 Deployed Coriant/Tellabs 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)
2000-2006: Senior Manager –Sales & Marketing,Lucent Technologies
Supervisor: President & CEO,Lucent INDIA
 Lucent Technologies provides high-performance IP and cloud services, packet-optical
transport network infrastructure products, applications , solutions and managed services
 Developed and executed strategic and tactical account plans, technology solutions for tier-1
communication service providers, enterprise , energy, utility, transportation customers etc.
 Key account management with full P&L responsibility for target accounts- BSNL/MTNL,
Department of Defense and Homeland Security, Reliance etc. (contributing $500M in global
revenues of US $13.1B)
 Supported, managed cross-functional team of sales, pre-sales, support, network operations,
services. Total P&L (top line, bottom line and margin), cash flow, and sales responsibility
 Contributed in turnaround of largest contract(s)win outside of North America, and second
biggest contract in company history- ITI BSNL/MTNL GSM Contract, Reliance CDMA Pan
India wireless network. Announced value of $450M++, with far greater growth potential
over next 7 years.
 Partnered with ITI, BEL, channel sales, high-performing managed services sales teams and
business resulting in long-term, predictable revenue growth and satisfied Lucent customers.
Key Achievements:
 Achieved and exceeded sales quota year on year through large network operator accounts

5. like Reliance Communications CDMA,EVDO(including Reliance Globalcom), BSNL/MTNL GSM
Network
 Revenue growth exceeding 30% in 2004 and near-constant margin 40%
Revenue growth exceeding 50% in 2005
Revenue growth exceeding 100% in 2006 (estimated)
 Managed NTC Nepal, UTL Accounts for Wireline and Wireless portfolio>$10Mn Revenue
Every Year
1992-1999: Assistant Manager-Marketing, Siemens Ltd., Koshika Telecom, GSM Mobile
Services Start-up
 Created the regional marketing organization for Siemens Ltd. focusing on established and
new entrant telco, wireless cellular operators, large enterprise etc.
 Qualified and secured strategic partnerships and alliances with telecom equipment vendors,
solutions partners, system integrators to accelerate market development for service
provider, large enterprise business, cross-sell, up-sell opportunities in the existing accounts.
 Provide deep telco industry subject matter expertise in the areas of end to end business
process transformation, BSS/OSS domain, and next generation network technology.
 Providing thought leadership for solutions development and client positioning in emerging
trends – 3G, Enterprise, Convergence, CEM, Operator Analytics
Accomplishments
 Recognized for the continuous outstanding performance while managing the country/region
sales objectives-Presidents Club, Achievers Club, Global Sales Forum awards for the APAC
Region-2003,2004,2005,2006,2008,2009,2010,2011
 Negotiated and closed multi-million, multi-year managed services contracts with tier-1
communication service providers- Spice Mobile (Idea Cellular Ltd), Escotel(Idea Cellular),
BPL Mobile(Loop Mobile), BSNL, Department of Defense & Homeland Security etc.
 Successfully managed channel partners- Cisco , 3Com and Bay Networks for large enterprise
deals -SmithKline Glaxo, Nestle, SAP Labs, Oracle, GAIL, PGCIL, ONGC,IOCL, EIL, NTPC.
 Met and exceeded sales quota > Euros 5mn, averaging 110%
Education
 Bachelor of Technology, Electronics & Communication Engineering, National Institute of
Technology , Durgapur, INDIA
 Target Account Selling and Leadership Executive Learning Program, LMI Inc.