Sougata Mitra Business Specialist Smart Grid IT | OT | GIS
SOUGATA MITRA Building No 7A, DLF Cyber City, DLF Phase III, Gurgaon – 122 002 Flat No 2K, Block II, Sunny Bloom, PO Laskarpur, Kolkata 700153 +91 9910238111 | firstname.lastname@example.orgAbout Sougata Mitra Mission, Vision & Objectives Cultivate, generate & grow large scaleBusiness Development & Relationship Professional with about 15 relationships for the allotted accountsyears’ of experience in handling Large Enterprise customers with aiming to become a trusted advisor to thefocus on E&U Segment for last Seven Years. Solution comprised of U customer.Enterprise Applications, Geospatial Technology and Operations Use the experience of the market,Applications as the Solution driver. Have rich experience in understanding of verticals and businessvarious individual & leadership roles in customer facing business network to provide valuable inputs & supportroles as well as Backend sales Support. Present Engagement as to the Sales Team, which would be used in wIndia Business Manager - Smallworld Geospatial products with GE creating a larger mindshare.Energy. Accountable for the overall sales performance of thedistribution partners including the achievement of revenue, profit Strive to become A successful and respectedand sales with budget on a quarterly and annual basis in India. IT business professional acknowledged asEarlier engagements were with TCS Limited, SAP India, ESRI India being one of the important change agentsand Rolta India Limited. who enabled customers attain operation excellence and growth, thereby creating aProfessional Degree – BE (Chemical) from National Institute of vibrant and clean energy Economy by theTechnology Durgapur in the year 1997 Base Education of 1997. turn of the decade.secondary & higher secondary at St Xavier’s School/College,Ranchi.5 Differentiator Strong Industry knowledge (Business Drivers, Issues & Challenges) for Utilities.Industry Focus Expert in crafting high high-level & complex IT & OT integrated solutions.Solution Architect Successful track record in signing 5 Large deals with E&U customersNet new names Program Manager to First SAP ISU product implementation in India Government utilities. GoveTech hands-on Portfolio balanced on Products & Services by utilizing the experience gained in handling IT &Balanced offering OT solutions as a System Integrator and also as an OEM.5 Signed SAP Projects in Utilities IT led Business Transformation for the entire operations of Generation, Transmission & Distribution of State owned Power Utility CSEB.. The core Technology component was SAP ERP, SRM & IS Utilities. The system is presently being used by more than 2000 Executive at 250 different locations in the state. – 10 Million USD Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major Technology Program R-APDRP. The major components in the project were SAP Enterprise Applications (MBC, EAM & APDRP. Enterprise NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) and Operations support enabling e devices. – 50 Million USD Integrated Power & Water Billing for consumers based in area maintained by JUSCO, A Tata Enterprise. E2E implementation of Power Generation framework for OPGC (An AES company) Integrated Enterprise Asset Management comprising equipment and Human Resources with Billing for DPSC
BUSINESS ACTIVITIES / ATTRIBUTES Market Research Prospecting Propose & Evaluation Business Planning Account Plan Structure Deal & Bid Target Account & Geo Structure with VAT Negotiate & Close Thought Leadership Project Delivery Strategic Sales Solution Sales 1 Value Partner Program Management Customer Support Account Management: Experience in anchoring KNOWLEDGE UPDATE: Continuously build up domain knowledge and technical skills to large, complex, long be able to provide expert opinion on projects execution as well as business acquisition. sales cycle opportunities Practice providing multiple solutions to problems through existing and new requiring multi-service methodologies and then exercises judgment to determine most appropriate solution. line or cross-brand Develop sufficient expertise to write and present whitepapers and articles in recognized integration by engaging magazines and industry forums. Keep oneself aware about the new products & its the customer with the positioning, Key market communicating; presenting; adapting approach to meet Business Team of customer needs; overcoming objections; reporting; and closing. Domain & Product Specialists, Implementation Leads, Technical Support, and Support Organizations in Legal & Sourcing for each large opportunity. Customer Relationship: Strong leadership, interpersonal, communication and presentation skills; successful track record of interacting and building relationship with CXO level and ability to thereby influence decisions in a highly matrixes client environment. Industry Relationship: Build and manage strong relationships with key stakeholders across key functions to create a high pull for targeted solutions & an entry barrier for competitors Domain Solutioning: Strong Industry solutioning experience (Business Drivers, Issues & Challenges, and Trends& Solutions) for verticals in Utilities. Product Sales: Product Sales and Implementation experience in enterprise applications with breadth of knowledge across vertical solutions as well as corporate functions (ERP, EAM, SCM & HCM). Partner Ecosystem: Successful in Alliance Management in various System Integrators having undergone multiple time through the entire cycle of identifying the correct partner; build a value prop for the partnership, Identify potential customers and implement the GTM with a strong focus on the targeted business parameters. Business Development: Create innovative Solutions by considering industry, market, and other Partner Ecosystem to understand own area’s strengths, weaknesses, opportunities and threats; evaluate and pursue initiatives, investments and opportunities based on their fit with broader strategies; driving revenues by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close. Value sales: Knowledge of value articulation principals through different storyboarding techniques, with hands-on experience in proposal creation and leading proposal presentations. Business Planning: Experience in spearheading the coverage & territory assignment, shared resource capacity planning, quota setting and territory sales plan in coordination with Field Sales and support teams. Sales Forecast: Forecast annual, monthly and quarterly sales revenue and product demand in forecasting system. Update on an ongoing basis for production planning purposes and financial forecasting.
Team Leadership: Effective in providing advice and counsel on complex performance management issues to the team by addressing performance gaps and facilitates discussions/ process to assess appropriate action. Have Coached Team members on all aspects of performance including delivering feedback effectively and improving performance. P&L Ownership: Experience in Profit Centre Management; creating & managing budgets and establishing budgetary controls & monitoring systems. Solution Architect: Good understanding of System Integration with hands on experience in design and sizing of Infrastructure, communication & Network for enterprise applications implementation. Working knowledge on Application Integration Frameworks and middleware technologies. Thought Leadership: Author Industry White papers & Technology articles related to customer business to keep customers abreast with business & technology trends in the Electricity & Gas Utilities and the role of ICT in these industries. Business Operations: Making the day-to-day decisions required to manage the operations, including deploying resources, allocating costs, and directing activities accordingly; securing and comparing information from multiple sources to identify key issues; committing to an action after weighing alternative solutions against important decision criteria. Business Documentation: Maintain an accurate and documented CRM Pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to the management. Customer Support: Maintain appropriate levels of involvement in customer issues requiring resolution and escalation, including but not limited to invoices for License Fees, Maintenance, Consulting and Training. Continually search for ways to improve customer service and find flexible options to meet customer needs,Product, Services & Consulting for Business Management from SAP Unbundling of utilities, increased competition, stringent regulatory requirements coupled with health, safety and environmental norms driven Enterprise Asset Management Solutions. The Solution addressed various components in asset management in form of Asset Management: Work Management, Inventory Management, Contracts Management, Capital project Management & FFA. Customer Information System (CIS) and Billing solution to addresses competitive challenges and operational issues, and helps utilities adapt to the fundamental restructuring of the Customer Support Expectation. Technology-independent Business Intelligence framework which addresses various analytical and operational information needs of a typical utilities company in a de-regulated and competitive market environment. Integration of Automated metering Infrastructure (AMI) and Meter Data Management System with Utility applications like billing, customer care, and work and asset management system. Revenue Management Services Solution in Energy Billing in regulated & deregulated environment, Financial Supply Change, Energy Accounting & Demand Side Management.Smart Grid Solutions Grid monitoring and control processes through Demand Response, Distribution Management system & Control through SCADA from GE Energy Asset Management Solutions. Grid Asset Management through OMS, DMS, EMS , GIS & Mobile Workforce Management.
TIMELINES & ROLESORGANIZATION GE ENERGY (JAN 2012 – PRESENT) SENIOR SALES MANAGER- GIS Accountable for the overall sales performance of the direct sales force and distribution partnersPrimary including the achievement of revenue, profit and sales related expense budgets on a quarterly andResponsibility annual basis in India Region. Duties also include the management of the sales force to set and achieve their sales targets, seek new markets and expand sales within the Trade Area.Reporting Sales Director- Smart grid Team Size FourGeography Indian Sub Continent Location GurgaonORGANIZATION TCS LIMITED (OCT 2008–APR 2011) BUSINESS DEVELOPMENT MANAGER The Business Development Manager responsibility was to target sales of TCS’s entire portfolio of ITPrimary Outsourcing services including Consulting, BPO, ADM, IS and Engineering Services for targeted firms.Responsibility The work required developing revenue-producing relationships with decision-making CxO level executives at targeted firms, as well as drives the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.Reporting Country Sales Head – Energy, Resources & Team Size Indiviual Contributor Utilities.Geography Named Utilities Accounts in India Location KolkataORGANIZATION SAP INDIA (SEP 2006 – SEP 2008) SENIOR ACCOUNT MANAGER The role of the Senior Account Manager is to manager a number of key accounts in each specialistPrimary sector within the SAP domain. The Senior Account Manager develops field services businessResponsibility opportunities with existing clients and long-term relationships with these clients. As well as Account Management, the role will consist of working closely with the Pre-sales teams and partners in developing opportunities with new clients.Reporting Regional Director – East India & Bangladesh Team Size Indiviual ContributorGeography East & Central India Location KolkataORGANIZATION ESRI INDIA (JAN 2000 – AUG 2006) REGIONAL MANAGER Team Leadership: Lead the ESRI India East India operations servicing customers in East & North EastPrimary India.ResponsibilityReporting Senior Vice President Team Size SixGeography East & North East IndiaORGANIZATION ROLTA INDIA (AUG 1997 – JUL 1999) TRAINEE/SENIOR SALES EXECUTIVEResponsibility Coverage Sales of CAD/CAM/GIS products in territory of Bihar & OrissaReporting Branch Manager Team Size Indiviual ContributorGeography Bihar & Orissa
SHOWCASE CUSTOMER: CSEBChhattisgarh State Electricity Board Implementation Best practise Integrated solution that supportsGeneration, Transmission & Dedicated team allotted with best practices for power companiesDistribution (Unbundled) new department in EITC formed One-stop solution for transactionsHO: Raipur, Chhattisgarh for ERP headed by Chief and reporting through the use ofEmployee: 18000 + Engineer. interactive dashboardsConsumer 3 Million Strong mindset of the module SAP ISU IMPLEMENTATION AT CSEB leaders to cover the whole stateObjective: for training and support. (Total Provided leadership and managementEstablishing an integrated business location: 245) support to the project taking theprocess platform with the SAP for Firm decisions from responsibilities of ensuring ProjectUtilities solution portfolio, including the Management about dates of delivery meets the target of quality &SAP® Supplier Relationship migration from paper based to Time. This also supported the team inManagement application. online. form of faster resolution of issues andImplementation Partner: approvals. Core activity in the projectTata Consultancy Services Strategic & Financial benefits: initiation and pilot were:Key Challenges Increase of billing coverage. Co-ordinate, Lead and review the Integrate people, processes, and Transparent procurement implementation team for business power plants across the entire system with reverse auction. process evaluation, requirements business Reduction of spares in stores. gathering, system analysis, system Improve operational and Customers paid bills online, design, software / hardware applicability management decision making through ATM and through studies and system implementation plan. with better access to accurate Banks. Also laid major emphasis on Governance, data Regulatory boards query Entry-Exit criteria for tasks, PMO Automate manual and paper- response time decreased structure. based processes Increased productivity with Lead the signing of the milestone Adopt best practices for Energy centralized payroll operations achievement with PM, SME and Module Billing & Customer Financial leads and book revenue for the same. Supply chain. Why SAP Was Selected Evaluate alternatives, submit proposal Optimize the performance of Demonstrated understanding and extend the present contracts for aging assets and expertise in the power accommodating the change seeked by industry the customer and inform Revenue team to incorporate the same in system.SHOWCASE CUSTOMER: RAPDPRP WBSEDCLPower Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s majorTechnology Program R-APDRP. The major process areas which are under implementation are Distribution Management,Energy Sales, Operation & Maintenance and Customer Information System. The major components in the project were SAPEnterprise Applications (MBC, EAM & NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, DocumentManagement, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for theproject was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) andOperations support enabling devices. OBV was 206 Crores for 2009-14. Solution ownership, Effort Estimate & Alternative products of the business applications for different modules (SAP & Oracle) and GIS architecture (ESRI & GE Smallworld) considering the existing implementations undergoing in WBSEB, MPEB, GEB & CSEB. Collaborate with OEM for product positioning, license optimisation, feature mapping and finally the pricing and mandated documents for the bid submission. Showcase solutions with GEB, CSEB & WBSEB on SAP and incorporate changes in the structure if required.The most dificult situation we faced when the RFP came out in Public and there were hardly any time between thesubmission date. Each and every member of the team showed extreme dedication and we manufactured bids, collated itand submitted the same. The results was quite pleasant as we won WBSEB, MPEB and GEB within a month of the starting ofawarding the bids. We finished with winning OBV about 1100-1200 Crores, much ahead than any other competitor. For thissuccesful 12 month Sales Cycle Completion, TCS Management confered us the “Champion Team” award for 2009-10 year.
THOUGHT LEADERSHIPShare self written / analysts various methodologies, point-of-view, research and white papers. Co-create with partners &Customers utilizing the same in building relationship. Apart from the above, also share the Industry Best Practices & GlobalTrends, Customer Networks and Industry Networks.List is the White papers and articles for E&U segment authored/co-authored by self:GIS: Lifeline for Utilities POV about the touch points of GIS technology in Distribution and the change in the workforce activitySAP for the Indian Brochure for Positioning SAP in DISCOM with case studies in India.DISCOMWEDO Workforce Engineering & Design Optimization: Bringing OT, IT & CAD togetherJCMIS Study Report: Report on Jharkhand Chief Minister Information System integration with GISMix Mode GIS for White paper on using multiple platform for transmission for cost optimization and integrationTransmission pathsPERSONAL DETAILSCommunication Address Flat No 2K, Block II, Zone III, Sunny Blooms, Purbapara, PO Laskarpur, Kolkata- 700153Telephone No +91 9910238111 Email email@example.com +91 9910582080 Sougata.firstname.lastname@example.orgCurrent work Location Gurgaon Location Preference Kolkata, Mumbai or NCRNotice Period 30 Days Passport Available. Valid till 2019Current CTC 23 Lacs per annum Expected CTC On discussionFathers Name Ashis Mitra Date of Birth 27 August 1974Marital Status Married Nationality IndianLanguages known English, Hindi & Bengali Travel No Restriction