Resume sales coal enu


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Resume sales coal enu

  1. 1. SOUGATA MITRABuilding No 7A, DLF Cyber City, DLF Phase III, Gurgaon – 122 002Flat No 2K, Block II, Sunny Bloom, PO Laskarpur, Kolkata 700153+91 9910238111 | iamsougata@gmail.comEXECUTIVE DIGEST  Business Development & Relationship Professional with about 15 years’ of experience in handling Large Enterprise customers.  Solution Portfolio - Enterprise IT, Operations IT & GIS.  Expertise - Sales Management, Business Development, Business Relationships, Leadership, Marketing Strategies & Business Support with multiple awards and recognition from Employer, Customer & Ecosystem.  Successful track record of selling IT & OT solutions in major accounts in the vertical of Energy & Utilities, Mining, cessful Government & Manufacturing.  Deep experience & expertise in multiple activities as in Strategic & SSolutions Sales, Team Leadership, Solution Engineering, Bid Management, Technical & Commercial negotiation, program management and operations. operation  Present Engagement as India Business Manager - Smallworld Geospatial products with GE Energy with earlier patial e engagements were with TCS Limited, SAP India, ESRI India and Rolta India Limited.  Professional Degree – BE (Chemical) from National Institute of Technology Durgapur in the year 1997. Base Education of secondary & higher secondary at St Xavier’s School/College, RanchiMISSION: Cultivate, generate & grow large scale relationships for the allottedaccounts aiming to become a trusted advisor to the customer. Use the VERTICAL EXPERIENCE & EXPERTISEexperience of the market, understanding of verticals and business network to Focus Industry Solution Salesprovide valuable inputs & support to the Sales Team, which would be used increating a larger mindshare.  Power Utilities value chain of Generation, Transmission &VISION: Strive to become a successful and respected IT business professional Distribution and Retail.acknowledged as being one of the important change agents who enabled  Coal Planning, Production &customers attain operation excellence and growth, thereby creating a vibrant Business.and clean energy Economy by the turn of the decade.  State Government DepartmentOBJECTIVE: The next step for me in the career ahead is to engage with an Line of Business Salesorganization in business role which serves large Enter Enterprises providing  Education & ResearchTechnology Solutions in form of end to end IT Services Products and Advisory Services,  Public Sector undertaking undertservices.. The ideal role would be in which organizations are searching for a  IT Service Providersenior professional for delivering a well well-managed, profitable and growingbusiness produced through relationship excellence and sales excellence roducedpractices.SOLUTION OVERVIEWINDUSTRY UTILITIES COAL & MININGLine of Business SAP ERP, CRM, SRM & HCM SAP ERP, SRM & HCM and GISSolutionsIndustry Solution SAP IS Utilities. Focus area of SAP IS Mines. Focus area of Asset Customer Support, Asset Management, Operation Risk & Management , Energy Billing Compliance and Workforce Mgmt & Workforce ManagementOT Solutions GIS, OMS, DMS, EMS from GE GIS, SAP MII Energy
  2. 2. MAJOR ROLES EXECUTED : E&U SEGMENT BUSINESS Solution Sales Specialist - Utilities Demonstrated success in Identifying, Qualifying and contribute to close of solution sales opportunities in the vertical of Utilities. Domain knowledge on the utilities market segment priorities, challenges and the role of IT & OT as a solution. Fully aware of the high-level & complex IT & OT integrated solutions, and deep understanding on the solution area of Enterprise Support, Grid/ Asset Management & Control, Customer Support, Energy Billing and Workforce Management. Client Partner Strong leadership skills, an ability to operate in positions requiring significant self direction and motivation Focus on understanding of the customer business, strategies, Markets, competitive landscape and operating methods and Craft customer-focused strategies that deliver positive impact for customer, customer’s customer and own business. Manage conflict at all levels, driving through acceptable outcomes for all stakeholders and drive the relationship to a strategic Level. Business Development Manager 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.ATTRIBUTES Sales Leader Experience in anchoring large, complex, long sales cycle opportunities requiring multi-service line or cross-brand integration by engaging the customer with the Business Team of Domain & Product Specialists, Implementation Leads, Technical Support, and Support Organizations in Legal & Sourcing for each large opportunity. Strong leadership, interpersonal, communication and presentation skills; successful track Trusted Advisor record of interacting and building relationship with CXO level and ability to thereby influence decisions in a highly matrixes client environment. Effective in providing advice and counsel on complex performance management issues to the Team Leader team by addressing performance gaps and facilitates discussions/ process to assess appropriate action. Value sales: Knowledge of value articulation principals through different storyboarding techniques, with hands-on experience in proposal creation and leading proposal presentations. 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 Maintain an accurate and documented CRM Pipeline of opportunities (prospects and suspects) Documentation and provide appropriate communication of such to the management.
  3. 3. E&U SOLUTION MAP Smart Home AMI Infrastructure Smart Grid Infrastructure SERVICES TRANSFORMATION SERVICES INTEGRATION & DATA OTHER SERVICES Infrastructure InfrastructureSECURITY, STANDARDS & INTEROPERABILITY Home Area Local Area Wide Area Communication Network Network Network Meter Data Demand Customer Customer Service Response Relationship Customer Portal Credit & Revenue Metering & Billing Management Project & Cutover Business Change, Business Intelligence Data Services & System Integration, Consulting ADM, IS, BPO & Service SCADA Distribution Outage Distribution Management Management Management Network Planning Asset Work Operations & Control Management Management Trading & Settlement Risk Management Power Resource Contract ManagementSoftware Product – Desktop Use Enterprise Application IT Services Suite of application built to be platform Implementation and managementSingle / Suite of application built to be for further development by hired IT Services of the Enterprise product thatused without any further development Service Provider. Revenue is from Sale meet the needs of the business. ITby customers, businesses or of Software package, Technical Services drives the revenue.consumers. Revenue is from Sale of Support and Packaged Services.Software package & Technical SupportSoftware Products handled are as Software Products handled are as Services Offering handled are asbelow: below: below: GE Smallworld GIS Products in  SAP ECC/ Business suite in ERP,  System integration projects Electric Office, PNI, CST, GDO, GTO CRM, SRM & HCM containing Hardware, Network, & Mapframe.  SAP Industry Solutions for Utilities, Application implementation & GE Energy Poweron for OMS, DMS Public Services, Mining & Support. & EMS with SCADA Manufacturing  ADM ESRI ArcGIS Desktop with  SAP Netweaver certified products  Outsourcing / Managed Services Extension  IT Advisory Services Integraph Geomedia GIS Products  Business Transformation support.CAREER BRIEFGE Energy(Jan 2012 – Present)Senior Sales Manager – Smart GridGurgaon | India RegionAccountable for the overall sales performance of the direct sales force and distribution partners includingthe achievement of revenue, profit and sales related expense budgets on a quarterly and 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 expandsales within the Trade Area.Client: NDPL, CSEB, Tata Telecom & AirtelMajor Wins:  GE Smallworld based Solution for RAPDRP Project in Chhattisgarh State Electricity Board  GE Smallworld Network Maintenance & Design Application for Sterlite.
  4. 4. TCS Limited(Oct 2008–Apr 2011)Business Development ManagerThe Business Development Manager responsibility was to target sales of TCS’s entire portfolio of ITOutsourcing services including Consulting, BPO, ADM, IS and Engineering Services for targeted firms. The work requireddeveloping revenue-producing relationships with decision-making CxO level executives at targeted firms, as well as drivesthe sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.Client: CSEB, CSPDCL, WBSEDCL, OPGCMajor Wins:  SAP ERP & IS Utilities in CSEB  RAPDRP West Bengal  SAP Project at OPGCSAP India(Sep 2006 – Sep 2008)Senior Account ManagerThe role of the Senior Account Manager is to manager a number of key accounts in each specialist sector within the SAPdomain. The Senior Account Manager develops field services business opportunities with existing clients and long-termrelationships with these clients. As well as Account Management, the role will consist of working closely with the Pre-salesteams and partners in developing opportunities with new clients.Client: CSEB, CSPDCL, OPGC, GRSE, JUSCO & HER InstituteMajor Wins:  EC&O based SAP Implementation  SAP Implementation at JUSCO  Expansion at CSEBESRI INDIA(Jan 2000- Aug 2006)Regional ManagerSpearheading the coverage & territory assignment, shared resource capacity planning, quota setting and territory salesplan with Field Sales and support teams. Forecast annual, monthly and quarterly sales revenue and product demand inforecasting system. As Team manager, one had to provide advice and counsel on complex performance managementissues to the team by addressing performance gaps and facilitates discussions/ process to assess appropriate action.Coach Team members on all aspects of performance including delivering efficiently and improve effectively.BUSINESS WITH LARGE ENTERPRISELarge Enterprise: Organisations who have invested in manpower/ materials to conduct business which could be multi-product, multi- location or Transnational in one location. Most of the largeenterprise have varios methods of conducting business which have evolved overtime. LE customers invest in IT Solutions for operational excellence, bettercustomer support and conduct business across the globe. Government ownedorganisation is always considered as a part of LE space irrespective of size orlocation.Natural Resources Data Custodian, Government of India Geological Survey of India Survey of India National Atlas &Thematic Mapping Organization North Eastern Space Application Center & RRSSC (Department of Space)Mine & Mineral Processing Coal India Limited and its subsidiary companies. Tata Steel
  5. 5. THE FIVE SAP WINS 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 & 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 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 DPSCRAPDPRP 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 . OBV was 206 CroresThe most challenging 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. For this succesful 12 month Sales Cycle Completion, TCS Management confered us the “ChampionTeam” award for 2009-10 year.CSEBIn order to be at the forefront of the ‘power revolution’, Chhattisgarh’s power utility companies needed to adopt anintegrated view of their enterprise work and assetmanagement as it would have helped them increase Customer Chhattisgarh State Electricity Board/efficiencies, reduce costs and deliver substantial value to Chhattisgarh State Power Distributionits Customers. In 2005, the management at CSEB Company Limiteddecided on an ERP solution to integrate all available Business Initially bundled utilities, later onlymodules and to computerize its business functionalities Distributionwith SAP modules of IS-U/CCS (LT & HT Billing and Solution SAP Business Suite (ERP & SRM), IS UCCSCustomer Care), MM (Materials Management), FI-CO Location Raipur for project site. All state for roll out(Financials – Controlling) and HR. This made it the firstGovernment Power DistributionUtility in India which implemented SAP Solutions for billing.However, this journey was not easy. The start of the project was in trouble for multiple reasons and was leading to almost adecision of dumping the project. The challenge was to co-ordinate activities and understands customer and partnerthought process and put the implementation in track.task was to understanqd the soft issues which were there between TCS and CSEB. Both. Along with SAP Industry Managerand Consulting, we were able to bring both of them at a same stage with the commitment that SAP would ensure theimplementation succeeds. We prepared the recovery plan and did get commitments from both sides.Following measured activities were done to bring back from redundant to a light house customer. Few highlights of the2006-2008 periods were:  Got SAP Consulting and Support to run through the blueprint and suggest any changes. Each module has a separate consultant and was an investment from company which was approved on my assurance to bring business from CSEB.  Structure to the training and got the “train the trainer concept.
  6. 6. Incidentally, CSEB won the SAP Ace 2008 award for best implementation in Utilities in India which became a majormilestone in my career.Post stabilization and roll out to 300 different locations, TCS was entrusted to do a Technical and Functional upgrade andminimize the custom objects. Co-ordinate, Lead and review the implementation team for business process evaluation,requirements gathering, system analysis, system design, software / hardware applicability studies and systemimplementation plan. Also laid major emphasis on Governance, Entry-Exit criteria for tasks, & PMO structure.  In a parallel activity, designed the ASAP Methodology alongwith the project manager with the Q gates, deliverable and responsibility matrix clearly defined submit for approval.  Design of the technical landscape with server sizing & Network Requirements done by the IS specialists offshore. Also sensitize the customer and project team members about the documentation available in form of Master Guide, Component Installation Guide, Implementation Guide (IMG) and Solution Management Guide.  Participate in the SME and customer interaction to understand the As-Is and To-Be of the system. The process shortlisted for phase I implementation were Account and Contact Management, Billing of Energy & Services / Energy Data Management, Device management, Customer Complaints Management & Response, Grid operations in Procurement management & Workforce design, , Connection/ Disconnection and financial reporting.  Lead the signing of the milestone achievement with PM, SME and Module leads and book revenue for the same.NALCOEnterprise application implementation for entire operations of Government of India enterprise in business of AluminumProducts. The Project Core was to implement SAP ERP in materials, sales & distribution, production planning, quality, financeand human resource management modules. Additional modules of SAP such as supplier relationship management (SRM),advanced planning & optimization (APO), document management system (DMS), business intelligence (BI) and employeeself-service (ESS) were also implemented during the project.GRSEEnterprise application implementation for the EC&O business of India’s major Ship builders under the Ministry of Defence,Government of India. The project envisaged implementation of SAP core components using SAP best practice in EC&O andIntegration with the incumbent ship design software Tribon.ENTERPRISE GIS CENTRAL COALFIELDS : GIS based Land Information system for query, analysis and provide structured information to the Planning department who require the data for Resettlement and Rehabilitation in Coal India subsiary in Coal production. CMPDIL: ESRI GIS platform implemented for delivering organization-wide geospatial capabilities while improving access to geographic information and extending geospatial capabilities to non traditional users of GIS under Government of India program of Integrated Coal Resources Information System. KMC: GIS Solution for Urban GIS Project under Capacity Building Program of Asian Development Bank in City Municipal Corporation. NSDI: Development & Implementation GIS Solution for Spatial Data Creation, updation & Distribution to the NSDI nodes in Geological Survey of India and NATMOINTEREST : COLLABORATIONShare 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:• Smart Grid – changes in power & network Infrastructure.• GIS- Lifeline for Utilities.• DMS: Catalyst for IT & OT Blending.• Mix & Match GIS software for “Best value of Money” Transmission Companies.• Changing “huge on data, low on information” using Analytics
  7. 7. EDUCATION Professional Degree as Bachelor of Chemical Engineering graduated from Regional Engineering College Durgapur in 1997. Higher Secondary Education (1990-92) in Science from St Xavier’s College & Secondary Education (1979-90) from St Xavier’s School Ranchi.PERSONAL DETAILSCommunication Address Flat No 2K, Block II, Zone III, Sunny Blooms, Purbapara, PO Laskarpur, Kolkata- 700153Telephone No +91 9910238111 Email +91 9910582080 Sougata.enu@gmail.comCurrent work Location Gurgaon Location Preference Any MetroNotice Period 30 Days Passport Available. Valid till 2019RECOMMENDATIONSSUBRATA DAS, Industry Director, Public Services at SAP India worked together in NIIT Technologies, later as competitor &PartnerIn a relationship spanning almost a decade - I have worked with him as a colleague and now as a competitor. Aggressivelypursuing his goals - Sougata never loses his sense of humor even in the most difficult situations. Building relationships isnatural to him and he cultivates them with ease. Armed with a deep knowledge of business issues in the Utilities and eGovsector, he is a key asset to have in anybodys team."Manideep Saha, General Manager, Intergraph was my manager in NIIT Technologies"Sougata is a trust worthy self-started and highly motivated sales manager. He can independently manage largebusinesses, and one of the best team players I have seen. He is a very effective on-field sales person, tremendously drivenby the need to achieve & exceed his quotas."Basil Chatterji, Senior Consultant, Tata Consultancy Services, worked with Sougata at Tata Consultancy Services"I worked with Sougata in the Energy & Utilities Business Development area within TCS. It was always a pleasure workingwith him as you could yourself learn so much from him. I was always inspired by his excellent presentation skills. Sougata isvery focused and diligent. He is well versed in maintaining client relationships, cracking new deals and predicting newmarket trends. He will leave no stone unturned and will do everything possible to gain a customer and keep them happy.His vast knowledge in the Geographical Information Systems, SAP and the utilities industry is highly commendable. I wishhim all the best going forward."Sougat Mitra was the Technical Support Lead in my team in NIIT GIS LimitedSougata is one of the persons having the best of the class Sales Caliber whom I have come across till date in myprofessional career. He is the one who has tremendous capability in terms of driving and winning a Business even if therequirement has just originated at the Customers place. He has always been an Achiever in extracting business out ofevery corner of his territory and has always been admired as a Great Manager for his rest of his team members. I havecomplete confidence in his ability to be the Best Contributor in any Domain in terms of achieving the Target Business for theOrganization wherever he may be associated in his professional life.