M Ram Kumar Email & Phone Number

Bengaluru, Karnataka, India

Bengaluru, Karnataka, India

Bengaluru, Karnataka, India

Develop curated customer pricing strategies/policies/contracts with nuanced discounting for network products (Internet, MPLS, Ethernet etc.) taking into account various factors like market/competition pricing, inventory size, existing inventory volume/pricing etc.Creating pricing strategy and commercial models with product and solution teams for selection/engagement of OEMs/Vendors for RFP pursuits with focus on engagement history, competition stack and RFP requirements to ensure deal closure (particularly in reverse auctions) of all large and complex opportunities with Annual Value of USD 0.5 Mn+Responsible for working on commercial clauses and associated risk management in RFPs & ContractsWorking with Cross function stakeholders to mitigate the risks and draft response on the RFP document/MSA/ContractsPreparing P&L and Cashflow and ensuring that the financial parameters (EBITDA, EBIT, IRR, Discounted Payback, NPV etc) are adhered to while facilitating relevant approvals from senior management to ensure deal closureResponsible for commercial & contractual negotiations with partners and vendors via Procurement Team for cost optimization in both pre and post ordering stages and contract closuresP&L lifecycle management to ensure any modifications during the term of the contract are duly capturedPreparation and maintenance of MIS reports & pricing databases along-with competition intelligence , on a quarterly basis, designed to monitor changes in the market, with regional and national view on pricing and business analytics to provide Senior Management with a pulse of the marketInvolved in Price Book creations/updates in conjunction with Product and Finance team based on outputs of the MIS reports and pricing databases created Training members of the team on pricing strategy/commercial modelling for various products (Network/Cloud/Hosting/Security) on a quarterly basis

Mumbai Area, India

 Developed pricing policy and strategic/tactical responses to protect company’s interest amid CoViD uncertainty Creating strategy with product and solution teams for selection/engagement of OEMs/Vendors for RFP pursuits with focus on engagement history, competition stack and RFP requirements to ensure deal closure (particularly in reverse auctions) Work with relevant stakeholders to optimize component cost vis-à-vis both, competition stack as well as customer ask price  Preparing P&L and Cashflow for opportunities in Network/Managed Cloud/Managed Security services  Ensuring that organization guidelines with respect to CAPEX investment, Deal Margins, Discounted Payback period are adhered to, while facilitating relevant approvals from senior management to ensure deal closure  Benchmarking OEM pricing/discounts to decide vendor selection as well as to negotiate preferential prices  Preparing Win/Loss analysis on large deals along with data points pertaining to competition solution/win price/competition stack  Engage with finance team for variance comparison and use the data to focus on positives and trim away negatives Received multiple awards (Blue Ribbon, Xtra Mile, Team Triumph) for my contribution to multiple significant wins

Bengaluru Area, India

 Formulation of Commercial model, providing business case insights/pricing model customization from customer perspective viz.Resource based/Transaction based/Outcome based models for potential and existing customers Developing efficient Commercial structures taking into account issues/risk related to Sales, Delivery, Legal and Finance aspects Flagging off Commercial risks to Sales/Solutions/Delivery teams and adequately sensitizing the Business team Awarded a “Star Award” for my efforts in the very first deal that I worked on upon joining the Team Preparing documentation for and presenting Deal Review Deck during reviews to the Senior Management Lead the efforts for deals that are up for renewal/restructuringo Also engage in customer negotiation along with sales team to support and validate the sales team arguments/quotes Work in conjunction with the Sales team to ensure that Competitive Intelligence (i.e. Rates/Payment terms/Delivery Model) isduly captured while structuring the Commercial proposals Assisting in development of Pricing Tools and Commercial best practiceso Includes developing Cost Cards for 2017 and 2018 for all Locations globally, creating a repository of Key Commercialpropositions Maintain/Update information posted on T-Rooms and Shared Driveso Goal of keeping information with higher accessibility, integrity and recency available for relevant teams

Bengaluru Area, India

Business Strategy & Planning Supported development of business strategy and plans for a portfolio of ~$180 MN Managed relationships with and across other support functions (Operations, Human Resources, Finance) Active participation in Target setting at individual resource level as well as BU levelContract Structuring & Deal Pricing Appraised deals & service offerings and determine deal price and rate cards Providing Commercial/Pricing support and insights for strategic deals and support business to respond to RFPs/RFIs Reviewing deal agreements from Commercial/Finance perspective and participate in contract structuringRevenue and Cost Assurance Conducting Monthly and Quarterly revenue closure in line with Accounting Standards principles and policieso Highlighting revenue recognition issues to the business which might impact forecasto Drive monthly books closure, monthly closure of cost entries and necessary cost transfer entries to other Business Unitso Conduct close monitoring/ review of all costs accounted for in any month/ quarter Monitoring targets, revenue and order book achievement for employees on variable pay and advising their payout Ensuring that the portfolio is compliant with organizational guidelines on Revenue and CostProvide ongoing Support to Business Delivering insights/recommendations on Annual budget to key stakeholders (Finance/Delivery/Sales Heads of the BU)o Driving margin improvement plans based on Resource Mix and Skills and other contract structures Managing entire sales order cycle ; Finalized order bookings and process sales incentives Preparation of monthly dashboard to provide pulse of Revenue, Cost, Profit and key operational parameters to management team Ensuring positive cash flow by regularly reviewing unbilled and billed debts and monitor PDD on a regular basis Monitoring costs, Charge out Rates, Utilization, Bench, Pyramid etc. on regular basis; Instituting controls and raising red flags

Bengaluru Area, India

Part of a 4 member team responsible for Order booking Approval for the BFSI and MFG and Hitech SBU Major activities include reviewing and determining the validity of the contracts, evaluating and controlling the risk associated with the type of documentation used to book orders and ensuring a greater level of assurance of the order booked value Work also involves understanding the application of the principles of revenue recognition as per IAS 9 to determine sufficiency of the document, verifying pricing assumptions and calculations against the final irrevocable document Drafted process notes and assisted in developing a document detailing the policies governing the Order booking Process which was circulated amongst the Sales community to facilitate their understanding of the Order booking rules & guidelines Incorporated improvements in the process to detect and prevent duplicate booking of Orders Have assisted in conducting regular trainings on the Order to Cash Process within the organization Part of a 5 member team that designed the process of an automated mechanism to incorporate flexibility in the value for the orders booked based on value of actual invoices raised vis-à-vis initial order booked

Hyderabad And Bengaluru

Porting of Webkit Layout Test Tool to the Symbian S60 Environment: (September 2010- January 2011) Developed a program for Integration of an Automated Test tool to the Symbian Environment The tool tests the display of the webpages (approximately 24,000 test cases) in the Nokia Phone Web browser and compares the output with the output of other web browsersPOC (Proof of Concept): Facebook Calendar App (February 2011 – March 2011) Part of a 2 member team which created a Facebook calendar application to sync Facebook notifications for Events/Birthdays with the Calendar Application of Symbian^3Browser Bug Analysis and Test Case Reduction for Nokia Browser (April 2011- October 2011) Conducted Root cause analysis for bugs related to display of webpages in Nokia 8.x and Symbian Belle browsers Created Reduced Test Case for bugs in the browser to identify the element causing the errorBrowser Bug Analysis and Test Case Reduction (December 2011 to May 2012 - Nokia Client Location Bangalore) Second stage of the Nokia project. Was posted at Nokia’s facility working in close consultation with their engineers The project achieved its goals of better display which is now incorporated as a part of the new line of Nokia phones

Ankleshwar, Gujarat

Underwent 4 weeks of training with the objective of addressing two problems statements decided by the plant supervisor(i) Replacement of brine by water for cooling process (ii) To reduce the process time by adding an external cooling equipment Submitted a detailed report and presentation to the plant supervisor on the project Also gained an overall understanding of the operations of the plant

Market Risk, Credit Risk, Operational Risk, Financial Risk And Investment Measurement/Management

FRM - All LEVELS Cleared

Bachelor Of Technology, Chemical Engineering

Activities and Societies: Hostel Auditor (2006-2007), Workshop Head - Mindbend (Technical Fest, 2008), Publicity Coordinator - SPARSH.

Portfolio Management, Equity Valuation, Fixed Income, Financial Reporting And Analysis, Derivatives

CFA Level 2 Candidate

Education record

Activities and Societies: Athletics, Elocution and QuizPlaced Second at the Annual Athletics Meet of Frank Anthony Public School (2001)

Education record