Pankaj Desai Email and Phone Number

Lead information services from IBM global services in NY metro financial & capital market customer as well as banking customer. Provide customer consulting assistance as well as be key focal leadership for transformation & adoption of cloud, security, analytical, mobile & social IT related projects.

Complex Solution Leader for IBM Global Service, NY Metro (industry coverage Finance, Banking, Insurance, legal, Retail, Distribution, AP role equivalent) Lead team of various service product lines solution to meet customer requirement and enable them to rollout industry leading solution like Cloud, Mobile, Social and conversion to new technology. Led the sales effort for infrastructure services for IBM Global Services for Boston, NE, NY city and Connecticut, NJ area customer sets . Achievements were accomplished while building great customer SAT, 20 to 30% YTY growth in number of customers as well as total revenue. This was accomplished with as follow • Grew Cloud/Mobile/Social business • IT project Based Service • Project based support as well as Staff aug • NOC services • Developed trusting relationships with key executives at top solution partners and Cross IBM solution teams. Working and leading various sales effort to increase end to end solution for customer requirement to meet IT re engineering to meet optimization and realignment of focus .

Lead team of various service product line group as well as work with C level and manage customer expectation from solution to delivery and for IBM to manage team of various solution leaders and make sure to manage customer expectation from end to end

Lead Sales Leader for East Region, Global Technology Services, IBM Worked as lead to integrate sales teams from four business lines; service product lines, IT Project Based Services, Cloud, and Hosting, into a cohesive sales team, achieving performance significantly above revenue targets. • Produced revenue growth of 15% to18% and increased contract bookings by 25%. • Led the region ranking in the Americas organization.(3 yrs in row 2011,12,13) • Implemented an improved sales strategy and teaming system with other teams as well as my team and client relationship team, integrating it into a disciplined sales coaching, deal progression, and forecasting process. Improved sales discipline and execution, resulting in enhanced win rates. • Worked management team for a process to improve discipline in opportunity selection and to insure appropriate sales strategy, deal progression and resource assignment.• Personally engaged in large complex deal negotiations, Also bought new customer relationships and converted them to IBM customer from competition. Lead the areas in building and maintaining strategic relationships with key executives of clients with significant growth opportunities.

2007 – 2009 (3 years)As Sector exec, develop solution and strategy to turn around IBM infrastructure services in utilities, Entertainment, media and publishing customers. • Achieved 117% year-to-year growth in IT project based services signings, 124% year-to-year growth in hardware/ infrastructure signings, and increased contract deal size in a challenging economic environment. • Developed and executed strategies to increase organizational effectiveness, doubling sales in the first nine months on the job. • Implemented disciplined sales execution processes, increased effectiveness of the team, and improved deal closure rate. •Worked with IBM consulting team to create and rollout smart meter and smart utilities grid computing.

GB NY Metro Executive : January 2001 thru December 2006Regional Services Executive : January 1998 thru December 2000Mainframe Service Executive : January 1994 thru December 1998First Line manager January 1993 thru December 1993Lead / Regional Mainframe Expert January 1990 thru December 1992Lead System Engineer January 1987 thru December 1989Lead Common System Support system Programmer : May 1983 thru December 1986