Lead for HiTech, Information Services, Media & Entertainment Vertical.

Working for Europe & Nordic Clients

Presales Lead for Capgemini Middle East • Handling large and complex Bids across APAC region – Australia, Middle East, Singapore, Southeast Asia, Japan etc, with primary focus on Middle East region• Managed over 80+ deals till now, ranging from 1M USD to 100 M USD• Extensive involvement in defining Win Theme, strong value proposition, commercial Models• Manage end-to-end program management of a bid (RFPs/RFIs) starting from opportunity qualification, bid kick-off, daily catch-up call, win strategy session, proposal story boarding, commercial modelling (with price-to-win), solution review, deal review, till client submission.• Engage in post submission activities like Client Orals, BAFO, Final Negotiation.• Conduct session to larger group on the learning from the deal, competition landscape, the win themes and the key takeaways.• Present Win/Loss analysis to the leadership team post the final outcome. • Won contracts worth USD 100M till date. • Manages a team of bid managers

Extensive experience in Presales/ Bid management. Handled Large & Complex multi LoB bids. Have good understanding of SAP Space.Currently working for Middle East RegionMy Responsibility entails:1. End to End program management of a bid (RFPs/RFIs) across its entire lifecycle2. Create the bid response based on customer’s evaluation criteria’s and winning theme.3. Co-ordination between various cross functional teams like Delivery, Technology specialists, CoE teams etc4. Involved in preparing effort estimates and costing.5. Drives overall proposal Project plan and bidding process management for the opportunity6. Conduct regular Bid Review calls to meet client deadlines and update Bid Status, Progress to Leadership team7. Build Value Driven Sales Proposals, Business Case studies, Customer success story highlighting differentiators and value proposition8. Contribution in knowledge management – Cases studies, domain artifacts, marketing & capability collateral.

Played multiple roles with HBS. Started of as SAP technical consultant (ABAP Trainee), then transitioned to SAP presales, product presales and End-to-end pursuit management My Responsibility includes:1. Identify, understand and define customer needs, objectives and business requirements, design a solution that can best meet the client's requirements (Planning, As-Is, To-Be / Gap / Need Analysis).2. Respond to RFI’s, RFP’s, technical capability documents, SOW, NDA, etc.3. In depth experience in preparing and reviewing proposals, costing along with profit margin sheets.4. Work with Practice Heads & Program Managers to define business solution.5. Demonstrate the value of the solution and build a strong working relationship with both customer and the development team6. Communicate the business requirements to project/implementation team after completion of sale to ensure a smooth transition from presales to implementation stages7. Travel to customer location across the geography to demonstrate product/ solutions, participate in proposal / RFP / SOW defense discussions8. Involved in effort estimation and preparing project plan/ costing 9. Actively support sales teams in promoting and identifying solutions, articulating functional fit and completeness, responding to bid cycles, to the customer requests for information and information to tender10. Contribute to pipeline and revenue increase, through participation and coordination of demand generation activities, including customer workshops, trade shows and company events11. Always up to date with new trends within SAP, our competitors and our partners12. Attend industry seminars and other corporate events