Gopal Sapharu
Digital Transformation Professional
Bangalore
Summary
PROFILE SUMMARY
Master’s in Business and information technology with over 18 years of experience in technology space Presently associated IBM Consulting as Enterprise Applications Leader ( Senior Managing consultant) A keen planner, strategist and implementer with deftness in devising and implementing strategies, aimed at ensuring achievement of business development targets, pre-sales and in addition of key accounts/new account acquisition on a national and global scale. Possess strong market research, analysis and marketing plan formulation/solution strategizing and implementation skills Strong business and commercial acumen with skills to drive new business through conceptualizing strategies and introducing new services in multiple markets and industries; articulating value proposition of the services and products. Skilled at overseeing finalization of deals with the key accounts, controlling market receivables to manage credit figures, and building healthy relations with the accounts to secure repeat/ referral business. Aligning various teams within the organizations to make sure that all services required to the customers are offered. Extensively traveled to various parts of the world on business trips to strategies and suggest various solutions to clients. Domain Expertise: RPA & AI, Analytics,ERP , Point products & Services, , IOT, Digital Solutions, Mobility,Digital Native products,Fintech solutions Dedicated professional with history of meeting company goals utilizing consistent and organized practices. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
18
18
years of professional experience
Work History
Enterprise Applications Leader ( Senior Managing Consultant)
IBM Consulting
Bangalore
11.2020 - Current
- Handling portfolio of Enterprise applications across IBM portfolio of operations
- BFSI,CPG,Real Estate,Telecom,Automotive ,Healthcare & Life sciences, Industrial and few other sectors in APAC regiom
- Work effectively and deliver high impact outcomes in a fast paced manner
- Handled digital native footprint organisations which includes unicorns/sunicorns/BPO and GCC ’s
- Strategising and maximising the deals combining various cloud products/technologies and services (AI,Analytics etc..)
- Serve as a value adding member of the APAC Business Development team driving go-to-market strategy and execution
- Develop relationships along with Alliance/Technology and Services partners in India to maximize their commercial impact of the deal
- Partner with the OEMs for reselling their licenses
- Collaborating with pre-sales and solutions team to engage the right flavour of support as desired by the prospective client
- Work with cross functional teams to leverage firm's relationship to ideate new services and enhance existing relationship based on company vision
- Responsible for Ideating and conducting various campaigns for CXO community to generate more opportunities for the firm
- Maintain and update the CRM system to run regular forecasting calls with the top management
- Coordinating with the offshore solutions / product expert for live demos to client as part of POC’s to the client
- Drive high impact large deals by selling with alliance partners and also internal products to deliver differentiated joint solutions
- Overseeing opportunities inside various clients organizations and initiating a discussion with the respective stake holder
- Working on proposal preparation ,strategize pricing and look for desired outcome to do a value pitch to the clients
- Develop and execute joint business plans with clear, measurable commercial goals with enabling activities committed to on a quarterly and/ or annual basis based on overall corporate goals
- Maintain and align with plans of OEM's vision so that one could sell their products and IBM services together
- Working on strategies to make sure the clients could adopt the latest technologies for their digital transformation services
- Working on Innovative Initiatives.
- Participated in team-building activities to enhance working relationships.
- Developed and implemented performance improvement strategies and plans to promote continuous improvement.
Vice President -IT Advisory(Associate Director)
EY
Bangalore
07.2014 - Current
- Handling portfolio of clients across sectors of CPR,Real Estate,Telecom,Automotive ,Healthcare & Life sciences and few other sectors in APAC region
- (India,Sri lanka, Vietnam, Australia)
- Experience in handling applications like SAP,Salesforce,Servicenow,microsoft and oracle
- Handled digital native footprint organisations which includes unicorns/sunicorns/BPO and GCC ’s
- Work effectively and deliver high impact outcomes in a fast paced, entrepreneurial environment
- Strategising and maximising the deals combining various technologies and services (AI,Analytics etc..)
- Serve as a value adding member of the APAC Business Development team driving go-to-market strategy and ex- ecution
- Develop relationships with Alliance, Technology and Services partners in related sales regions to maximize their commercial impact of the deal
- Collaborating with pre-sales and solutions team to engage the right flavour of support as desired by the prospec- tive client
- Work with cross functional teams to leverage firm's relationship to ideate new services and enhance existing rela- tionship based on company vision
- Responsible for Ideating and conducting various events and forums for CXO community to generate more busi- ness to the firm
- Maintain and update the CRM system to run regular forecasting calls with the top management
- Coordinating with the offshore solutions / product expert for live demos to client as part of sales pitch
- Ensures frameworks incorporate broader strategic considerations
- Overseeing opportunities inside and initiating a discussion with the respective stake holder
- Working on proposal preparation ,strategise pricing and presenting it to the stakeholders
- Develop and execute joint business plans with clear, measurable commercial goals with enabling activities com- mitted to on a quarterly and/ or annual basis based on overall corporate goals
- Maintain and align with plans of OEM's vision so that one could sell their products and EY services together
- Working on strategies to take new age solution on IOT
- Contract Mangement tools, Robotics, IA and other digital and Analytical tools in EY
- Certified Growth Navigator session conductor to various clients to generate more business.
Business Development Leader
KPMG
Bangalore
02.2012 - 07.2014
- Handling business development operations & sales for KPMG IT Advisory
- Looking at EMEA region for generating more opportunities for business
- Traveled across India and few countries for business development activity
- Maintain and align with plans of OEM’s vision so that one could sell more services and internal products
- Prospecting and profiling potential customers/ service partners (Identifying new business opportunities) Travelling to Eu- ropean an for devising business strategy and developing business in various regions
- Serving as point of contact for various various engagements across the organisation to help in intelligent strategy formulation in right solution fitment and future path layout
- Maintaining client and prospect relationships to ensure exchange of knowledge and best practices to enhance penetration of other services of the organisation
- Reviewing the response document prepared by the Pre-sales and solution experts
- Coordinating efforts of business consultants, product engineers and the external market
- Creating roadmap for the senior management and presenting them the prospective path/flow
- Maintain and align with plans of OEM’s vision so that one could sell more services
- Maintain CRM and prepare business plan based on the services which we planned to offer.
Business Development Manager/ Account Manager
Seal Infotech India Pvt Ltd
Chennai
05.2010 - 02.2012
- Handled Business Development activity for SEAL Infotech, Chennai for south region for selling SAP licenses and services
- Have acquired more than 25 net new customers for the company
- Especially in FMCG,Retail , Manufacturing etc.
- Profiled potential customers along with OEM and plan the action plan for closures
- Interacted with the pre-sales personal and coordinated with the team to prepare the right collateral for the occasion
- Prepared the project plan and profitability sheet for the internal maintenance
- Interacted with client for handling the issues & intervening in case of escalations
- Looked out for opportunities inside and initiated discussion with the respective stake holder after identifying
- Coordinated with offshore in proposal preparation and presented it to the stakeholders
- Making sure the delivery is on track and ensure the collections happen on proposed milestones
- Stratagize the sales plan internally with relevant stake holders and the top management in the company
- Organise and speak in various events organised jointly along with SAP to increase the presence of the company
- Responsible for selling SAP licenses and generating margin on licenses for the company.]
- Stay up to date with new trends within OEM, our competitors, our partners and the IT industry as a whole
Project Consultant/Project Coordinator
PSG -Elecraft Australia Pvt Ltd
11.2009 - 05.2010
- Project 1: Information Process Control Design & Development for Solar Water Heating installations across Victoria; Cus- tomer Service & Invoicing processes and scheduling installation processes
- Project 2: Equipment testing process for Wireless Project for Metro Rail, Melbourne
- Project 3: Supplier sourcing & management for Fujitsu Data Center project, Victoria
- Successfully completed all the projects in time
- Plan project progress [define sub goals, milestones and tasks, time and resource planning
- Plan personnel utilisation [determine responsibilities, personnel planning
- Monitor project progress and success
- Document project progress
- Analyse and process the project experiences
- Manage project personnel responsible for implementation of the project tasks
- Hold and chair regular works meetings, motivate staff, manage conflicts and crises
Channel Sales Manager (India )
Allied Telesis India Pte -India Pvt Ltd
Bangalore
01.2006 - 06.2008
- Meeting and exceeding set sales quotas while adhering sales rules of engagement
- Manage and be the main point of contact for existing alliance partners
- Manage sales orders and provide status to partners and country manager
- Aggressively drive partners to maximize sales and total partnership potential through sales best practices, new product port- folio, training, support & organize Partner Events, Seminars
- Create systems and procedures to streamline partner management and assist partners Creating, Managing and Executing on- line marketing programs, Social Media Marketing Programs, Search
- Engine Marketing Programs
- Managing a complex, enterprise solution sale with ATI Partners, to Include managing the RFP process
- Responsible for Preparing written presentations, reports, price quotations and Conduct contract negotiations
- Manage sales pipeline and defined exciting partner sales plan
- Responsible for providing research and various market Intelligence reports to the management which would help them clos- ing various deals
- Achieved successful brand awareness by ensuring publicity and interviews across various industry / trade journals & maga- zines and develop annual marketing plan in collaboration with sales department
- Maintain and build professional relationship with internal and external stakeholders of the company
- Developed and implemented performance improvement strategies and plans to promote continuous improvement.
- Drove operational improvements which resulted in savings and improved profit margins.
- Resolved conflicts and negotiated mutually beneficial agreements between parties.
Research Analyst & Consultant
Frost & Sullivan
05.2004 - 06.2006
- Assisted the Senior Research Analyst in developing research proposal analysis of number of consulting assignments
- Responsible for maintaining good relationships with vendors and obtain appropriate information in developing forecasting models
- Responsible for evaluating and identifying potential technology vendors and their effect on the market
- Handled the tasks of developing innovative go-to market and business strategies for the clients
- Presented the data in clear and concise format
- Achieved revenues more than 250,000 USD
- Consulted for CISCO, Juniper to assess their position in the Network Security Market, every quarter
- Consulted for SAS to assess their position in the Business Intelligence Software Market
- Established as an expert with key understanding of the above markets in India
- Feasibility Analysis, Research Intelligence Reports for various markets: Network Security, Managed Security Services, Busi- ness Intelligence Software.
Education
Master’s - Business and Information Technology
B.E - Electronics & Communication
Skills
Enterprise applications
Team leadership and direction
Enterprise software implementation
Accomplishments
- Certified Prince 2 Professional (Foundation)
- IT SKILLS
- Well versed with MS Office and Internet Applications, CRM likes Microsoft dynamics, SAP CRM, Prince 2 (Certified beginner )
- PERSONAL DETAILS
- Languages Known: English, Hindi, Telugu, Kannada
Timeline
Enterprise Applications Leader ( Senior Managing Consultant) - IBM Consulting
11.2020 - Current
Vice President -IT Advisory(Associate Director) - EY
07.2014 - Current
Business Development Leader - KPMG
02.2012 - 07.2014
Business Development Manager/ Account Manager - Seal Infotech India Pvt Ltd
05.2010 - 02.2012
Project Consultant/Project Coordinator - PSG -Elecraft Australia Pvt Ltd
11.2009 - 05.2010
Channel Sales Manager (India ) - Allied Telesis India Pte -India Pvt Ltd
01.2006 - 06.2008
Research Analyst & Consultant - Frost & Sullivan
05.2004 - 06.2006
University of Melbourne - Master’s, Business and Information Technology
Vellamal Engineering College, Madras University - B.E, Electronics & Communication