Abhijit Kumar
New Delhi
Summary
Business Analyst with over 6 years of experience driving product strategy and pre-sales in SaaS environments. Certified as a Product Pitch Professional across six core modules. Skilled in competitor benchmarking, customer risk assessment via “Need vs Impact” frameworks, and partner qualification. Scoped and validated AI use cases like Battery Health Prediction, Power Capacity Analysis, and Fuel Savings through DG decommissioning. Proven ability to structure CEO-aligned OKRs and align cross-functional teams, winning strategic bids through modular pricing and persona-based messaging.
Overview
10
10
years of professional experience
4020
4020
years of post-secondary education
Work History
Business Analyst
Infozech
Delhi
04.2023 - Current
- Certified Product Pitch Professional (All 6 Infozech Solutions)
- Competitor Benchmarking & Analysis - Conducted end-to-end evaluations of 10+ tower management vendors (e.g., PowerX, Sitetracker), comparing their brand positioning, pitch strategies, and full module feature sets. Performed gap analyses to pinpoint where Infozech leads, and how to market those advantages; assessed AI use cases, pricing models, and completed SWOT analyses. Maintained a dynamic competitor matrix, and led monthly cross-functional workshops with Sales, Product, and Delivery teams to prioritize feature enhancements that directly contributed to a key RFP win with a major South African TowerCo.
- Customer Risk Assessment and Requirements Gathering - Led structured discovery sessions post-EOI to elicit customer pain points, business constraints, and project objectives. Designed and implemented a “Need vs. Impact” scoring matrix to quantify regulatory, operational, and financial risks, prioritizing high-value requirements. Translated findings into concise user stories and functional notes, reducing scope-change requests by approximately 25%, and expediting stakeholder alignment and sign-off.
- Strategic Partnerships & Outreach - Identified and qualified a Riyadh-based partner to support Infozech’s market entry in KSA. Evaluated alignment across technical capabilities and go-to-market readiness; contributed to early-stage discussions around joint value delivery, roles, and responsibilities. Enabled localized solution pitching, and helped unlock access to key Telcos and TowerCos across MENA.
- Sales Funnel Development and Lead Qualification - Assessed 35+ opportunities over the year and a half using Infozech’s FSC scoring framework, evaluating deal size, margin potential, urgency, geography, and delivery complexity. Embedded BANT (Budget, Authority, Need, Timeline) criteria are used to gauge client readiness and conversion probability. Worked closely with the CEO and other sales leads to refine scoring logic and maintain a prioritized, high-viability pipeline, ensuring consistent focus on commercially and operationally sound deals.
- AI & Prompt Engineering Expertise - Proficient in prompt engineering, with hands-on expertise across the OpenAI ecosystem. Experienced in crafting domain-specific prompts to solve business-critical problems, spanning automated reporting, decision support, document generation, natural language interfaces, and AI-powered internal tools. Applied this expertise at Infozech to design and evaluate AI-driven use cases, particularly in Battery Health Prediction, Power Capacity Analysis, and Fuel Savings through DG Genset removal. Positioned AI not merely as a technical layer, but as a business enabler, embedded directly into solution workflows and customer-facing value propositions.
- AI Hackathon - Organised and served as an internal judge for Infozech’s inaugural AI hackathon—evaluating team use cases and POCs on integration approach, scalability, and overall feasibility to select top solutions.
- Commercial Proposal and Pricing Framework - Supported techno-commercial proposal development across Infozech’s SaaS modules using modular pricing models for licenses, hosting, implementation sprints, and post-deployment support. Collaborated with Product and Delivery teams to validate assumptions, tailor proposals to customer budget profiles, and ensure pricing transparency.
- Stakeholder Personas & End-User Insights - Developed detailed user personas for modules like iBill, iETS, iROC, and iMaintain capturing functional pain points, operational goals, and decision-making criteria across stakeholder roles including O&M Heads, NOC Managers, Billing Directors, Energy Managers, and CXOs. Used these insights to tailor demos, proposals, and messaging, resulting in stronger stakeholder engagement and smoother solution alignment.
- Product Positioning & USP Documentation - Collaborated with product and pre-sales teams to define crisp, persona-specific messaging for modules like Billing, Asset Management, Energy Tracking, and O&M. Created targeted one-pagers and pitch decks tailored to stakeholder roles, and maintained a centralized USP library to ensure consistent, benefit-led communication across demos, proposals, and outbound campaigns.
- Account Planning & Market Intelligence - Built structured, city-level account strategies across MENA profiling key customers like Umniah, TASC Towers, LATIS, ARAMCO, etc. by business model, geographic footprint, and solution relevance. Mapped organizational hierarchies, identified key decision-makers, and supported targeted outreach and regional follow-ups in collaboration with the Sales team.
- AI Innovation & Implementation - Identified and scoped AI use cases such as DG removal feasibility , Battery Health Prediction, Power Capacity Analysis and genset runtime optimization by analyzing site-level load curves, energy consumption patterns, and backup dependency trends translating raw site behavior into measurable automation opportunities.
- Internal Strategy & OKR Framework - Defined Infozech’s internal OKR framework, establishing clear measures and achievement scores, and cascading objectives to the heads of other departments. Collaborated directly with the CEO to refine goal-setting, execution priorities, and structured tracking templates, ensuring company-wide goals translated into actionable, accountable outcomes across product, sales, and solution teams.
- International Expansion – Estonia Subsidiary Setup - Initiated groundwork for Infozech’s European expansion by coordinating with 1Office (international incorporation partner). Defined compliance pathways, legal structures, and timelines for Estonia-based registration. Prepared and presented a consolidated expansion proposal directly to the CEO, outlining ownership models, risks, and next-phase actions, aligning stakeholders on execution.
Application Development Analyst, Salesforce CRM
Accenture
Mumbai, Bangalore And Gurugram
03.2015 - 08.2018
- Translated business requirements into Salesforce functional specs - covering custom objects, validation rules, workflows, and dashboards - based on direct input from stakeholders. Delivered prioritized user stories during Agile sprints, resolving key pain points surfaced in process mapping and UAT. Contributed to faster turnaround of CRM features and improved data accuracy - resulting in a ~20% reduction in ticket backlog and enhanced user adoption.
- Developed user manuals and training materials; provided rollout support troubleshooting and optimizing system usability.
- Worked in Agile teams to refine requirements, support sprint planning, and track delivery via JIRA.
Education
MBA - Marketing, Business Analytics
School of Inspired Leadership (SOIL)
Gurugram 04.2022 - 04.2023
B.Tech - Electronics & Communications Engineering
Chitkara Institute of Engineering & Technology
Rajpura06.2014
Class 12 (CBSE) -
Saint Soldier International School
Chandigarh05.2010
Class 10 (ICSE) -
Little Flower Convent School
Panchkula05.2008
Skills
- Prompt Engineering
- Artificial Intelligence
- Competitive Intelligence
- OKRs (Objectives & Key Results)
- JIRA
- Risk Assessment (Need vs Impact)
- Techno‑Commercial Sales
- USP / Product Positioning
- Sales Funnel / Lead Qualification
- Persona Mapping
- Customer Discovery & Requirement Gathering
- Strategic Account Planning
- Sales Pitch
4. Sports Achievements
- Football: Competed under the Punjab Football Association in multiple tournaments, serving as a centre back for my team and helping secure top-4 finishes in back-to-back seasons (2008,2009)
- Tennis: Represented YMCA Chandigarh in amateur singles and doubles competitions.
- Powerlifting: Invited and honored by the National Powerlifting Association.
Accomplishments
Sports Achievements
- Football: Competed under the Punjab Football Association; served as centre back and helped secure top-4 finishes (2008, 2009).
- Tennis: Represented YMCA Chandigarh in amateur singles and doubles competitions.
- Powerlifting: Invited and honored by the National Powerlifting Association.
Timeline
Business Analyst
Infozech
04.2023 - Current
MBA - Marketing, Business Analytics
School of Inspired Leadership (SOIL)
04.2022 - 04.2023
Application Development Analyst, Salesforce CRM
Accenture
03.2015 - 08.2018
B.Tech - Electronics & Communications Engineering
Chitkara Institute of Engineering & Technology
Class 12 (CBSE) -
Saint Soldier International School
Class 10 (ICSE) -
Little Flower Convent School
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