Arijit Sengupta
Manager- Technology Manager Services
Bengaluru
Summary
I am an APMP®-certified Deal Architect at EY Global Delivery Services, boasting over 13+ years of expertise in guiding Fortune 500 clients from various sectors through their transformational endeavors. Skilled in every facet of solution designing, I excel in Go to Market planning, Solution Crafting, and synchronizing the numerous components involved in a pursuit. My experience includes collaborating closely with cross solution teams to ensure that all pursuit objectives are accomplished on target and within financial constraints.
Overview
14
14
years of professional experience
6
6
years of post-secondary education
Work History
Manager- Technology Managed Services
Ernst And Young GDS
07.2023 - Current
- Met technology and industry-specific revenue goals by crafting and implementing strategic Go to Market strategies and sales objectives
- Designed solutions with an average TCV of over $400 M per year with a Win & Close Rate of over 55% each year
- Developed tailored client solutions (staffing, location, technology, integration), along with transition and transformation plans, leveraging internal intellectual property and resources.
- Engaged with prospective clients to grasp their business obstacles and technical needs. Converted them to potential solutions addressing their requirements
- Conveyed the advantages and worth of the suggested solutions to client stakeholders of varying technical backgrounds through demonstrations and presentations
- Evaluated competitor solutions and strategically positioned EY's services to emphasize distinctive selling points
- Stayed informed of industry movements and technological progress to consistently enhance the solutions provided
Associate Director- Application Services
NTT DATA
4 2022 - 06.2023
- Leading and managing large complex strategic outsourcing opportunities from identification to closure
- Lead opportunities with multi-year contracts for Application Services, Digital, Cloud, Cognitive and Analytics.
- Build & maintain deep relationships with decision makers to deliver creative business solutions that drive business growth
- Analysis of Customer’s pain points and providing Thought Leadership in creating win-theme and solution tenets
- Conceptualizing Target Operating model keeping in mind As-Is state of customer’s landscape
- Crafting resourcing strategy using different estimation methods such as FP based, Ticket based, Capacity Based
- Designed solutions with an average TCV of over $300 M per year with a Win & Close Rate of over 50% each year
- Liaise with practices, sales, delivery leaders, and top executives to ensure creation of best-value solutions by bringing organization’s technical expertise, leveraging assets, and thought leadership
Manager
ADM Solutions Centre, Cognizant
08.2021 - 04.2022
- Responsible for the identification, qualification and shaping of multi tower ADM strategic deals for ADM Solutions Centre
- Worked with proposal response team to interpret customer defined or implied requirements against our solutions and delivery capabilities
- Stich the solution together to provide a single contextualized solution to customer
- Perform Transition Planning and Portfolio Analysis for Medium to Large Application Portfolios
- Identify all support costs and populate cost models accurately for full visibility of costs related to transitioning and delivering the service over the contract term
- Construct pricing models and populate pricing figures based on customer pricing sheet shared along with proposal documents
Deal Manager
Capgemini
11.2020 - 08.2021
- End-to-end management of the deal pursuit process from qualification to closure including Solution strategy & design, Business-case preparation, estimation/commercial modelling, Solution defense and contract negotiations
- Excellent knowledge of ticket analysis, various operating models, and governance
- Understand customer's business requirements and create appropriate value proposition using Capgemini offerings across service lines to drive the RFx response
- Establish relationships with the key decision makers to facilitate a successful sales outcome
- Effectively controlled budgets and optimized expenses.
- Front end solution defense discussions with customer and drive the offshore customer visits as a part of deal pursuit
- Continuously work on deal differentiators and strategies that will help the team in increasing the win ratio and prepare specific silver bullets against key competitors
- Exhibited outstanding verbal skills in facilitating and distilling complex discussions; demonstrate a finely tuned ability to sift through a discussion, extracting the most significant information and action items
- Build trusted advisor relationships with senior clients (VP and C-level) by proactively identifying client business objectives, priorities, capabilities and critical success factors
Presales Solution Architect
Tata Consultancy Services Ltd
07.2015 - 10.2020
- Led consultative solution selling sessions with customers and potential customers in RFP, Discovery, Solutioning, Demonstration, and follow-up phases
- Solution and creating RFx, RFI responses that includes but not limited to Governance & Delivery model, staffing, differentiated and contextualized value adds, transformation approach
- Ensured that all collateral presented to customers is well-written and complies with organization style guide, standards, and legal and financial regulations, thereby presenting Organization in highly professional manner
- Provided persuasive pricing and associated credentials that lend credibility with deep sector and functional knowledge working closely with global pursuit teams size
- Prepared commercial bids (upto $350 Million) by conducting project resource planning, effort estimation and pricing models
- Identified new business opportunities by analyzing key strategic issues of clients and strategic movements of business
- Strategized and implemented successful approaches to revitalize under performing accounts turning them into profit centers
Software Engineer
Wipro Infotech
09.2010 - 05.2013
- Team Leader of application development and support team(BPM) having team of 10 members
- Mentoring and Training up of new team members
- Initiating Business Continuity Plan Hot Test with successful completion
- Addressing new customer requirements
Education
MBA - Operations Management
Symbiosis Institute Of Operations Management
Maharashtra 06.2013 - 04.2015
Bachelor of Engineering - Computer Science
Future Institute Of Engineering And Management
West Bengal 06.2006 - 04.2010
Skills
Pursuit Management
Solution Orientation
Problem Solving Skills
Analytical Thinking
Leadership Skills
Pricing Techniques
Solution Defense
Communication Skills
Stakeholder Management
Solution Construct
Timeline
Manager- Technology Managed Services
Ernst And Young GDS
07.2023 - Current
Manager
ADM Solutions Centre, Cognizant
08.2021 - 04.2022
Deal Manager
Capgemini
11.2020 - 08.2021
Presales Solution Architect
Tata Consultancy Services Ltd
07.2015 - 10.2020
MBA - Operations Management
Symbiosis Institute Of Operations Management
06.2013 - 04.2015
Software Engineer
Wipro Infotech
09.2010 - 05.2013
Bachelor of Engineering - Computer Science
Future Institute Of Engineering And Management
06.2006 - 04.2010
Associate Director- Application Services
NTT DATA
4 2022 - 06.2023