Jatan Shah
Vice President
Ahmedabad,GJ
Summary
Performance-driven Vice President with 23+ years of experience aligning business strategy, systems, and processes with organizational objectives, policies, and regulatory requirements. Proven leader with strong organizational and communication skills, adept at building and leading high-performing teams. Results-oriented professional recognized for driving ecosystem development, indigenisation, Industry 4.0 initiatives, and long-term strategic partnerships across India’s aerospace, defense, and semiconductor landscape.
Overview
26
26
years of professional experience
1
1
Language
Work History
Vice President – Business Development & Ecosystem Strategy
Optimized Solutions Limited (OSL)
01.2024 - Current
- Won the single highest-value order in company history (₹15 Cr)—the largest deal closed in 20+ years, establishing credibility for large-scale program execution.
- Built a large-deal execution mindset by redesigning internal processes and governance, enabling the organization to confidently pursue and deliver ₹10+ Cr opportunities.
- Reduced execution cycle time by approximately 25% through Value Stream Mapping (VSM), process simplification, and removal of non-value-added steps.
- Improved order-to-cash efficiency by approximately 20% by strengthening payment collection processes, milestone tracking, and customer coordination.
- Led go-to-market strategy and ecosystem development for ATE, semiconductor test, and automation solutions across India’s fast-growing electronics and semiconductor landscape.
- Drove adoption of Open Systems, LabVIEW-based ATE platforms across semiconductor startups, test houses, electronics manufacturing clusters, and defense programs, expanding funnel quality and deal size.
- Engaged early with customers on newly announced semiconductor projects, improving visibility into roadmaps, and increasing early-stage opportunity conversion.
- Conducted regular executive-level account syncs with procurement, engineering, and leadership teams, strengthening long-term relationships and repeat business.
- Built strategic partnerships with government bodies, academic institutions, and ecosystem enablers, expanding the opportunity pipeline and supporting long-term market development.
- Negotiated high-value, complex contracts, improving price realization, and risk mitigation while ensuring sustainable profitability.
- Established a culture of continuous improvement using PSP, Kaizen, and VSM, driving measurable gains in execution speed, predictability, and customer satisfaction.
Sales Manager / Key Account Manager
Tektronix India Pvt. Ltd.
10.2012 - 12.2023
- Delivered sustained double-digit YoY revenue growth (2012–2015) across the Western region, spanning semiconductor, aerospace, defense, power, and electronics customers.
- Promoted to Head – South Region (2015) based on performance; drove high double-digit year-over-year growth through a focused regional strategy and team restructuring.
- Improved sales team retention by approximately 50% by introducing structured coaching, performance-linked incentives, and clear career development paths.
- Led complex, high-value sales engagements involving RF systems, EW labs, semiconductor testing platforms, and enterprise test solutions, resulting in multi-year customer commitments.
- Built and managed long-term strategic relationships with ISRO, DRDO labs, defense institutions, semiconductor ecosystem players, power customers, and global enterprise accounts.
- Consistently met or exceeded quarterly and annual sales targets, driven by disciplined pipeline management and execution focus.
- Built a dedicated inside sales team, standardizing lead scoring and follow-up processes to achieve a 15% uplift in lead conversion rate.
- Collaborated with global business units on pricing strategy, roadmap alignment, and account expansion, improving win rates, and deal profitability.
- Closed large, multi-year deals, and ensured strong post-sales engagement, resulting in repeat business and increased customer loyalty.
- Implemented CRM-driven sales processes, improving lead tracking, follow-up discipline, and internal communication, leading to higher conversion rates.
- Analyzed market and competitor trends to identify new opportunities, enabling expansion into high-potential territories and customer segments.
- Partnered with marketing teams to design targeted campaigns and customer engagement programs, increasing visibility and pipeline quality.
- Fostered a culture of continuous improvement within sales operations by encouraging feedback, sharing best practices, and standardizing execution processes.
General Manager Sales
Automation System Engineers Pvt. Ltd
05.2002 - 09.2012
- Developed and implemented a sales strategy to accomplish a sales plan for a continuous period of six years (from 2006 to 2011).
- Successfully organized targeted marketing events for important clients, resulting in the generation of over 200 new contacts, and the advancement of multiple sales opportunities.
- I took a significant part in selecting and building a high-performing team, as well as establishing Key Result Areas (KRAs).
- Also dealt with VNA, signal generator, frequency response analyzers.
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
Product Planner and Promoter
Saumin Process Control Pvt Ltd
01.2000 - 05.2002
- Optimized product development processes for accelerated time-to-market and increased customer satisfaction.
- Managed multiple projects simultaneously, ensuring timely completion while maintaining high-quality standards throughout each stage of development.
- Managed production and after market of the Timer, Counter, Pouch packing unit, and Camera.
Education
Postgraduate Diploma - Marketing And Finance
Harvard Business School
USA 04.2001 -
MBA - Marketing
Sikkim Manipal University
04-2011
Bachelor of Engineering - Instrumentation & Control
Government Engineering College
Gandhinagar04-2000
Skills
Semiconductor and various Test Automation , Industry 40 & ATE Go-To-Market Strategy
Accomplishments
- Achieved 200% territory growth within 3 years.
- Delivered 188% growth from strategic key accounts.
- Exceeded national business plan as interim leader.
- Triple “Masters” Award Recipient (2013, 2018, 2019)
Recognized among the top 10% of global sales leadership at
Tektronix; the company’s highest individual sales recognition.
Timeline
Vice President – Business Development & Ecosystem Strategy
Optimized Solutions Limited (OSL)
01.2024 - Current
Sales Manager / Key Account Manager
Tektronix India Pvt. Ltd.
10.2012 - 12.2023
General Manager Sales
Automation System Engineers Pvt. Ltd
05.2002 - 09.2012
Postgraduate Diploma - Marketing And Finance
Harvard Business School
04.2001 -
Product Planner and Promoter
Saumin Process Control Pvt Ltd
01.2000 - 05.2002
MBA - Marketing
Sikkim Manipal University
Bachelor of Engineering - Instrumentation & Control
Government Engineering College
ADDITIONAL INFORMATION
Willingness to travel extensively within India and internationally.
Ready for relocation if required
TRAINING & CROSS FUNCTIONAL PROJECTS
- Certified Problem-Solving Process (PSP) Champion, applying structured root-cause analysis and corrective action frameworks to complex business challenges.
- FBS Ignite Program (3 months)
Selected to collaborate with cross op-co stakeholders across EMEA to address and resolve critical, high-impact business problems through structured problem-solving and execution. - People Leader Effectiveness Program
Collaborated with senior leaders to study diverse leadership styles, participated in real-world case studies, and strengthened people leadership and decision-making capabilities. - Training & Facilitation Techniques – Instructor FBS (2019)
Certified in delivering structured training and facilitation programs, strengthening leadership communication and team capability development.