Kingshuk Narayan Nath
Mumbai
Summary
A sales professional with 20+ Years of experience in selling IT/Telecom Solutions & Services to Enterprise customers directly or through partner Ecosystems. My primary focus over the years has been on strategy formulation, Sales, Service delivery, P&L management, business operations and team leadership. I am focused on honing my acquired skills. I am well-versed in establishing and overseeing dynamic business planning and am dedicated to promoting growth, increasing efficiency, and strengthening profit forecasts.
Overview
21
21
years of professional experience
Work History
Business Head (West)
Newgen Software Technologies Limited
Mumbai
10.2023 - Current
- As a Business Head, I am the P&L owner for the West region of Newgen Software.
- I am responsible for the new order booking, revenue from the order booking, collections, and the delivery of the projects.
- My roles included managing a solid team of Sales and Presales to bring new business to Newgen.
- I am also responsible for building a strong partner ecosystem, including the big 4s and GSIs, to expand the market reach.
- Have direct interactions with the CXOs of all the prominent organizations in the West region.
- Focus on building a strong funnel for Enterprise Content Management Solutions, including Gen AI Solutions, Low Code No Code applications, and workflow building platforms; Customer Communication Management Solutions; and Industry-specific AI Platform.
- Positioning Customer Onboarding, Loan Origination system, Loan Management System, Trade Finance Solution, underwriting solution, and claim management solutions to the BFSI vertical.
- Developed and implemented strategies for increasing market share, profitability, and customer satisfaction.
Regional Sales Head – Manufacturing, Retail and Distribution Vertical
Sify Technologies Limited
Mumbai
01.2021 - 10.2023
- As RSH, I am responsible for the OB, Revenue, Collection, and renewal of Sify offerings for my segment.
- Focus on increasing business volume in existing and new customers in the Segment.
- Drive business in the Segment through a strong team of Account Managers and Business Development Managers.
- Maximize revenue and gross margin in the existing account.
- Decrease outstanding and increase collections.
- Provide leadership to the direct reports (Account Managers and Business Development Managers) and ensure that goals are met both at the individual and team levels.
- Create the Annual, Quarterly, and monthly business plan and drive its execution.
- Directly interacting with the CXO levels of all the Top X and Next X accounts.
- Account Wise Plan for all the Top X, and Next X Accounts.
Account General Manager, Industry Vertical
DXC Technology (Formerly HP Enterprise Services & Computer Science Corporation)
Mumbai
03.2017 - 10.2020
- Company Overview: A US$ 21 Bn IT Services Company
- As Account General Manager, I am the overall owner of some of the Large Accounts (Multi-Million Dollar Accounts) of Industry Vertical.
- P&L owner of the account.
- Driving Revenue, Profitability, and Growth is the key responsibility.
- Responsible for driving new initiatives with clients.
- Digital initiatives, Automation, Delivery Innovation.
- Responsible for delivering an operating margin improvement of year over year.
- Responsible for driving business value programs for the client.
- Develop a continuous service improvement plan for the client.
- Leading Cadence and Steering Committee Meetings with the client.
Deputy General Manager (DGM) – Strategic Deals Group
Bharti Airtel Limited [Enterprise Business Group]
Mumbai
07.2015 - 10.2016
- Strategize with the Key Account Management Team to prepare long term planning for large accounts in Western Region
- Interacting with the CIOs and the CFOs in the large accounts and create strategic opportunities in the account
- Work on Managed Services, Enterprise Mobility, IOT, Intelligent Connectivity (SD WAN & Smart MPLS) and Cloud Solutions for the Enterprise customer
- Drive large opportunities end to end till the closure of the opportunity
- Working with Business Partners/OEMs to create solutions for the customer
- Create and nurture relationship with all key stake holders in the account
- Drive Verticalized Solution for the customer
National Sales Manager, New Business – System Integration and Maintenance Services (SIMS)
Wipro Limited
Bangalore
04.2014 - 07.2015
- Develop and Set Annual Sales Plan for the National Sales Team (Maintenance Services Business) for India, Middle East and KSA
- Responsible for driving Revenue Growth, Order Booking and Profitability for the Line of Business
- Driving Cost optimization for the Line of Business
- Select, develop, and coach a professional sales team to meet or exceed specific goals for profitable revenue and GB growth
- Grow and nurture relationship with different business alliances / OEMs to drive higher revenue from each of the alliances
- Implement the company’s sales process to establish a culture of consultative selling to customer’s decision-makers at all levels
- Pursue identified business prospects, participating actively in the planning and sales process for new business opportunities
- Kept one to one relationship with all the top decision makers in Key Accounts Nationally
Regional Business Manager – System Integration and Maintenance Services (SIMS) East
Wipro Limited
Kolkata
10.2011 - 03.2014
- Manage the P&L of the region for the SIMS business unit.
- Run the day-to-day operations for the business unit in the region.
- Leading the Sales and Presales team in the region.
- Leading the C-SAT initiatives in the region.
- Managing CXO-level relationships in the customer organization through meetings, customer visits, specific events, and CXO Forum.
- Managing the Project Management team and the service delivery team in the region.
- Responsible for people management, team building, and nurturing career growth path for the team members.
- Managing and Enhancing the E-SAT of the regional team members.
- Building and nurturing relationships with all the Key OEMs and Business Partners.
- Interface between the regional sales/delivery team and the HO top management.
Manager Sales – Enterprise Services Division
Wipro Limited
Gurgaon
06.2008 - 09.2011
- Handling Key accounts for the Enterprise Services Division
- Generating new business opportunities from the existing set of accounts
- Exploring new accounts in the territory and developing business relationship in those accounts
- Working closely with other business LOB’s in Wipro to provide end to end solutions to the customer
- Supporting the Strategic Accounts team in Wipro to generate more service opportunities in their set of accounts
Account Manager – Enterprise Application Services
Sify Technologies Ltd
New Delhi
06.2006 - 02.2008
- Creating new business opportunities for the Enterprise Application Division.
- Creating new accounts for the Division.
- Generating new business opportunities for the division.
- Handling the existing Key Accounts of the Division, functioning within the enterprise solutions division in generating business opportunities for the enterprise application services division.
- Leveraging the skill sets of other business groups and bringing new projects from them.
Senior Marketing Executive – Web Development
Compare Infobase ltd.
New Delhi
09.2004 - 05.2006
- Generating new business opportunities for the portal www.mapsofindia.com
- Bringing new business for web development division of the organization
- Handling some existing accounts and generating new business opportunities from those accounts
Business Development Executive
Mangalam Electricals
New Delhi
03.2004 - 09.2004
- Project Manager for business development plan for the region of Chattisgarh
- Creation of Live Project Status system
- Developing market in NCR region
- Developing a customer database across the nation on the basis of different product lines
Education
Post Graduate Diploma - Business Management
Birla Institute of Management Technology
New Delhi02-2004
Bachelor of Engineering - Computer Technology
Nagpur University
06-2001
High Secondary Certification -
D.B. Science College
Nagpur06-1997
Senior Secondary Certification -
G.N.H.S.
Gondia06-1995
Skills
- Sales Forecasting
- Profit improvement
- Client relationships management
- Operations Management
- Budget Development
- Business Planning
- Business Development
- Customer Acquisition
- Prospect development
- Consultative Sales
Focus Areas
- IT Outsourcing and Managed Services - IT Infrastructure and Applications
- Cloud Data Centers, Virtual Private Cloud, Hosted SAPHANA, IAAS
- Cloud Platform: AWS, Oracle Cloud, Azure, GCP
- CyberSecurity Services and Solutions - Including SOC, ZERO Trust Solution, MDM, DLP
- Digital Services: App Modernization, Digital Value Chain – Devops as a Service, Secaps as a Service, Compliance as a service, Governance as a Service
- Enterprise Content Management, Low Code No Code Platform, Customer Communication Management, Industry Led AI Platform
Accounts Managed
- Dr Reddy's Lab
- Aditya Birla Group
- Mahindra & Mahindra Group
- Godrej Group
- Bajaj Finserv Limited
- Apollo Healthcare
- Sun Pharma
- Bank Julias Baer
- State Bank of India
- Central Bank of India
And Many more....
Accomplishments
- In 2020, I won the 100% achiever award at DXC.
- In 2019, I won the Platinum Circle award for my sales performance. It's a global sales award at DXC that is given to a few of the highest achievers.
- In 2012, 2013, Won the Best Region award as Regional Business Manager for East at Wipro
- In 2011, won the top performer award at Wipro - SIMS division
- In 2007, won the top performer award at Sify Technologies
Timeline
Business Head (West)
Newgen Software Technologies Limited
10.2023 - Current
Regional Sales Head – Manufacturing, Retail and Distribution Vertical
Sify Technologies Limited
01.2021 - 10.2023
Account General Manager, Industry Vertical
DXC Technology (Formerly HP Enterprise Services & Computer Science Corporation)
03.2017 - 10.2020
Deputy General Manager (DGM) – Strategic Deals Group
Bharti Airtel Limited [Enterprise Business Group]
07.2015 - 10.2016
National Sales Manager, New Business – System Integration and Maintenance Services (SIMS)
Wipro Limited
04.2014 - 07.2015
Regional Business Manager – System Integration and Maintenance Services (SIMS) East
Wipro Limited
10.2011 - 03.2014
Manager Sales – Enterprise Services Division
Wipro Limited
06.2008 - 09.2011
Account Manager – Enterprise Application Services
Sify Technologies Ltd
06.2006 - 02.2008
Senior Marketing Executive – Web Development
Compare Infobase ltd.
09.2004 - 05.2006
Business Development Executive
Mangalam Electricals
03.2004 - 09.2004
Post Graduate Diploma - Business Management
Birla Institute of Management Technology
Bachelor of Engineering - Computer Technology
Nagpur University
High Secondary Certification -
D.B. Science College
Senior Secondary Certification -
G.N.H.S.
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