Krishna Kumar Kesari
Hyderabad
Summary
With over 14 years of experience in information technology, honed skills in business development. Expertise in market analysis, prospecting, presales, account management, and client servicing. Excels in executing focused strategic programs, events, and campaigns with a proven track record in achieving TCV/ACV milestones for large deal accounts. Versatile Business Head with exceptional business sense and deep understanding of BFSI/MFG operations, best practices, and strategies. Well-equipped to drive success and deliver results with 15 years of progressive experience in IT Industry
Overview
17
17
years of professional experience
Work History
Global GCC Business Head
Element Technologies
03.2024 - Current
- Responsible for the growth of Digital Business (AI/ML, Data & Analytics, Software Engineering, Automation Testing, CRM SF)
- Sales Enablement, and build the go-to-market strategy for the GCC Centre Focusing on Contract staffing and Solution Sales opportunity – T&M Model, BOT Model
- Overhaul the Lead Gen process for the company that results in new customer acquisitions and increases revenues by 10-12% - Managing Team of 10 BDR focusing on NA Lead Gen Activity
- Negotiate business contracts and costs with customers as needed
- Build positive and productive relationships with clients
- Address customer concerns and queries in a timely and accurate manner
- Develop new business opportunities with potential and existing clients to achieve revenue goals
- Built and strengthened relationships with industry partners to drive growth.
- Cultivated long-term relationships through focused effort on customer's unique needs and finding best solutions.
- Identified and communicated customer needs to supply chain capacity and quality teams.
- Developed detailed plans based on broad guidance and direction.
- Leveraged data and analytics to make informed decisions and drive business improvements.
Global Captive Solution Sales
Cygnet Infotech
01.2023 - 03.2024
- Cultivated and maintained strong relationships with customers to ensure a positive customer experience.
- Responded to specific customer requests, including RFP responses and industry-specific solutions.
- Contributed additional revenue to sales plans through resale opportunities.
- Developed and implemented product marketing plans to reach target customers.
Global Captive Sales and Delivery
Judge India Solutions Pvt Ltd
01.2022 - 12.2022
- Partnering with the Key Global Accounts at the APAC/US regional level to enable business strategies & deliver results through the effective implementation of information technology
- Acting as the key business contact in providing direction and proposing alternatives to business requirements within the technical and digital realm
- Responsible for the relationships with regional business leaders and their teams, creating and gaining alignment on the professional strategic IT roadmap
- I am privileged to be handling requirements which business need input, resulting in cutting edge technical solutions in one of the most customized environments seen
- Primarily responsible for transforming T&M contracts thru thought leadership into managed services
- Develop and manage current sales volume in Global Captives (GIC) and Enterprise markets at the national level
- Hunting new business in within transformation agenda on Digital Services (Interactive, Integration, and Expert), Analytics, Legacy Application modernization & support, Automation/AI, Cloud & Infrastructure Management services (AWS) focused on empowering our customers to transform their businesses with the interplay of cloud and other digital-first technologies, by driving organization-wide operational efficiencies and a culture of collaboration
- Strategic Account planning
- Driving digital sales and set annual sales targets
- Topline Accountability of $1M(EN+NN)
- Pitching innovation and next-gen digital technologies/use cases to clients
- Developing point of view and proof of concept
- Technical pre-sales, digital consulting & proposal writing
Business Development Manager - Solutions Sales USA
Judge India Solution Pvt Ltd
08.2021 - 12.2021
- Digital Transformation Solutions & Services GTM across USA/India Captive, Partner Management, Sales and Account Management
- Focused on Enterprise accounts at Judge Group
- Digital Transformation, New Business Development, Program & Account Management, Large Deal Construction, Negotiation
- Interacting with customers and help them understand perspective about automation and other Managed Services and Hunting/Farming New opportunity
- Interfacing with customers to recommend Automation solutions and other Managed Services, help solve problems and learn new opportunities
- Trusted advisor to client to help them meet their strategic business goals with our technology
- Build relationships with client to build presence in accounts and impact successful outcomes
- Handling customer technical discovery process, providing the best recommendations for customer initiatives and support for deployments at large accounts often performing sales presentations and customized product demonstrations
- Collaborate with marketing on sales collateral, trade shows and other networking events
- Build out technical collateral base with targeted best practice documents, and solution documents to drive bottoms-up adoption
- Mentor other Solution Consultants
- Identify opportunities for continuous improvement and product features
- Planning and executing new marketing initiatives to build the Business
- Work with customer to identify more workloads to move it on Digital Transformation Platforms
- Identify new accounts to promote the RPA platform
- Attending conferences, meetings, and industry events
- Identification of industry trends and suggesting new business initiatives in the target industry sector
- Analysing Customer requirements and mapping it with existing products for possible sale
- Establishing and nurturing partner relationships with the likes of Automation Anywhere, Hyper Science
- Third-party Demand Generation Team Management, Governance and Execution of NN Campaign
- Solution Automated Card Disputes Contact Centre Processing, Claims Automation by Automated Data Extraction
- Automating Invoice Processing, Bank Reconciliation
Business Development Manager - Solution Sales US
SLK Software Services Pvt Ltd
03.2020 - 08.2021
- Business Manager with Sales and Profitability responsibilities for strategic account portfolio (Netnew+Existing)
- In this role I am responsible for positioning, crafting and selling solutions for helping our customers serve their customers in new and transformational ways, thereby; making new markets and/or reimaging existing markets in the US Region
- New logo acquisition with BFSI & Manufacturing Space across USA
- Point solution area is Modern Apps and Data Platform, Advanced Analytics and AI centric platforms, tools and technologies; to deliver transformational and differentiated solutions
- These solutions bring to life the customer's value proposition
- I-Automaton Platform with customers, partners and external communities
- Understand customers’ overall data estate, IT and business priorities and success measures and work with SME to design implementation architectures, solutions and guide customer’s journey through Automation lead Digital Transformation Journey
- Handling requirements which business need input, resulting in cutting edge technical solutions in one of the most customized environments seen
- Created business strategy for new account acquisition in defined areas
- In Process of acquiring major Banking Account player as a new logo with a strategic intent of becoming a digital partner
- Successfully designed and negotiated Global Sourcing contracts
- Engaging with Top mgmt
- In developing Sales roadmap plans
- Identification of industry trends and suggesting new business initiatives in the target industry sector
- Analyzing Customer requirements and mapping it with existing products for possible sale
- Establishing and nurturing partner relationships with the likes of Microsoft, UiPath, BluePrism, FIS, FISERV, nCino and NICE Actimize
- Third-party Demand Generation Team Management, Governance and Execution of NN Campaign
- Responsible for hiring, leading and mentoring an Insides Sales Team of 5 ISR's
- Reporting to VP based out of Cincinnati, OH
- Solution - Automated Card Disputes Contact Center Processing, Claims Automation by Automated Data Extraction, SAP application testing with 100% test automation
Business Relationship Manager
BIRLASOFT, Inc
04.2015 - 03.2020
- Client Management
- Single point of contact for customer leadership and business partners
- Drive and oversee client meetings to identify new opportunities for business growth
- Lead the proposal preparation
- Develop and present detailed business plans and proposals for client projects
- Coordinate with other internal teams for cost and size estimations on proposals
- Prepare and conduct post proposal submission presentations, price negotiations and final contract paper work
- Audit the initial pre-project implementation design documents and provide feedback
- Supervise reviews with clients on periodic basis
- Gather feedback and report accordingly to the teams
- Provide new business opportunities to customers by estimating costs and benefits
- Represent Birlasoft in different technology and business workshops/ seminars/ roadshows conducted by internal & external entities
- Accountable for overall solution delivery, escalations and business issues resolution, developing long-range technology strategies, cost-benefit analysis
- Work with internal development and delivery teams for solution development based on client requirements
- Manage and Facilitate Business Process improvement activities and effective implementation of the same
Business development – BFSI
BIRLASOFT, Inc
11.2011 - 07.2015
- Serving as a dedicated strategic partner to client(s) with overall responsibility for client relationship, accounts vision/planning revenue growth and account profitability
- Manage US Based large Account with in there Indian offshore office
- Responsible for complete sales cycle from qualifying a prospect to collections, Follow up with prospective clients till deal closures and nurturing them towards Cross sell opportunity
- Leveraging and managing alliances/partnerships to offer enhanced value to the client
- Communicating effectively with cross-functional and cultural groups and building strategic relationships with client teams to further penetrate existing clients and develop new business based on credible relationships with top executives
- Establishing sales objectives & ensuring achievement of defined sales targets, growth in profits and expansion of company services
- Identify & generate business from new accounts by mapping Birlasoft Service offering - Software Services / Solution Selling
- Develop and Implement Growth Strategy for Insurance Business by co-coordinating with Insurance sales Head, practice and delivery for GTM Strategy
- Coordinate with the account executives / managers/VP's to evaluate the pipeline and facilitate
Sr. Marketing Executive (Simple Solve, Inc)
BIRLASOFT, Inc
12.2009 - 11.2011
- Developing a database of qualified leads through referrals, telephone canvassing, cold calling on business owners, direct mail, email, and networking
- Responding to Corp RFPs and Tenders Developing long term Business relationships with customers and vendors
- Solution architecting and client presentation
- Engaging with Top mgmt
- In developing Sales roadmap
- Developing Practice driven sales strategy
- Business Development in new territories to position simple solve solution across USA Market in Tier 3 Vendor space
- Compile and Provide Prospect technology Intel to top Management via third party reports, Google search
- Supporting the Field Sales Executives in North America Market by Lead generation, activity involved Campaign planning and Management
- Doing market Research and making business plan for domain specific service offering across Insurance space
- Maintaining and expanding the database of prospects for the organization
Business Development Executive – ESN, Technology
Everest, Inc
04.2009 - 12.2009
- Generating leads and driving the lead generation inside sales programs
- Analyzing the success of lead generation programs by geography; online lead sources like Hoovers, Jigsaw
- Building a strong sales pipeline, performing regular follow ups and maturing opportunities
- Proactively prospecting and qualifying potential new accounts
- Responding to RFI / RFP, making proposals with pre-sales and technical team
- Preparation and presentation of Sales report with detailed performance analysis
- Determine Client’s software development requirements and presents proposals for customized business Solutions
- This is done by responding to RFI/RFP’s working with technical project leads/project manager’s to develop estimates and implementation plans for proposed
- Follow through with proposal, negotiation to closure
- Handling the existing Clients and follow up with them on regular basis to trap their future needs
Tivoli Sales Specialists
i3 Software
05.2008 - 02.2009
- Devise sales strategies and targets through targeting key clients, identifying key decision makers and leverage opportunities to promote and sell – i3software IBM Tivoli Netcool solution offering
- Prospecting in one or more vertical markets like banking, insurance, Energy, etc
- Pre Sales and Post Sales activities, Market Research, active participation in the entire Sales Cycle, Client requirement analysis, Scheduling the appointments and meetings with the Clients
- Service positioning, solution presentation and commercial proposition to CXO level
- Manage entire sales cycle Lead qualification to closure and realization of sales revenue
- Develop and sustain excellent customer relationship through deep engagement
- Delivering continuous value by meeting customer expectations and post sales issues
- Developing sales and business strategy for new Industry verticals and offerings
- Implementing revenue, margin and positioning strategy for SME segment
Education
B.Tech - Electronics and Communication
Holy Mary Institute of Technology and Science
01.2008
Skills
- MS Office Packages – MS Word, MS Excel, MS Power Point
- CCNA
- MCSE
- Operating system
- SAP S/D
- Manual and Automation Testing
- WordPress
- Automation Anywhere
- AWS
- Budget development
- Profit improvement
- Sales forecasting
- Client relationships management
- Customer acquisition
- Partnership development
- Contract negotiation
- Consultative sales
- Prospect development
- International business
- Business planning
- Business development
Hobbies and Interests
- Creativity
- Commitment
- Hard work
- Books
- Travel
- Music
Personal Information
- Date of Birth: 05/23/83
- Gender: Male
- Visa Status: B1 active – 2032
Languages
Hindi
Advanced (C1)
English
Advanced (C1)
Telugu
Elementary (A2)
Timeline
Global GCC Business Head
Element Technologies
03.2024 - Current
Global Captive Solution Sales
Cygnet Infotech
01.2023 - 03.2024
Global Captive Sales and Delivery
Judge India Solutions Pvt Ltd
01.2022 - 12.2022
Business Development Manager - Solutions Sales USA
Judge India Solution Pvt Ltd
08.2021 - 12.2021
Business Development Manager - Solution Sales US
SLK Software Services Pvt Ltd
03.2020 - 08.2021
Business Relationship Manager
BIRLASOFT, Inc
04.2015 - 03.2020
Business development – BFSI
BIRLASOFT, Inc
11.2011 - 07.2015
Sr. Marketing Executive (Simple Solve, Inc)
BIRLASOFT, Inc
12.2009 - 11.2011
Business Development Executive – ESN, Technology
Everest, Inc
04.2009 - 12.2009
Tivoli Sales Specialists
i3 Software
05.2008 - 02.2009
B.Tech - Electronics and Communication
Holy Mary Institute of Technology and Science
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