M Senthil Kumar
Chennai,Tamil Nadu
Summary
Highly accomplished and result-oriented Technology Services and Presales Solutions Leader with over 23 years of IT experience, seeking a business-driving and customer-facing role in an innovative environment.
Overview
24
24
years of professional experience
1
1
Certification
Work History
Deputy CTO
Focus Digital Technology Group.
Commonwealth, Singapore
04.2024 - Current
- Supported the CTO in defining and executing the company's technology strategy, ensuring alignment with business goals.
- Led the presales function, designing and delivering tailored technology solutions to meet client needs.
- Acted as a technical advisor to clients, providing insights and recommendations during the sales and delivery process.
- Managed and mentored presales and technology teams, fostering innovation and collaboration.
- Oversaw solution architecture, ensuring proposals were feasible, scalable, and aligned with client requirements.
- Drove R&D initiatives to explore emerging technologies and improve existing systems.
- Managed technology and presales budgets, optimizing costs while maintaining quality
- Increased win rates by 48% through high-quality proposals
- Successfully implemented cybersecurity solutions, resulting in digital fortress for Changi Airport
- Scaled the presales team from 2 to 18 members, improving client engagement and deal closures.
- Positioned the Focus Digital as a thought leader in Cybersecurity and Cloud through industry events and workshop.
Lead Solution Architect - Complex Deal Management
Fujitsu Consulting India Pvt. Ltd.
Chennai, Tamil Nadu
11.2022 - 02.2024
- Responding to significant opportunities across all Fujitsu service offerings for large and complex projects involving multiple technology sectors.
- Leading virtual teams in solution design with the aim of securing major deals through solutions that align with customer requirements, contribute to the sales win strategy, and are recognized for their cost competitiveness.
- Leading Global deal teams of Solution Architects, Lead Domain Architects and Subject Matter Experts during the development of large solutions, which includes deal shaping, bid budgeting, resource planning, solution design and development, value-prop, customer proposal, customer presentations, pricing negotiations and contract closure.
- Gaining an understanding of customer needs and influencing their requirements, translating them into an outline solution, and coordinating the value proposition.
- Ensuring a comprehensive overall solution by optimizing it based on the specified target costs, promoting the use of standard offerings whenever feasible, and driving the utilization of near/offshore delivery and innovation.
- Administering the feasibility of the solution by coordinating capability and overall solution approvals with the Business Lines in accordance with the Fujitsu Assurance Framework.
- Augmenting revenue growth by adding new accounts, increasing business from existing accounts through value-enabled services, identifying upselling and cross-selling opportunities.
- Participating in Strategic Review Meetings/ project Walkthroughs for critical decision-making and future strategy planning.
- Supporting continuous improvement efforts by exploring alternative options and new technologies, presenting them for architectural review, and sharing findings with key stakeholders and leadership teams.
- Delivered 4 deals as LDA worth $260 Mn TCV with a win rate of 40% for FY22-23
- 200% increase in the number of delivered end-to-end deals: 19% increase in the count of complex deals
- Collaborated with global teams to find gaps and implement best practices, resulting a improvement in solution quality and compliance in overall governance process
- Conceptualized and designed delivery models, frameworks, tools, and accelerators for customer solutions and RFP/RFI responses.
Program Head for Continental Europe Region
Tech Mahindra
Chennai, Tamilnadu
01.2021 - 10.2022
- Providing architecture leadership to Solution Architects within Presales Cycle of RFx (NN), EN-projects and cross business vertical solution portfolios implementing Infrastructure & Cloud Solutions, ADMS and Security solutions.
- Continuously evaluate the constantly evolving technology landscape and advice on the right selection and use of tools/technologies critical to supporting business transformation and optimization efforts for RFx.
- Review, Optimize & Sign-Off Technology Solution and Sizing for integrated solutions comprising multiple TechM Internal competencies (Applications, Infra, Networks, Security, and others) and External OEMs (SAP, Oracle, SFDC, Cisco, DELL-EMC, HP and similar).
Enterprise Architect
HCL Technologies.
Chennai, Tamil Nadu
02.2014 - 02.2016
- Lead the large-scale Transformation programs both from the IT architecture and solution design execution activities as design authority and provide a single point of technical solution ownership for all IT Infra transformation projects in scope for Volvo and easyJet.
- Envision and develop the long-term architectural direction, with emphasis on platforms/ Product reusable components while adopting a nimble delivery process.
- In partnership with the HCL Accounts team, formulate and execute a strategy to develop revenue model with RU and Roadmap.
Sr. Principal Consultant
Computer Science Corporation.
Bangalore, Karnataka
04.2013 - 08.2015
Principal Technical Architect
SAMS Group
Chennai, Tamilnadu
07.2011 - 03.2013
Solution Manager
Quest Software
Bangalore, Karnataka
04.2009 - 03.2011
Technical Lead
EDS.
Chennai, Tamilnadu
08.2007 - 04.2009
Senior Technical Lead
Education First
Chennai, Tamilnadu
12.2006 - 08.2007
Support Engineer
Microsoft Corporation
Bangalore, Karnataka
01.2004 - 12.2006
GTI- Support Specialist
Sutherland
Chennai, Tamilnadu
03.2002 - 01.2004
Education
Masters of Business Administration - Leadership, Strategy & Marketing
NMIMS Global
01.2022
Bachelor of Engineering - Computer Science
Madras University
01.2002
Skills
- Strategic Planning and Leadership
- Pre-sales, Pursuit Management
- Enterprise/Solution Architecture
- IT Strategy and Roadmaps
- Digital Transformation Leadership
- Solution Selling, Solution Designing
- Service Delivery Management
- TCO and ROI Analysis
- Effort Estimation
- Governance and Compliance
- Program and Project Management
- RFP/RFI Responses and Proposals
- Risk Assessments and Mitigation
- Account Planning and Management
- Business Strategy
- Contract Negotiations
- Revenue, P&L Management
- Infrastructure Management Services
- Agile and Waterfall Project Management
- Infra Solution Architecting
- Offerings and Product Development
- Business Development
- Sales Enablement
- Budgeting
- Cost Control
- Pricing
- People Management
- Team Leadership
- Process Enhancements and Automations
- Solution Quality Assurance
- Customer Technology Advisory
- DWS, Cloud, Datacenter and Network Solutions
- Stakeholder & Change Management
Certification
- The Open Group TOGAF Certified v10 and v9.2
- Microsoft Certified: Azure Solutions Architect Expert
- Microsoft Certified: DevOps Engineer Expert
- Microsoft Certified: Azure Data Scientist Associate
- ITIL v3 & v4 Foundations
- VMware Certified Professional-vSphere 5/6/7
- Six Sigma Green Belt
- AWS Certified Solutions Architect - Professional
- AWS Certified DevOps Engineer - Professional
- Generative AI for Business Leaders
- Advance Bid finance
- Critical Business Thinking
- High Impact Presentation
- Business Story Telling
- Situational Leadership II
- SAP HANA S/4 Overview
- Account Mining Techniques
- Agile Methodology & DevOps
Languages
Tamil
English
Personal Information
- Passport Expiry Date: 2035-12-31
- Title: Deputy CTO
- Date of Birth: 1982-05-13
- Nationality: Indian
- Marital Status: Married
Timeline
Deputy CTO
Focus Digital Technology Group.
04.2024 - Current
Lead Solution Architect - Complex Deal Management
Fujitsu Consulting India Pvt. Ltd.
11.2022 - 02.2024
Program Head for Continental Europe Region
Tech Mahindra
01.2021 - 10.2022
Enterprise Architect
HCL Technologies.
02.2014 - 02.2016
Sr. Principal Consultant
Computer Science Corporation.
04.2013 - 08.2015
Principal Technical Architect
SAMS Group
07.2011 - 03.2013
Solution Manager
Quest Software
04.2009 - 03.2011
Technical Lead
EDS.
08.2007 - 04.2009
Senior Technical Lead
Education First
12.2006 - 08.2007
Support Engineer
Microsoft Corporation
01.2004 - 12.2006
GTI- Support Specialist
Sutherland
03.2002 - 01.2004
Masters of Business Administration - Leadership, Strategy & Marketing
NMIMS Global
Bachelor of Engineering - Computer Science
Madras University