Pavan Kumar Surabhi
Hyderabad
Summary
Dynamic and results-driven in Pre-Sales, Consulting and Delivery ownership with 21+ years of experience bridging the gap between client needs and technical solutions. Proven track record in crafting compelling proposals, leading product demonstrations, and collaborating cross-functionally to deliver tailored business solutions. Adept at building trust with stakeholders, uncovering business pain points, and aligning offerings to strategic objectives. Combines deep technical knowledge with outstanding communication and client engagement skills.
Seasoned Sales Representative with exceptional success in business-to-business and business-to-consumer sales within multiple industries. Proven track record in exceeding sales goals, growing business and expanding territories. Accomplished in overseeing day-to-day business operations and fostering relationships with customers and clients for sustained business growth.
Focused Sales Consultant providing exciting product demonstrations and convincing leads to purchase. Detailed and quick-paced and true team player. Pursuing new sales-driven role where hard work and dedication will be highly valued.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Gen AI Pre-Sales Consultant, Automation Manager – Pre-Sales
Tata Consultancy Services
12.2006 - Current
- Gen AI Pre-Sales Consultant
- Providing E2E view to customer’s on GenAI interventions for both IT and Business functions
- Assessing the customer’s landscape and coming up with appropriate solutions that can provide business benefits with GenAI interventions
- Driving E2E GenAI lifecycle from understanding requirements to project delivery including coming up with GenAI architecture view, Defining the architecture
- Driving E2E POCs related to GenAI implementation using – Open AI, ChatGPT, using RAG frameworks
- Deliver tailored product demonstrations, technical deep dives, and Proof-of-Concepts (PoCs)
- Prepare high-quality responses to RFPs/RFIs and create detailed solution architecture diagrams
- Understand the requirements and provide the right cloud GenAI solutions as part of the responses
- Work with post-sales teams to ensure seamless handover and customer onboarding
- Automation Manager - PreSales
- Experience in working on Proposals related to Process automation related the tools like UiPath etc..
- Responding to RFPs/RFIs related to Process automation by doing Ticketing analysis using the tools like UiPath etc..
- Design tailored automation solutions using appropriate technologies (e.g., RPA, AI/ML, OCR, BPM).
- Create high-level architecture, workflows, and process diagrams.
- Select suitable platforms (e.g., UiPath, Automation Anywhere, Power Automate) based on requirements.
- Collaborate with technical teams to validate feasibility and scalability.
- Develop and deliver PoCs to showcase how automation can solve specific client problems.
- Prepare custom demos to demonstrate product capabilities and process transformations.
- Experience and expertise in designing and development of Test automation frameworks, automation frameworks, conducting automation assessments and coming up with recommendations
- Coming up with Automation tools recommendations as part of enterprise wise applications strategy
- Managing, coordinating, planning and executing the automation implementation in portfolios and projects. This involves review of automation approach, strategy and frameworks
- Provide recommendations on setting automation framework on UFT, Cucumber, Selenium webdriver, Eclipse IDE
- Providing proposals responses in the area of Test Automation
- Engage with customers to understand requirements in the area of RPA automation
- Analyze RFPs and ask the relevant clarifications to the customers
- Analysing the tickets in the application process areas and coming up with the automation solutions
- Document SOW
- Attending and driving customer discussion with respect to the solutions provided
- Discussing with project delivery teams to provide the solution view and implementation plan timelines
QA Tester
First Indian Corporation Pvt. Ltd
03.2004 - 11.2006
- Prepare Test planning and test strategy
- Create test and run test scripts
- Log defects into Quality center
- Discussing with project leads on the overall testing deliverables
- Engage with customer’s to understand requirements in the area of Test Automation
- Understand the scope of services for Test Automation
- Designing, developing, and implementation of Automation scripts
- Development of Test Automation frameworks
- Modifications to the existing automation frameworks
- Coming up with Automation tools recommendations as part of enterprise wise applications strategy
- Managing, coordinating, planning and executing the automation implementation in portfolios and projects. This involves review of automation approach, strategy and frameworks
Graduate Trainee
Deccan Cements Pvt. Ltd
05.2002 - 05.2003
- Managing overall plant operations including Crushers, Cement mills etc..
- Coordinating with multiple stakeholders and understand and come up with the right solutions
- Drafting drawings to ensure that the right material is purchased
- Created Purchase orders as part of the Material management
Education
Bachelor of Engineering -
Bangalore University
01.2001
Skills
- Cloud AI tools proficiency
- Programming languages: Java, Python, VBScripting, C, C
- Cloud platform expertise
- Jira proficiency
Accomplishments
- Achieved $ 100 Mn Pipeline with $ 20 Mn TCV as part of leading Cloud security services portfolio for NA Geo
- Penetrating into LATAM and Canada markets through Azure cloud security solutions
- Driving large proposals deals that includes multiple customer verticals in the areas of BFSI, TTH, Retail, CMI, Life sciences and Health care etc..
- Participated in development of Creation of reusable automation framework as part of Step-in Forum in Pune
Certification
- Certified in Growth and Transformational Leadership program (TCS- SDA Bocconi school of management)
- AZ900, AZ-500
- GenAI E2 level competency achieved through Azure AI Experience zone
- HP UFT
- ISTQB Basics
Core Competencies
- Solution Consulting & Technical Pre-Sales
- RFP/RFI Response & Proposal Writing
- Product Demos & Workshops
- Automation assessments and Consulting services
- Implementation of Automation services for the enterprise
- Tools/Framework recommendations
- Implementation of GenAI services in the areas of Automation
Timeline
Gen AI Pre-Sales Consultant, Automation Manager – Pre-Sales
Tata Consultancy Services
12.2006 - Current
QA Tester
First Indian Corporation Pvt. Ltd
03.2004 - 11.2006
Graduate Trainee
Deccan Cements Pvt. Ltd
05.2002 - 05.2003
Bachelor of Engineering -
Bangalore University
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