Pavan Sumanth Mulukutla

• As a Global Account Partner with close to 15 years of experience, I work closely with two high-impact clients in the Financial Services space - a leading global Asset & Wealth Management firm and a fast-growing FinTech organization.
• My focus is on building deep, strategic relationships, driving growth, and delivering measurable business outcomes.
• I currently manage a $100M+ portfolio, with end-to-end responsibility across sales, P&L ownership, and client relationship Management.
• I serve as the primary point of contact for executive leadership, ensuring alignment with business priorities and long-term transformation goals.
• A key part of my role involves scaling Global Capability Centres (GCCs) based in Hyderabad.
• I have been a part of these expansions to fully scaled, multi-tower models, enabling flexibility, cost efficiency, and global delivery excellence.
• In doing so, I've helped clients reimagine their operating models, bringing in agile / DevOps practices, improved governance, and faster time-to-value.
• I am also actively driving GenAI-led transformation, Data & AI programs, and service innovation helping clients modernize their tech stack while unlocking business value through automation, personalization, and predictive insights.
• In addition to client relationships, I also play a strategic role in Analyst Relations working with leading industry analysts to strengthen HCLTech's market presence, shape perception, and align our value propositions to emerging trends in BFSI.
• Whether it's expanding relationships, setting up new service lines, launching large deals, or collaborating with CXOs on future-ready initiatives, my goal is to be a trusted partner.
• Key Accomplishments FY 2025: Led a $12M Vendor Consolidation Program across the Data and Distribution businesses for my global Asset & Wealth Management client.
• Won a $10M Multi-Year CRM Transformation Deal, migrating legacy CRM platforms to MS Dynamics.
• Closed a $5M Enterprise RPA Migration Program, moving from legacy automation tools (Xceptor, Automation Anywhere) to Microsoft Power Platform.
• Won a $1M GenAI-Led Service Transformation deal, content generation, and co-pilot solutions for Legal & Compliance, Customer support & Martech operations.
• Created a Reusability & Repurposing Strategy Across LOBs, delivering a comprehensive capability mapping that enabled cross-LOB synergy and reusability.
• Key Accomplishments FY 2024: Won a $5M Operating Model Transformation with Vendor Consolidation, for the client's enterprise digital platforms.
• Closed an $8M Data Modernization Deal, leading the client's Analytical DB migration to Snowflake.
• Won a $5M Multi-Year Digital Re-Imagination Deal focused on UI/UX transformation.

• Having worked over 9 years in the domestic markets at TCS, I seized the opportunity to transition into the global BFSI Group within TCS.
• I served as the Growth and Transformation (G&T) specialist, operating remotely due to COVID Pandemic.
• My focus primarily revolves around Business Strategy, Business Development, and Sales Enablement for the BFSI sector in Europe, specifically targeting the Nordics and Benelux markets.
• My core responsibility entails aiding clients in harmonizing their strategies, processes, technology, and information to enhance operational efficiency and reduce costs.
• Possessing a wealth of experience in process optimization and technology solutions, I have developed a keen understanding of our clients' business objectives within the European market.
• I provide invaluable strategic counsel on the utilization of cutting-edge 'Machine First' technologies to meet and surpass their desired goals.
• My Primary responsibility covers: Lead the development of Business Strategy and collaboratively craft growth propositions for BFSI customers, focusing on Growth and Transformation (G&T) opportunities within the Nordic and BENELUX markets for large multinational banks and insurers.
• Assume responsibility for Market Positioning, Branding, and Strategy for major accounts within the Nordic Market, ensuring the establishment of a strong market presence and strategic direction.
• Oversee and execute the management of significant strategic deals, including Strategic Sourcing, Vendor Consolidation, Cloud Enablement, Enterprise Agile-DevOps, Mergers and Acquisitions, and Large Outsourcing Deals, ensuring the successful completion of these complex transactions.
• Supervise a diverse team of five professionals, strategically located across various European and Indian locations, aligning their efforts with customer objectives and formulating customized propositions for clients.
• Manage critical Legal Contracts and Finance Functions, meticulously reviewing and determining solutions for any impediments while forwarding comprehensive strategies to ensure seamless execution.

• Held a key leadership role with responsibility for Sales and Business Development within the Non-Linear Business Unit, operating within the India geography.
• The Non-Linear Business Unit specializes in providing Platform as a Service and Software as a Service offerings to large enterprises both in India and on a global scale.
• Managed a diverse portfolio encompassing nine primary accounts, which includes Private Banks, Major Government Banks, Mid-sized private/public sector Banks, and Large Financial Institutions within India.
• Spearheaded the Sales efforts for Mortgage and Payment Platform solutions, successfully onboarding eight new accounts onto the innovative M Pay platform hosted on TCS Cloud.
• M Pay has emerged as a highly sought-after platform for the BFS customers, earning acclaim and recognition as the cover story in prominent conclaves and conferences recently held in India.
• Led Sales initiatives for Wallet and Digital Mobile applications across mid-sized government banks in India.
• Executed responsibilities in opening new accounts for the Non-Linear Business Unit, with a primary focus on Sales Enablement for new accounts spanning the BFSI sector.
• Played a pivotal role in promoting TCS's wide array of offerings, including Middleware, Integration platforms, Payment platforms, Mobility platforms, Alternate channels, Digital Wallets, and Cloud Solutions, to prominent banks in the industry.
• Successfully managed Million Dollar Contracts and Renewals, ensuring the continued satisfaction of clients.
• Skillfully managed large and intricate SI Bids while overseeing multiple core Banking Deals, contributing to the growth and success of the organization.
• Possess substantial experience in engaging with major OEMs and Channel Partners such as SAP, Oracle, Microsoft, Dell, among others.
• Actively participated in various government conferences focused on Digital Strategy for Indian Banks, contributing to the shaping of strategic initiatives within the sector.
• Assumed responsibility for Sales Enablement within the Platform Solutions Unit, exhibiting extensive expertise in positioning PAAS (Platform as a Service) offerings, particularly CHROMA, for both new and existing customers in India.
• Key Accomplishments: FY 2018 - Won a Large Mortgages As a Service Platform deal for the Largest Indian Bank, Deal Size is 100 Crore INR for a 5 year Term.
• FY 2017 - Payment Platform on Cloud- Merchant Pay - Onboarded 8 Banks to the platform covering Private and Government Banks deal size 40 Crore.
• FY 2016 - Won a Digital Wallet Deal from a Large Government Bank.
• FY 2015 - Won 2 HRMS on Cloud Deals in this Financial Year with a large Financial Services Company in India and A Large Private Bank.
• Managed Large Core Banking Bids and have been institutional in winning one.
• FY 2014 - Won 4 Middleware Platform Deals which includes the largest bank in India.
• FY 2013 - Managed and won few large and complex bids for Financial Inclusion Gateway from Large PSU banks in India.

My professional development has focused on the shift from technical solutioning to strategic value-selling. Key leadership certifications in Strategic Account Management and Consultative Sales have refined my ability to align complex IT service delivery with boardroom business objectives, ensuring a seamless transition from Pre-Sales architecture to Sales leadership. This evolution has equipped me with a specialized toolkit for navigating large-scale, multi-year enterprise deals