Salesforce
Pawan Koppa
Proposal Lead
Bengaluru,KA
Work Preference
Summary
Proactive and goal-oriented professional with excellent time management and problem-solving skills. Known for reliability and adaptability, with swift capacity to learn and apply new skills. Committed to leveraging these qualities to drive team success and contribute to organizational growth.
Overview
20
20
years of professional experience
5
5
Certificates
Work History
Proposal Lead
Itron Inc.
06.2021 - Current
- Senior proposal lead and single point owner for all opportunities in the APAC region
- Covered deals of all sizes across regions - Singapore, Malaysia, Thailand, Philippines, Australia, New Zealand and India
- Initiated the two-in-a-box model (sales-presales) and worked with sales leads right from the prospect stage to pre-qualification, opportunity review boards and working through the entire pursuit cycle till deal closure
- Worked as designated proposal lead for all major key and strategic accounts across APAC
- Consistent positive feedback from all sales leads across the years and the go-to proposal lead for all major pursuits
- Built strong relationships with key stakeholders across all organizational levels, allowing for better understanding of internal capabilities and expertise available when preparing bids.
- Improved proposal content quality by working to setup a AI powered proposal response software and streamlined the entire proposal library for APAC
- Streamlined the proposal development process with thorough document management structures, leading to increased efficiency and quicker turnaround times.
- Managed cross-functional teams effectively, across varied time zones ensuring timely completion of tasks required for the development of high-quality bids.
- Reduced response time to RFPs with efficient planning, prioritization, and delegation of responsibilities among team members.
- Enhanced collaboration among teams for improved bid quality through regular communication and status updates.
- Held one-on-one meetings with all sales team leads and region leads on a bi-weekly rotational basis to be completely in sync on current and upcoming deals
Bid Management Region Lead (Infrastructure and Cybersecurity) - EMEA and ROW
Infosys Limited
10.2018 - 06.2021
- Lead of a team of bid managers with varied experience levels.
- Single point owner of all bids in the EMEA and ROW regions including TCV ownership.
- Manage a very heavy workload of deals (qualification/assignment and mapping) apart from leading large deals in my own capacity.
- Expertise in managing deals across all infrastructure towers - Workload & Cloud / Workplace & Mobility / Service Management & Integration and cybersecurity.
- Specialized experience in large ITO multi-tower deals involving extensive interactions with other teams like application development and maintenance (ADM).
- Responsible for all governance activities - facilitating solution reviews with individual towers, overall document integration, delivery approvals, complete pricing and PAT approvals.
- Manage interactions with various internal teams like business finance, delivery, sales, legal and HR.
- Leading the team to ensure full compliance to all internal processes including bid tracker ownership for both the regions, reusable content repository creation and updates.
- Experience in developing commercial pricing models based on Fixed Bid / T&M/ unit based and ARC - RRC.
Bid lead - Asia and Middle East
DXC Technology (formerly HP Enterprise Services)
01.2016 - 09.2018
- End to end bid management of deals in the AMEA region as part of the GSC (Global Solutioning Center).
- Experience in handling strategic deals of various sizes and complexities in both the Infrastructure and Application domains.
- Managed all governance activities during the deal lifecycle including qualification reviews, solution reviews and final deal reviews.
- Ensured 100% compliance to all internal processes including bid budget calculations, tracking and issue log management, Issuing of WBSE codes to team members, interface with procurement, HR, delivery and sales.
Manager - Presales, Europe CIS (Cognizant Infrastructure Services)
Cognizant Technology Services
04.2014 - 12.2015
- Bid management of deals in the Europe region (UK, Nordics and Continental Europe).
- Managed interactions with internal teams, help facilitate deal intake, deal workshops, bid rooms and client visits.
- Managed deals ranging from managed services to datacenter transformation/ cloud/ hosting and virtualization / end user computing and application - infrastructure consolidation / rationalization.
- Experience in Test Infrastructure Management (TEM) deals which I helped setup and evolve as an offering in the Europe market.
Associate Manager in Infrastructure Management Services (IMS) presales team
Tech Mahindra
06.2011 - 04.2014
- Solution and bid management of IT infrastructure proposals for the North America region.
- Handled end-to-end managed services and transformation deals.
- Extensive expertise in proposals across the IMS spectrum - enterprise computing, end user computing, enterprise networking and Enterprise security.
- Cross-functional expertise which includes working with teams from application development (ADMS), business groups, finance, technology SMEs and infrastructure solution architects.
- Responsible for maintaining the Knowledge base and bid repositories for the IMS presales team.
- Expertise in large deals with the largest being a 400+ million USD bid.
Technology Analyst in Solution Design and Presales Team
Infosys Limited
05.2006 - 06.2011
- Managed 300+ RFPs across different verticals.
- Prepared presentations, solution documents and budgeting templates for solutions involving data connectivity and voice (Avaya Contact Center and Cisco IPCC based call center infrastructure for various clients)
- Acted as a single point of contact for all audits conducted involving the technology presales team.
- Acted as an offshore client visit anchor and presented overviews of technology setup in various locations to prospective clients.
- Handled onsite client presentations - France and Singapore
- Acted as a Transition Manager (Technology) for Bangalore/Jaipur client ODC during which I managed technology transition of 50 FTEs for a U.S television major.
- Coordinated with internal business, procurement, client IT, client business and internal IT teams to implement the complete WAN network infrastructure including voice and data infrastructure
Education
Post Graduate Diploma - Telecom Management specialized in Systems and Finance
Symbiosis Institute of Telecom Management
Bachelor of Engineering - Computer Science & Engineering
VTU
Skills
Friendly, positive attitude
Personal Information
Date of Birth: 10/09/82
Certification
ITIL v3 foundation
Accomplishments
- Star award winner for leading a bid to implement a challenging, new solution in the Philippines
- Won Team Extra Miler Award / Deal Champion / Best deal team awards during my tenure at Infosys, DXC and Cognizant
Affiliations
Member of APMP India
Shipley and APMP foundation certified
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Software
MS Office suite
Loopio
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Timeline
Certified GenAI Pursuit Professional
10-2025
Shipley Self-Paced-Training
03-2025
APMP® Bid and Proposal Management Foundation
10-2022
Proposal Lead
Itron Inc.
06.2021 - Current
Advanced Certificate in Program Management
03-2020
Bid Management Region Lead (Infrastructure and Cybersecurity) - EMEA and ROW
Infosys Limited
10.2018 - 06.2021
Bid lead - Asia and Middle East
DXC Technology (formerly HP Enterprise Services)
01.2016 - 09.2018
Manager - Presales, Europe CIS (Cognizant Infrastructure Services)
Cognizant Technology Services
04.2014 - 12.2015
ITIL v3 foundation
03-2013
Associate Manager in Infrastructure Management Services (IMS) presales team
Tech Mahindra
06.2011 - 04.2014
Technology Analyst in Solution Design and Presales Team
Infosys Limited
05.2006 - 06.2011
Bachelor of Engineering - Computer Science & Engineering
VTU
Post Graduate Diploma - Telecom Management specialized in Systems and Finance
Symbiosis Institute of Telecom Management