Summary
Overview
Work History
Education
Skills
Websites
Certification
References
Personal Information
Timeline
Generic
Pradeep Naik

Pradeep Naik

Faridabad

Summary

As a dynamic International Sales and Pre-Sales Specialist with over 22 years of expertise, I excel in driving growth across various functions, including Sales, Pre-Sales, Business Development, Key Account Management, GTM partner management and Product Marketing. My career has been marked by success in establishing and growing businesses in diverse regions, including India, Indonesia, Malaysia, and Vietnam. I am proficient in launching new ventures and developing key accounts through strategic planning and execution. My specialization lies in delivering enterprise-level IoT solutions, Smart City solutions, Private Networks, Industrial Automation, AI and ML based Video Analytics, tailored to enterprise, commercial, and government sectors. Currently, I am seeking opportunities to leverage my extensive skills in the UAE market.

Overview

26
26
years of professional experience
1
1
Certification

Work History

DEPUTY GENERAL MANAGER - SALES AND PRE SALES - IOT & PRIVATE NETWORK SOLUTIONS

Tata Communications Ltd
Delhi
02.2023 - Current
  • Spearheading the business strategy for the Oil & Gas segment in India (covering ONGC, IOCL, Oil India, Nayara, BPCL, HMEL, HPCL) and Southeast Asia (Pertamina, Petronas), successfully generating a USD 12 million pipeline
  • Managing a dynamic team of 6 professionals to achieve an order booking target of USD 8 million and a year-over-year pipeline growth target of 30%, with a major focus on pushing Stage 1 solutions to Stage 30
  • Identifying high-potential enterprise customers with a business potential of a minimum of USD 4M over three years and fostering long-term strategic alliances
  • Executing 15% year-over-year growth with go-to-market strategies for the IoT and Private Network Solutions portfolio, including IoT Platform, AI and ML-based Video Analytics, AI and ML-based vibration analysis, AI for road safety and traffic management solutions, Private 5G and LoRaWAN Networks, and Digital Healthcare solutions
  • Effectively communicating complex IoT concepts and ROI to stakeholders, while creating compelling proposals and customized RFPs, to gain a competitive edge
  • Identifying 2 new solutions' requirements and solution partners every year and establishing regional alliances to enhance market presence and development
  • Understanding and analyzing client requirements to determine optimal solution fits and create compelling propositions; leading technical discussions with clients to ensure alignment on solutions
  • Managing client negotiations and deal progression, aligning cross-functional teams (Product, Bid Management, Legal, Customer Lifecycle Management) to ensure successful deal closure, with a target of achieving minimum 5% above the company's BAFO price

HEAD - BUSINESS SOLUTIONS (PRE SALES AND BUSINESS DEVELOPMENT)

L&T Smart World & Communications
Faridabad
05.2022 - 01.2023
  • Single point of contact for promoting Smart and Safe city solutions, including City Surveillance, Border Security System, ITMS, Waste Management, ICCC, ICT, Asset Tracking, Digital Twins, e-governance and Early Warning Dissemination Systems, globally
  • Managed relationships with L&T group companies (LTI, LTTS, and Mindtree) to drive inquiries across the US, Europe, Middle East, and Southeast Asia
  • Provided solution design and pre-sales support for teams in India and internationally, leading lead generation efforts totaling USD 14M and supporting the enterprise sales team to achieve target revenue
  • Collaboratively drafting RFPs and proposals, ensuring alignment with stakeholder requirements and organizational objectives
  • In-charge of business development for the Middle East, working with global partners and the L&T Constructions and L&T Hydrocarbon team to drive growth
  • Managed Indian market development in Oil & Gas, Sea Ports, Smart Cities, Homeland Security, and Steel segments
  • Identified and pursued niche software and platform development projects from DRDO and the Center for Artificial Intelligence and Robotics (CAIR)
  • Established global business opportunities for the FUSION platform

DEPUTY GENERAL MANAGER - BUSINESS DEVELOPMENT AND GTM PARTNER ECOSYSTEM - IOT BUSINESS

Tata Communications Ltd.
Delhi
09.2017 - 05.2022
  • Enabled device manufacturers and end-users in India to adopt LoRaWAN-based IoT products through boot camps and proof-of-concept initiatives
  • Achieved business of USD 6M from Enterprise, PSU and Government accounts
  • Onboarded multiple USD 1M dollar clients for Tata Communications
  • Established a PAN-India go-to-market partner ecosystem, onboarding 22 partners within 9 months to promote IoT solutions
  • Enabled and drove digital transformation projects across enterprise segments and smart cities, enhancing operational efficiency and driving innovation
  • Drove business for SaaS applications and platforms (Connected Workers and Connected Operations), establishing reference customers that supported business scaling
  • Account Manager for large accounts; L&T, ONGC, IOCL, JSW, Biocon, Vedanta, Indian Railways and Municipal corporations
  • Responsible for developing products and establishing new market segments for TCL's LoRaWAN-based Industrial IoT and asset tracking solutions
  • Established and deployed various Industrial IoT products (LoRaWAN switch, PLC, Surface Temperature Monitor, Energy meter, Transformer monitor) with device developers, targeting energy efficiency, process monitoring, and automation segments
  • Launched customized use cases, complex solutions jointly with partners, delivering maximum value to customers, enabling IoT journey for customers
  • Promoted IoT solutions and assisted as a digital transformation speaker at the Confederation of Indian Industry (CII) and various technology events

ASSOCIATE GENERAL MANAGER - BUILDING SOLUTION SALES

Schneider Electric India Pvt. Ltd.
Mumbai
01.2015 - 08.2017
  • Managed a dynamic team of 10 professionals from Sales and Solutions in the Western India region, focusing on business development for Integrated Building Management System solutions, including BAS, EMS, CCTV Surveillance, Fire Alarm Systems, Lighting Control, Security and Access Control, Environmental Monitoring, and Lift Management
  • Drove new business initiatives for Software Applications (EcoStruxure Building Operations and Data Center) and Analytics as a Service (AaaS), consistently achieving targets of over USD 5M while holding joint P&L responsibility
  • Steered relationship management with top IBMS consultants and stakeholders in key accounts, including Credit Suisse, Barclays, Cipla, Amdocs, and Mars International, achieving over 50% of targets through repeat business
  • Presented at various technology forums, promoting IoT solutions across target segments like IT/ITES, BFSI, Life Sciences, Healthcare, and Hospitality, effectively strengthening the pipeline

HEAD - ENERGY AND SUSTAINABILITY SERVICES

PT Schneider Indonesia
Jakarta
01.2013 - 12.2014
  • As Country Head for Energy and Sustainability Business, managed a dynamic team of 15 professionals across Sales, Energy Auditors, Software Architects, Commercials and Support functions, responsible for restructuring and driving the IoT, Automation, Energy Audit, Power Quality Metering, Switchgears, Electrical panels and Energy Efficiency Solutions business in Indonesia
  • Successfully achieved a sales target of USD 8M while holding joint P&L responsibility
  • Redefined strategies and increased customer satisfaction levels
  • Drove sales for SaaS solutions (StruxureWare PME and Energy Operations) as part of new business initiatives
  • Supported as Account Manager for Aditya Birla Group, Jindal, Ispat-Indo, Mayora Indah, and Asahi, while driving business development for Schneider Global Accounts in Indonesia (Danone, Nissan, Toyota, and Unilever), significantly contributing to pull-through orders for other business units
  • Responsible for developing new go-to-market partners and enhancing the skillsets of existing partners

SENIOR MANAGER, BUSINESS DEVELOPMENT - ENERGY MANAGEMENT

Schneider Electric India Pvt. Ltd.
Gurgaon
01.2012 - 12.2012
  • Developed Energy Efficiency business in Northern India, creating a market for application software (PowerLogic SCADA, ION E application) and high-end metering solutions
  • Managed product marketing for the ION series Power Quality meters
  • Managed PAN-India prescription activities for the business
  • Conducted market research to identify new product requirements, addressing the specific needs and challenges faced by customers
  • Presented at key industry events to maintain a high profile in the field of Energy Management

SENIOR MANAGER, BUSINESS DEVELOPMENT - POWER FACTOR CORRECTION AND METERING BUSINESS

Schneider Electric India Pvt. Ltd.
Gurgaon
07.2009 - 12.2011
  • Responsible for driving business development for PFC and Power Metering product ranges, serving as the first point of contact for PAN-India sales, pre-sales, and technical support
  • Managed PAN-India prescription activities for the business

SENIOR AREA MANAGER, SALES AND BUSINESS DEVELOPMENT

Schneider Electric India Pvt. Ltd.
Gurgaon
01.2009 - 06.2009
  • As Territory Head for Uttar Pradesh, Madhya Pradesh, and Uttaranchal, managed a regional team of 4 people focused on sales and support for Metering, Capacitors, Harmonic Filters, and Energy Efficiency solutions

COUNTRY MANAGER, SALES, BUSINESS DEVELOPMENT AND SOLUTIONS

Schneider Electric India Pvt. Ltd.
Jakarta
04.2006 - 12.2008
  • As Country Head, created a market for Energy Efficiency, Energy Management Systems, Power Meters, Capacitors, and Harmonics Solutions in Indonesia
  • Achieved an annual sales increase of USD 3M, growing over 200% for two consecutive years, with high profitability in targeted sectors
  • Assisted the energy audit team in executing 14 energy and power quality audit projects in Indonesia, while also managing customer lifecycle during order delivery
  • Established the market for software applications and remote data analytics solutions
  • Established a strong company image through marketing activities, resulting in a rapid year-over-year increase in sales and enhanced recognition and credibility in Indonesia and Vietnam

ASSISTANT MANAGER, SALES AND BUSINESS DEVELOPMENT

Schneider Electric India Pvt. Ltd.
Kuala Lumpur
01.2005 - 03.2006
  • Responsible for sales and business development for the Conzerv range of products in Malaysia; established the market for Energy Management System (EMS) software applications
  • Conducted market analysis to identify offer gaps and product quality issues while enhancing Energy Management branding through exhibitions, seminars, and the authorship of technical application notes and case studies

SENIOR SALES AND TECHNICAL SUPPORT ENGINEER

Schneider Electric India Pvt. Ltd.
Bangalore
04.2000 - 12.2004
  • Managed regional sales and technical support efforts across South India, launching targeted marketing campaigns in emerging markets and providing comprehensive support to sales teams, engineers, specialists, consultants, and end users to enhance customer satisfaction

PRODUCTION AND TECHNICAL SUPPORT ENGINEER

BPL Sanyo Pvt. Ltd.
Bangalore
08.1999 - 03.2000
  • Performed testing, inspection, and calibration of PCBs after component insertion, along with integration supervision; assisted as a member of the quality control and technical support team

Education

POST-GRADUATION DIPLOMA - MARKETING

Welingkar Institute of Management
12.2016

ADVANCED DIPLOMA - BUSINESS ADMINISTRATION, MARKETING

Welingkar Institute of Management
12.2016

DIPLOMA - ELECTRONICS AND TELECOMMUNICATIONS ENGINEERING

Bangalore University
12.1999

Skills

  • Application / Platform Sales
  • Solutioning
  • Pre Sales
  • Business Development
  • Key Account Management
  • Product Marketing
  • Project Management
  • GTM
  • Partner Management

Certification

  • The Internet of Things, 2017, Telecoms and Tech Academy
  • Consultative Value Selling and Account Management, 2016, Mercuri International
  • Energy Management System ISO50001 Certification, 2014, Asian Productivity Organization, Japan
  • Energy Management Professional Certification, 2013, Schneider Electric University

References

  • Mr. Annit Lalla, Schneider Electric, Dubai, UAE, Sustainability Technical Officer - Secure Power, +97 1503206902, Worked with Annit Lalla at Schneider Electric from 2015 to 2017.
  • Mr. Pradeep Singh, Etihad Energy Services Company, Dubai, UAE, Director Business Development & Project Execution, +97 1501728407, Worked with Pradeep Singh on various overseas projects during his tenure in Schneider Electric India from 2008 to 2012.
  • Mr. Lalit Mishra, Cognex Corporation, Gurugram, Haryana, Regional Sales Head (Indian Subcontinent), +91 96549 54222, Worked with Lalit Mishra at Tata Communications from 2017 to 2022.
  • Mr. Jayant Singh, Tata Communications Limited, New Delhi, India, Director - Sales, +91 98310 49243, Current reporting manager.

Personal Information

Nationality: Indian

Timeline

DEPUTY GENERAL MANAGER - SALES AND PRE SALES - IOT & PRIVATE NETWORK SOLUTIONS

Tata Communications Ltd
02.2023 - Current

HEAD - BUSINESS SOLUTIONS (PRE SALES AND BUSINESS DEVELOPMENT)

L&T Smart World & Communications
05.2022 - 01.2023

DEPUTY GENERAL MANAGER - BUSINESS DEVELOPMENT AND GTM PARTNER ECOSYSTEM - IOT BUSINESS

Tata Communications Ltd.
09.2017 - 05.2022

ASSOCIATE GENERAL MANAGER - BUILDING SOLUTION SALES

Schneider Electric India Pvt. Ltd.
01.2015 - 08.2017

HEAD - ENERGY AND SUSTAINABILITY SERVICES

PT Schneider Indonesia
01.2013 - 12.2014

SENIOR MANAGER, BUSINESS DEVELOPMENT - ENERGY MANAGEMENT

Schneider Electric India Pvt. Ltd.
01.2012 - 12.2012

SENIOR MANAGER, BUSINESS DEVELOPMENT - POWER FACTOR CORRECTION AND METERING BUSINESS

Schneider Electric India Pvt. Ltd.
07.2009 - 12.2011

SENIOR AREA MANAGER, SALES AND BUSINESS DEVELOPMENT

Schneider Electric India Pvt. Ltd.
01.2009 - 06.2009

COUNTRY MANAGER, SALES, BUSINESS DEVELOPMENT AND SOLUTIONS

Schneider Electric India Pvt. Ltd.
04.2006 - 12.2008

ASSISTANT MANAGER, SALES AND BUSINESS DEVELOPMENT

Schneider Electric India Pvt. Ltd.
01.2005 - 03.2006

SENIOR SALES AND TECHNICAL SUPPORT ENGINEER

Schneider Electric India Pvt. Ltd.
04.2000 - 12.2004

PRODUCTION AND TECHNICAL SUPPORT ENGINEER

BPL Sanyo Pvt. Ltd.
08.1999 - 03.2000

POST-GRADUATION DIPLOMA - MARKETING

Welingkar Institute of Management

ADVANCED DIPLOMA - BUSINESS ADMINISTRATION, MARKETING

Welingkar Institute of Management

DIPLOMA - ELECTRONICS AND TELECOMMUNICATIONS ENGINEERING

Bangalore University

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