Rahul Arora
Gurgaon
Summary
Enterprise Business Leader with 20+ years of proven success in driving P&L ownership, enterprise sales growth, and large-scale digital transformation programs across Technology, Cloud, AI, and IT Services domains. Expertise in sales strategy, competitive positioning, deal structuring, and partner ecosystem management across enterprises and global markets. Adept at building and leading high-performing enterprise sales teams, CXO-level client partnerships, and complex contract negotiations. Recognised for delivering consistent revenue growth, multi-million-dollar contracts, and long-term client value realisation.
Overview
29
29
years of professional experience
Work History
Sr. Business Director - Enterprise, Telecom & Tech
Orion Innovation
Gurgaon
10.2022 - Current
- Spearheading key global Tech GCC accounts, driving RFPs/RFIs, strategic engagements and securing contracts across Industry segments.
- Achieved 20% YoY growth in 2024–25 with $9.2mn revenue achievement.
- Fostered innovation by enabling GDCs for strategic pursuits in Product Services, AI POVs, and Market Services Solutions covering solutioning, Governance, ROI articulation and pricing.
Consulting Partner (Comms BU) - IMEA
Wipro
Mumbai
04.2021 - 09.2022
- Led customer engagement strategies with strategic CSPs, in collaboration with ISVs, cloud hyperscalers, and alliance partners, resulting in a $12M revenue growth.
- Built strong executive relationships with strategic CSPs, enabling long-term co-sell and transformation programs.
Business Head - Enterprise Cluster
Wipro
Mumbai
07.2018 - 05.2021
- Part of India leadership team, nurtured team of Client Managers/AMs while supervising India enterprise cluster with KRAs spanning P/L, CXO-level engagements.
- GTM with Apps, Security and Infra/cloud providers, QoQ Revenue, order booking, Tracking delivery/escalations, Budget allocation, and Collections.
- Directly Managed Rjio, Vi and large conglomerates.
- Managed strategic customer relationships across enterprise clients, driving $32M in services revenue – FY21.
- Led the design and execution of multichannel engagement programs, resulting in higher CSAT scores, across Industries – Telecom, Manufacturing, Retail, Healthcare/Pharma and Financial Services.
Director - Enterprise (Central Govt./PSU)
Tech Mahindra
Gurgaon
04.2013 - 06.2018
- Managed $ US 18M Cloud Security and State-wide Surveillance deal for an Indian State Govt, during FY’18.
- Managed customer experience initiatives for Indian Railways and State Government projects, enhancing service delivery and adoption.
- Elevated revenues by 40% and improved EBITDA by over 50% by spearheading business transformation initiatives during FY’15.
- Earlier led Global Client Partnerships with Telecom OEMs – Nokia, Huawei, Samsung and CSPs – Bharti, Vodafone.
Dy, Director - Strategy and BD
Huawei Telecom
Gurgaon
01.2012 - 03.2013
- Increased service quality by 15% through pre-sales consultative engagements with Smartcare application (Customer Experience Solution) business.
- Generated business opportunities valued at $20M by launching new products/services.
MS Engagement Lead, GSI Partner Head & other roles
Nokia Networks
Gurgaon
06.2006 - 01.2012
- Transitioned through named roles, increasing in scope & responsibility, from Business Innovations to Solutions Consulting.
- As Head of GSI Partners built and activated GSI programs across regions, influencing enterprise and CSP buying decisions.
- Identified emerging growth opportunity with ATI enterprise network MS and played a key role in developing the DPR for Telecom-based MS for Aviation, aligned with the recommendations of ICAO and CANSO guidelines.
- Secured $30M Uninor MS contract, overseeing management of SLAs and KPIs, implementing rewards and penalty mechanisms, and tracking margins.
- Headed up NSN crack team to acquire award-winning CEM project with Bharti India.
- Yielded savings of $18M by introducing streamlined Services process.
Regional Business Manager
Wipro Arabia
01.2003 - 01.2006
- Established and scaled a business from inception, achieving $12 million in revenue by successfully acquiring and managing strategic telecom accounts in KSA and Bahrain.
Director - Sales & Marketing
IDEMIA (Formerly e Morpho)
New Delhi
01.2002 - 01.2003
- Secured $2.2 ml. in contracts by acquiring India's first e Top-up contract for Bharti and Orga upgrade.
Business Manager (APAC)
UshaComm Ltd
Kolkata/Singapore
01.1997 - 01.2002
- Negotiated and secured $3.3M Brunei PTT BSS project.
- Managed Hutchison Lanka's $2M Venture O/BSS deal.
- Met and exceeded sales objectives for FY’01, delivering $6M in revenue by securing contracts with GMPS operator (Thailand), PBTL-local operator (Bangladesh), Telecom Malaysia PTT.
- Market development activities in APAC region.
Education
PG Program - Artificial Intelligence for Leaders
Great Learning
UT Austin10-2025
Post Graduate - Business Management
Center for Management Development
Modinagar, IndiaBachelor of Engineering - Electrical
National Institute of Technology
Surat, IndiaSkills
- P&L Management & Profitability
- Sales
- Team Leadership
- Partner/GSI Alliance Management
- Account Management
- IT Infra/Cloud Solutions
- CXO-Level Stakeholder Engagement
- Strategic Planning AOP
- Large Deal Management
Websites
Awards And Trainings
- President awards for best revenue achievement., Wipro, 01/01/05
- Strategic Selling - Miller & Hiemen
- IoT Digital Certification- MIT
- Thought leadership & Participation in regional Telecom Industry forums
- Selected for DGM (Operations), BSNL, 01/01/17
Thought Leadership
- How AI is transforming Telecom Industry, Communications Today, 09/01/24, https://www.communicationstoday.co.in/how-ai-is-transforming-the-telecom-industry/
- 5G Network Slicing - Revenue by Slice., Telecom Business Journal, SIDTM, Pune, 12/01/21, https://sidtm.edu.in/archive/
- Monetizing 5G and Edge Computing, Express Computers, 07/01/23, https://www.expresscomputer.in/guest-blogs/monetizing-5g-and-edge-computing/101339/
Timeline
Sr. Business Director - Enterprise, Telecom & Tech
Orion Innovation
10.2022 - Current
Consulting Partner (Comms BU) - IMEA
Wipro
04.2021 - 09.2022
Business Head - Enterprise Cluster
Wipro
07.2018 - 05.2021
Director - Enterprise (Central Govt./PSU)
Tech Mahindra
04.2013 - 06.2018
Dy, Director - Strategy and BD
Huawei Telecom
01.2012 - 03.2013
MS Engagement Lead, GSI Partner Head & other roles
Nokia Networks
06.2006 - 01.2012
Regional Business Manager
Wipro Arabia
01.2003 - 01.2006
Director - Sales & Marketing
IDEMIA (Formerly e Morpho)
01.2002 - 01.2003
Business Manager (APAC)
UshaComm Ltd
01.1997 - 01.2002
PG Program - Artificial Intelligence for Leaders
Great Learning
Post Graduate - Business Management
Center for Management Development
Bachelor of Engineering - Electrical
National Institute of Technology