Rajesh Malhotra
New Delhi
Summary
Dynamic leader with a proven track record at IBM, excelling in solution architecture and business development. Spearheaded multi-million dollar projects, driving significant revenue growth while mentoring high-performing teams. Renowned for strategic thinking and negotiation skills, consistently achieving targets and delivering innovative solutions in complex environments.
Overview
36
36
years of professional experience
1
1
Certification
Work History
Country Account Technical Leader Manager
IBM India Private Limited
01.2026 - Current
- Develop cross technology portfolio solutions for clients to leverage all IBM technologies to solve complex problems and modernize technology landscape
- Lead a team of ten senior architects
- Responsible for a target of thirty million software, three million SaaS and seven million services
- Lead execution for the Government vertical for 2026
Technical Sales Leader, Data and AI
IBM SOFTWARE
Gurgaon
10.2024 - 12.2025
- Led Sales and Tech sales for a segment with hundred enterprise and thirty government clients
- Managed a team of sales, tech sales and data architects
- Work with line of business to identify and solve business problems through AI and data-driven strategies
- Develop data solutions for clients in ISA to leverage data for insights and strong data architecture foundation.
- Nine million usd in year revenue for software and over two and half million usd in high end services
Data Sales Leader Strategic Enterprise
IBM SOFTWARE
07.2019 - 09.2024
- Own signings and revenue targets for Data and AI offerings in India/ISA
- Drive use case discussion with client leadership to develop engagements. Enable and facilitate teams to lead use case-based conversation with client lines of business teams
- Identify and develop replicable use cases by supporting proof of concepts and pilots and drive business development with IBM Labs, Client engineering teams and partners
- Manage and drive pipeline for the advance analytics platform in India/ISA
- Overachieved revenue targets for 2021/2023/2024
- Large deal for a connected car data platform deal at a large automotive player
- Advanced Analytics platform deals in large PSU and private banks
Sales Leader, Watson AI Apps
IBM SOFTWARE
07.2018 - 06.2019
- Managed revenue from asset management and IoT solutions in ISA.
- Structured multiple deals for metro rail and airport projects, enhancing transportation infrastructure.
- Secured IoT and asset management digital factory deal with large FMCG, driving innovation in manufacturing processes.
- Facilitated connected car deal (Phase 2) focusing on driver and vehicle behavior analytics, advancing automotive data insights.
- Engage line of business on Industry 4.0 initiatives
- Work with Industry forums to promote adoption and proliferate digital interventions
Base Growth Sales Leader, Strategic Outsourcing
IBM SOFTWARE
03.2014 - 06.2018
- Led strategic outsourcing engagement deals within India/SA and directed overall sales leadership. Developed and supported the closure of highly complex information technology solutions to senior client executives.
- Manage base growth accounts in North
- 100% plus of signings target achievement in 2018, 90% plus achievement in 2017, 90% plus in 2016
- First of kind connected car deal in 2018 with large Auto OEM, got the 'AP GM team award'
- Total outsourcing deal in 2017 with large Insurance client, got the 'Global Mobility and cloud services eminence award'
- 'Best team' award at AP Summit in August 2016
General Manager-Sales
Computer Sciences Corporation India Private Limited
03.2011 - 03.2014
- Responsible for signings and revenue from the manufacturing and industrial sector in India
- Focused on new implementations for ERP and management services
- Lead a team of four senior business development resources to build large engagements with clients, develop solutions and proposals, structure deals and close contracts
- 20 million+ USD total outsourcing deal at Indian arm of global industrial giant.
- Acquired Eight clients acquired with long term contracts
- 100% club in 2012 & 2013
Associate Director – North and East India
Capgemini Technology Services India Limited
09.2009 - 03.2011
- Responsible for revenue targets from Consulting, Technology Services and Outsourcing with a team of four sales and one pre-salesperson
- Closed the largest deal for Capgemini India - 10 million USD deal for SAP with Indian Railways
- Acquired seven new logos with annuity contracts
Regional Head - North and East India, Nepal & Bangladesh
Satyam Computers Limited
New Delhi
09.2007 - 09.2009
- Responsible for sales in North India and East India across verticals with a six-member sales team
- Drive outcome based transformational and outsourcing deals
- Overachieved Sales Target in 2008/2009 with a 39% YOY growth and 60% revenue from new clients
- Achieved a run rate revenue of one million USD per month
- Opened accounts with Satyam consulting services
- Unique revenue share-based outcome based long term deal at a Life insurer for Customer Analytics and campaign management for 15 million USD
- Large public sector SAP deal (8 million USD)
- First MS Dynamics based solution for CRM and dealer management at large petroleum downstream company for Satyam in India
- FOAK Outsourcing deal with Logistics Company involving Business Process re-engineering, ERP and portal implementation.
- First deal for Oracle OTM at ETA Freight star and First Oracle Agile deal at a Pharma company.
Software Client Leader-Industrial Cluster
IBM India Private Limited
Gurugram
03.2006 - 09.2007
- Lead the development of IBM Software business with key clients (PSU oil companies, large auto companies, PSU steel company etc.)
- Provide thought leadership for IBM’s software business to the internal teams and the customers in the Industrial cluster
Senior Business Manager
HCL Infosystems Limited
Noida
03.2003 - 02.2006
- Establish systems integration business across sectors with HCL Technologies as application arm, leveraging North sales team as the engine
- Develop and manage alliances with application and product vendors
- Drive the entire sales cycle from prospecting to contract signing
- EProcurement at Indian Railways on Broad vision (First of its kind project in India in PSU), Turnkey IT Automation solution on Microsoft at Rajasthan Power Utility – RRVPNL, Content Management Solution on Documentum (First in India) at Airports Authority of India, DMS on Documentum – turnkey project at Delhi Sales Tax, Turnkey solution on Microsoft at Ministry of Health, Government of India
Business Manager - North
indiamarkets, a Warburg Pincus funded startup
Delhi
05.2000 - 02.2003
- Meet business objectives for entire spectrum of procurement outsourcing
- Set up operation from inception in North and East and built a team of twenty-six team members
- Acquired key clients like Maruti Suzuki Limited, SAIL, Metal Junction, Tata Steel, Coca Cola, BILT, Asahi, Century Paper, Grasim Industries Limited, M.P. Birla Corporation and B.K.Birla Corporation for consulting, outsourced procurement activity and extended ERP (SaaS)
- Evangelized with Central Vigilance Commission for adoption of eProcurement in Government and PSU’s
- Managed outsourced procurement of over INR 1000 Crores
Regional Manager - North (last role)
ITW Signode India Limited
New Delhi
09.1994 - 04.2000
- Worked in multiple roles across regional sales and product management in different locations across India. Always achieved targets and took on new roles as demanded by the organization.
Senior Sales Executive
SWIL Limited
New Delhi
03.1990 - 08.1994
- Sales of non-ferrous metals to Industrial segment
Education
Postgraduate - Management (Evening classes)
International Management Institute
New Delhi, Delhi03.1995
Bachelor of Engineering -
Malviya National Institute of Technology
Jaipur, Rajasthan02.1990
Skills
- Solution architecture
- Account management
- Business development
- Team leadership
- Strategic thinking
- Negotiation skills
- Coaching and mentoring
Certification
- 14 IBM sales and product badges
- eCornell - Executive Leadership Certification
- Challenger Sales Training
- Global Business Leadership Certification at Satyam School of Leadership, Harvard Business School Publishing, and U21 Global.
- Holden Training in Solution Selling
- IBM Software Top Gun Training for all software products
- IBM Software Top Gun in Information Management
- Microsoft Solution Selling by Sales Performance
Personal Information
Date of Birth: 03/09/68
Timeline
Country Account Technical Leader Manager
IBM India Private Limited
01.2026 - Current
Technical Sales Leader, Data and AI
IBM SOFTWARE
10.2024 - 12.2025
Data Sales Leader Strategic Enterprise
IBM SOFTWARE
07.2019 - 09.2024
Sales Leader, Watson AI Apps
IBM SOFTWARE
07.2018 - 06.2019
Base Growth Sales Leader, Strategic Outsourcing
IBM SOFTWARE
03.2014 - 06.2018
General Manager-Sales
Computer Sciences Corporation India Private Limited
03.2011 - 03.2014
Associate Director – North and East India
Capgemini Technology Services India Limited
09.2009 - 03.2011
Regional Head - North and East India, Nepal & Bangladesh
Satyam Computers Limited
09.2007 - 09.2009
Software Client Leader-Industrial Cluster
IBM India Private Limited
03.2006 - 09.2007
Senior Business Manager
HCL Infosystems Limited
03.2003 - 02.2006
Business Manager - North
indiamarkets, a Warburg Pincus funded startup
05.2000 - 02.2003
Regional Manager - North (last role)
ITW Signode India Limited
09.1994 - 04.2000
Senior Sales Executive
SWIL Limited
03.1990 - 08.1994
Postgraduate - Management (Evening classes)
International Management Institute
Bachelor of Engineering -
Malviya National Institute of Technology