Sanju Sangameswaran
Associate Director
Abu Dhabi
Summary
Leading the EMEA strategy, execution, and team development across New Logo Sales & Partnerships
Motivating CXO’s to catalyse change and develop Digital Transformation
Built successful SAP Partnership models enhancing project deals on S4 HANA Implementations, Support and SAP ECC Migrations
Partner with Finance and Operations to streamline billing, collections, and accounts payable processes in large-scale deals.
Maintaining Government relations with diverse procurement teams and supplier agreements
Overview
20
20
years of professional experience
6
6
Languages
Work History
Associate Director – Business Excellence
KPMG
09.2021 - Current
- Company Overview: The Business Excellence is essentially a startup business for UAE. 2021 was the first full year for the Business Excellence program, so essentially part of the team that kick started the business in EMEA.
- Build and manage a business pipeline to exceed goals for revenue of 10 Mil
- Actively and successfully manage the process of lead generation, demo, negotiation, closure for Digital Transformation projects
- Establish work packages and create solution architecture for large accounts (>2 million €) for Microsoft low code, AI and automation projects.
- Managing the SAP Digital Core Cloud portfolio which comprises of S/4 HANA public/private cloud, AMS, Office of CFO
- Vertical approach - BFSI, Construction, Retail & Energy (Utility and Oil & Gas)
- Lead the business initiatives for engagements on Microsoft, SAP, Testing, ISO 20000/27001, CMMI, Process Automation, Low Code, Agentic AI, Cybersecurity and Six Sigma
- Manage the account relationship with Technology solutions alliance partners Microsoft, SAP, AppDynamics, OpenText, Katalon and IBM
- Successfully opened new territories and new logos for EMEA region and played leadership roles including strategy definition and execution of GTM.
- Rolled out e-invoicing strategy for FTA and Ministry of Finance
- Speaker and Panelist at Sapphire SAP conferences, Madrid and Barcelona
- Microsoft Power Apps engagement with Das Holding, Abu Dhabi
- Won a major contract on SAP S4 implementation with ENOC to maximize operational efficiency, reduce labor costs and perform system integrations.
- Increased account penetration with SAP Support services/Staffing.
- Overlooked the delivery and profitability of the Enterprise Applications Business Line for all tracks of Adnoc Group (Oracle BI, SAP AMS, SAP SAC, SharePoint, Power Apps)
- Won ERP (SAP) Gap analysis and assessment, SAP license procurement with QTerminals, Qatar in a highly competitive bid
- Testing and Post Implementation Support engagement at Network International
- Created a CoE for Application Performance Testing involving 20-member team for Etihad Airport Services (IVR, Etihad Mobile App)
- Test Automation and TCoE for SES Satellites, Holland
- Microsoft Low code Implementation engagement with HCT University, Abu Dhabi
- SAP S4 HANA and cloud Consulting engagement with Enel Group, Italy
- Drove the value case for DevOps at Deutsche Bahn, Germany
- The Business Excellence is essentially a startup business for UAE. 2021 was the first full year for the Business Excellence program, so essentially part of the team that kick started the business in EMEA.
Country Manager – Oracle
Al Moayyed International Group
02.2017 - 09.2021
- Executive band to run and grow the Oracle Practice involving managing enterprise solution projects including Business process re-engineering and cloud migration
- Team size of 14 people and 10M USD in Annual Revenue
- Oracle EBS/Fusion Cloud – Supply Chain (Procurement and Order Management), Manufacturing and Warehouse applications
- Manage Core Areas of consulting Oracle Financials, Oracle Supply Chain / Logistics, -Oracle Manufacturing, Oracle HRMS (HCM), Oracle Projects, Oracle CRM, Fusion Applications, Oracle BI (Business Intelligence, Datawarehouse)
- Manage Oracle alliance and partnership
- Managing RFP/RFIs, integrating responses, solutions and carrying out win/loss analysis to offer best in class solutions resulting in effective client servicing
- Oracle Fusion Implementation at Qatar Cool (ERP + Taleo + HCM)
- Directed the implementation of Financials, HR, Payroll & Purchasing, Order Management and Inventory for King Hamad Hospital, Bahrain
- Part of $3-million VIVA BSS Transformation project, Bahrain, upgrading Core BSS IT system to Oracle11.5 and Siebel CRM
- Oracle Managed Services for Department of Government Enablement, Abu Dhabi
Regional Sales Manager, Business Application Services – SAP
Fujitsu Consulting
09.2015 - 02.2017
- Responsible for SAP Business Revenue across the Middle East
- Develop GTM Strategy for SAP Managed Services
- Driving commercial and technical discussions for SAP ECC, S4 HANA, SAP SD, Salesforce CRM integration & BTP
- Worked on SAP license sales, Implementation Services and Project deals
- Account management for key deliverables - As-Is & To-Be processes, GAP–FIT analysis, Blueprint designing, configurations, developments, RICEFW objects, testing & user trainings
- Territory Included UAE, Bahrain, KSA, Oman and Jordan
- Target customers included Mid-to-Large Size accounts from Construction, Oil & Gas, Retail and Consumer goods segments.
- Pre-Sales and Consulting – working with Business and IT Leaders (CxO’s) to understand business and IT initiatives. Demonstrate how to leverage existing investments in SAP products and services.
- Trusted Advisor to SAP’s top accounts
- Communicate technology vision for the customer to demonstrate future value of SAP Cloud Migrations
- Proposal submissions and bid preparations.
- Collaborate with SI’s and ISV’s including Cloud hosting Vendors such AWS, Google Cloud and Microsoft Azure
- Expanded SAP footprint by aligning with the transformation goals resulting in an increase in annual recurring revenue to 2x and 3x in two strategic accounts
- SAP Application Support at Emirates Steel
- Success Factors Implementation at United Arab Bank
- SAP Batch Management Implementation at Coca Cola, Al Ain, UAE
- S4 HANA Implementation at Aramex, Jordan
- ReFX Implementation at Eltizam Group, Abu Dhabi UAE
- Won SAP Application support at ENEC
- Achieved 2016 revenue recognition target of USD $ 9.6 Million (98%) between Jan to Dec 2016
EMEA Sales Manager
Wolters Kluwer
09.2012 - 09.2015
- Company Overview: Ifirm SaaS Software
- Nurture a long term & strategic relationship between Wolters Kluwer and assigned chartered accountant practice firms
- Drive Digital Transformation in enterprise accounts through Wolters Kluwer strategic solutions for office of CFO
- Lead complex customized proposals and solutions based on customer requirements
- Pipeline and forecast management of $2M yearly Revenue
- Driving adoption of software solution with customer base
- Ifirm SaaS Software
- Managers Choice Awards 2013 ‘Managing complexity’
- “Forward Thinker” Award for Innovative & Strategic New Ways of Doing Work 2014
Regional Sales Manager – Technology Solutions
Inspace Technologies
01.2012 - 09.2012
- Worked with Startup Inspace Technologies India in their technology solutions offerings.
- Focused on a unique engagement model which included being partner and principal neutral with IT Vendors.
- Created sales plan for achieving 1 Mil USD targets for India, South region including Bangalore, Chennai, Hyderabad and Kochi and achieved 70% target quota.
- Complete solution-based selling for winning engagement deals ranging from a span of 3 months to 1 year.
- Establishing meetings with CXO’s for presentation on service offerings which included Technology Audit and Process Advisory Services.
- Service offerings include ERP Consulting and project management, IT/CIO Consulting and IT Infrastructure outsource
- Generating prospect base through events focusing on specific verticals
- Successfully closed SAP ERP Audit + Optimization deal with Siesta Hospitality
- Won a major engagement deal with Rexroth Bosch in ERP Advisory including procurement of SAP B1 licenses
- Successfully closed Technology Audit, ERP Consulting and Implementation deal with South Eastern Roadways which included implementation of Oracle Fusion ERP
- Won contract for Oracle Fusion HCM Implementation with Exide Insurance
- Won contract for Technology Audit with MK Retail and Naga Foods
Business Development Manager– Enterprise Sales
Invensys Schneider
01.2010 - 01.2012
- Responsible for P&L and delivery of the business vertical. The key deliverables encompass client satisfaction, business growth, gross margins, productivity, and team management.
- Sales growth and new account openings across Invensys portfolio of products and service offerings which includes BPM professional licenses, Developer licenses, SAP Connectors, DMS Solutions, Professional Services and SharePoint Connectors.
- Responsible for sales and business developments in key accounts, evangelizing BPM within client organizations including BFSI, Automotive and Manufacturing.
- Connect with Project Managers, IT Managers and CIO’s.
- Spearhead the partner program for channel sales (VAR Program) which included target achievement strategies, pipeline forecasts, training programs and providing pre-sales support.
- Direct sales and business development within Gulf - Oil & Gas, Semi Government Sectors, by identifying and winning new clients and renewing/growing existing clients.
- Target SAP based leads to sell Invensys licenses with SAP Connectors.
- Finalizing terms & conditions of Contracts, performing analysis to ensure that contracts are within negotiated & agreed-upon parameters.
- Provide leadership to the day-to-day operations of the sales function, while maintaining focus on the strategic goals.
- Won major BPM deal with EMC on Documentum platform and converted the account into an OEM relationship.
- Won a major BPM license deal with Al Ghurair Group, UAE.
- Won BPM Cloud delivery platform deal with National Bank of Fujairah integrating with multiple on-premises systems.
- Successfully closed large BPM Professional edition license deal with Toyota Financial Services.
- Distinguished for acquiring major deal for BPM Restructuring at Saudi Electricity Company worth $3 Mil.
- Deal closures above $60K include Ministry of Interior Abu Dhabi and DEWA.
- Grew sales in the MEA region by 272% in year 3.
- Onsite sales engagement (Q1) with/at Microsoft’s NE Sales HQ, U.S.A (2011)
Account Manager
Trivium Systems
04.2006 - 01.2010
- Handling a set of enterprise and global accounts across US & Europe as a Channel Account Manager supporting Partners for Telecommunications, VoIP, PBX, CDR and Speech Analytics solutions.
- Building strategic alliances with large OEM's including Avaya, NEC and Mitel.
- Leveraged channel programs to develop new routes to market and grow revenue; developed strategy for creating vertical markets and created global programs for partners and sales teams that resulted in 71% revenue growth.
- Recognized consistently as top performer exceeding revenue and profit targets.
- Achieved 185% of Q1 FY 2008 sales quota.
- Achieved 128% of Q2 FY2008 sales quota.
Solutions Specialist
Accenture India
06.2005 - 04.2006
- Presales and proposal Specialist for Oracle Flexcube core banking solutions – Universal banking and Internet Banking.
- Achieved RFP submissions totaling 3M+ USD.
- Focus on banking and financial institutions.
- Major wins include Deutsche Bank.
Education
MBA -
RAI University
04.2010
B.Sc. - Computers
ICFAI
01.2005
Executive MBA - Growth Strategy
IIM Calcutta
Calcutta05-2023
Skills
Digital Innovation & Transformation
Business & IT Architecture
Strategic business planning
Tactical business planning
Concept selling
Solution selling
Growth Strategy
Licensing of SAP
Licensing of Oracle
Licensing of Microsoft
Licensing of Core Banking solutions
Relationship development
Consulting led Selling
CXO Value Selling
Smart Factory
Industry 40
IT & OT Convergence
Intelligent Automation
Interests
Meditation
Traveling
Swimming
Actively involved in various volunteering activities of the Art of Living Foundation
Founder – The Vedic Rock (Music Band) Generated funds through musical concerts for underprivileged kids to access good quality education (Gift a smile)
Phone
- Mobile, +971 559770447
- Mobile, +919880208796
Personal Information
- Date of Birth: 1984-12-02
- Gender: Male
Timeline
Associate Director – Business Excellence
KPMG
09.2021 - Current
Country Manager – Oracle
Al Moayyed International Group
02.2017 - 09.2021
Regional Sales Manager, Business Application Services – SAP
Fujitsu Consulting
09.2015 - 02.2017
EMEA Sales Manager
Wolters Kluwer
09.2012 - 09.2015
Regional Sales Manager – Technology Solutions
Inspace Technologies
01.2012 - 09.2012
Business Development Manager– Enterprise Sales
Invensys Schneider
01.2010 - 01.2012
Account Manager
Trivium Systems
04.2006 - 01.2010
Solutions Specialist
Accenture India
06.2005 - 04.2006
B.Sc. - Computers
ICFAI
MBA -
RAI University
Executive MBA - Growth Strategy
IIM Calcutta