Summary
Overview
Work History
Education
Skills
References
Interests
PERSONAL INFORMATION
Timeline
Generic

SAROSH KUMAR

Commercial Business Leader
New Delhi

Summary

Dynamic and results-driven business leader with over 24 years of experience in ITES and technology services across large enterprises, conglomerates, and the BFSI sector. Proven track record of driving business growth, cultivating high-value client relationships, and spearheading strategic initiatives for multinational organizations. Strong background in consulting, sales, and business transformation. Expertise in managing large, complex accounts and delivering innovative digital and managed services complements a consultative approach to positioning ITES as strategic enablers of business outcomes. Recognized for an entrepreneurial mindset and adeptness at collaborating with C-suite stakeholders to shape go-to-market strategies that achieve sustained revenue growth and market expansion.

Overview

27
27
years of professional experience

Work History

Head Commercial Business –BFSI & Healthcare Life Sciences

Cognizant Technologies Pvt. Limited
08.2023 - Current
  • As a Client Partner and Head of Commercial Business, have been able to grow the portfolio 20% YOY. Currently responsible for driving 70% of India Business of Cognizant.
  • Have Improved the profitability by 20% YOY.
  • Accountable for end-to-end ownership of the business across BFSI, Healthcare and Life Sciences segment, including P&L management, customer success, solution positioning, and revenue growth.
  • Adept at building trusted C-suite relationships, aligning client needs with organizational capabilities, and acting as a strategic advisor to enable digital transformation, managed services, and consulting-led engagements.
  • Skilled in contract governance, deal structuring, renewals, and expansions, ensuring sustained business value for clients and profitability for the organization.
  • Responsible for defining and executing the go-to-market strategy, driving new business development, and expanding wallet share in existing accounts across the portfolio.
  • Experienced in leading large cross-functional teams across sales, delivery, and consulting, fostering collaboration to deliver differentiated client outcomes.
  • Expertise in strategic account planning, pursuit management, pipeline building, and competitive positioning.
  • Strong focus on innovation, operational excellence, and customer-centric growth, with a proven track record of consistently exceeding revenue targets and driving long-term client partnerships for a global ITES multinational.
  • Proven ability to learn quickly and adapt to new situations.

Service Line Sales Leader – Digital Business & Technology

Cognizant Technologies Pvt. Limited
02.2022 - 07.2023
  • As a Service Line Sales Leader, was responsible for driving revenue growth, market share, and client success for a defined portfolio of services within the organization. This role requires a deep understanding of the ITES and technology services landscape, strong sales leadership, and the ability to align service offerings with client business needs. The individual will own the end-to-end sales lifecycle for the service line, working closely with client partners, industry teams, and delivery units to generate demand, develop opportunities, and close large, complex deals.
  • Key Responsibilities included
  • Sales & Business Growth
  • Drive revenue growth for the assigned service line (e.g., Digital Transformation, Application Managed Services, Cloud, Data & Analytics, CX, or Infrastructure Services) across existing and new clients.
  • Develop and execute a go-to-market strategy aligned with organizational objectives and market opportunities.
  • Generate, qualify, and convert leads into large, strategic deals through solution selling and consultative engagement.
  • Meet and exceed quarterly and annual sales targets, revenue, and margin objectives.
  • Client Engagement & Relationship Management
  • Build strong relationships with C-suite and senior stakeholders in client organizations.
  • Position the service line as a strategic enabler of client business outcomes.
  • Partner with Client Partners / Account Managers to expand service penetration within key accounts.
  • Serve as a trusted advisor, providing insights into industry trends, emerging technologies, and competitive positioning.
  • Solutioning & Deal Management
  • Collaborate with pre-sales, consulting, and delivery teams to design tailored solutions that address client needs.
  • Lead the development of value propositions, proposals, RFP responses, and commercial constructs.
  • Negotiate contracts, terms, and pricing to ensure win-win outcomes for clients and the organization.
  • Govern the pipeline, forecast accuracy, and opportunity management using CRM and sales tools.
  • Market & Service Line Leadership
  • Analyze market trends, competitor strategies, and client demand patterns to refine offerings.
  • Represent the service line in industry forums, conferences, and thought-leadership initiatives.
  • Provide feedback to service line leaders and delivery teams to drive innovation and portfolio evolution.
  • Mentor and coach junior sales and business development teams to build a strong sales culture.

Head Application Services Sales – Private Enterprise Segment, India

Wipro Limited
06.2019 - 02.2022
  • Currently leading the iDEAS (Integrated Digital, Engineering and Application Services Business for Wipro (for Private Enterprise Segment) across Large scale Enterprises and BFSI Sectors.
  • Designing and Driving Strategy for the Business in terms of Revenue, Margins and Sales Growth.
  • Have Strategized and Executed iDEAS Business Plan for Wipro, growing the business over 300% in two years including organic and inorganic growth.
  • Have been designing and executing iDEAS GTM plans for India in collaboration with Global Solution practices and driving them with sales team for an effective pipe build
  • Have designed strategies to improve Operating Margins and have been constantly driving initiatives to improve quarter on quarter.
  • Have designed and executed revenue growth strategies, across segments and clusters.
  • Have led and won many Multi-Million Dollar Digital and Technology Transformation Deals with large BFSI, Telecom and Manufacturing Customers.
  • Have been Leading and Managing C Suite Relationships with Top 50 Indian Enterprise and BFSI Clients.
  • Have been leading and Managing Senior Leadership Relationships with all leading Technology OEM’s and Hyperscalers.
  • Leading a direct team of 25+ Sales Executives and a support team of 30+ Pre-sales architects to drive $120M business.

Vice President Sales – Products Industry Group

Accenture Solutions
11.2017 - 05.2019
  • Currently leading the Sales team for Technology business at Accenture across Large scale Enterprises in Automotive, Industrial Equipment, Life Sciences, Consumer Goods, Retails, Travel & Transport and Infrastructure industry segments.
  • Have Successfully led and over achieved Sales Targets within one year of joining Accenture.
  • Have led and won Multi-Million Dollar Technology Transformation Deals at Motherson Sumi Group, KEC, Amara Raja Batteries, Cargill
  • Lead and Manage C Suite Relationships with Clients – Maruti Suzuki, Motherson Sumi Group, Mahindra and Mahindra, Piramal Enterprises, GMR, Tata Global Beverages, Ashok Leyland, TAFE, TATA Motors, Shapoorji Pallonji, PMI etc.
  • Drive Sales with extended consulting and technology sales teams across multiple geographies.

Director SAP Services Sales- Strategic Accounts

SAP India
01.2016 - 11.2016
  • Managing SAP’s Global Top 25 Customer- Reliance Industries as Services Sales Account Director, managing 25% of Country’s Services Sales Budget.
  • Have achieved 140% revenue budgets in 2016.
  • Have been Orchestrating and leading the execution of the account strategy, incorporating Software Services, Cloud, Services etc.
  • Have Established relationships with Senior Executive Leadership at Reliance and have been managing a strong joint SAP- Reliance governance model.
  • Have been coordinating all customer- facing functions, including executive sponsor engagement, SAP Board member’s strategy visits, Global Experts engagement for customer workshops, etc., all to achieve tighter more profitable services business plans, thus increasing customer satisfaction and further positioning as a trusted advisor for Reliance.

Director Sales – SAP Analytics

SAP India
01.2015 - 12.2015
  • Led SAP’s Office of the CFO solutions business across Indian Subcontinent in Large Enterprise Business Segment
  • Have consistently delivered double digit YOY growth for the analytics business in India for SAP
  • Achieved Sales Performance Awards in 2014 as well as 2015.
  • Have successfully positioned and closed large Million Euro + deals for new innovation products of SAP HANA, Predictive Analytics, SAP Fraud Management etc. in India, driving end to end engagement at the CXO’s levels.
  • Established strong CFO, CIO and Business-Head level relationships through various process level and partnership discussions with large enterprises like Mahindra and Mahindra, CIPLA, Dabur, Voltas, Adani, Apollo Tyres, Havells India, Asian Paints, Eicher Motors, Aditya Birla Group, Maruti Suzuki Motors, Parle, Britannia, Biocon, GMR, Dr. Reddy’s, etc.
  • Driven collaboration between local and global VAT teams to expedite and successfully execute the Sales cycle.
  • Have done 35 competitive conversion transactions in last two years like Maruti, Ashok Leyland, Asian Paints, TATA Motors, Mahindra & Mahindra, Havells, Birla Corporation, Emami etc.
  • Driven an extensive competitive replacement drive against Mfunds (a leading Investment Management solution) replacing it with SAP Treasury Management across five major BFSI customer like, ICICI Pru, Birla Sunlife, TATA AIA, Bajaj Allianz and HDFC Life.
  • Established Trusted Advisor and thought leader among CXO community forums like CFO 100, AFPI, CII, ICAI etc.

Associate Director- SAP Office of the CFO Solutions - Business Development

SAP India
01.2012 - 12.2014
  • Developed and executed comprehensive go-to-market strategies for the OCFO Solution portfolio of SAP across India Srilanka and Bangladesh.
  • Demand Generation- Achieved 4X Qualified Pipeline rolling 4 quarters –which led to double digit revenue growth in the subsequent years, Development and implementation of cross-functional business development activities in the Indian Sub-continent with the entire product portfolio for SAP OCFO Solutions. Roll-out of business development programs tailored for specific industries and implementation of focused demand generation campaigns for selected products from the cOFO portfolio
  • Contributed towards the Strategic Business Planning on the portfolio based on Industry, Priorities, Install Base Upselling and whitespace opportunities. Delivered Effective plan to the Sales Managers for their respective Patches.
  • Proactively create the Program based management plan for the Solutions. Work closely with the marketing teams to prepare an integrated program plan build through messaging, positioning, content, and respective solution/industry expertise.
  • Field and Partner Enablement: Design, build and conduct enablement trainings and webinars as well as develop customer cases to facilitate successful deal execution.
  • Review and validate content asset delivery and ensure the availability of sales tools and knowledge required in the sales force / ecosystem to drive the opportunities to success.
  • Acted as a Thought Leader within the Finance Community in India –
  • Developed and articulated a clear vision for SAP’s growth and how EPM solutions support that growth.
  • Developed creative and distinctive strategies to achieve competitive advantage across customer segments and solution areas, and to drive market adoption in EPM
  • Regular Speaker in various CFO forums like, CFO 100, AFPI, CII, ICAI, BCAS, IMA, on CFO interest subjects.

Senior Solution Architect - SAP Pre-Sales

SAP India
06.2008 - 12.2011
  • Handled Key accounts like Reliance ADAG, Tata Teleservices, Jubilant Group, Jindal Group etc. that are spread across the industry verticals and geographical regions anchoring the customer relationship from solution perspective.
  • Led Extensive customer solution engagements for architecting the Solution Landscape and positioned SAP solutions and service offering both at a generic business level as well as for specific business needs of a customer/prospect.
  • Won various business process engagements and helped sales teams in closing large solution deals for accounts like Tata Global Beverages, Dialog Telecom Srilanka, Bashundhara Bangladesh,Titan, Adani, Reliance Industries, Cipla, Ranbaxy, Jindal Steel & power etc.
  • Led the team SAP win for multiple Euro 3 Mn + deals e.g. Tata Teleservices, BSNL, TATA Steel, L&T, M&M etc.

Senior Consultant- SAP Global Delivery

SAP India
06.2006 - 06.2008
  • Led Teams onsite for various Implementation Projects Across multiple countries in Europe.
  • Designed and executed productized services for on time delivery of the projects.
  • Established excellent trusted advisory relationship with key stakeholders in all the projects undertaken.
  • Have got two promotions in 2 years of consulting in SAP India
  • Exceeded the billing targets in year 2006 and year 2007 by more than 150% consistently.

Senior Functional Analyst

Tata Technologies Limited
05.2005 - 06.2006
  • Delivered Onsite Implementation Projects at Tata Precision Singapore and Philips Consumer Electronics, Netherlands.
  • Have successfully deployed ERP and other solutions in record time frame and have achieved performance awards

Consultant SAP

ITC Infotech Ltd.
11.2004 - 05.2005
  • Delivered one successful migration project at DHL Logistics – USA

Consultant SAP COE

Eicher Motors Limited
01.2004 - 11.2004
  • Handled large internal migration project at multiple geographies in India managing end users, stakeholders across various user locations of Eicher.

Asst Manager Finance & Accounts

Northway Infotech Pvt. Ltd.
07.2002 - 01.2004

Finance Trainee

Azad Associates
04.1998 - 06.2000

Education

Masters in Finance & Control - Security Analysis and Portfolio Management, Strategic Financial Management

V.B.S. Purvanchal University
Jaunpur, U.P.
06.2002

Bachelor of Commerce - Economics Honour’s

C.C.S University
Meerut
05.2000

Skills

Strategic Business Leadership

Positive attitude

Teamwork and collaboration

Team management

Flexible and adaptable

Organization and time management

Calm under pressure

Customer service

References

  • Manish, Prasad, President & Managing Director, Manish.prasad@sap.com, SAP India
  • Tushar, Kamat, Chief Business Officer, Tushkam@yahoo.com, Bizongo
  • Sreenivas, Rao, President Supply Chain, Sreenivas.rao@sunpharma.com, Sun Pharma
  • Avinash, Raghvendra, Group CIO, Avinash.raghvendra@axisbank.com, Axis Bank
  • Dheeraj, Sinha, Group CIO, Dheeraj.sinha@sunpharma.com, Sun Pharma
  • Deb Deep, Sengupta, Vice President South Asia, Debdeep.sengupta@uipath.com, UiPath

Interests

Hobbies/ Interests: Singing, Cooking, traveling and Reading contemporary fiction / Biographies

PERSONAL INFORMATION

  • Date of Birth: 21st January 1980
  • Nationality : Indian
  • Marital status: Married
  • Linguistic Abilities: English, Hindi: Read/ Write/ Speak ; Punjabi, basic proficiency, Speak Only

Timeline

Head Commercial Business –BFSI & Healthcare Life Sciences

Cognizant Technologies Pvt. Limited
08.2023 - Current

Service Line Sales Leader – Digital Business & Technology

Cognizant Technologies Pvt. Limited
02.2022 - 07.2023

Head Application Services Sales – Private Enterprise Segment, India

Wipro Limited
06.2019 - 02.2022

Vice President Sales – Products Industry Group

Accenture Solutions
11.2017 - 05.2019

Director SAP Services Sales- Strategic Accounts

SAP India
01.2016 - 11.2016

Director Sales – SAP Analytics

SAP India
01.2015 - 12.2015

Associate Director- SAP Office of the CFO Solutions - Business Development

SAP India
01.2012 - 12.2014

Senior Solution Architect - SAP Pre-Sales

SAP India
06.2008 - 12.2011

Senior Consultant- SAP Global Delivery

SAP India
06.2006 - 06.2008

Senior Functional Analyst

Tata Technologies Limited
05.2005 - 06.2006

Consultant SAP

ITC Infotech Ltd.
11.2004 - 05.2005

Consultant SAP COE

Eicher Motors Limited
01.2004 - 11.2004

Asst Manager Finance & Accounts

Northway Infotech Pvt. Ltd.
07.2002 - 01.2004

Finance Trainee

Azad Associates
04.1998 - 06.2000

Masters in Finance & Control - Security Analysis and Portfolio Management, Strategic Financial Management

V.B.S. Purvanchal University

Bachelor of Commerce - Economics Honour’s

C.C.S University

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SAROSH KUMARCommercial Business Leader