Sharath Chandra Kujala
Hyderabad
Summary
Seeking a challenging role in a forward-thinking organization where I can leverage my 13+ years of experience in Federal Business Development and Capture Management. My expertise encompasses Proposal Management, Capture Management, and Client Relationship Management, with a strong track record in lead generation for the US Federal market through cold calling, email campaigns, networking, and webinars. Adept at managing end-to-end RFI, RFP, and RFQ processes, I bring a versatile, multi-tasking approach and a positive attitude to market research, presales, and market intelligence. Committed to driving growth and delivering exceptional results in highly competitive environments
Overview
13
13
years of professional experience
Work History
Capture Manager
Global Solutions Group, Inc
02.2024 - Current
- Lead Business development and Capture Efforts for HHS, Treasury, USDA, Justice and other civilian opportunities
- Engage directly with customers to identify their needs and pain points, performing Section L/M shaping during the Capture and Pre-RFP planning stages
- Identify and engage teaming partners on potential Prime/Sub opportunities, issue data calls, and help execute NDAs and TAs
- Identify incumbents' programs and key personnel for top GSG capture opportunities
- Provide support to the growth portfolio in all aspects of capture, including identifying decision makers, understanding customer funding, incumbent status, past performance, etc
- Identify and form relationships with current and potential government customers and industry partners to discuss pipeline opportunities
- Assist proposal teams in identifying the most likely requirements to successfully win an opportunity with win strategies, discriminators, customer issues, and hot buttons
- Building strong pipeline for Cyber security sub-contracting opportunities
- Successfully led capture efforts to win new contracts and re-competes
Capture Manager (Consultant)
CAN Softtech, Inc
08.2023 - 11.2023
- Capturing federal opportunities worth $10M to 50M, across various Civilian & Defense agencies for FY 2024
- Submitted multiple proposals on GSA & SAM.gov portals for FY 2023 closing
- Building team for couple of upcoming Single & Multiple award IDIQs & BPAs
- Monitoring the status and progress of each capture opportunity using CRM
Senior Business Analyst
IndraSur Consulting Services, Pvt. Ltd (Akytech Conslting LLC & ProGov Partners LLC)
12.2021 - 08.2023
- Market research, competition, and stakeholder analysis
- Building and maintaining Robust pipeline for Akytech Consulting & JV- ProGov Partners
- Identifying Federal RFP/RFQ/RFIs/IDIQ/BPA
- Business Unit meetings, Go and No-go decisions and strategic analysis
- Documentation: Gap Analysis/Capability Matrix, Gate packages, One pager's
- Forming teaming strategies in market, bringing new partners and expanding the Strategic network
- Identifying Incumbent -Subcontractors & Key Personnel
- Attending Industry Days, Vendor Outreach Sessions with SB officers & Industry Prime partners
- Scheduling Agency wise meetings with JV Partner and Internal teammates, meeting minutes & assigning action items to team
- Well Versed with OMB & FAR regulations, CRM & SharePoint tools
- Process training and continuous process improvement
- Expertise in tools like Gov-Win by Deltek, Gov-Tribe, Bloomberg USA-Spending.com fpds.gov, sam.gov etc
- End to End Bid management till proposal submission
- Knowledge management: Creating and Maintaining the Knowledge repository relating to Pre-sales support (RFIs/RFPs, Service requests, Collaterals, estimates, presentation material and capability documents for potential Customers)
Pre-Sales Lead
Bourntec Solutions Pvt Ltd
07.2020 - 11.2021
- Generating and managing IT business pipeline including IDIQ, GWAC's, Task orders and open opportunities
- Planning, controlling, directing and executing all activities from opportunity assessment to proposal submission (the project capture life cycle) while completing the required decision and Team reviews
- Developing and presenting ‘Win' Strategy to Executive Leadership Team
- Leading identification and qualification of new business opportunities and managing a gated Federal business development pipeline
- Executing call plan with client decision makers to support capture strategy and pre-RFP action plan
- Preparing marketing/positioning plans for competitive environments by gathering acquisition intelligence data on clients' decision makers
- Our Prime partner The Intellekt Group LLC has been awarded AETC Immersive Learning Basic Ordering Agreement Contract for Air Force Materiel Command
Account Manager
DID Solutions Pvt Ltd (CompQsoft, Inc)
11.2014 - 07.2020
- Company Overview: Federal Civilian Agencies
- Primary responsibilities include: Identify, Analyze new IT Services RFI/RFPs from Federal Civilian and National Security agencies
- Establish, build and develop high quality business partnerships with potential client partners at the federal level nationwide
- Run the entire bid management process starting from Opportunity qualification till Bid submission
- Execute NDA -Non-disclosure agreements, negotiate terms of TA- teaming agreements, develop and maintain relationships with program managers and decision makers with full cycle business development
- Develop and execute on call plans for proposals – from pre-RFP (capture phase) through final delivery
- Identify corporate past performance references based on RFP requirements
- Preparing RFP understanding / summary presentation and walkthrough of the PPT during Proposal kick-off call & sharing Proposal Schedule for Red Team, Pink Team & Gold Team Reviews
- Make recommendations to the Executive Team by Gathering intelligence to identify potential clients and team members, ensuring that all business opportunities are optimized using internal/external contacts
- Working closely with onsite team by providing appropriate capability / solution presentations matching prospect's needs during various levels of meetings
- Work with the proposal manager to organize and coordinate internal and external proposal teams (teaming partners and sub-contractors), clearly communicating roles & responsibilities, assignments, and deadlines with team members
- Ensure proposal documents are compliant with solicitation requirements
- Worked on Multiple Prime & Subcontracting Proposals
- Successfully won a Task Order of $48 Million for 5years with Department of Homeland Security (DHS), United States Coast Guard (USCG) – ISD Professional Services
- Our Prime Partner Northrop Grumman Corporation has been Awarded for Information Technology Support Services Contract (ITSSC), worth $3.7 Billion for Department of Social Security Administration
- Has been awarded for Consular Systems Modernization (CSM) Contract worth $850 Million for Department of State
- Our Prime Partner Leidos has been Awarded Multiple Award Contract for ITIO Next Generation IT Services (NGITS) on Engineering Task Order for Department of Health & Human Services
- Our Prime partners has been Awarded Multiple Award Contract for Information Technology Support Services (ITSS-5) for Department of Justice
- CSRA, Inc on (Unrestricted- Category) & Logistics Systems Incorporated (LSI) on (Service Disabled Veteran Owned Small Business – Category)
- Submitted Subcontractor Proposal with our Prime Partner SAIC for FEMA Centralized Operations, Maintenance, and Management Information Technology Services (COMMITS) for Department of Homeland Security
- Successfully submitted Prime Proposals for GSA - OASIS SB ON RAMP & SSA – ESBITSS Proposal
- Federal Civilian Agencies
Consultant
Nexgenux Technologies
02.2013 - 10.2014
- Commercial Business- (Lead Generation)
- Business Development: Responsible for identifying potential new clients and converting them into increased business
- Cold calling as appropriate within the market to ensure a robust pipeline of opportunities
- Researching and building relationship with new clients
- Set up meetings between client decision makers and company's practice leader
- Business Analysis: Responsible for SLAs, Quality and Accuracy of the overall delivery of validated results
- Ensure the communication flows timely, accurately and efficiently across multiple projects stake holders and Development team
- Able to test business applications from a business perspective to ensure that all client requirements are incorporated into the design
- Client Retention: Presenting new products and services and enhancing existing relationships
- Identifying opportunities for campaigns and services that will lead to an increase in sales
- Management & Research: Submit weekly progress reports and ensure data is accurate
- Attending weekly meetings and discussions with the management
- Tracking and recording activity on accounts and help to close deals according to the target
- Understanding the company's goal & purpose so that will continual to enhance the company's performance
Business Associate
Ebony Gautier
12.2011 - 02.2013
- Maintain an in-depth knowledge of company product and services and competitor activity, products and services
- Provided customer assistance at site with emphasis on regaining customer confidence
- Take care of in-house sales & co-ordinate with business manager for make to order
- Co-ordinate with warehouse manager for stock availability & track on the transportation for delivery at customer location
- Monitor industry developments relating to potential business opportunities
- Applied various methods to accomplish targets on monthly basis
- Visited new ventures with team to do door drop campaign to get new customers
Education
PGDM - Marketing, Supply Chain Management & Retail
Guru Nanak Business School
Hyderabad06.2011
Bachelor of Science -
Osmania University
Hyderabad05.2008
Skills
- New Account Acquisition
- Team Management
- Sales
- Business Development
- Key Account Management
- Business Analysis
- MS Office Suite
- Self-motivated
- Assertive
- Quick Learner
- Work Under Pressure
- Meet Deadlines
Timeline
Capture Manager
Global Solutions Group, Inc
02.2024 - Current
Capture Manager (Consultant)
CAN Softtech, Inc
08.2023 - 11.2023
Senior Business Analyst
IndraSur Consulting Services, Pvt. Ltd (Akytech Conslting LLC & ProGov Partners LLC)
12.2021 - 08.2023
Pre-Sales Lead
Bourntec Solutions Pvt Ltd
07.2020 - 11.2021
Account Manager
DID Solutions Pvt Ltd (CompQsoft, Inc)
11.2014 - 07.2020
Consultant
Nexgenux Technologies
02.2013 - 10.2014
Business Associate
Ebony Gautier
12.2011 - 02.2013
PGDM - Marketing, Supply Chain Management & Retail
Guru Nanak Business School
Bachelor of Science -
Osmania University
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