Shashi Prakash
Noida
Summary
Professional with extensive experience at Tata Advanced Systems, achieving over USD 100M in new client acquisition. Specializes in pricing strategies, bid management, and risk assessment, resulting in improved operational efficiency. Strong analytical capabilities and strategic insight have driven substantial revenue growth and enhanced client satisfaction.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Senior Manager - Cyber and Homeland Security
Tata Advanced Systems Limited
Noida
04.2019 - Current
- Designed and executed business development strategies in collaboration with business unit heads, targeting 'less mature' markets, and securing opportunities valued at over USD 100M.
- Generated incremental revenue of INR 280+ crores in the last financial year by identifying and converting cross-selling, and up-selling opportunities within existing client portfolios.
- Spearheaded collaboration programs with key OEMs, distributors, and customers, developing Go-To-Market (GTM) and marketing strategies that drove increased brand awareness and lead generation.
- Built scalable business models for the MENA region by leveraging Blue Ocean Strategy principles.
- Led end-to-end management of multi-million-dollar bids, achieving a 57% gross win rate, and ensuring that 96% of proposals reached the final stages.
- Conducted comprehensive risk assessments, including client and competitor analysis, to evaluate opportunities, and successfully negotiated contract sign-offs.
- Developed and executed SOPs, workflows, and SLAs for proposal management, enhancing process efficiency and operational effectiveness.
- Led pre-sales research, stakeholder collaboration, and strategic alignment to highlight TASL’s value propositions.
- Enhanced Homeland Security Division profitability by 23% by developing optimum pricing models, utilizing marketing, and sales strategies.
- Deriving NPV, IRR, managing revenue models, overheads, and risk quantification during the opportunity lifecycle.
- Developing pricing models and negotiation techniques based on the margin and the client’s budget.
- Identifying both financial and operational risks during the process of onboarding the client, as well as during program execution.
- Collaborating with Project Managers, Operations, the Business Unit Head, and clients to drive new initiatives, plan project schedules, budgets, and objectives, ensuring timely delivery aligned with client satisfaction and agreed-upon SLAs.
- Leading a team with an annual attrition rate of less than 1% over the past six years.
- Accountable for guiding discussions with leadership to forecast sales closures and pipeline revenue, both in the short term and long term.
Manager
Research Triangle Institute of India Private Limited
New Delhi
12.2017 - 04.2019
- Conducted in-depth market research to understand industry trends, competitor landscape, and customer behavior, to inform strategic decisions.
- Working closely with senior leadership to guide decision-making, build consensus, and drive strategic initiatives.
- Identifying potential strategic partnerships, mergers, and acquisitions to drive growth and expand market reach.
- Execute the RFx proposal (pursuits) response plan while working with key internal stakeholders.
- Determine the pricing strategy with respect to the identified competitors to ensure the best value can be delivered to the client.
- Lead cross-functional projects and teams by collaborating with business stakeholders to develop and manage project trackers, communicate project updates, set timelines, and synthesize feedback to achieve project objectives.
- Track the BU pipeline, and work with sector leaders toward building effective pipelines.
- Keep abreast of the competitive landscape, and be able to position our solution as superior to alternatives.
Deputy Manager – Pursuit Strategist
Deloitte India
Gurugram
09.2013 - 12.2017
- Converted 67% of non-technology clients to technology consulting clients during the audit rotation period from 2014 to 2016.
- Responsible for leading the response to Techno-Commercial Proposals (RFPs) for the Public Sector/Enterprise in India, the Middle East, Mauritius, and Bangladesh.
- I have been involved in large, enterprise-wide proposal responses.
- Identify cross-service line opportunities by applying a thorough understanding of market trends, competitor activity, client needs, and the firm's offerings.
- Develop win themes, technical discriminators, and innovative pricing strategies, working with internal stakeholders specific to Deloitte India RFx opportunities.
- Coordinate with partners to understand and validate business requirements to facilitate support for the Global Strategic Accounts.
- Led the development of multiple thought leadership pieces, POVs, case studies, and go-to-market collaterals, such as flyers and brochures, by communicating with subject matter experts and service line leaders.
Business Development Specialist
Aon Hewitt
Gurugram
02.2012 - 11.2012
- Team member of the 'Hire to Retire system implementation, including payroll processing,' project in one of the largest QSR outlets in northern India and a car manufacturing company.
- Member of the APAC HR solutions team, providing end-to-end support in deal making (lead generation, bid management, account management, marketing, brand, and research support) to the clients and prospects.
- Created a pipeline worth three times the target within a short span of seven months.
- Part of the team to lead the digital transformation of the Human Resources department of a national insurance company.
- Used Salesforce to handle the current portfolio and prospective leads.
Manager
Mindmill Software Limited
Noida
07.2010 - 02.2012
- Responsible for the entire value chain in the opportunity life cycle – from initial consulting, to technical and commercial proposals for Core Banking Solutions, and finally, contract closure.
Assistant Manager-Sales Engineer
AKS Infotech
Pune
02.2005 - 02.2010
- Responsible for designing and implementing test procedures to ensure that software programs work as intended
- Optimized test cases to maximize success of manual software testing
Education
Postgraduate Diploma in Cyber Law & Cyber Forensics -
National Law School of India University
Bengaluru08.2025
Management Development Program in Public Procurement -
Arun Jaitley National Institute of Financial Management
Faridabad11.2023
MBA (for working professionals) - Finance And IT
Indian Institute of Management – Kozhikode
03.2022
Bachelor of Engineering - Industrial Engineering and Management
Bangalore Institute of Technology
Bangalore04.2004
Skills
Commercial skills
- Sales Operations and Pursuit Strategy
- DPDP Act, 2023, and data privacy
- Pricing Strategy and Financial Due Diligence
- Go-to-Market and Alliance Strategy
- Business Development and Deal Management
- Risk Quantification and ROI Analysis
Technical and analytical skills
- Cross-functional team leadership
- Solution Sales and Pre-sales
- Data Analysis and Visualization (Power BI, Excel)
- Cyber Law and IT Act, 2000
- Prompt Engineering
- Pipeline Management and Analysis
- Program Development
- Contract negotiation and management
- Public procurement
- Financial analysis
Certification
- Design Thinking and Innovation, Stanford Center for Professional Development
- Certified GenAI Pursuit Professional, APMP India
- Ethical Hacking, MSME-Technology Development Centre
- Google prompting essentials, Coursera
- Google’s Introduction to Generative AI, Coursera
- Generative AI overview for Project Managers – PMI
- Cybersecurity - Operating Systems: Overview, Administration, and Security
- Generative AI – Prompt Engineering, Coursera
Verticals And Industries
- System Integration
- Digital Transformation
- Artificial Intelligence
- Smart & Safe Cities (ICCC)
- Homeland & Cyber Security
- Security and Surveillance
- Emergency Response System
- Government & PSUs
- Metros
Accomplishments
- Member of Tata Group Ethics Council
- Best Professional (JEH) Award
- Awarded top rating continuously for 5 years
Timeline
Senior Manager - Cyber and Homeland Security
Tata Advanced Systems Limited
04.2019 - Current
Manager
Research Triangle Institute of India Private Limited
12.2017 - 04.2019
Deputy Manager – Pursuit Strategist
Deloitte India
09.2013 - 12.2017
Business Development Specialist
Aon Hewitt
02.2012 - 11.2012
Manager
Mindmill Software Limited
07.2010 - 02.2012
Assistant Manager-Sales Engineer
AKS Infotech
02.2005 - 02.2010
Postgraduate Diploma in Cyber Law & Cyber Forensics -
National Law School of India University
Management Development Program in Public Procurement -
Arun Jaitley National Institute of Financial Management
MBA (for working professionals) - Finance And IT
Indian Institute of Management – Kozhikode
Bachelor of Engineering - Industrial Engineering and Management
Bangalore Institute of Technology
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