Shashi Prakash
Manager - Cyber And Homeland Security
1405, KM 09, Jaypee Kosmos, Noida
Summary
Accomplished Business Development Manager having 16 years of experience developing and maximizing Technology sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion and merchandising to achieve market penetration. Successful record of expanding network connections through alliance management.
Overview
18
18
years of professional experience
6
6
years of post-secondary education
4
4
Certifications
Work History
Manager - Cyber and Homeland Security
Tata Advanced Systems Limited
Noida
04.2019 - Current
- Implemented sales strategy to increase division revenue from INR 50 crores to INR 200 crores in last 4 years
- Enhanced Homeland security division profitability by 23% developing pipelines utilizing marketing and sales strategies.
- Drove sales by developing multi-million dollar contract sales of USD 500 - 700 million in Public Sector in India.
- Go-To-Market initiatives (including making presentations and pitches to senior leadership) that will help us achieve our market penetration goals in new markets and improve client delivery experience.
- Manage the overall Alliance with HPE, Dell, Emergency Management Operations and Recovery Command Centre OEM, CCTV Surveillance and Computer Aided Dispatch (CAD) relationship for South Asia region.
- Converted opportunities of approximately over INR 110 crores during last financial year as cross selling and up-selling opportunities.
Manager
Research Triangle Institute
New Delhi
12.2017 - 04.2019
- Go-To- Market Strategy – Proactive Sales strategy involving cross selling, upselling across multiple, services, domains and horizontals for RTI India’s product portfolio
- Serviced 6 multilateral donors accounts while devoting significant energy to prospecting new leads with 57% conversion rate.
- Vendor Management - manage vendor resources by setting, measuring SLA and tracking indicators and escalation management
- Leveraged market knowledge to capitalize on emerging opportunities and maintain consistent growth rate at 12% in Energy and City Planning division.
Deputy Manager
Deloitte India
Gurugram
09.2013 - 12.2017
- Supporting Business Development activities by co-ordinate with Partners, SMEs, Consultants and the Delivery Manager to understand and validate business requirements to facilitate support for the Global Strategic Accounts of the firm
- Converted 67% of audit clients to consulting clients after during audit rotation in 2014
- Identify cross-service line opportunities by applying thorough understanding of market trends, competitor activity, client needs and the firm’s offerings
- Research and analyze requirements and best practices followed in the industry and determine feasibility of implementing the same in the application functionality
- Multi-country/Member Firm bid management and sales operations
- Led development of multiple thought leaderships, POVs, case studies, and go-to-market collaterals like flyers & brochures by communicating with Subject Matter Experts and Service Line Leaders
- Develop win themes, technical discriminators, and innovative pricing strategies working with internal stakeholders specific to Deloitte India RFx opportunities
Business Development Specialist
Aon Hewitt
Gurugram
02.2012 - 11.2012
- Conducted regular meetings with large enterprise clients to build positive and productive relationships.
- Planned marketing initiatives and leveraged referral networks to promote business development.
- Communicated with leadership teams by spearheading regular meetings to discuss objectives.
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 proposal and finally contract closure
- Presented Mindmill Core Banking solution to business and technology heads of multiple banks, performed multiple POCs/demos, participated in pre-bid meetings & post tender presentations, developed proposals and responded to RFP/RQ/RFI/tenders, analyzed competitor’s product performance and conducted product training.
Assistant Manager-Sales Engineer
AKS Infotech
Pune
02.2005 - 02.2010
- Wrote and executed effective functional tests and carried out exploratory testing to assess product performance.
- Supported, implemented and helped shape test approach by identifying solutions to recurring issues.
Education
MBA - Finance And IT
Indian Institute of Management
Kozhikode 12.2019 - 03.2022
Industrial Engineering & Management
Bangalore Institute of Technology
Bengaluru 09.2000 - 06.2004
Skills
Technology Sales
Certification
AWS Cloud Practitioner Essentials from Coursera
Timeline
Introduction to Cyber Security tools and Cyber Attacks
06-2023
AWS Cloud Practitioner Essentials from Coursera
03-2023
Capstone Business Simulation from CAPSIM® Management Simulations, INC., USA
06-2022
Design Thinking and Innovation from Stanford Center for Professional Development
05-2021
MBA - Finance And IT
Indian Institute of Management
12.2019 - 03.2022
Manager - Cyber and Homeland Security
Tata Advanced Systems Limited
04.2019 - Current
Manager
Research Triangle Institute
12.2017 - 04.2019
Deputy Manager
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
Industrial Engineering & Management
Bangalore Institute of Technology
09.2000 - 06.2004
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