Sonia Maheshwari
Sales Enablement Consultant
Pune,MH
Summary
Organized and dependable candidate successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals.
Overview
6
6
years of professional experience
7
7
years of post-secondary education
1
1
Language
Work History
Team Lead/Specialist
Accenture
Pune, Maharashtra
09.2021 - Current
- Back Office Transformation for Large Saudi client (In Progress) - To Transform Operations to best in class and deliver HC reduction enabled by a digital enterprise. End to end project governance during assessment including managing 120+ client workshops, responding to all client emails, weekly progress report presentation to client CFO, daily status calls with client, managing client critical data over shared drive along with internal stakeholder management of 50+ SME across 4 towers and managing budget for the program
- Management for Largest Oil Company in UAE (Current account PoC): Managing all the tenders from this client group,responding to RFP/RFI, rate card strategy and end to end management of deal cycle
- Establishes and maintains client relationships
- Co-ordinates site visits and reference calls
- Confirms coordination and support for orals with Sales Leads and / or Oral Coach
- Co-ordinates and supports the negotiation process with Legal and Sales Lead
- Develops and manages the close plan and ensures client alignment
- Manages the pursuit close-out plan and activities including sale is booked, sales materials are archived, win/loss survey completed
- Manages and develops the resource plan to ensure relevant deal team resources are engaged and onboarded early in the process (i.e Deal Coach, Solution Architects, Pricing, Legal, Marketing, QAD, Pursuit Services Support, Delivery)
- Establishes the pursuit governance, including status calls, risk and issue management and escalation paths
- Creates a standardized Teams site to support the deal
- Establishes responsibility matrix for clarification of deal team roles and responsibilities
- Validates and confirms RF(X) response responsibilities with Proposal Manager and Sales Capture via Proposal Manager “handshake”
- Manages the pursuit kick-off meeting and action items
- Increased customer satisfaction by resolving issues
- Actively listened to customers, handled concerns quickly and escalated major issues to Sales lead
- Used coordination and planning skills to achieve results according to schedule
- Conducted research, gathered information from multiple sources and presented results.
- Collaborated with team members to achieve target results.
Senior Analyst
Accenture
Pune, Maharashtra
05.2020 - 09.2021
- Develops the pursuit workplan and establishes communication and reporting cadence throughout the deal lifecycle
- Drives iterative revisions of the workplan
- Manages and mitigates risks, issues, and dependencies
- Qualification Drives deal qualification workshops, leveraging the Deal Qualification Checklist to arrive at an objective qualification decision
- Co-ordinate with pursuit intelligence to identify competitors and run competitive analysis and insights to establish competitive strategy
Senior Associate Consultant
Infosys
Pune , Maharashtra
02.2018 - 05.2020
- Provides expert guidance to deal members on the approvals process and ensures proper reviews prior to approvals / milestones
- Coordinates solution reviews with Solution Architect and ensures alignment with pricing strategy
- Orchestrates win strategy development sessions, using a consistent approach to elicit buyer values, differentiators, competitive positioning, key sales messages, and action plan
- Develops the win strategy communication plan to ensure consistency of messaging throughout the deal lifecycle
- To perform competitor analysis for the segment of account
- To provide client introduction, provide analysis and engage with the customer to validate the understanding of the needs
- Work with Client to understand and take forward the solution approach while writing proposal
- To support engagement manager in contract negotiations and deepening relationship with existing accounts
- To identify right contacts in the client organizations and to inform IBU/HBU engagement manager about customer complains on project delivery
- Demonstrating business value to the client
- Minimize revenue leakage within the boundaries of company policies and guidelines
- End-to-end ownership of Bid Pursuits comprising RFP/RFI/RFQ responses and proactive proposals
- Putting together business cases for the sales teams to support their proposals
- Work with vendors to provide data points on effort estimation and proposal development
Associate Consultant
Infosys
Pune, Maharashtra
05.2016 - 02.2018
- Work closely with Sales Team to provide bid management support on new/emerging opportunities
- Prepare Commercial Simulations based on Estimation details as per requirement
- Work with Practice SMEs to develop solution and Support Function SMEs (Legal, Tax, HR, Finance) to address related requirements in proposal response
- Collect and create re-usable content that includes solutions across the vertical and contribute to Knowledge Management portal
- Experienced in handling Client Visit and enhance the visit experience by developing the agenda as per clients' requirements
- Create pursuit plan and response plan for proposals in the practice for specific service offering
Education
Bachelor of Technology - Computer Science
K. N. Modi Institute of Engineering & Technology
Uttar Pradesh 08.2010 - 05.2014
12th -
CBSE
Uttar Pradesh 04.2009 - 03.2010
10th -
CBSE
Uttar Pradesh 04.2007 - 03.2008
MBA - Marketing
Xavier Institute of Management & Entrepreneurship
Bangalore 07.2014 - 04.2016
Skills
Requirement gathering, Decision Making, Pre-sales, Sales Support, MS Office
Collaboration, Program and Project Management, Facilitation
Communication
Excellent people skills
Contract preparation
Business Transformation knowledge
Expert in Client Relationship Management
Timeline
Team Lead/Specialist
Accenture
09.2021 - Current
Senior Analyst
Accenture
05.2020 - 09.2021
Senior Associate Consultant
Infosys
02.2018 - 05.2020
Associate Consultant
Infosys
05.2016 - 02.2018
MBA - Marketing
Xavier Institute of Management & Entrepreneurship
07.2014 - 04.2016
Bachelor of Technology - Computer Science
K. N. Modi Institute of Engineering & Technology
08.2010 - 05.2014
12th -
CBSE
04.2009 - 03.2010
10th -
CBSE
04.2007 - 03.2008