Swadhin Mohanty
Bangalore
Summary
Adept at driving business transformation and growth, I leveraged expertise in bid and proposal management at Accenture Solutions Private Limited, achieving significant deal wins. Skilled in MS Visio and strategic leadership, I excel in developing compelling value propositions and digital strategies, enhancing client engagement and sales outcomes.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Pursuit Manager (EMEA)
Accenture Solutions Private Limited
05.2021 - Current
- Responsible for end-to-end business development and the provision of expert guidance on a deal throughout the full sales lifecycle, from origination through to closure
- Working as Sales Excellence Pursuit Management lead for managing end to end bid and proposal management life cycle for large private and public sector enterprises
- WON DEALS by providing targeted support to the deals critical for the business to increase win rates / BD ROI
- Managed engagements in areas of digital strategy, eco platform, cognitive enterprise and large-scale business transformation
- Complete responsibility as well as accountability for deal initiatives
- Identified and interpreted business/customer requirements for solution as well as services
- Developed value proposition and business case for digital transformation for clients
- Expert in sales process steps and the elements required for successful deal pursuit
- Identified and qualified potential customers through market research, lead generation activities, and understanding GenAI's target audience
- Conducted needs assessments to determine customer pain points, goals, and how GenAI solutions can address them
- Prioritized leads based on their potential fit for OCS and GenAI products and services
- Possess a deep understanding of OCS, Oracle Fusion, GenAI's product offerings, including their functionalities, pricing models, and ongoing support options
- Delivered compelling presentations and demonstrations, showcasing the value proposition of Oracle ERP, GenAI products and addressing customer concerns
- Continuously learn about new GenAI features and developments to effectively present the full value proposition
- Worked as deal coach/reviewer for high value pursuits in the EMEA market
- Responsible for complete ownership of sales enablement/ presales team, managing presales teams, developed story line, responding to RFP/RFI- proposal writing, executive summary, tools and assets, RACI, timelines and commercials etc
- Anchoring win strategy development, using a consistent approach to elicit and baking buyer values into complex pursuits, Accenture differentiators, competitive positioning, key sales messages, and action plan
- Service areas: 1
- Account Planning, 2
- B2B Sales Strategy formulation and Deal qualification 3
- Win Strategy Development and story boarding 3
- Pursuit Mobilization; 4
- Leadership reviews/approvals 5
- Response submission 6
- Orals/Technical presentation 7
- Contracting 8
- Handover to delivery teams 9
- Win/Loss reviews
- Driving, formulating and executing GoTo market strategies with the Leadership community for strategic markets
- Part of core team to build internal capabilities and proposal elements
- Developed Point of Views on digital transformation, across multiple client segments
- Authored and published multiple strategic articles on Digital Twin generating key insights for sales leadership
Bid Anchor- Manager
Datamatics Robotics Software Ltd.
Mumbai
12.2019 - 05.2021
- Responsible for overall business growth strategies with a consultative approach and creating implementation strategies through business case analysis, implementation roadmap building and strategic value-based insights
- Worked as channel partners business development professional in creating competitive differentiated solution for RPA and cross-selling Datamatics Intelligent Process Automation product suites (AI solution and Intelligent Data Capture-OCR solution)
- Bid advisory lead for managing end to end bid and proposal management life cycle for large businesses, government and public sector (Federal, State Governments and government agencies)
- High Lead-to-Opportunity Conversion Rate
- Lead, directed and delivered IT consulting projects for key banking clients; This involved crafting implementation blueprint and roadmap
- Prospect Qualification and Lead Generation: Identified and qualified potential customers through market research, lead generation activities and understanding AI's target audience
- Mined existing clients for additional business opportunities and drive aggressive sales efforts
- Developed and managed storyline for RFP/RFI responses in NA, APAC and EMEA markets
- Worked with products team and account management team for demonstrating solutions to global customers
- Driving client engagement sessions, demonstrating product offerings, webinars, product trainings, demo, enabling sales team with product collaterals, market intelligence, solutioning and commercials
- Managed UiPath strategic partnership for Datamatics
Business Product Manager- Senior Consultant
PriceWaterhouse Coopers Pvt. Ltd. (PwC)
Mumbai
09.2016 - 11.2019
- Project Consultancy for Digital initiatives of large enterprises and public sector enterprises in the APAC region
- Responsible for the overall direction, coordination, initiation, planning, implementation, control and completion of dedicated project(s) ensuring consistency with company strategy, commitments and goals
- Worked as Business Product Manager for multi stakeholder nationwide projects, leading transformational engagements across domains of business development and presales
- Developing roadmap and scope for the project and managing the IT enablement of the project
- Developed and maintained a product roadmap, prioritizing features and enhancements based on business value, customer feedback, and market trends
- Providing advisory and consulting services to client team with primary focus on project and program management services and creating value for the client
- Conducted market research and competitive analysis to identify opportunities and threats, informing product strategy and positioning
- Worked in consulting projects, leading transformational engagements across domains of business development and presales
- Assisting the client in preparing the Project Charter and executing project management methodologies
- Created, prioritized, and managed product backlogs, with actionable tasks
- Planned and coordinated product feature releases, ensuring that all teams are prepared and aligned for launch
- Managed sales enablement strategies and supported deal execution team through the entire bid and proposal management for government and public sector
- Creating value-based business proposition for the client through deliverables which includes high level process flow diagrams
- Identified gaps in the business operations and provide recommendations for process & efficiency improvement
- Identified the areas for Business Process Engineering and managed the implementation process in the different citizen services’ specific applications for the government departments and agencies
- Leading the hardware procurement management process
- Driving stakeholder management and managing cross-functional teams
- Own the RFP/RFI- proposal plan and lead the work, together with financial analysts, to shape competitive financial propositions, meeting both client business cases and internal financial goals
- Become a subject-matter expert on creating proposals, supporting bid teams and continuously developing general guidelines and processes
- Conducted ‘As-Is’ analysis of the existing business landscape & identified strategic priorities of the client
- End to end experience in leading and driving cost reduction, operational improvement, process design and business priorities of key clients of PwC
- Developing cost strategy and schedule management plan for the various components of the project ecosystem
- Identified gaps in the operations and provided recommendations for process & efficiency improvement
- Structured and created assessments and identified appropriate tools and systems to be used and analyses to be done
- Conducted assessment to identify key issues and set of hypotheses to analyze and address those issues with right solutions
- Conceptualization and creation of Detailed Project Report for digital transformation initiatives
- Participated in client meetings for active collaboration and delivery of services
- Risk Management- provide insights into key risks on project roll-out and pro-actively help mitigate them
- Managed project economics: facilitating invoicing, collections/receivables and project expenses management with the team
Team Lead
Accenture India Pvt Ltd
Mumbai
08.2014 - 01.2016
- Business and System Integration Analyst- Business Analyst for Core retail application for order management, facilitating the client to drive and support business and augment growth for its retail client, in a change driven (adaptive and iterative) development lifecycle
- Worked as Business analyst for application development in the retail domain
- Managed sales enablement strategies, developed story line, author proposal management, methodology, tools and assets section for Application Development, Application Maintenance, testing services deals across technology stacks
- Responsibility in complete ownership of proposal document in response to RFP/RFI
- Actively participate in shaping win strategies and deal storylines; facilitate work sessions and write executive summaries and proposal responses; Worked to present product offerings to with Product owners, client and partners
- Maintaining and Managing digital repository application for Presales related data (Market Intelligence, Proposals, Collaterals, Case Studies, Capabilities, Tools and Accelerators and Project Supporting Documents)
Systems Engineer
Tata Consultancy Services
Mumbai
12.2008 - 05.2012
- Worked as Business analyst for application development for performance evaluation and employee development based on Balanced Scorecard, facilitating the appraisal process to identify potential for higher roles and responsibilities
- Investigated business systems, gathering clients’ requirements, creating functional requirement/design documents, conducting analysis and providing support for the application
- Supported pursuit management endeavors
Education
PGDM - International Business
KJ Somaiya Institute of Management Studies and Research
01.2014
Bachelor of Technology (B. Tech) -
Silicon Institute of Technology
01.2008
Higher Secondary Examination (XII) -
College of Basic Sciences and Humanities Bhubaneswar, Odisha
Bhubaneswar, Odisha01.2004
Secondary Examination (X) -
St. Vincents Convent School
01.2002
Skills
- MS Visio
- MS Powerpoint
- Excel
- Word
- Sharepoint
- Teams
- Miro
- Jira
Certification
- Product Management A-Z Hands-On (Udemy)
- Prompt Engineering with ChatGPT-LinkedIn
- Generative AI with Google
- BCS ISEB
- GHG Protocol Corporate Value Chain Scope 3 emission standards
- Shipley Training (Proposal Development)
- AWS Cloud Practitioner Essentials
- Automation Anywhere Certified Advanced RPA Professional v11
- Introduction on Sustainable Finance- UNCC
Accomplishments
- Received prestigious 'Client Impact' award, creating success for our clients by delivering value and fostering a positive and productive client experience.
- Felicitated with Accenture-Encore Awards for acing innovation and exemplifying core values.
- Recognized in Global CX Recognition Program- Client Experience Ace for sterling impacts and contribution to client deliverables.
- CSAT score of 5 for deals worked in.
Personal Information
Date of Birth: 10/12/86
Languages
- English
- Hindi
- Oriya
Passportholder
True
Internship
Donear Industries Ltd., 2 months, Market Research and Analysis of cotton products providing strategic recommendations.
Timeline
Pursuit Manager (EMEA)
Accenture Solutions Private Limited
05.2021 - Current
Bid Anchor- Manager
Datamatics Robotics Software Ltd.
12.2019 - 05.2021
Business Product Manager- Senior Consultant
PriceWaterhouse Coopers Pvt. Ltd. (PwC)
09.2016 - 11.2019
Team Lead
Accenture India Pvt Ltd
08.2014 - 01.2016
Systems Engineer
Tata Consultancy Services
12.2008 - 05.2012
- Product Management A-Z Hands-On (Udemy)
- Prompt Engineering with ChatGPT-LinkedIn
- Generative AI with Google
- BCS ISEB
- GHG Protocol Corporate Value Chain Scope 3 emission standards
- Shipley Training (Proposal Development)
- AWS Cloud Practitioner Essentials
- Automation Anywhere Certified Advanced RPA Professional v11
- Introduction on Sustainable Finance- UNCC
PGDM - International Business
KJ Somaiya Institute of Management Studies and Research
Bachelor of Technology (B. Tech) -
Silicon Institute of Technology
Higher Secondary Examination (XII) -
College of Basic Sciences and Humanities Bhubaneswar, Odisha
Secondary Examination (X) -
St. Vincents Convent School
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