Stark.ai
About Me
- 20+ years of Global P&L Ownership experience
- 17 years onshore (1 year in Singapore; 16 years in USA)
- Built and owned portfolios exceeding USD 200+ million (Managed a 750+ HC team)
- Led and Won 'Digital' and 'SaaS' deals north of USD 150M TCV in the last 6 years (Excludes ADM/AVM deals)
Work Experience
SVP & Chief Sales Officer
- 3i Infotech Limited
- Part of the Executive committee working closely with CEO and Board in ramping growth in existing Geos and seeding growth in newer geographies for 'High Value/High Margin' business.
- Optimized the Sales structure & processes (Hired VP/AVP level Sales leaders; Refocused and re-energized existing team)
- Acquired 6 Global Accounts and several minor regional accounts in one fiscal year leveraging a brand new Inside sales and a relatively new Field Sales team
- Managed 50+ million USD book of business (Added 18M USD TCV during the fiscal year)
- Ramped up an 25+ HC Inside Sales organization from scratch (Team achieved a 45% plus 'Lead to Opportunity' ratio for FY24)
- Increased the pipeline by 10x (SaaS sales, Revenue Share in addition to standard support and development deals)
- Improved Gross Margin at closure from 25% to 42% by focusing on high value services like Cloud, AI & Cyber Security and selling into value conscious customers
- Elevated 2 customers to the 5M club by focused Farming; Pruned long tail by 20% to focus on accounts with potential to 'Land and Expand'
03/2023
-
04/2024
Bengaluru
VP & Global Sales Head (IoT/AI/Cloud)
- Calsoft Inc.
- Bootstrapped the IoT, AI & Digital Engineering Services business unit
- Refocused target customer composition from small ticket/short term to big ticket/land & expand relationships.
- Achieved 350% YoY revenue growth in FY21, 140% in FY22 and 95% in FY23.
10/2019
-
03/2023
Bengaluru
GM Sales for North America
- Mindteck Limited
- Defined and lead Managed Services sales. Goal was to prove and bring in a solution selling mindset within the organization
- Ramped up existing field sales reps on solution selling
- Setup an Inside Sales team
- Defined target verticals and target 'Go To' logos along with a selling proposition
- Responsible for selling Engineering R&D Services, Industry 4.0, Smart City Solutions (Energy, Lighting, Parking) & Digital Services for Engineering organizations
07/2017
-
10/2019
Bengaluru
VP & Head - Digital Platforms and Services
- Sasken Technologies
- Bootstrapped the Digital Platforms and Services business unit
- Defined the near term/long term GTM strategy, Revenue goal, Investments and Delivery Model
- Defined the 'Digital' proposition for Retail, Automotive, Consumer Goods & Telecom vertical
- Created vertical specific platform solutions (e.g. Comprehensive Store Front solution for Brick & Mortar, Insights platform for Auto, Retail & Telecom, Cloud based P2D solution for Consumer Goods)
09/2015
-
05/2017
Bengaluru
Director (Global Key Accounts)
- Wipro Technologies
- Account Director for a Fortune 5 Consumer Electronics major
- Responsible for the complete book of business including Business Development, Order Bookings, Revenue, Margin, Utilization and Delivery Quality
- Ran a P&L of 52 million per annum; Achieved ~46% YoY growth, while consistently exceeding Growth and Profitability targets
07/2013
-
08/2015
USA
Cluster Head (Semicon & Storage)
- Tata Consultancy Services
- Ran a P&L of 200 million per annum at a ~30% YoY growth rate
- Successfully negotiated a rate hike as part of MSA renewal
- Scaled up Engineering Services to contribute more than 35% of the revenue
08/2011
-
06/2013
USA
Global Client Partner (ISV)
- Cognizant Technology Solutions
- Ran a P&L of 40+ million
- Demonstrated ~35% YoY growth while maintaining the highest account level gross margin within the Vertical at 58%
10/2008
-
08/2011
USA
Multiple Roles (Delivery Head, Pre-Sales Head, Program Manager)
- Tech Mahindra
- Directed Enterprise Content Management, EAI, Custom Application Development, Quality Assurance, Collaboration and Process Consulting Projects
- Managed Pre-Sales, Business Development, Delivery & Client Relationship Management
09/1998
-
09/2008
US, Singapore, India
Education
MBA - Marketing & Finance
Bharathiar University, India
BS Computer Science
Bharathidasan University, India
