Ashutosh
Raina
Contact
Numbers: +601-9226-9353 / +601-0202-5137
Email
Ids: ashutosh.raina@gmail.com; ashutosh.raina@yahoo.com
MIDDLE
MANAGEMENT PROFESSIONAL
Engagement
Management ~ Sales & Client Relationship ~ Account Mining
PROFESSIONAL
SUMMARY:
v
A Bachelor of Engineering in Computer
Science, with a combined experience of 12 years, in sales & business development,
and engagement operations for new markets and accounts
v Accomplishments
in setting up new business - selling IT solutions and services to local and
foreign companies in Malaysia and Singapore, with additional responsibility of
ANZ
v Well
connected to customers within the services industry in the region
v Expertise
in consultative selling and managing new business solution sales – from lead
generation to closure
v Sound skills in engagement management
and leadership and proven track record in offshore enablement of the software
development processes
v Diverse onsite (US, Czech Republic, UK, ASEAN, ANZ)
as well as offshore (India) experience in IT services
v Thorough
understanding of various engagement
models for cost benefit analysis for varied clientele
AREAS OF EXPERTISE
Key Sales / Account
Management
v Initiating and developing relationships with key
decision makers in corporate for sales and account mining.
v Assessing requirements & conducting negotiations
for delivering need based solutions to Key clients.
v Ensuring speedy resolution of queries &
grievances to maximize client satisfaction levels.
v Maintaining excellent relations with clients to
generate avenues for further business
v Alliance and Partner relationship
Management
Skills:
v Sound judgement and
decision making skills
v Strong influencing skills
v Persuasive communicator
Strategic
Planning
v Conceptualising & implementing long-term
strategic account mining plans in tune with customer IT roadmap, and
competitive scenario.
Project
and Team Management
v Program/Engagement Management
v Planning and allocating human resources and
monitoring resource utilization for the project.
v Leading, mentoring & monitoring the performance
of the team to ensure efficiency in operations, meeting project and
organizational goal.
v Coordinating activities for the identification of training
needs of team members for upgrading their technical skills.
PROFESSIONAL EXPERIENCE DETAILS
Birlasoft (Since February 2005)
Senior Manager – Business Relations -
ASEAN / ANZ (since Nov 2008)
Primary
responsibilities include:
v Responsible for starting company
operations in Malaysia, w.r.t sales, engagement and account mining.
v Instrumental in the company´s market
growth and profitability through the identification, development and management
of new business
v Accountable for end-to-end sales cycle starting
from pipeline generation, tenders & bid management, market penetration,
co-ordinating between solution design team and the customer to maintain a
competitive proposition
v Responsible for identifying and developing
opportunities for project growth and repeat business, by managing relationships
and creating increased business opportunities through up sales and cross sales
as well as keeping backup leads in market territories to ensure no business
loss
v Maintain contact and establish a
healthy rapport/relationship with business as well as senior leadership, by providing
a consultative and value added approach to develop relationships.
v Conduct market study and competitor
analysis.
v To manage and assist account managers
and presales team and provide necessary guidance in the performance of their
assigned responsibilities
v Preparing business case and business
plans and to execute and implement business strategies, in order to achieve the
given goals of the department.
v Develop own network of potential
clients through accumulated business contacts
v Proactively manage expectations &
communications internally and externally - critical to organizational change
v Oversee day-to-day relationships with
the clients, providing thoughtful leadership vis-à-vis engagement management.
v Past experience in managing multiple
projects with total team size of 30+ people, based on various engagement models.
PJ Softwares Ltd., New Delhi (September 2002 - February 2005)
Manager – Client Relations
Primary
responsibilities included:
v Oversee
day-to-day relationships with the end users and clients
v Experience in managing multiple clients,
with total project team size of 10 people
v Interacted with the Subject Matter
Expertise/stakeholders/business users to get a better understanding of client business
processes and implement the business requirements.
v Perform Go/No-Go analysis on each
account and submitted the analysis report to senior management
“TheMindbank” (November 1999 till
September 2002)
Manager
- Technology Operations
Primary
responsibilities included managing the technology operations for total node
strength of 100+ including the following tasks:
v Installation and configuration of
Win98 and different softwares as per organizations needs.
v Formulated different policies related
to Technology in the organization.
v Installing, trouble shooting and
maintaining the whole network (LAN).
v Techno-commercial discussions and
negotiations with vendors at the deciding level.
v Plan and purchase of active and
passive components.
KEY ACHIEVEMENTS
v Started
the company operations in Malaysia from scratch - based in KL for last 3 years
v Responsible
for increasing the company presence from 1 project to more than 10 projects in
Malaysian region, with resource strength showing a jump from 1 to 28 in last
year
v Part
of a strategic initiative - “Business Process Consultancy” – for a multi
billion dollar client, resulting in $ value savings
v Recognized
for people skills, project management capability, excellent communication and
ability to successfully influence and drive consensus across cross-functional
teams.
TRAINING ATTENDED
v On-Job Training in Function Point
Analysis (Estimation)
v Three days offsite training - “Birlasoft
Edge” (Leadership)
v Revenue Storm methodology and
implementation
HONORS AND AWARDS
v Star of Birlasoft [Highest award of
Birlasoft] – 2007
v Best Employee of Birlasoft - July 2005
v Among the first 20 list in 12th
standard in J&K State Board of Education - 1995
v Stood 11th in the merit
list in 10th standard in J&K State Board of Education - 1993
EDUCATION
Bachelor
of Engineering in Computer Science, 1999, from Pune
University
References
On
Request
Notice Period
30
- 40 days
OTHER PERSONAL DETAILS
Sex: Male
Date of Birth: 15/08/1977
Marital Status: Married, with a kid
Visa: L1 / B1 – USA, EP – Malaysia,
Business Visa – Singapore
Current Location: KL, Malaysia
Location Preference: Any Location