Profile Overview: Rajat Sabharwal
Expertise Snapshot
Experienced IT professional with proven success record of business development and account management across
developed and emerging markets
Expertise in successfully positioning IT services across various verticals
Hands on experience in shaping, selling and contracting complex solutions involving multi-technology, multi-function
solution teams and multi-sourcing services
Thorough understanding of the Global Delivery Model with proficiency in requirement analysis and risk evaluation
Presales experience with end to end anchoring of business proposals and representations in proposal defense
Educational Background
London School of Economics, Masters in Management (Analysis Design and Management of Information Systems).
Birla Institute of Technology, Ranchi, MCA
Birla Institute of Technology, Ranchi, BCA
Career Interests
Roles pertaining to:
• Sales strategy and sales planning
• Business development and deal structuring
• Consulting led sales
Academic Background
Bachelor in Master in Management(Analysis,
Computer Design and Management of
Applications Information Systems)
BIT Ranchi 2001-2004
London School of Economics
1998-2001 Master in 2007-2008
Computer
Applications
BIT Ranchi
Academic Highlights:
London School of Economics, Masters in Management (Analysis Design and Management of Information Systems).
Recipient of full scholarship under The LSE Graduate Scholarship Program
Specialization : Outsourcing Management.
Research Thesis: A qualitative analysis of B.O.T. vs. Captive Business Model.
Grade: High Merit
Birla Institute of Technology, Ranchi, Master of Computer Applications
CGPA: 8.2 Received degree with Merit
Birla Institute of Technology, Ranchi, Bachelor of Computer Applications
CGPA: 8.2 Received degree with honors
Professional Overview : Well rounded experience across most facets of IT
Services business
Member of
Technical Staff
HCL Multiple Business Positions
Technologies 2006-2007
Tech Mahindra
2004 - 2006 Software 2008-Current
Engineer 2007-2008
Break for pursuing
Adobe Systems business education
Professional Career:
Global Leadership Cadre, Tech Mahindra
Oct 2008- As part of campus placement, was recruited as a Manager and a member of Global Leadership
Cadre(GLC). The aim of the GLC program is to groom future business leaders for the company by acquainting
them with all facets of the business and by providing on job learning opportunities. Roles undertaken during the
tenure are(in reverse chronological order):
Apr 2013 onwards: Regional head, enterprise mobility & digital transformation services for Continental
European market. Based at Den Haag, Netherlands
Dec 2010 – Mar 2013: Key Account Director, large telecom account. Based at Manila, Philippines
July 2009 – Nov 2010: Presales Manager, Managed Services. Based at Noida, India
Oct 2008 – Apr 2009: Program Manager. Based at London, UK
Technical Roles prior to business degree:
Aug 2006 – Sep 2007: Software Engineer, Adobe Systems. Based at Noida, India
Jul 2004 – Aug 2006 : Member of Technical Staff, HCL Technologies . Based at Noida, India
Current Position: Regional Head, Enterprise Mobility & Digital
Transformation services for Continental European Market ( Apr ’13 onwards)
Brief Synopsis of the role
In this role my primary responsibility is to ensure revenue achievement of enterprise mobility and digital
transformation portfolio from the Continental Europe region. This involves account mining to cross sell or upsell the
portfolio services in named, existing accounts and proactive prospecting for acquiring new customers.
Apr 2015
Mar 2015 Acquired a
Nov 2014 large Telco
Closed FY15
in Belgium
Key Highlights Mar 2014 with 11
as a jGTM
Acquired
active
Jan 2014 largest partner on
Closed FY14 customers
Dutch Telco M2M
Dec 2013 with 5 active and 112%
Closed a as a jGTM services
customers. revenue
Aug 2013 multi million partner on
Added Digital achievement
deal with a Enterprise
Jun 2013 Transformation Mobility
Formalized large Dutch
Services to the
Service healthcare
Acquired portfolio
Catalogue equipment
first manufacturer
for
customer for
Enterprise
mobility
Mobility
services
group in
Continental
Europe
Current Position: Regional Head, Enterprise Mobility & Digital
Transformation services for Continental European Market ( Apr ’13 onwards)
Key Responsibility Areas
• Develop and own enterprise mobility and digital transformation services catalogue for Continental Europe region
• Conceptualize digital solutions that help customers to innovate on channels, improve brand perception, drive productivity
and efficiencies
• Responsible for aggressive business growth of assigned portfolio with direct responsibility of revenue achievement
• Mine in named accounts to cross sell and upsell portfolio services/products
• Helping customers define business case for implementing mobility and digital solutions
• Consultative Selling: Help convey value proposition and benefits of proposed solutions through extensive customer
interfacing
• Work with IT and Business users to map digital service offerings to their business scenario, systems and applications
• Act as a principal regarding assigned portfolio services, products and its lifecycle
• Define pricing strategies based on geo specific market conditions and ensuring commercial competitiveness
• Ownership of P&L and profitability for assigned portfolio in the region of direct responsibility
• Manage relationships with top stakeholders and decision makers in the named accounts
• Develop and maintain partnership with MDM, MEAP, API platform, M2M gateways vendors in the region
• Orchestrate sell with and sell through strategies with local telecom players
• Deliver pertinent information to engineering teams regarding customers’ expectations/feedback to improve performance
Previous Position : Key Account Director , Manila Philippines
( Dec ’10 – Mar ‘13)
Brief Synopsis of the role
In this role I was primarily responsible for relationship management with and direct revenue target achievement from
a large telecom account in The Philippines . Feb 2013
Oct 2012
Achieved
May 2012 100%
Key Highlights Initiated
May 2012 jGTM on revenue
Promoted target
Sep 2011 to country mobile
Signed solutions
May 2011 MSA for manager
Signed IT
Apr 2011 security SAP
Empanelled services
for IT and deal
Signed a with right
large OSS network to first
deal services refusal
Key Responsibility Areas
• Direct revenue target achievement across multiple service streams of IT(OSS, BSS/CRM, ERP), BPO service operations,
value added services, network services, security services and Infrastructure managed services.
• Executing end-to-end sales cycle, identifying & qualifying leads, making introductory presentations, driving on-going
commercial discussions (technical & business queries), responding to RFIs, preparing formal proposals, negotiating and
contracting (with legal & procurement department)
• Managing internal sales process including cross department liaison (technical teams, legal, corporate procurement)
• Managing relationships with top IT decision makers in telcos/media companies and with local alliance partners
• Responsible for managing the P&L of an engagement with one of largest telecom service provider in the Philippines.
• Provide engagement leadership in the account with ownership of commercials, contract, service performance and delivery
accountability
Previous Position : Presales Manager, Managed Services
( July ’09 – Nov ‘10)
Brief Synopsis of the role
Reporting to Sr. V.P. of infrastructure services division, I was primarily responsible for charting out growth plans for
managed services portfolio of the company. The role was a multi faceted one with responsibilities across sales
strategy, marketing, bid management, commercials management and deal structuring
Nov 2010
Sep 2010 jGTM with
Feb 2010 a kiwi Telco
Key Highlights Large MS
on
Dec 2009 deal with
Large Workstatio
Australia’s
Sep 2009 Network n as a
Deal largest
Operations Service
Aug 2009 renewal Telco
Large Data contract
with
Center with UK’s
Large MS largest
Operations largest
contract Telco in US
contract with Telco
with UK’s
an Indian
largest
greenfield
Telco
Telco
Previous Position : Presales Manager, Managed Services
( July ’09 – Nov ‘10)
Key Responsibility Areas
• Working with account managers globally to enable sales for Managed Services portfolio, comprising of Application
operations(OSS,BSS,CRM,ERP), Data Center Services, Network/Security operations, Service Assurance and End User
Computing Services
• Developing Joint Go-To Market strategies with potential partners
• Brand positioning; planning and executing road shows for Managed Services in different geographies
• Requirement Analysis: Analyzing customer’s technology landscape. Participating in requirement gathering exercises and
workshops to define business requirements and corresponding technical requirements
• Solution Mapping: working with cross functional SME and vendor teams to evaluate “best fit” solutions based on
requirement analysis.
• Consultative Selling: help convey value proposition and operational benefits of proposed solutions through extensive
customer interfacing
• Deal Commercials & Contract Management: Owning the commercial/pricing model and participating in contract
negotiations for multiple large deals.
• Participating in transition/implementation planning. Presenting program plans in governance and steering committees.
Previous Position : Program Manager , UK
( Oct’08 – Apr ‘09)
Brief Synopsis of the role
In this role I was primarily involved with activities related to Program Management of a multi million pound
outsourcing deal with one of Britain’s leading telecom services provider.
Key Responsibility Areas
• Setting up of the onsite program management office
• Formalizing internal governance process
• Reporting to various governance forums and boards on a periodic basis
• Evaluation and mitigation of risks and issues encountered during program execution
• Vendor readiness analysis and Vendor management of third parties involved in the program
• Liaison with project heads and project sponsors within the client’s organization.
Previous Positions : Technical roles at HCL Technologies and Adobe
Systems (Jul ‘04 – Sep ’07)
Member of Technical Staff, HCL Technologies
Worked as a development and analysis engineer on multiple projects for a prestigious client from telecom industry
Key Responsibility Areas
• Software designing and implementation activities
• Performing detailed Requirement Analysis after discussions with the client.
• Performing Planning activities such as effort estimation etc.
Software Engineer, Adobe Systems
Worked as a Technical member of the Hosted Services pilot project which focused on Software as a Service, Web
Services and e-commerce domain
Key Responsibility Areas
• Test planning and white box/black box testing.
• Developing working prototypes of web services automation testing as a proof of concept.
• Testing Web Services using Axis and other SOAP stacks
Thank you