Naresh Kumar

Experience

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  HCL Technologies

  Sept 2011 - Nov 2012

  Security Analyst, Identity and Access Management

  Maintaining reports and Dashboards., was working on Active directory for giving right access levels to Commonwealth Bank of Australia

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  Sutherland Global Services

  Nov 2012 - Jul 2013

  Consultant
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  Shinago Constructions and Consulting

  Jul 2013 - May 2015

  Marketing Analyst

  Brand development, Web site traffic growth, web site UI and advertising revenue.Developed brand strategy and statistics systems.Strategic Consulting, including business plan & sales strategy development.Advising new businesses on formation of corporations and business structures, drafting privacy policies and structuring commercial transactions.Generated new development deals for a real estate development company that focuses on multi-family residential projects, including real-estate market analysis. Show less

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  Mobius Knowledge Services

  Jun 2015 - Dec 2017

  Bid Management and Pre-Sales:• Leading overall proposal plan from inception to completion• Engage in the qualification process with the leadership on bid/no bid• Preparing bid budgets for opportunity Review at the time of bid qualification process and managing them throughout the bid cycle• Manage the bid plan throughout the bid process. Engage/coordinate on sourcing right inputs from different delivery teams and third parties (vendors)• Ensuring win theme integration during entire bid cycle• Organize/ initiate a solution workshop, freeze the sizing, solution design as per the RFP requirements• Liaison with the respective leads for QA, Solution, Legal and Pricing reviews and ensure timely closure of approvals before bid submission• Deliver a final approved proposal documents to the sales lead/account manager for submission well before the timelines• Implement improvement in company processes and standards in relation to bid management• Responsible for the complete response management of PQQ/ RFIs / RFPs / RFQs • Preparation of bid summary deck for all formal RFPs on functional, technical requirements and evaluation criteria • Preparation of pursuit plan clearly outlining the roles & responsibilities of all the stakeholders along with the timeline for completion of the response.• Provide standardized bid support content to facilitate effective and efficient response to bids• Identify gaps in the response and track the pending deliverables with the respective stakeholders until submission.• Ensuring the bids follow governance gates and are signed off at the appropriate levels• Maintain and enhance knowledge repository of reusable components and case studies Show less Responsible for designing and executing the business Go-To-Market (GTM) strategy for 'CAAS'. This cross industry role covers the full spectrum of activities from conceptual definition & strategy to enterprise operations & fully managed services in the emerging Digital and Information Analytics domain. Accountability and responsibility for key product/campaign launches, from concept through execution. Strategic Account Management (Farmer/Hunter):• Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel• Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales• Develop and manage Customer Relationship• Upsell and Expand Footprint within account• Cultivate strong relationships with third party and partner companies that may be required to deliver full solutions to customers• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings• Establish relationships with new customers and secure contracts with new customers that achieve assigned sales quotas and targets• Consult with prospect about business challenges and requirements, as well as the range of options and cost benefits of each• Drive the entire sales cycle from initial customer engagement to sales closureBid Management - Identifying opportunities to improve efficiency through collaborative working across the entire businesses. Ensure effective and efficient governance of bid management. Guarantee that all major bids have the right support and robust auditable inputs and outputs. Supporting financial management and control to construct, interpret and query bid information. Develop and deploy excellent business strategies for the performance of people, processes and tools. Show less

  • Lead Business Analyst - Pre Sales

    Apr 2017 - Dec 2017

  • Senior Business Analyst - Pre Sales and Go To Market Consultant - Europe

    Jun 2015 - Apr 2017
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  Intellect Design Arena Ltd

  Dec 2017 - now

  • Responsible for AMC Renewal by proactively maintaining business relationships with existing clients and End to End Contract Management• Achieved and incremental growth on AMC, Managing License/Subscription Renewal (Average increase YOY is 9%.) Opportunities, Commercial, Change Request Validation, Contracts , Managing and Maintaining Overall Payment schedules. • Working with Marketing Teams for Improved Customer communications/ Support request and Customer Satisfaction Score. • Maintained Higher Renewal rates and reduce YoY Churn rates.• Evaluating contracts to ensure compliance with legal requirements and organizational policies. • Engaging with existing clients to ensure timely delivery and quality of maintenance. Increase AUM, Net Sales, and Market Share of AMC.• New Customer On boarding programs and benefits of Being on maintenance, Performing client visits and verify progress of work on regular basis. • Increased sales penetration at existing accounts• Have built links with customers and account teams to assist in acceleration of full adoption and renewals.• Engaged with key decision makers to identify requirements and uncover road blocks to ensure on-time dedications.• Have lead client needs independently and trouble shoot non-standard concerns• Curating use case recommendations and educate customers on relevant features and opportunities.• Closure of Support tickets on day to day basis - Across Multiple Teams (Team of 300 Resources), Have increased the closure rate by 82% in 2 months• Identification of Change Requests, Consulting opportunities from the Issues raised.. Show less • Providing assistance, support and guidance on all commercial issues within the projects.• Responsible for reviewing all commercial plans to deliver maximum margin• Responsible to educate the internal stakeholders on the contracts during the tendering process and resolving contractual and commercial problems• Have developed and implemented commercial strategies to meet LOB’s goals and objectives.• Expertise in market research, QCBS approach and analysis has contributed in beating the Competitors in Commercials. • Offered direction and instruction Risk assessment• Ensured that all stakeholders understand and adhere to contractual obligations• Developed risk assessments and pricing structures for products to work with GTM strategy• Assessed risk and have provided recommendations based on a thorough analysis of all factors involved in a business situation• Developed plans for Account expansion and business development.• Sourcing of new customers across the globe.• Strong working knowledge on metrics to monitor performance of commercial activities, reporting results to senior management. Show less Responsible for the complete response management of PQQ/ RFIs / RFPs / RFQs / Demo• Preparation of customized deck for all formal RFPs on functional, technical requirements and evaluation criteria • Preparation of pursuit plan clearly outlining the roles & responsibilities of all the stakeholders along with the timeline for completion of the response.• Provide customized content to facilitate effective and efficient response to bids• Identify gaps in the response and track the pending deliverables with the respective stakeholders until submission.• Ensuring the proposals follow governance gates and are signed off at the appropriate levels• Maintain and enhance knowledge repository of reusable components and case studies Show less

  • Assistant Vice President - Service Delivery

    Jul 2023 - now

  • Manager PS - Internet and Mobile Banking

    Jan 2021 - now

  • Commercial Manager

    Jan 2019 - Jul 2021

  • Bid and Commercial Manager

    Aug 2018 - Feb 2021

  • Bid Manager

    Dec 2017 - Feb 2021