Kailash Kabra

Experience

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  Helpline Business Solutions

  Apr 2004 - Jun 2005

  Marketing Executive

  Market Research, Market Intelligence & Marketing/sales of IT components

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  AppLabs, a CSC Company

  Aug 2005 - Dec 2007

  As Senior Business Development Executive from January 2007 to December 2007 - The company changed its focus from ISV to Enterprise companies and was given the task of generating leads from the segment. Achieved 135% of the yearly target.Selected Accomplishments:New Business Development - Preparation of Business Plan for assigned territories, generating leads from specified territories, drafting profile documents of quality leads, active participation in knowledge sharing related to ever-changing technological trendsIndustry/Market Research – Enterprise Segment, Retail, BFSI, HealthcareMessaging appropriate Data - Involved in drafting vertical specific email campaign messages depending on the technology requirementsServices Focused – Automation Testing, Performance Testing and Security TestingUnderstanding - Applications used, importance of IT services and the criticality of applications performanceAnalysis - Enterprise segment has large spending in IT but also requires continuous flow of revenue and branding of the company within the divisions Show less

  • Senior BDE

    Jan 2007 - Dec 2007

  • Business Development Executive

    Aug 2005 - Dec 2006
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  AppLabs, a DXC Technology Company

  Jan 2008 - Feb 2009

  Business Analyst

  Associated with AppLabs from August 2005 to February 2009. (World’s Largest Software Testing and Quality Management Company). Handled various roles and responsibilities in lead generation. With the success achieved in each role, was credited as one of the top lead generation executives.As Business Analyst from January 2008 to February 2009 – First employee to start the account mining of existing clients. Reporting to VP Solutions Engineering in India and working with 8 Account Managers in US. Manage the team of 4 members and handle the responsibility to achieve individual and team targets.Achieved 170% of the yearly target.Selected Accomplishments:Account Mining - Involved in account mining to Cross-sell / Up-sell of company’s solutionsPartnerships - Strategic Marketing to generate leads for strategic alliances/partnerships with the companies.Integration with deliveryIntegration with Account ManagersUnderstanding - Enterprise segment is interested in utilizing services that will benefit their organizations performance and also help their customers utilizing the products/servicesAnalysis - Continuous revenue generation is important from the existing clients for a smoother growth of the company and references are required for branding of the company Show less

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  EPAM Systems

  Mar 2009 - Aug 2010

  Manager Inside Sales

  Worked with EPAM (Alliance Global Services) from March 2009 till August 2010.- Reported to VP Marketing and VP/Director Sales in US to enhance the customer base by introducing services in the targeted market (Information Services, ISV’s, eCommerce & Financial Services). - Mentored team for depth knowledge of verticals/services w.r.t organizations focus and adopt best practices to generate more quality leads. - Articulated Demand Generation reports for the management and monitoring output of the team.Website Management, WebinarSelected Accomplishments:- Inside Sales Process: Initiated, Implemented and Executed the inside sales process successfully- Tool Integration: Managed successful Salesforce.com User Adoption Program in Complex, Global Sales Environment. Through a successful global roll-out, the team has achieved 95% user adoption. Integration of tools for Marketing Automation and Sales Lead Management- People Management: Focussed on Leadership & Career Development - Services Focused: Outsourced Product Development, Application Maintenance Outsourcing, QA & Strategic Guidance- Industry/Market Research: ISV, Enterprise, BFSI, eCommerce- Verticals: Information Services, Content Management, Telecom, Document Management, BFSI, Social & Professional Networking, Media & Entertainment- Achieved 187% of the yearly target- Accredited with CEO Award of Excellence in Q1 & Q3 2009, Best Team Award in Q2 2009, Star of the Quarter Award for the Q3 2009 Show less

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  CompuGain

  Sept 2010 - Nov 2012

  Head Offshore Corporate Development

  - Corporate Strategy & Enablement- Sales and Operations- Presales- Marketing (NetSuite/Salesforce)- HR

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  Helpline Business Solutions

  Dec 2012 - Feb 2013

  Internet Retail Operations

  Consultant with Tradusit.com.Responsibilities - Internet Retail OperationsPayment Gateway OperationseCommerce Website Development & MaintenanceDigital MarketingProcess Integration

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  IBM

  Mar 2013 - Jan 2020

  Strategy and Operations Advisor

  Accredited with IBM’s most distinguished “Master Piece Award” for making an impact with strategy & operation skills across 5 CoE Sites (Hyderabad, Bengaluru, Delhi, Guadalajara, Beijing) apart from presence across Europe, US and China; 600 Management Advisors; 4000 Sales Leaders and average CoE skill experience of 10 years.2018: Resource Capacity Advisor for multi billion dollar IBM Global Cloud Business2017: Business Strategy Advisor to a half billion dollar IBM Europe SaaS Brand. 2015-2016: Business Strategy & Operations Advisor to IBM Europe SysHW Brand. Insights through Analytics, Reporting, Sales Execution, Financial Allocation and Revenue tracking, Resource and Opportunity Management of direct and indirect market-to-go modes. Acquisitions, Roadmap Ahead & Strategies.CAMSS - Cloud, Analytics, Mobile, Social and SecurityTrusted Advisor to stake holders in improving the customer experience by providing insights through business analytics with Cognos & SalesConnect (Pipeline Analysis, Win-Loss, Stalled Deals, Propensity to Close, Expansions, New Logo, Past Due Date)- Point of Contact for coordinating, analysing business stakeholder requirements and working with the Reporting & Analytics team for design and development of business reports. Ensuring reports have specific focus on Business transformation & Insights and are part of Business Intelligence tool.- Transition of new analytical activities till business as usual status is achieved and ensure continuous value add through process improvements- Develop sales blue print along with Sales Leader for year/quarter and ensure adherence through effective control measures- Weekly Insights & Newsletter communication to the Management on Latest Trends, Technologies and Pipeline Coverage- Hiring new talent for quality input of skills and attitude in the organization- IBM Investments, Acquisitions, Roadmap Ahead and Strategy- Training and transformation, including new hire induction and transformation Show less

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  TA Digital

  Jan 2020 - now

  - Complete lifecycle of HR - HRBP, HR Operations, Talent Acquisition, Talent Management, Administration & Facilities- Associated with COO and leadership initiatives- Maintaining growth momentum in 2022 (3X)- Handling Acquisition integrations- Coordinating and Collaborating with various subsidiaries- Planning ahead w.r.t 2023 Market Revision- Demand based hiring to avoid bench and optimize resources for better productivity- Enhance dashboards helpful to management on decision making- Optimize revenue leakage and strategize on right way of curbing expensesImplemented and executed some prerequisites in 2022 to avoid negative scenarios and yes, we didnot layoff any in 2022 and donot see a need anywhere in 2023 as of now. There was lot of pressure from many for the 2022 decisions while had to stand strong and here are the results. Show less - Associated with COO and leadership initiatives- Magnificent 2021 beating all records at 3X growth factors- Client Growth - Handling surge, a positive challenge. Ensuring Zero revenue loss during industry attrition surge- Ensuring optimum productivity and curbing revenue leakage - Go-to-market strategies and BCP with CXO's- Predictive Analysis Dashboard (PSA and PowerBI ) & reports on billing, utilization, resource shortfall, hiring and sales pipeline- Hiring Spree - Lateral Strategy vs In House Skill set- Proficient timesheet management and invoicing management- 2020 Strategy vs 2021 Execution - Analytics, Process Compliance, Reporting, Forecasting and Analysis- Investment & Strategy - Mergers or Acquisitions...stay tuned- With clients onboarding, ensuring resources have optimum Utilization (Clients during these uncertain times is always WoW!)- Amazing 2020, 2021 P&L - Handling the super surge in client billing and engaging smart talent- Leading Resource Management & Operations - Project Management Office- Digital Technology & Transformation Strategies- Effective training plans focusing on reusable repository and optimizing cost in the long term- Strategic Growth in 2020 and 2021 despite all challenges- Curious Wednesdays on Sales Pipeline and Crazy Thursdays on Business Review with CXO's- Ensuring Service and Staffing LoB have adequate resources for consistent growth- Weekly Corporate Health Index highlighting Billing, Utilization, Allocations, Timesheets, Investment projects with suggestions on areas of improvement and discussion on Industry IT trends- Digital Transformation: Journey from excel to Near Real Time automation dashboardsIn-sync with Talent Acquisition, Talent Management, Finance, L&D, Presales, Practice Management, Project Management and Delivery. Show less

  • VP Business Operations

    Feb 2024 - now

  • Head Global Business Operations

    Apr 2023 - Feb 2024

  • Head Operations & Resource Management

    Jun 2022 - Mar 2023

  • Head HR, Resource Management and Operations

    Jan 2022 - Jun 2022

  • Head Resource Management & Operations

    Jan 2020 - Jan 2022