Krishna Prasad (KP)

Experience

• 

  Tech Mahindra

  Jul 2005 - now

  Currently responsible for TechM's Network Services Business growth in Australia & New Zealand across Telcos & Enterprise clients.- Portfolio and Solution selling of Engineering and Network services offerings.- Alliances and partnerships are core to our growth strategy. Driving and maintaining partner relationships including account-based planning/governance/joint marketing/demos at events are part of the responsibility. Working with partners for RFXs.- Building & nurturing relationships with client executives at various levels and moving towards a trusted partner relationship.- Business Development & Identifying business growth via account farming, hunting & also partner led growth- Work with sales for bid qualification and determining the bid strategy & build pipeline.- Identify proactive opportunities based on customer roadmap and develop proactive proposals. - Driving RFP/RFI responses by collaborating with offshore Delivery, BMs, finance, legal, competency teams.- Development of an extensive repository of reusable assets & case studies for clients.- Own estimation and pricing based on ground client intelligence target price.- Position TechM as a thought leader in Networks, identifying client pain points, creating pro-active proposals, whitepapers and presenting the same to client stakeholders.- Participate in TechM Global events and conduct live customer demos & engage with clients- Driving new business opportunities through competitor research & analysis- Collaborating with marketing team to create Account Based Marketing plans for partner events, brand promotion & lead generation- Working with advisory firms to collaborate and nurture business relationships for key accounts- Managing client visits to India offshore locations and centres- Participate in innovation programs like Hackathon & 5G initiatives/lab trials.- Analyse market and industry trends to provide feedback to competency teams to update the offerings based on market demands. Show less -Interface and engage with customers at strategic level, ensuring that not only the current project requirements are met but also forecast the needs or issues that might arise and devise ways to address those proactively-Ensure overall program lifecycle deployment by defining resources and schedules for program implementation-Ensure overall program delivery is within budget, up to the quality standards and as per program delivery timelines-Ensure both internal and client-driven quality and compliance norms are met-Influence customer perception positively, contribute to relationship management and drive delivery led growth and account farming-Lead on resourcing aspects of delivery-Provide management guidance to the team and mentorship-Lead on customer/program initiatives across the components including organisation activities like knowledge sharing, innovation and continuous improvement-Negotiate estimates and schedules with multiple external vendors, control costs/budgets across multiple components and deliver cost savings to the customer-Collect timely customer feedback via customer satisfaction survey every 6 months and prepare action plan if applicable.-Leading Network services projects with P&L responsibility-Achieving & exceeding revenue & EBIDTA targets ensuring Quarter on Quarter growth-Managing end to end deal closure cycle from presales to post sales & delivery including client relationship-Accountability for delivery and service management outcomes/customer escalations-Providing executive coverage for monthly account review forums with client to assess, measure account performance & overall governance-Managing and organising client visits to India offshore centres- Promote teamwork/mentor/motivate and develop subordinates and manage any conflicts in the team. Aligning with multiple units across company (offshore and onshore ) for creating effective value chain to the customer. Ensure skillsets are built with the necessary certification Show less • Active involvement in customer interfacing and working with changing requirements, cross-functional multi-site global teams, adaptation to new technologies/work groups at onsite customer (Nokia R&D) Milan, Italy from last 8 years. Maintained CSAT (Customer satisfaction) scores of above 4.25/5.• Offering consulting services and Technical Subject Matter Expertise (SME) on various Ethernet Layer2 Data Features with expertise in debugging Broadcom StrataXGS® Switches. • Responsible for business development and identifying the pain areas and provide constructive suggestions to the client for enhancing client relationship. • Interacted with customer vendor manager for project contract extensions, project status tracking, statement of work preparation, quarterly offshore-onsite resource billing, resource planning & utilization, risk planning, quality management & project health reporting, Effort estimation, project cost estimation and monthly project invoicing in coordination with Finance team and purchasing office as well. Also performed resource screening and fulfilment for onsite customer vacancies.• Managed and lead a team of 25 onsite associates at customer location. • Involved in Live on-field debug sessions with customer for fault analysis interacting with field engineers. Also involved in reproducing customer field issues in R&D lab for providing quick solutions. • Experience in working within an Agile environment following best practices like cross-functional multi-site teams, Kanban boards, daily stand-ups, user stories for various features, defining UAC tests and regression suites, continuous integration & iterative product deliveries, smoke tests execution, Definition of Done (DoD) guidelines and retrospective meetings. • Conducting customer presentations, demos and coaching client associates for taking new responsibilities.• Pre-Sales support and preparing presentations on competitor analysis & market analysisProducts: ALU 1850 TSS & Nokia 9500 MPR Show less • Develop Development & test strategy to create a shared understanding of the overall approach, tools, targets and timing of Dev & test activities for various feature deliveries. • Design a test design specification (test plan) with detailed test case definitions based on the acceptance criteria derived from user stories (requirements).• Design and set up of multiple node network environment in R&D Laboratory to simulate and test complicated customer field scenarios and conduct customer demos.• Manual & automatic test executions using VB scripting for conformance, functional, performance, regression, stress, stability and inter-op testing for various L2/L3 protocols on real time embedded systems and microwave radio features.• Identify, prioritize and report defects using defect tracking tool with detailed analysis and debugging of the defect using various serial and debugging log traces, debug/shell/switch commands & debug tools like C-interpreter, Wireshark snipper, hardware FPGA register reading tools etc.• Root cause identification of defects and provide solutions for resolution of the same• Verification of defect resolution & generating test reports with results of execution• Daily Interactions with multi-site clients, multiple stakeholders of the project like Software Architecture, Hardware & FPGA, Embedded Software GUI development teams, testing teams and third party hardware vendors via emailing and conference calls for problem solving • Customer presentations & trainings, new associate trainings and technical support to offshore team• Played a pivotal role during the evolution of the MPR 9500 microwave product and handled all the critical features in over 20 product releases for ETSI & ANSI markets spanning last 8 years with a total of over 800 functionality defects reported by self Show less Part of the SW Development & System Integration team at client location (Italy) for 3 months. Involved in test design and manual execution of test cases related to TL1, equipment management, facility management, cross-connections, security & alarms. Worked on DWDM Technology and also tested all the TDM features using TL1 Commands. TL1 Command Implementation using C programming.Bug fixing related to various features of the product like GigE, cross-connections, loop back connections, performance monitoring, alarms, equipment management, facility management, TL1 subsystem etc.Test plan preparation, test design and manual test execution and validation of SONET facility protection schemes, i.e. linear APS, UPSR and BLSR and GigE PM & alarms.Products worked : Alcatel-Lucent 1677 Sonet Link, 1850 Transport Service Switch Show less

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