SOUGATA MITRABuilding No 7A, DLF Cyber City, DLF Phase III, Gurgaon Flat No 2K, Block II, Sunny Bloom, PO Laskarpur, Kolkata 700153+91 9910238111 | iamsougata@gmail.com

EXECUTIVE DIGEST

Business Development & Relationship Professional with about 15 years’ of experience in handling Large Enterprise customers.

Solution Portfolio - Enterprise IT, Operations IT & GIS. Expertise - Sales Management, Business Development, Business Relationships, Leadership, Marketing Strategies

& Business Support with multiple awards and recognition from Employer, Customer & Ecosystem. Successful track record of selling

Government & Manufacturing. Deep experience & expertise in multiple activities as in Strategic & S

Engineering, Bid Management, Technical & Commercial negotiation, program Present Engagement as India Business Manager

engagements were with TCS Limited, SAP India, Professional Degree – BE (Chemical) from National Institute of Technology Durgapur in the year 1997. Base

Education of secondary & higher secondary at St Xavier’s School/College, Ranchi

MISSION: Cultivate, generate & grow large scale relationships for the allotted accounts aiming to become a trusted advisor to the customer. Use the experience of the market, understanding of verticals and business network to provide valuable inputs & support to the Sales Team, which would be used in creating a larger mindshare.

VISION: Strive to become a successful and respected IT business professional acknowledged as being one of the important change agents who enabled customers attain operation excellence and growth, thereby creating a vibrant and clean energy Economy by the turn of the decade.

OBJECTIVE: The next step for me in the career ahead is to engage with an organization in business role which serves large EnterTechnology Solutions in form of end to end IT Servicesservices. The ideal role would be in which organizations are searching for a senior professional for delivering a wellbusiness produced through relationship excellence and sales excellence practices.

SOLUTION OVERVIEW

INDUSTRY UTILITIES

Line of Business Solutions

SAP ERP, CRM, SRM & HCM

Industry Solution SAP IS Utilities. Focus areaCustomer Support, Asset Management , Energy Billing & Workforce Management

OT Solutions GIS, OMS, DMS, EMS from GE Energy

Building No 7A, DLF Cyber City, DLF Phase III, Gurgaon – 122 002 Flat No 2K, Block II, Sunny Bloom, PO Laskarpur, Kolkata 700153

Business Development & Relationship Professional with about 15 years’ of experience in handling Large

IT, Operations IT & GIS. Sales Management, Business Development, Business Relationships, Leadership, Marketing Strategies Support with multiple awards and recognition from Employer, Customer & Ecosystem.

cessful track record of selling IT & OT solutions in major accounts in the vertical of Energy & Utilities, Mining,

Deep experience & expertise in multiple activities as in Strategic & Solutions Sales, Team Leadership, SolutionEngineering, Bid Management, Technical & Commercial negotiation, program management and operationPresent Engagement as India Business Manager - Smallworld Geospatial products with GE Energy with eengagements were with TCS Limited, SAP India, ESRI India and Rolta India Limited.

BE (Chemical) from National Institute of Technology Durgapur in the year 1997. Base Education of secondary & higher secondary at St Xavier’s School/College, Ranchi

Cultivate, generate & grow large scale relationships for the allotted accounts aiming to become a trusted advisor to the customer. Use the experience of the market, understanding of verticals and business network to provide valuable inputs & support to the Sales Team, which would be used in

Strive to become a successful and respected IT business professional acknowledged as being one of the important change agents who enabled customers attain operation excellence and growth, thereby creating a vibrant and clean energy Economy by the turn of the decade.

The next step for me in the career ahead is to engage with an organization in business role which serves large Enterprises providing Technology Solutions in form of end to end IT Services, Products and Advisory

. The ideal role would be in which organizations are searching for a senior professional for delivering a well-managed, profitable and growing

roduced through relationship excellence and sales excellence

COAL & MINING

SAP ERP, CRM, SRM & HCM SAP ERP, SRM & HCM and GIS

SAP IS Utilities. Focus area of Customer Support, Asset Management , Energy Billing & Workforce Management

SAP IS Mines. Focus area of Asset Management, Operation Risk & Compliance and Workforce Mgmt

GIS, OMS, DMS, EMS from GE GIS, SAP MII

VERTICAL EXPERIENCE &

Focus Industry Solution Sales

Power Utilities value chain of Generation, Transmission & Distribution and Retail.

Coal Planning, Production & Business.

State Government Department

Line of Business Sales

Education & Research Public Sector undert IT Service Provider

Business Development & Relationship Professional with about 15 years’ of experience in handling Large

Sales Management, Business Development, Business Relationships, Leadership, Marketing Strategies Support with multiple awards and recognition from Employer, Customer & Ecosystem.

vertical of Energy & Utilities, Mining,

Team Leadership, Solutionmanagement and operations.

patial products with GE Energy with earlier

BE (Chemical) from National Institute of Technology Durgapur in the year 1997. Base

VERTICAL EXPERIENCE & EXPERTISE

Focus Industry Solution Sales

Power Utilities value chain of Generation, Transmission & Distribution and Retail. Coal Planning, Production &

State Government Department

Line of Business Sales

Education & ResearchPublic Sector undertakingIT Service Provider

MAJOR ROLES EXECUTED : E&U SEGMENT BUSINESS

ATTRIBUTES

Sales Leader Experience in anchoring large, complex, long sales cycle opportunities requiring multi-service line or cross-brand integration by engaging the customer with the Business Team of Domain & Product Specialists, Implementation Leads, Technical Support, and Support Organizations in Legal & Sourcing for each large opportunity.

Trusted AdvisorStrong leadership, interpersonal, communication and presentation skills; successful track record of interacting and building relationship with CXO level and ability to thereby influence decisions in a highly matrixes client environment.

Team LeaderEffective in providing advice and counsel on complex performance management issues to the team by addressing performance gaps and facilitates discussions/ process to assess appropriate action.

Value sales: Knowledge of value articulation principals through different storyboarding techniques, with hands-on experience in proposal creation and leading proposal presentations.

Thought Leadership Author Industry White papers & Technology articles related to customer business to keep customers abreast with business & technology trends in the Electricity & Gas Utilities and the role of ICT in these industries.

Business Operations Making the day-to-day decisions required to manage the operations, including deploying resources, allocating costs, and directing activities accordingly; securing and comparing information from multiple sources to identify key issues; committing to an action after weighing alternative solutions against important decision criteria.

Business Documentation

Maintain an accurate and documented CRM Pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to the management.

Client PartnerStrong leadership skills, an ability to operate in positions requiring significant self direction and motivation Focus on understanding of the customer business, strategies, Markets, competitive landscape and operating methods and Craft customer-focused strategies that deliver positive impact for customer, customer’s customer and own business. Manage conflict at all levels, driving through acceptable outcomes for all stakeholders and drive the relationship to a strategic Level.

Business Development Manager Create innovative Solutions by considering industry, market, and other Partner Ecosystem to understand own area’s strengths, weaknesses, opportunities and threats; evaluate and pursue initiatives, investments and opportunities based on their fit with broader strategies; driving revenues by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close.

Solution Sales Specialist - UtilitiesDemonstrated success in Identifying, Qualifying and contribute to close of solution sales opportunities in the vertical of Utilities. Domain knowledge on the utilities market segment priorities, challenges and the role of IT & OT as a solution. Fully aware of the high-level & complex IT & OT integrated solutions, and deep understanding on the solution area of Enterprise Support, Grid/ Asset Management & Control, Customer Support, Energy Billing and Workforce Management.

E&U SOLUTION MAP

SECU

RITY, STAND

ARDS &

INTERO

PERABILITY

Smart Home Infrastructure

AMI Infrastructure Smart Grid Infrastructure

Infrastructure TRANSFO

RMATIO

N

SERVICES

INTEG

RATION

& D

ATA SERVIC

ES

OTH

ER SERVICES

Home Area Network

Local Area Network

Wide Area Network

Communication

Meter Data Demand Response

Customer Relationship

Customer Service

Customer Portal Credit & Revenue Metering & Billing Service

Business Change, Project &

Cutover

Managem

ent

System Integration,

Data Services &

Business Intelligence

ADM

, IS, BPO &

C

onsulting

SCADA Distribution Management

Outage Management

DistributionManagement

Network Planning & Control

Asset Management

Work Management

Operations

Trading & Contract

Settlement Risk Management Power Resource Management

Software Product – Desktop Use Enterprise Application IT Services

Single / Suite of application built to be used without any further development by customers, businesses or consumers. Revenue is from Sale of Software package & Technical Support

Suite of application built to be platform for further development by hired IT Service Provider. Revenue is from Sale of Software package, Technical Support and Packaged Services.

Implementation and management Services of the Enterprise product that meet the needs of the business. IT Services drives the revenue.

Software Products handled are as below: GE Smallworld GIS Products in

Electric Office, PNI, CST, GDO, GTO & Mapframe.

GE Energy Poweron for OMS, DMS & EMS with SCADA

ESRI ArcGIS Desktop with Extension

Integraph Geomedia GIS Products

Software Products handled are as below: SAP ECC/ Business suite in ERP,

CRM, SRM & HCM SAP Industry Solutions for Utilities,

Public Services, Mining & Manufacturing

SAP Netweaver certified products

Services Offering handled are as below: System integration projects

containing Hardware, Network, Application implementation & Support.

ADM Outsourcing / Managed Services IT Advisory Services Business Transformation support.

CAREER BRIEF

GE Energy (Jan 2012 – Present)Senior Sales Manager – Smart GridGurgaon | India Region

Accountable for the overall sales performance of the direct sales force and distribution partners including the achievement of revenue, profit and sales related expense budgets on a quarterly and annual basis in India Region. Duties also include the management of the sales force to set and achieve their sales targets, seek new markets and expand sales within the Trade Area.

Client: NDPL, CSEB, Tata Telecom & Airtel

Major Wins:

GE Smallworld based Solution for RAPDRP Project in Chhattisgarh State Electricity Board GE Smallworld Network Maintenance & Design Application for Sterlite.

TCS Limited (Oct 2008–Apr 2011)Business Development Manager

The Business Development Manager responsibility was to target sales of TCS’s entire portfolio of IT Outsourcing services including Consulting, BPO, ADM, IS and Engineering Services for targeted firms. The work required developing revenue-producing relationships with decision-making CxO level executives at targeted firms, as well as drives the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

Client: CSEB, CSPDCL, WBSEDCL, OPGC

Major Wins:

SAP ERP & IS Utilities in CSEB RAPDRP West Bengal SAP Project at OPGC

SAP India (Sep 2006 – Sep 2008)Senior Account Manager

The role of the Senior Account Manager is to manager a number of key accounts in each specialist sector within the SAP domain. The Senior Account Manager develops field services business opportunities with existing clients and long-term relationships with these clients. As well as Account Management, the role will consist of working closely with the Pre-sales teams and partners in developing opportunities with new clients.

Client: CSEB, CSPDCL, OPGC, GRSE, JUSCO & HER Institute

Major Wins:

EC&O based SAP Implementation SAP Implementation at JUSCO Expansion at CSEB

ESRI INDIA(Jan 2000- Aug 2006)Regional Manager

Spearheading the coverage & territory assignment, shared resource capacity planning, quota setting and territory sales plan with Field Sales and support teams. Forecast annual, monthly and quarterly sales revenue and product demand in forecasting system. As Team manager, one had to provide advice and counsel on complex performance management issues to the team by addressing performance gaps and facilitates discussions/ process to assess appropriate action. Coach Team members on all aspects of performance including delivering efficiently and improve effectively.

BUSINESS WITH LARGE ENTERPRISELarge Enterprise: Organisations who have invested in manpower/ materials to conduct business which could be multi-product, multi- location or Transnational in one location. Most of the large enterprise have varios methods of conducting business which have evolved over time. LE customers invest in IT Solutions for operational excellence, better customer support and conduct business across the globe. Government owned organisation is always considered as a part of LE space irrespective of size or location. Natural Resources Data Custodian, Government of India Geological Survey of India Survey of India National Atlas &Thematic Mapping Organization North Eastern Space Application Center & RRSSC (Department of Space)

Mine & Mineral Processing Coal India Limited and its subsidiary companies. Tata Steel

THE FIVE SAP WINS IN UTILITIES

IT led Business Transformation for the entire operations of Generation, Transmission & Distribution of State owned Power Utility CSEB. The core Technology component was SAP ERP, SRM & IS Utilities. The system is presently being used by more than 2000 Executive at 250 different locations in the state. – 10 Million USD

Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major Technology Program R-APDRP. The major components in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) and Operations support enabling devices. – 50 Million USD

Integrated Power & Water Billing for consumers based in area maintained by JUSCO, A Tata Enterprise. E2E implementation of Power Generation framework for OPGC (An AES company) Integrated Enterprise Asset Management comprising equipment and Human Resources with Billing for DPSC

RAPDPRP WBSEDCL

Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major Technology Program R-APDRP. The major process areas which are under implementation are Distribution Management, Energy Sales, Operation & Maintenance and Customer Information System. The major components in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR, Office automation products, Online Connected Network backbone . OBV was 206 Crores

The most challenging situation we faced when the RFP came out in Public and there were hardly any time between the submission date. Each and every member of the team showed extreme dedication and we manufactured bids, collated it and submitted the same. The results was quite pleasant as we won WBSEB, MPEB and GEB within a month of the starting of awarding the bids. For this succesful 12 month Sales Cycle Completion, TCS Management confered us the “Champion Team” award for 2009-10 year.

CSEB

In order to be at the forefront of the ‘power revolution’, Chhattisgarh’s power utility companies needed to adopt an integrated view of their enterprise work and asset management as it would have helped them increase efficiencies, reduce costs and deliver substantial value to its Customers. In 2005, the management at CSEB decided on an ERP solution to integrate all available modules and to computerize its business functionalities with SAP modules of IS-U/CCS (LT & HT Billing and Customer Care), MM (Materials Management), FI-CO (Financials – Controlling) and HR. This made it the first Government Power DistributionUtility in India which implemented SAP Solutions for billing.However, this journey was not easy. The start of the project was in trouble for multiple reasons and was leading to almost a decision of dumping the project. The challenge was to co-ordinate activities and understands customer and partner thought process and put the implementation in track.task was to understanqd the soft issues which were there between TCS and CSEB. Both. Along with SAP Industry Manager and Consulting, we were able to bring both of them at a same stage with the commitment that SAP would ensure the implementation succeeds. We prepared the recovery plan and did get commitments from both sides.

Following measured activities were done to bring back from redundant to a light house customer. Few highlights of the 2006-2008 periods were:

Got SAP Consulting and Support to run through the blueprint and suggest any changes. Each module has a separate consultant and was an investment from company which was approved on my assurance to bring business from CSEB.

Structure to the training and got the “train the trainer concept.

Customer Chhattisgarh State Electricity Board/ Chhattisgarh State Power Distribution Company Limited

Business Initially bundled utilities, later only Distribution

Solution SAP Business Suite (ERP & SRM), IS UCCSLocation Raipur for project site. All state for roll out

Incidentally, CSEB won the SAP Ace 2008 award for best implementation in Utilities in India which became a major milestone in my career.

Post stabilization and roll out to 300 different locations, TCS was entrusted to do a Technical and Functional upgrade andminimize the custom objects. Co-ordinate, Lead and review the implementation team for business process evaluation, requirements gathering, system analysis, system design, software / hardware applicability studies and system implementation plan. Also laid major emphasis on Governance, Entry-Exit criteria for tasks, & PMO structure.

In a parallel activity, designed the ASAP Methodology alongwith the project manager with the Q gates, deliverable and responsibility matrix clearly defined submit for approval.

Design of the technical landscape with server sizing & Network Requirements done by the IS specialists offshore. Also sensitize the customer and project team members about the documentation available in form of Master Guide, Component Installation Guide, Implementation Guide (IMG) and Solution Management Guide.

Participate in the SME and customer interaction to understand the As-Is and To-Be of the system. The process shortlisted for phase I implementation were Account and Contact Management, Billing of Energy & Services / Energy Data Management, Device management, Customer Complaints Management & Response, Grid operations in Procurement management & Workforce design, , Connection/ Disconnection and financial reporting.

Lead the signing of the milestone achievement with PM, SME and Module leads and book revenue for the same.

NALCO

Enterprise application implementation for entire operations of Government of India enterprise in business of Aluminum Products. The Project Core was to implement SAP ERP in materials, sales & distribution, production planning, quality, finance and human resource management modules. Additional modules of SAP such as supplier relationship management (SRM), advanced planning & optimization (APO), document management system (DMS), business intelligence (BI) and employee self-service (ESS) were also implemented during the project.

GRSE

Enterprise application implementation for the EC&O business of India’s major Ship builders under the Ministry of Defence, Government of India. The project envisaged implementation of SAP core components using SAP best practice in EC&O and Integration with the incumbent ship design software Tribon.

ENTERPRISE GIS

CENTRAL COALFIELDS : GIS based Land Information system for query, analysis and provide structured information to the Planning department who require the data for Resettlement and Rehabilitation in Coal India subsiary in Coal production.

CMPDIL: ESRI GIS platform implemented for delivering organization-wide geospatial capabilities while improving access to geographic information and extending geospatial capabilities to non traditional users of GIS under Government of India program of Integrated Coal Resources Information System.

KMC: GIS Solution for Urban GIS Project under Capacity Building Program of Asian Development Bank in City Municipal Corporation.

NSDI: Development & Implementation GIS Solution for Spatial Data Creation, updation & Distribution to the NSDI nodes in Geological Survey of India and NATMO

INTEREST : COLLABORATIONShare self written / analysts various methodologies, point-of-view, research and white papers. Co-create with partners & Customers utilizing the same in building relationship. Apart from the above, also share the Industry Best Practices & Global Trends, Customer Networks and Industry Networks. List is the White papers and articles for E&U segment authored/co-authored by self:

• Smart Grid – changes in power & network Infrastructure.

• GIS- Lifeline for Utilities.

• DMS: Catalyst for IT & OT Blending.

• Mix & Match GIS software for “Best value of Money” Transmission Companies.

• Changing “huge on data, low on information” using Analytics

EDUCATION

Professional Degree as Bachelor of Chemical Engineering graduated from Regional Engineering College Durgapur in 1997. Higher Secondary Education (1990-92) in Science from St Xavier’s College & Secondary Education (1979-90) from St Xavier’s School Ranchi.

PERSONAL DETAILS

Communication Address Flat No 2K, Block II, Zone III, Sunny Blooms, Purbapara, PO Laskarpur, Kolkata- 700153

Telephone No +91 9910238111

+91 9910582080

Email iamsougata@gmail.com

Sougata.enu@gmail.com

Current work Location Gurgaon Location Preference Any Metro

Notice Period 30 Days Passport Available. Valid till 2019

RECOMMENDATIONS

SUBRATA DAS, Industry Director, Public Services at SAP India worked together in NIIT Technologies, later as competitor & Partner

In a relationship spanning almost a decade - I have worked with him as a colleague and now as a competitor. Aggressively pursuing his goals - Sougata never loses his sense of humor even in the most difficult situations. Building relationships is natural to him and he cultivates them with ease. Armed with a deep knowledge of business issues in the Utilities and eGov sector, he is a key asset to have in anybody's team."

Manideep Saha, General Manager, Intergraph was my manager in NIIT Technologies

"Sougata is a trust worthy self-started and highly motivated sales manager. He can independently manage large businesses, and one of the best team players I have seen. He is a very effective on-field sales person, tremendously driven by the need to achieve & exceed his quotas."

Basil Chatterji, Senior Consultant, Tata Consultancy Services, worked with Sougata at Tata Consultancy Services

"I worked with Sougata in the Energy & Utilities Business Development area within TCS. It was always a pleasure working with him as you could yourself learn so much from him. I was always inspired by his excellent presentation skills. Sougata is very focused and diligent. He is well versed in maintaining client relationships, cracking new deals and predicting new market trends. He will leave no stone unturned and will do everything possible to gain a customer and keep them happy. His vast knowledge in the Geographical Information Systems, SAP and the utilities industry is highly commendable. I wish him all the best going forward."

Sougat Mitra was the Technical Support Lead in my team in NIIT GIS Limited

Sougata is one of the persons having the best of the class Sales Caliber whom I have come across till date in my professional career. He is the one who has tremendous capability in terms of driving and winning a Business even if the requirement has just originated at the Customer's place. He has always been an Achiever in extracting business out of every corner of his territory and has always been admired as a Great Manager for his rest of his team members. I have complete confidence in his ability to be the Best Contributor in any Domain in terms of achieving the Target Business for theOrganization wherever he may be associated in his professional life.