SOUGATA MITRASenior Business Manager - Business ApplicationsSales Pre-Sales Business DevelopmentE&U Government MiningManufacturing EC&O

EXECUTIVE DIGEST

Business Development & Relationship Professional with about 15 years’ of experience in handling Large Enterprise customers. Solution comprised of Enterprise Applications, Geospatial Technology and Operations Applications as the Solution driver. Deep experience & expertise in the entire business operations as in Strategic & Solutions Sales Cycle , Team Leadership, Solution Engineering, Bid Management, Technical & Commercial negotiation, program management and operations.

Present Engagement as India Business Manager - Smallworld Geospatial products with GE Energy. Accountable for the overall business performance of the Sales team & Distribution Partner with mandates on revenue, Net New Customer and Maintenance Compliance on a quarterly and annual basis in India. Earlier engagements were with TCS Limited, SAP India, ESRI India and Rolta India Limited.

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.

VISIONEstablish oneself as an IT technical and business expert focused on providing innovative solutions to the customer industry’s pressing challenges—driving the customer towards Operational Excellence, thereby have a vibrant Indian Economy by turn of the decade.

MISSIONCultivate, 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.

OBJECTIVEThe 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 services. The ideal role would be in which organizations are searching for a senior professional for delivering a well-managed, profitable and growing business produced through relationship excellence and sales excellence practice.

FUNCTIONS

Sales Management Business Development Customer Support Alliance Management Sales Support

Anchor Sales Cycle of large, complex and long sales cycle opportunities comprising multi-service line and/or cross-brand integration.

Design value based products / packaged services by considering industry challenges, market and relationship, and roll-out to create new revenue stream for the employer

Deeply involved in customer issues requiring resolution and escalation and ensure the delivery team gives flexible options to meet the needs.

Identify the correct partner; build a value prop for the partnership, Identify potential customers and implement the GTM.

Architect IT Solution and create the diffrentiators, create winable bid, demo and solution presentation

CAREER TIMELINE 1997 1999 2001 2003 2005 2007 2009 2011 2013

Sales Management

Business Development

Alliance Management

Customer Support

Sales Leadership & Support

BUSINESS APPROACH: SOLUTION SALES

Craft for customers a complete, high-level and complex solution to meet a customer business need where the way forward for the business has already been determined by the customer. It requires working close with the customer to design both a solution to a business level problem, but also to define the business outcome.

Capabilities built which were required to perform this role are:

Identify customer needs at main board or senior business manager level early in the buying cycle. Determine how the need could be fulfilled. Analyze and quantify the business value that the proposed fulfillment approach would offer to the customer. Specify what actions and resources would be required to fulfill the need, by when. Source resources and capabilities required to meet the need. Enlist partners where own organization is missing capabilities. Oversee development of the solution. Deliver the business proposition to the customer’s senior management and other key stakeholders.

ATTRIBUTES

INDIVIUAL DRIVE

SOLUTIONS

SAP Software products –License

SAP Services Operations IT Software Products – GE Energy

Desktop GIS Products

SAP ERP, CRM & SRM

SAP Line of Business Solutions

SAP Industry Solutions

Business Intelligence & Analytics

Mobile Solutions

System integration projects containing Hardware, Network, Application implementation & Support. ADMOutsourcing / Managed ServicesIT Advisory Services

Business Transformation support

Distribution Management System

Outage Management

SCADA

Geographical Information System

GE Smallworld GIS Products in Electric Office, PNI, CST, GDO, GTO & Mapframe.GE Energy Poweron for OMS, DMS & EMS with SCADAESRI ArcGIS Desktop with ExtensionIntegraph Geomedia GIS Products

Leadership / Direction

Good at establishing clear directions. Sets stretching objectives; distributes the workload appropriately. Lays out work in a well-planned and organized manner. Maintains two-way dialogue with others on work and results. Brings out the best in other people. Is a clear communicator.

Planning Accurately scopes out length and difficulty of tasks and projects. Sets objectives and goals. Breaks down work into the process steps. Develops schedules and task/people assignment. Anticipates and adjusts for problems and roadblocks. Evaluates results.

Decision Making

Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment. Sought out by others for advice and solutions

Organizational Skills

Can marshal resources (people, funding, material, support) to get things done. Can orchestrate multiple activities at once to accomplish a goal. Uses resources effectively and efficiently

Problem Solving Skills

Uses rigorous logic and methods to solve difficult problems with effective solutions. Probes all fruitful sources for answers. Can see hidden problems. Is excellent at honest analysis; looks beyond obvious.

Commitment to Teamwork

Develops and maintains cooperative relationships with others at all levels of the organization. Shares information, resources, and ideas. Demonstrates flexibility in work practices, procedures or processes. Works effectively with others to accomplish tasks and goals and to find solutions to problems. Participates in and actively supports group decisions Works actively to resolve conflict to a positive outcome

Personal Credibility

Follows-through on commitments and service promises. Strictly maintains privacy and confidentiality. Respects rights of all co-workers and customers. Behaves in an ethical manner in everyday situations.

Specialized Knowledge

Keeps abreast of trends in his/her field of expertise. Makes practical application of specialized knowledge in everyday situations. Serves as a resource for co-workers in area of specialized knowledge

Process Management

Determines processes necessary to get things done . Breaks down work into process steps. Manages schedules and tasks to complete all assignments. Monitors process, progress, and results

CAREER TIMESCALE

GE Energy (Jan 2012 – March 2013)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.

Portfolio: Smart Grid Software Product & Implementation ConsuE&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frame

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

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 revenuerelationships with decisionthe sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

Portfolio: IT Solutions in form of one or all the seInfrastructure Services, Outsourcing and Consulting. E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware & Enterprise IT products from SAP, Oracle, IBM

SAP India (Sep 2006 – Sep 2008)Senior Account ManagerPublic Services & Utilities

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 services business opportunities with existing clients and longclients. As well as Account Management, the role will consist of working closely with the Pre-sales teams and partners in developing opportunities w

Portfolio : SAP Software , Technical Support & ConsultingE&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integration

ESRI INDIA(Jan 2000- Aug 2006)Regional Manager

Spearheading the coverage & territory 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 advmanagement 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 imp

Portfolio : ESRI GIS Software , Technical Support & ConsultingE&U Products: ArcGIS Platform & ArcFM

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

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.

Portfolio: Smart Grid Software Product & Implementation Consultancy. E&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frame

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

nships 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.

Portfolio: IT Solutions in form of one or all the services of Application Development & Implementation, Infrastructure Services, Outsourcing and Consulting. E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware & Enterprise IT products from SAP, Oracle, IBM, HP & CA

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

sales teams and partners in developing opportunities with new clients.

Portfolio : SAP Software , Technical Support & ConsultingE&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integration

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.

Portfolio : ESRI GIS Software , Technical Support & ConsultingE&U Products: ArcGIS Platform & ArcFM

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

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

E&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frame

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

producing making CxO level executives at targeted firms, as well as drives

the sales cycle of all assigned sales opportunities from initial prospect communication

rvices of Application Development & Implementation,

E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &

The role of the Senior Account Manager is to manager a number of key accounts in each develops field

term relationships with these clients. As well as Account Management, the role will consist of working closely with the

E&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integration

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

ice 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

CASE STUDY : ERP IMPLEMENTATION

Chhattisgarh State Electricity BoardGeneration, Transmission & Distribution (Unbundled)HO: Raipur, ChhattisgarhEmployee: 18000 +Consumer 3 Million

Objective:

Establishing an integrated business process platform with the SAP for Utilities solution portfolio, including the SAP® Supplier Relationship Management application.

Key Challenges

Integrate people, processes, and power plants across the entire business Improve operational and management decision making with better access to

accurate data Automate manual and paper-based processes Adopt best practices for Energy Billing & Customer Financial Supply chain. Optimize the performance of aging assets

Implementation Best practice

Dedicated team allotted with new department in EITC formed for ERP headed by Chief Engineer.

Strong mindset of the module leaders to cover the whole state for training and support. (Total location: 245)

Firm decisions from Management about dates of migration from paper based to online.

Strategic & Financial benefits:

Increase of billing coverage. Transparent procurement system with

reverse auction. Reduction of spares in stores. Customers paid bills online, through

ATM and through Banks. Regulatory boards query response

time decreased Increased productivity with

centralized payroll operations

Why SAP Was Selected

Demonstrated understanding and expertise in the power industry Integrated solution that supports best practices for power companies One-stop solution for transactions and reporting through the use of interactive

dashboards

Responsibility

Provided leadership and management support to the project taking the responsibilities of ensuring Project delivery meets the target of quality & Time. This also supported the team in form of faster resolution of issues and approvals. Core activity in the project initiation and pilot were:

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.

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

Evaluate alternatives, submit proposal and extend the present contracts for accommodating the change seeked by the customer and inform Revenue team to incorporate the same in system.

OTHER SELECTED PROJECTS

WBSEDCL –RAPDRP

Implementation of R APDRP Solution Landscape for the Distribution Company across the country. Major Responsibilities include: End-to-End Solution Architecture for SAP & ESRI based System Landscape in West Bengal, HP & North East. The

focus area of the implementation are: Metering Billing and Collection Application Consumer indexing and creating intelligent Network ready Spatial Database. Network Management and other Decision Support System for New Service Connection, Disconnection &

Dismantling and Business Communication through Call Centre 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

Central Coalfields Limited

GIS based Land Information system for query, analysis and provide structured information to the Planning department, Central Coalfields Limited who require the data for Resettlement and Rehabilitation in Coal India subsidiary in Coal production.

Coal India Limited

All the data related to coal resources like location of coalfields, coal blocks, coal reserves, coal quality, etc. will be generated and uploaded on the website of CIL, CMPDI and MoC. ICRIS will provide comprehensive information about the coal resources of India. CMPDI has also generated database for land use, vegetation cover, wasteland, mining area, water bodies, drainage etc. for all the major coalfields based on satellite data on GIS platform to assess the impact of coal mining on land environment at a regional scale.

GRSE GRSE is among the leading shipyards in the country and the premier yard in the East. The company is a Public Sector Undertaking under the Ministry of Defense, Govt. of India and conferred the status of 'Mini Ratna Category-I' on 05 Sep06. Growing on its solid base of experience of over 100 years of excellence, GRSE looks confidently ahead to the challenges of the new millennium with SAP as the enterprise backbone.

JCMIS Jharkhand Chief Minister's Information System (JCMIS) is a website which makes critical and useful information regarding status, development and progress of the state, available in concise format, to the Hon'ble Chief Minister, Government of Jharkhand. GIS for Jharkhand Chief Minister Information System (JCMIS) has been developed to utilize the strengths of Web Geographic Information System (GIS) for better understanding and dissemination of information related to various related areas. It is a web Based Information system capable of handling general & specific GIS functionalities

NSDI The Government of India has establish a national infrastructure known as the National Spatial Data infrastructure ("NSDI") for the purposes 0f acquiring, processing. Storing, distributing and improving utilization of spatial data which would be a gateway of spatial data being generated by various agencies of the Government of India. We implemented it in GSI, NATMO, NBSSLUP, AISLUS and CGWB.

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.

JUSCO SAP Industry Solution – Utilities for Revenue Management System and Asset Management system

OPGC Orissa Power Generation Corporation Limited (OPGC) A JV between GoO and AES Inc is in the business of operating & maintaining large Thermal power generating stations. OPGC established IB Thermal Power Station having two units of 210 MW each in the Ib valley area of Jharsuguda District in the State of Orissa. OPGC with its present ownership structure is unique of its kind in the country and has excellent track record of plant performance and earnings.

NRDMS The Government of India initiated a number of technology-based programmes to support the Local level planning in1980s viz. Natural Resources Data Management System (NRDMS) of the Department of Science & Technology, National Natural Resources Management System (NNRMS) of the Department of Space and Geographical Information System (GISNIC) and District Information System (DISNIC) of the National Informatics Center (Ministry of Communication and Information Technology).

Demonstrate and promote the use of Spatial Data Technologies for micro level planning under diverse terrain conditions.

1. Provide software support for data management, modelling and operation research.2. Promote R & D in spatial data technology3. Technology transfer & Capacity building of potential users4. Forge linkages with the users at different levels

Provide S & T inputs for framing Policies related to Spatial data technology.

Develop & Demonstrate pilot scale spatial infrastructure and provide research support to National Spatial Data Infrastructure.

Documentation and dissemination.

THOUGHT LEADERSHIP

Share 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. Documents co-authored in E&U Segment & Technologies are:

• GIS & Smart Grid – Infrastructure change. • GIS- Lifeline for Utilities. • DMS: Catalyst for IT & OT Blending. • Article: CSEB- Yesterday, today & tomorrow co-

authored with EITC, CSEB. • Mix & Match GIS software for “Best value of Money”

Transmission Companies. • 5 Hidden costs and 5 unseen savings in ERP

Implementation • Guide for optimizing licenses and negotiating

Enterprise Support from SAP• E-forms for Utilities: looking beyond Adobe & Microsoft

PERSONAL DETAILS

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

Telephone No +91 9910238111 Email iamsougata@gmail.comSougata.enu@gmail.com

Current work Location Gurgaon Location Preference Kolkata, Mumbai or NCR

Notice Period 30 Days Passport Available. Valid till 2019

Fathers Name Ashis Mitra Date of Birth 27 August 1974

Marital Status Married Nationality Indian

Languages known English, Hindi & Bengali Travel No Restriction