Shushant CV_Presales_Bid Management
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Transcript of Shushant CV_Presales_Bid Management
2009-
11
2004-
08 2002 2000
PGDM/MBA
Indian Institute of
Management, Kozhikode
B.Tech,
Electronics
Engineering
Harcourt Butler Technology
Institute, Kanpur Class XII,
Intermediate,
CBSE
D.A.V Public School,
Anpara
Class X, High
School, CBSE
D.A.V Public School,
Anpara
2008-
09
2012-
14
2011-
14
2010
Computer Sciences Corporation, Noida
Business Analyst, Associate Application
Developer, 12 Months
• Core Member of Life Com Business Analyst Team
• Responsibilities included design and development of
application features
• Developed As-Is and To-Be process maps
• Worked as an Application Developer for the client
Hartford Life Insurance
2012-
15
Ranbaxy Pharmaceutical & Healthcare
Services, H.P, Baddi
Professional MBA Internship, 2.5 Months
• Worked as a Product Advisory Services Consultant
• Provided Planning & consulting to Production
Supervisory team
• Streamlined Project Cost forecast process; process
flow diagrams and process logs to track and review
key deliverables
IGATE Global Solutions, Bengaluru
Presales Consultant, 45 Months
IGATE Global Solutions, Bengaluru
Presales, Consultant, 36 Months
IGATE Global Solutions, Bengaluru
Business Development & Analyst,
42 Months(Insurance & Healthcare)
• Support to various sales activities –RFx’s, Proposal
Writing, Presentations, Sales Pitches, Client Visits
• Develop Business Processes, Unique solutions, core
capabilities, service offerings, case studies etc.
• Manage various capability, processes & experience
based collaterals, Knowledge Management Portal with
reusable components, write ups & decks
• RFP Support - Crafting customer specific solution, Fit-
Gap Analysis, Use cases, RCA, Process Mapping etc.
• End to end Requirement Management: Elicitation,
Functional Analysis, Data Modeling, conducting
RAD, Brainstorming, & story boarding sessions
• Creation of Pilot Solutions, demos, POC for Customers
• End to end Bid Management, Proposal Development
• Building Domain Competency, Solution frameworks, IT
consulting & Functional Analysis
• Market research with latest Industry trends, develop
new solutions, service offerings & GTM strategy
• Delivery Support in cross selling & demonstrating our
solutions, capabilities & service offerings to customers
Domain
Competencies
Functional
Expertise
Services
Expertise
Professional
Experience
Tools Expertise
Manager, Presales | Bid Management | Sales Enablement
774, C Block, AECS Layout, Bengaluru ED
UC
ATI
ON
EX
PER
IEN
CE
CO
MP
ETEN
CY
SHUSHANT SINGH
+91 9739264949
Microsoft Word
PowerPoint,
Excel, Adobe,
DBMS
Presales, Proposal
Dev., Bid Mgmt.,
Presentations, Sales
Pitches, Industry &
Functional Analysis
RCA, Reporting
Total 5+ Years
of Experience
AWARDS & ACCOLADES
“CSC ACCOLADES” Award, FY’09
Two Times Quarter’s Top Performers Award, FY’14 - 15
Stood among Top 10 for Innovative ideas & Business
case presentation
Promotion with Increment within a year of joining
New Business,
Product Dev.
Underwriting
Claims Admin
Policy Servicing
ADM Life Cycle
Agile, V, Iterative
Infrastructure Mgmt.
CRM, Digital
Requirement Analysis
Change Mgmt.
Life, Health,
LTC, Medicare,
Medicaid P&C,
Annuities
Business Development & BA Activities • Responsible for building domain capabilities (Insurance & Healthcare)
and enhancing competency in Insurance space at IGATE • Involved in thought leadership, Project Planning, creation of solution
frameworks, Requirement Management, domain consulting, and research & knowledge management in IHC domain
• Conducted requirement workshops at the customer locations, Requirement Elicitation, Analysis, RAD sessions, Data Modeling etc.
• Prepared high level AS-IS and TO-BE process maps and documented all requirements in a BRD
• End to end Project Planning, Roadmap,Timelines & Solution Development • Pivotal in enabling cross functional teams across the organization and
played pivotal role in strategizing new business generation • Responsible to identify and building domain-centric service offerings,
creating business focused solutions for delivering values to the Customer • Continuous R&D to identify areas of growth & latest Industry trends,
supporting sales team in acquiring new customers in terms of better positioning & building Go to Market strategy
• Project Delivery Support for Business Analysis, IT Consulting activities • As-IS Process Mapping & Process harmonization for a P&C Insurer • Requirement gathering & Preparation of Functional Specification for a
leading Life Healthcare provider in UK
• Understanding & mapping the client’s requirements & resolving issues/ queries pertaining to the services for accomplishing customer’s business objectives, creating requirement documents
• Responsible for preparing Analysis report which included analyzing research reports, analyst studies, market research data needed for preparing Customized solutions & services for new Clients
Pre Sales & Bid Management Activities • Worked extensively as a Presales Manager providing comprehensive
sale support for Insurance & Healthcare vertical. • Accountable for handling complete proposal life cycle end to end,
responding to RFP’s/RFI’s for Large & Small Deals • Preparing project plan and communicating with key stake holders on
the milestones and deliverables • Extensive experience in Preparing, Writing & Reviewing proposals for
both existing and new businesses, involved in pricing decisions, understanding customer’s requirement & providing business focused solution to address their key pain areas
• Complete bid management including bid team formation, bid qualification, maintaining Bid tracker, content management, identify key challenges/bottlenecks, win-loss analysis, etc.
• Proficiency in establishing and leading War-room sessions across cross-functional teams for large value bids to maximize quality of the output.
• Expertise in handling client visits – creating agenda, arranging speakers, presentation content and ODC visits to project our capabilities to serve their requirements in the best possible manner.
• Instrumental in streamlining the presales process across the organization, right from initial bid qualification to final approval. Only one to work with Quality team to bring in organization-wide process improvements by creating standard templates, metrics, review mechanisms.
• Pivotal in building standard corporate level reusable content for utilization in proposals, corporate website & sales pitches
• Responsible for evaluating responses from multiple vendors & performing competitive scan.
IGATE Global Solutions, Presales & Bid Manager 4+ Years : May, FY’11 – Till Date
RO
LES
& R
ESP
ON
SIB
ILIT
IES
ACCOMPLISHMENTS INITIATIVES RECOGNITIONS • Added 4 new logos, including new business won
from 9 existing customers, raising portfolio revenue by $187M •Handled/Supported 100+ RFx’s, providing end
to end support & ownership • Contributed in creating project planning, process
flow diagrams, use cases, Fit – Gap Analysis, requirement analysis for various accounts •Developed the Process & Content Management
Methodology for Pre Sales Team creating the Automated Centralized System for the content & process flow monitoring • Single Point of Contact for supporting Clients in
Transition Phase. • Conducted Requirement Workshops for clients
•Designed singe handedly a manual for laying out Presales related Process framework: Opportunity Management System •Developed ADM handbook created as a pilot to
provide one stop shop(1st level of reference) for all general ADM related queries to all enabling functions. • Created our new service offerings on DevOps &
conducted a demo on same • Created US PC tool , capable of creating various charts
dynamically which helps sales team in doing performance based comparative study of 400+Insurers • Presented a business case on ICD 9 to 10 migration for
Healthcare Industry • Created White Paper on “Telematics through Smart
Analytic” for Q2 FY14
•Only person who got Promotion with Increment within a year of joining, among all B- School graduates • Awarded with Two Quarter’s Top Performers
Award • Placed in Top 3 for Innovative ideas & Business
case presentation for “Telematics through Smart Analytic”. Project plan got approved with initial $20,000 investment by senior management •Got appreciated by Senior management for
playing a crucial role in crafting & finalizing Guidewire – IGATE partnership/alliances for our P&C business. • Selected for “FAST TRACK PROGRAM” by BU Head
for being a consistent high performer for 3 years
KEY
PR
OP
OSA
LS &
Pro
ject
s U
ND
ERTO
OK
About the Client About the Deal/Project My Contribution Deal Size
Third largest global insurance broker with a turnover of $3.7bn
To provide the IT & BPO capabilities on Application Support and Development services necessary to support client’s large transformation program and support the future growth agenda of client
• End to end Bid Management, Proposal Design, control & complete ownership of Response Document
• Coordinated with Quality & R&I Teams, for enriching our responses with Quality Improvement initiatives & creating innovative culture
• Ensured Proposal Compliance, business alignment of responses • Maintained complete response document with version control & took
care of synthesizing all generic sections • Did initial customer assessment – SWOT, Key Drivers, Current Pain Areas,
Competition Analysis, Value Proposition etc. • Fit – Gap Analysis, Scope Analysis & Capability Mapping • Customized solution to suit specific customers requirement & pain areas,
coming up with an integrated solution • Crafted Program Governance, Team Structure • Worked on our Value Propositions & key drivers for RFP • Created content for SLA Management & Organizational Change
Management • Prepared & presented Proposal Defense Deck • Handled Customer visit end to end • Contributed in developing delivery model, development methodology,
estimations, pricing etc. • End to end Project Planning, Roadmap & Timelines, Consulting & Solution
Development • Conducted Requirement Workshops at the customer locations • Prepared high level AS-IS and TO-BE process maps and documented all
requirements in a BRD
USD 42M for 5 Years
One of the leading fortune 500 US Health Insurer
To assist Client in building out an Innovative Global Sales Platform which enabled sales processes & operations from a lead through a sale by best utilizing the latest technology solutions available in market and enabling their Enterprise Mobility & CRM Strategy
US$ 100 million over 5 years
Largest fortune 500 Healthcare provider in the world
QA services for Client’s Commercial business covering Commercial, Specialty and Surety units which represents the largest segment of their business
USD 16.5M for 5 Years
Largest healthcare services provider in UK
IGATE is a strategic partner actively involved in Support, Development, Testing and other IT services for client since 2005. Client selected IGATE for providing Managed Services Support for Client’s Group IS Applications
US$ 35 million over 5 years
A largest global corporation that produces medical technology related to wounds and wound healing
IGATE got selected as a strategic partner providing IT Service Desk & Deskside Support.
USD 18M for 5 Years
774, C Block, AECS Layout, Bengaluru
SHUSHANT SINGH [email protected]
+91 9739264949
Manager, Presales | Bid Management | Sales Enablement
774, C Block, AECS Layout, Bengaluru
SHUSHANT SINGH [email protected]
+91 9739264949
Computer Sciences Corporation, Business Analyst, Associate Application Developer 1 Year: Aug, FY08 – July, FY09
RESPOSIBILITIES ACCOMPLISHMENTS RECOGNITIONS
•Was a member of Application development staff for the client Hartford Life Insurance •Worked as a Life Com Business Analyst in
Insurance Policy Knowledge Management •Responsibilities included design and
development of application features •Developed As-Is and to-be process maps
•Added five new modules in the master policy file within 2 weeks •Contributed in Tracker Activities Production
Support of System •Developed and own complete set of Business
Process and IT Requirements. This includes solution scope, process maps, use case analysis, requirements document.
•Got several appreciations for setting up a core Analysis Team for assessment of all LifeComm projects’ lifetime •Won “CSC ACCOLADES” Award for
exceptional display of technical and inter-personal skills, 2009
Ranbaxy Pharmaceutical Pvt. Ltd., Summer Intern May, FY10 – July, FY10
RESPOSIBILITIES RECOGNITIONS
Worked with the Product Advisory Services team for the Launch of Liquid Injections in the Punjab and Haryana for the client Alchem Healthcare • Developed a B2B plan for third party production and planned distribution
channel for Alchem • Developed Project Cost forecasts; process flow diagrams and process logs to
track and review key deliverables Worked with the Production Supervisory team in monitoring & valuating Overall Foil Loss and relevant Operational Cost Analysis related with it for client Ranbaxy
Awarded a Pre-Placement Interview for outstanding performance during the
Internship period IN
TER
SHIP
(II
M K
ozh
iko
de
)
Knowledge Faber UD Pharmaceutical Groups
•Analyzed the BPO/IT industry in Australia, PEST and SWOT analysis, & future growth prospects •Studied the financial aspects &trend of
project investment return forecasts for outsourcing for BPO/IT in Australia
•Analyzed market potential for non-generic drugs in India •Studied the prescription behavior,
adoption sequence, sales force size and business potential for Chandigarh Zone
LIV
E P
RO
JEC
TS
Network Survivability in optical Networks, IIT Kanpur
•Developed a Software package for the Network Survivability in optical • Implemented several protocol on P-
cycles with Removal of Loop back, DCPC, H-L Model optimal p-cycle
CER
TIFI
CA
TIO
NS
AINS21 Certified: Property & Liability Basics
LOMA FLMI (281 & 291) Certified
APMP Certified Bid/Proposal Professional
Internal Certifications: Business Analyst, Requirement Gathering, Estimations(Function Points, Use Case), Insurance & Healthcare Level 1 & 2 Certified
Manager, Presales | Bid Management | Sales Enablement
