Planning and Sales Strategy of Philips India

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Planning and Sales Strategy of Philips India Powered By Docstoc
                                                                                       Cell - 919-345-5915

                                       VINEET MAKHIJA
OBJECTIVE: I seek a challenging and fulfilling association with high growth potential in a progressive
organization which has extensive contact with the client. Achieve recognition as a leader, contributor,
motivator, mentor and a team player.

Over 19 years of experience in the Information Technology industry. I have proven abilities in business
development, account management, technical consulting/professional services, Service delivery,
outsourcing, resource management, operations, project delivery & cross-functional team leadership. I
can utilize my professional experience in a responsible challenging position in an organization to help
achieve its long-term objectives and near-term goals. Very aggressive team player & willing to do
whatever it takes to ensure the organization meets its objectives and goals. I also have excellent verbal
and written communication skills, including high competencies in strategic planning, analytical abilities,
multitasking, team building, organizational skills, creative problem solving and interpersonal skills. Have
extensive knowledge about best practices and ITIL framework.
   BS Computer Engineering, B.N. College of Engineering, University of Amravati, INDIA, 1989
   Certification on ITIL V3 Foundation.(March 2009)
   Dale Carnegie – High Impact Presentations
    Member of PMI and WDC chapter (Member ID 933095)- targeting to be PMP by Oct 30 2009

Indotronix International Corp (IIC), Raleigh, NC, USA
Branch Manager- WDC/VA/MD (Nov 2008 - Present)
Branch Manager – NC Branch (April 2002 – Nov 2008)                           Raleigh NC
IIC is a preferred IT services Vendor for a large fortune 500 US client. As the Branch/Account Manager
I am responsible for Account Management Activities including:
   Direct P&L responsibility for growing account including delivery, revenue, profitability and utilization.
   Working as a hunter/business development in new Territory.
   Building and establishing strong client relationships with senior executives at C-level in IT and
    Business side.
   Attending industry events for networking.
   Developing relationships with Federal integrators and teaming with them.
   Ensure strong Client Satisfaction.
   Responsible for Service Delivery and understanding the nuances of global delivery model.
   Consistently achieve and/or exceed annual revenue and margin goals.
   Ensure quality and time management processes are followed by team.
   Function as a frontline resource for “best practice” and informal customer questions.
   Managing diverse and multi-cultural teams of 100 plus consultants.
   Understanding client’s business and IT strategy to help the project teams develop right solutions
    aligned with the strategy.
   Team member career development including coaching/training and motivation of the team
    members (including offshore team).
   Interact with development teams at other sites for management of collaborative development
    projects, formulating and communicating best practices, issue escalation and sharing of resources
    and technology.
   Responsible for developing and implementing multiple and varied risk management approaches to
    respond client needs.
   Worked with channel and strategic partners to build new business opportunities.
   Regular reporting calls with senior management with account progress.
   Actively participate in networking events – curriculum development, public speaking and so forth
   Ensure compliancy for client audits and processes all the time.
   Extensive hands-on Project and program management experience.
   Negotiation of SOW/rates/contracts with clients.
   Managing Operational issues, appraisals, salary reviews and approvals.
   Developed new and more efficient process for cross-functional teams so they can operate
Key Accomplishments include
   Revenues grown from US $3M to US$ 9.4M per annum.
   Teamed with one of the top 5 federal integrators for federal business opportunities.
   Award for Performance Winner – Top Performer in Country for 2005.
   Added 20+ new strategic clients and booked revenues of $ 30M in past 4years.
   Grown team from 30 consultants to 100 consultants.
   One of my accounts became the largest engagements in terms of revenues.
Mastech Corporation (An iGATE Company) Pittsburgh PA, USA
Senior Operations/Business Development Manager (Oct 2000- April 2002)
Senior Technical Manager (Resourcing) (March 1998 – Oct 2000)
   Responsible for Sales of IT services to IBM Global Services and develop customer relationships.
   Worked on various commercial and federal client proposals (RFP’s).
   Responsible for business operations with EDS, negotiated a new contract for maximizing profits
    and then implemented the contract with the customer, in terms, getting higher bill rates and client
    hire fees which resulted in an incremental revenue of half a million dollars.
   Responsible for managing resources and/or needs for the existing clients and new clients from the
    account managers.
   As a team member was involved in Sales Strategy, account management and business
   Responsible for external audits from clients and maintain compliance.
   Developed technical Q&A database for the recruiters to screen the prospect candidates.
   Responsible for delivery of selected consultants to the client site.
   Managed the bench candidates effectively and within the budget allocated. Utilizing bench skills on
    different projects in other countries like UK, Canada and India. Weekly reporting to the
    management. Also, generated special bench reports for sales team on weekly basis which
    increased the sales and productivity by 30%. Took independent decisions on hiring and firing of

   Making client visit with account managers to make presentations and have discussions on our
    service offerings and demand generation.
   Developed relationships with vendors and partners. Worked with Various vendors/partners to find
    the skills not available internally to utilize them on our projects.
   Worked with accounting to get payments from our customers.

Key Accomplishments include
 Over achieved the sales quota by 66% for 2001 and revenues generated were approximately US$
  Was prompted as Sr. Operations Manager
  Negotiated a new contract with EDS and which resulted in incremental revenue of half million US
IBM Global Services India Pvt. Ltd. Bangalore India
(Tata Information Systems Ltd. / Tata-IBM Ltd.)
Technical Manager (Nov 1996 - March 1998)
Sr. Technical Executive (March 1996 – Nov 1996)
 Responsible for AS/400 (iSeries) management including System administration and Architecture.
 Responsible for incident and problem management on AS/400 and other platforms.
 Responsible for patch management including installation and compliance
 Installed LPP and OS/400 up gradation to higher version
 Capacity planning and performance tuning with BEST/1
 Installing and configuring interfaces to or from AS/400(5250, 3270 emulation, remote controllers).
 Process improvement with use of technology- Written CL programs to automate jobs like resetting
    of passwords, scheduling incremental backups of selected libraries.
 Management of backups on offsite location.
 Configuration management - adding new H/W devices like DASD storage devices (LPAR’s),
    processor, memory, ensure proper system settings etc.
 Proactive monitoring of system to nullify down time.
 Managing operational tasks- console, job schedules and other activities.
 On call support for mission critical applications(MSM and Payroll)
 Ensure compliance with internal and external audits.
 Responsible for management of service desk operations for IBM Bangalore from 8am to 8pm.
 Handling client escalations.
 Ensure adherence to the process, SLA’s.
 Did random customer satisfaction surveys.
 Generating weekly and monthly status reports for the management and review.
 Providing holistic solutions to the clients.
 User ID management and complete ownership.
 Developed a BCDR contingency plan for business critical applications running on AS/400.
 Maintaining our 64K domestic and international links and connectivity.

CMS Computers Ltd. New Delhi, INDIA
Territory Manager- Customer Support (Dec 1992 – March 1996)
Customer Engineer (Feb 1990- Dec 1992)
Trainee (Sept 1989- Feb 1990)
 Provide onsite technical support to clients
 Key projects/clients managed – Philips India, Maurya Sheraton and Towers, Ballarpur Industries,
    American Express, Siemens, Citibank NA, Lufthansa German Airlines.

   Technical advisor to clients
   Coordinate and keep track for renewal of annual maintenance contracts and collection of payments.
   Generating reports for clients and management.
   Spending 150% of my time at work with clients.

Philips India Ltd. New Delhi, India (April 1995 – March 1996)

   Responsible for System administration on IBM S/36 and AS/400
   Responsible for performance tuning
   Provided hardware and Software support on S/36 and AS/400
   Coordinate with VSAT (HECL) for their VSAT link/response related problems.
   Upgrade the hardware and OS/400 and LPP’s.
Ballarpur Industries Ltd. New Delhi, India (April 1992 – March 1995)
   As a SPOC responsible for all customer requirements/technical needs and country wide support.
   Providing technical leadership and end-to-end services including sustenance, refresh and
    upgradation (Both H/w and S/w).
   Account growth from 2 AS/400 to 7 AS/400’s
   Managed 7 AS/400’s with a team of 7 onsite engineers.
   Single point of contact between all locations, CMS Management and Ballarpur senior management
   Collected new hardware orders ( more than 40 MM rupees) and payments from the client.
   Conducted technical training for the customer (at different levels) and for my team.
   Total customer responsibility for customer satisfaction and strengthening of business relations.
   Planned and implemented a backup and recovery strategy for the client.

Maurya Sheraton Hotel and Towers (ITC Group) New Delhi, India (Jan1991 – March 1992)

   Responsible for supporting system/36 and Operating system (SSP)
   Troubleshoot the problems, add new devices and then change configuration accordingly.
   Run Diagnostics, maintenance of peripherals like line printer and tape drives.
   Up gradation of system by adding more memory and hard disks.

Citibank NA New Delhi, India (Sept 1989 – Dec1990)

   Responsible for Level 1 and Level 2 end user calls.
   Installed and configured an MUX DCX-840(CASE DOWTY) which is an intelligent MUX and can
    handle up to 256 asynchronous channels.
   Installation of PC’s, loading of software(s), antivirus and maintenance
   Conducted training for end users on new bleeding edge technologies and their functionality.

Immigration Status in USA
US Citizen


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