Sales Overlay Manager – Health Sciences Business at Cognizant Technology Solutions (2016-02 – Present)
- Currently leading presales, business development, and marketing initiatives for Cognizant Trizetto NetworX GPCS Adapter powered by Solventum, a SaaS product enabling US Healthcare payers quick and accurate Explanation of Payments for Medicare and Medicaid lines of business.
- End-to-end ownership of all Prospective Payment System related deals.
- Owner of all sales collateral and single point of contact for all commercial activities, incl. account liaisons, bid management and pricing.
- Oversaw the increase in qualified sales pipeline from $7M to over $80M in 8 months.
- Previously, played the role of Business Development lead for the Cognizant Shared Investigator Platform (SIP), a multi-tenant SaaS solution aimed at enhancing clinical trial processes for Life Sciences companies, which ultimately resulted in increased client acquisition and engagement.
- Managed and led a team of 3 associates, with 2 offshore and one onshore.
- Part of the team that enabled the onboarding of over 350,000 clinical site users from 110+ countries into the platform.
- Developed and executed innovative business acquisition strategies while reporting directly to the Business Unit head, which helped identify and capture new revenue opportunities effectively. Oversaw the increase in qualified sales pipeline from $12M to $57M in 1 year.
- Managed secondary market research and growth initiatives by partnering with internal and external marketing agencies, ensuring our strategies were informed by the latest market needs and insights, thus supporting well-informed decision-making and strategic positioning.
- Enabled sales teams by creating comprehensive go-to-market strategies, collateral, and research, which significantly enhanced their ability to close deals and effectively communicate value to potential clients.
- Led end-to-end bid management for all related proposals, ensuring seamless coordination and strategic alignment across cross-functional teams, which streamlined our response processes and improved our win rates.
- Developed and managed external-facing sales and marketing materials to boost product visibility and foster client engagement, which contributed to increased interest and inquiries from prospective clients.
- Oversaw the management and nurturing of marketing leads generated through external campaigns, optimizing lead conversion rates, which ultimately enhanced our sales pipeline and revenue potential.
- Spearheaded solution pricing strategies to align with market demand and ensure competitive positioning, allowing us to effectively compete while maximizing profitability. Enabled the move from a "per study" pricing model to a "per active study site" model, which enabled us to improve our TCV pipeline 5x.
Lead, Presales at Optimize IT Systems Ltd (2015-11 – 2016-02)
- Specialized in mobility, cloud technologies, and content management for government entities, which enhanced our service offerings and tailored solutions for public sector needs.
- Led presales efforts and managed bid processes for Optimize IT Systems and its affiliate, Inadev Corporation USA, focusing on mobility solutions and web technologies, helping secure key contracts and expand our market presence.
- Managed and led a team of 4 highly associates.
- Developed and executed marketing strategies for Optimize IT, which increased brand awareness and generated new leads that contributed to business growth.
- Reported directly to the COO of Optimize IT and the CEO of Inadev, providing strategic insights that supported leadership decision-making and informed future business direction.
Consultant – Presales and Solutions at Tata Consultancy Services Ltd (2011-08 – 2015-10)
- Specialized in Cloud-Based BPaaS, AP Automation, and Invoice-to-Pay Solutions, which enhanced service delivery and efficiency for clients.
- Managed and led a team of 4 associates, including a solution architect and a marketing lead.
- Contributed to the functional ideation team for TAP, a cloud-based end-to-end BPaaS Accounts Payable (AP) Automation platform, focusing on presales, pricing, and bid management, thereby driving product innovation and market competitiveness.
- Led marketing and presales activities for TAP, representing the platform at analyst forums such as Gartner and Everest, which helped increase visibility and credibility in the industry.
- Managed a key account for a large APAC-based publishing client, overseeing TAP's implementation and solutioning phases, ensuring client satisfaction and successful project delivery.
- Collaborated with third-party OCR vendors to define initial template batches for computerized and handwritten invoices, which streamlined the processing workflow and improved accuracy.
Project Lead – Support, Maintenance, and Implementation, BFS at Tata Consultancy Services Ltd (2006-10 – 2009-06)
- Specialized in IT Support and Service Channel Management for the Banking Sector, which ensured high-quality service delivery and customer satisfaction.
- Managed a team of 8-12 customer-side resources, which improved the efficiency of support for critical service channels like ATMs, Anywhere Anytime Banking, and Internet Banking.
- Led account-based presales and business development activities, driving growth opportunities within the banking sector, which contributed to increased revenue and market presence.
- Managed and won a Rs. 10 cr. ($1.1M) Internet Banking deal for a major Indian PSU bank and led demonstrations, collateral and client presentations.
