RAJESH_PRESALES-AVP

SAP PRESALESCONSULTING BTECH, MBA, PMP
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RAJESH PALIWAL @PMP
Cell: 91 9413754623
E-mail: rajesh74_in@yahoo.com
SUMMARY
 Overall 18+ years of IT Delivery / Consulting experience with 10 years’ experience as ORACLE/ERP/SAP
Pre sales for largedeals.
 Relevant 11 years of experience in leadinglargescaleDelivery atleadership level
 Good understandingof scrum and agilebased processes;Bid proposal Experience
 Experience in General, Life and Accidental Insurancesectors
 Knowledge of European InsuranceSectors,UK InsuranceSectors.
 Relevant 15+ years of ORACLE/SAP Experience. SAP SD configuration experience.
 Experience in Cobitstandards,ICTStandards.
 Hands-on on Application Security (Web / Cloud), Network Security, Penetration Testing, Secure SDLC,
Threat Modeling, etc.
 Experience in working with multiple industry verticals (banking, finance, healthcare, retail, telecom
etc.)
 Ability to manage multipletasks/projectsimultaneously whilemeeting company's commitments
includingprojectdeadlines,quality,budget, and customer expectations.
 Devisingprojectstrategies/plans for largecomplex projects and then deliveringagainstthoseplans.
 High level interpersonal,communication (both verbal and written), negotiation and conflict
management skills;ableto work with a variety of people.
 Work collaboratively to optimize resourcemanagement, cross-fertilizeideas,and resolveconflictsand
bottlenecks.
 Strong Leadership skills.
 11 years of Project/Delivery/ Programmanagement experience.
 Experience on Oracle/SAP Cloud ERP.
 10+ years of ERP /SAP Presales/Consulting experience
 Understands the clientcontext and owns the creation of RFI/RFP response.
 Identify SAP opportunities by leveragingrelationshipsand sell sonata valueproposition
 Responsible for prospecting, qualifying, proposing, negotiating, and closing SAP services
opportunities.
 Develop proposals to meet customer requirements both from a solution and price perspective, work
with sales team and other stakeholders to ensure the company is represented in the best possible
way in the proposal
 Translate client objectives and requirements into winning solution concept for specific deals, based
on serviceofferings and capabilities
 Working on deals, proposals & bids coordinating with cross-functional team of technical specialists,
solution architects, CoEs, delivery teams, sales team, legal teams, financial teams etc. primarily in
Application services (SAP)
 Responsible for complete cycle from initiation to decision may include understanding customer
requirements, clarifications, technical solution design, pricing, risk identification & mitigation,
presentation and decision.
 Drive high CSATs by being responsible for timely delivery ofprojects with quality and cost
 Working with vendors & partners, delivery partners etc. towards completing RFP responses & other
sales supportdocuments.
 Keeps senior management informed of all financial and pricing aspects of the deal including the deal
profitand loss,pricing, capital investment,cash flowand all necessary approvals.
 Validate / cross verify the overall solution / deal in terms of customer requirements and alignment
with the sales winningstrategy
Competencies:-
 Interpretive skills,Analytically minded, Proven interpersonal skill

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 Ability to define problems collects data,establish facts and drawvalid conclusions.
 ability to understand and communicate the essence of financial statements, budgets and cash flow
forecasts
 Strong planning and organizational skills and the ability to gather, organize, interpret and collate data
from multiplesources.
 Excellent project management and time management skills - use these skills to determine the time
required to complete bids and develop realistic work plans.
 Strong leadership skills.
 Motivate the tendering team to work effectively in a dynamic,deadline-driven environment.
 Experience in SAP suctioningand presales
 ProvideSales Support (Presales) workingclosely with the sales team to create and deliver quality
responses to RFI, RFP, SOWs,Contracts, etc.
Expert SKILLS:
Delivery:
 Execute programs and projects end to end seamlessly managingall stakeholders
 Maintain good quality,meet project schedules and other KPIs
 Innovate in technology and other areas (domain, process etc.)
Agile ProjectManagement Methodologies:
 Owing the Business caseof the project
 Ensuringon going viability of the project inline
Process compliance:
 Comply with the development and supportstandards established atthe organization level
 Leverage the tools and methodologies made availableby the competency groups
 Support the Audit process and ensure compliance
P & L:
 Maximizerevenue, work towards targeted goals
 Look for new projects/opportunities & work towards expanding the account(s)
 Support Business Development (BD) Team on Pre Sales activities
 Create initiatives bringefficiency and lower costs
Customer management & commitments:
 Establish SLAand KPI for all engagements and ensure trackingand compliance
 Good understandingof outsourcing,multi servicelinedeals,projectmanagement and strong
leadership skills
 Establish Operational processes and procedures
 Achieve highestlevels of the customer satisfaction rating
 Customer relationship management & Manage customer expectations
 Liaison between Competency groups and customers &educate customers on new industry trends,etc.
Team management & commitments:
 ProvideLeadership to the team
 Mentor, Coach and train team members
 Closely work with the team to achieve high level of employee satisfaction
 Identify trainingand capability improvement opportunities and execute them
Presales Consulting:
 Lead pre-sales team and respond to RFP’s RFI’s
 Responsiblefor the quality of the solution,RFP and the accuracy of the estimates
 Build the pre-sales team, coach them to provide

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Key Responsibilities:
QA/Program Management Project/PEOPLE Management Account /Delivery Management
Portfolio Management /CHANGE
MGMT
Strategy Consulting/Mgmt. Application/Client Management
Contract /Scope Management Risk Management Escalation Management
Stake holder Management People Management Threat Management
Employment History:
 Sonata Software, Bangalore, SAP Delivery PracticeMgr. Jun 2007 – till date
 WIPRO TECHNOLOGIES SAP PracticeMgr. Nov 2005 - Apr 2007
 XL Global Services Inc.US, Sir Manager : SAP Practice Jan 2001 - Oct 2005
 Prateek Software, Delhi Functional Consultant SEP 1996 -- Nov 2000
Technologies and Applications:
SAP
Functional:
FICO
CRM/HANA FICO/MM HR / WM BI ,PP,SD CS BI
Reporting
Tools:
Crystal
Reports
BI Reports
Other tools: Seibel CRM Analytics JAVA Oracle,
oracleapps
PROJECTS DETAILS:
PROJECTS DETAILS:
Client@ AXA INSURANCE UK (INSURANCE)
Duration: Feb 2013 – till date
Company: Sonata Softwares Ltd.
Role: -
 Proactively identify challenges,issues,and risksin projectdelivery and develop
 Mitigate plans workingclosely with the project managers
 Manage clientexpectations, participatein steering committee review meetings
 Provideregular updates to the senior management through dashboards,reports etc.

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 Responsiblefor interactingwith the customer for understandingof its priorities& requirements,
accountplanning,team buildingand planningdeliverables to meet the cost, scheduleand quality
norms.
Client@ ALLIED HEALTHCARE GROUP (HEALTHCARE)
Duration: Mar 2012 – Jan 2013
Company: Sonata Softwares Ltd.
Role: -
 Perform high-level analysisof customer business processes and requirements and architectcustom
end-to-end solutions thatmeet those requirements on price/performance/scalability
 Translatesystem requirements into custom solution specificationsfor complex and largeprojects
 Provideregular updates to the senior management through dashboards,reports etc.
Client@ Prudential PLC (INSURANCE) UK
Duration: Jan 2011 – Feb 2012
Company: sonata softwares ltd
Role: --
• Proactively identify challenges,issues,and risksin projectdelivery and develop mitigation plans
working closely with the projectmanagers. Manage clientexpectations; participatein steering
committee review meetings
• Responsiblefor interactingwith the customer for understandingof its priorities& requirements,
norms.
Client@ AROMA HOLISTIC HEALTH CARDIFF (HEALTHCARE)
Duration: Oct2009 -- Dec 2010
Company: Sonata Soft wares Ltd.
Role: -
 Play a Trusted Advisor roleto the customer on Technology topics
 Track market and competition and coming out with innovativeideas to be most relevant in the
market place.
 Coordinatewith organization’s BDM"s,internal servicelines,Practices,AccountManagers to
formulate accurateand timely response to RFP/RFIs. EnsuringSales Enablement.
Client@ InsureandGo UK (Insurance)
Duration: June 2008 – Sep 2009
Company: Sonata Software ltd
Role: --

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 Ensure proper use of methodology, tools and procedures
 Ensure proper governance is in placeto best meet projectobjectives
 Balancethe trade-off of the triple- constraint(time, cost and scope) to realizethe expected business
value.
Client@ J P Morgan chaseBank (BANKING)
Duration: Nov 2007 – Apr 2008
Company: Sonata Software ltd
Role: --
 Conducted Post Implementation analysisto determine areas for ProgramInvolvement.
 Led group to achieveseveral programs into production roll out...
Client@ UIA Insurance UK (Insurance)
Duration: July 2007 – Oct2007
Company: Sonata Softwares ltd
Role: -
 Responsiblefor interactingwith the customer for understandingof its priorities& requirements,
norms.
Client@ HyComp (Manufacturing) USA
Duration: Oct 2006 – March 2007
Company: Wipro technologies
Role: --
 Ensure projects are delivered within agreed efforts, scheduleand cost
 Proactively identify challenges,issues,and risksin projectdelivery and develop mitigation plans
working closely with the projectmanagers
 Deliver projects as per committed timelines and budget. .
Client@ Liberty Mutual Insurance US (Insurance)
Duration: May 2006 – Sep 2006
Role: --
 Ensure projects are delivered within agreed efforts, scheduleand cost
 Involved in End to End Implementation of the CRM application project
 Deliver projects as per committed timelines and budget. .

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Client@ Sun lifeInsuranceUK (Manufacturing)
Duration: Dec 2005 – April 2006
Role: --
 Assistto generate more business fromexistingcustomer accounts
Client @ Reuters, USA (Capital Markets)
Duration:Feb 2004 – Oct 2005
Company: XL Global Services Inc.,US
Role: --
 Planningwith attention to details toward delivery commitments,
 Collected data and delivered end -of - day pricing,corporateactions and ref.information.
 Presented detailed project summaries to senior - level management...
Client@ MicrosoftCorp, USA (RETAIL)
Duration:June 2003 – Jan 2004
Company: XL GLOBAL SERVICES INC, USA
Role:--
 Planningwith attention to details toward delivery commitments,
 Prepare Schedule and Work plan by splittingthework products into manageable units.
Client@ Combined Insurance , US (Insurance)
Duration: Dec 2002 – May 2003
Company: XL Global Services.,US
Role: --
 Identify and Authorize trainings for his team
 Conduct regular reviews and team meetings to ensure timely delivery
 Participatein projectmonitoringreviews
Client@ RSA Insurance groupUK (Insurance)
Duration: Feb 2002 – Nov 2002
Role: - .

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 Conducted the Walkthrough Presentation for all the technical specificationsand Maps.
 Developed Comprehensive trainingprograms for all projects thatled to overall improved team
capabilities.
 Guided project team to various performanceissues faced.
Client@ British Insurance Services UK (Insurance)
Duration: Aug 2001 – Jan 2002
Role: -
 Created team buildingactivities thatincludefocus group meetings, newsletters, and program
summaries.
 Developed Comprehensive trainingprograms for all projects thatled to overall improved team
capabilities.
Client@ Pan American Insurance,USA (INSURANCE)
Duration:Jan 2001 – July 2001
Role: --
 Performance Management.
 Guided project team to various performanceissues faced.
Client@ Britannia Airways Ltd, Luton UK (AIRLINES)
Duration:May 1998 – Sep 2000
Company: Prateek Softwares, India
Role: --
 Involved in warehouse management
 Meeting with user groups to analyserequirements proposed changes in design and specificationsby
the reports development group.
 Strategic Sales Planning
Client@ Aviva Insurance India (Insurance)
Duration:Sep 1996 - Apr 1998
Company: Prateek Softwares, India
Role: --

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 Involved in warehouse management of house customer services
 Meeting with user groups to analyserequirements proposed changes in design and specificationsby
the reports development group.
 Create a customer-based culture
Education:
 Btech., Electronics and Communication,in 1996 - Ambedkar University ,Aurangabad - 70%
 MBA (Strategy Mgmt.) 2004 - Carnegie Mellon Univ.( Pittsburgh, Pennsylvania) USA- Grade-A
 10th in 1990 with 65%
 12th in 1992 with 67%
Certifications:
 PMP CERTIFIED
 SAP CERTIFIED
 ORACLE CERTIFICATION
 AGILE CERTIFIED ,SIX SIGMA CERTIFIED
Personal Details:
 Address : #55, 1st main,NR colony,Bangalore -500019
 PassportNo : G 7737272
 Languages : Hindi,English,

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