Srinivasan TJ

Client Partner
Acknowledged for strengthening companies to lead in highly competitive
markets and delivering innovative business concepts & solutions
Location Preference: Bangalore

JP Nagar, Bangalore Srinivasan_t_j@yahoo.co.in +91 98861 27989 https://www.linkedin.com/in/srini-

tj-14a05a8/
Key Skills Profile Summary

 BE (Distinction) and MBA (Full time) with 15+ years in Business

Client Partner Development / Account Management and Pre-sales Experience in
Account Management the IT Industry
New Logo Acquisition  Current role is managing portfolio of large existing clients
 Past roles have primarily been in net new
Market Identification & logo/Customer acquisition, Account Planning/Management, Bid
Development Management, Solution Proposals etc.
Consultative Selling &  Experience and understanding of Data analytics life cycle, BI,
Marketing Predictive analytics etc.
Team Management  Experience in selling engagements in SaaS based – Data platform
applications, Oracle cloud ERP solutions & services
Business Growth & Sales, Application Managed Services, AI (Artificial Intelligence)/ML
Solution Consulting (Machine Learning), IoT, Big Data/Data Analytics, Dashboards,
Intelligent reports, Digital Transformation, RPA (Robotic Process
Strategic Account Automation), Intelligent Chatbots etc.
Planning & Development  Experience in working with Life Sciences, Manufacturing, Travel &
Logistics, Retail, CPG, BFS, Hi-Tech, Oil & Gas verticals
 Experience in selling SaaS based products to Manufacturing,
banking sector and oil & gas industry
 Experience in capability presentations & product demos to CXOs
 Experience in working on winning RFPs/RFIs, Bid Management &
Negotiation during closures
 Responsible for closing varied sized deals and all pursuit work
associated with them
 Microsoft power point & Excel. Salesforce CRM /Pipeline reporting
and Sales analytics

Work Experience
Oct’21-Till date, as Client Partner – Persistent Systems
 Part of Persistent’s Large Deal Identification team targeting ACV of greater than $5mn
 Manage portfolio of large existing clients
 Sales - New Logo Acquisition – to acquire new logos for Persistent across domains & service lines
 Lead development, capability presentation, bid management to break into new logos
 Conduct Presentations to present the Capabilities of Persistent’s Digital Transformation Services (Cloud,
Infrastructure, Data analytics) offerings
 Work on Large GIC Existing accounts, India location (On staff aug opportunities)
 Drafting RFPs/RFIs, Scoping proposals, Initial implementation estimates, SOW etc.
 Responsible & actively involved in end-to-end sales life cycle

Apr’21-Oct'21, as Manager Business Development – SRM Technologies

 Key achievements: Generated 4 opportunities & built a pipeline of $500K on various Digital Transformation/IT
services within a short stint
  Sales - New Logo Acquisition – to acquire new logos for SRM Tech across domains
 Lead development, capability presentation, bid management to break into new logos
 Conduct Presentations to present the Capabilities of SRM Tech’s Digital Transformation Service offerings to the NA
prospects
 Brought in a million-dollar account proposal within short period of time and working on the RFP on “Outsourced
SaaS implementation Services”
 Drafting RFPs/RFIs, Scoping proposals, Initial implementation estimates, SOW etc.
 Responsible & actively involved in end-to-end sales life cycle

Feb’19-Mar '21 as Senior Analyst – Business Development – Cognizant

 Key achievements: Built a pipeline of $1mn on various possible Oracle engagements
 Part of Cognizant Enterprise Application Services OSP (Oracle Solutions Practice) team & Responsible for selling
Oracle services – Saas, Paas & Iaas
 Responsible for building a qualified varied sized deals pipeline by different ways/mediums like direct selling (e-mails &
calls), Social N/W websites (LinkedIn), events etc.
 Work across multiple industry verticals – Manufacturing, Travel & Logistics, Retail, CPG and Energy/Utilities
 Do extensive research on the accounts given by Account Executives and come up with Account Planning
 Come up with Sales intelligence like existing vendor, area of engagement, possible offerings based on their focus area
by going through their annual reports etc.
 Work with Account Executives/Client Partners on set of accounts for mining, build positive relationship with clients
(Directors & VPs above) for cross-sell & up-sell
 Support Commercial Leaders & Marketing Team with events like Oracle Open World to increase the reach & foot
prints
 Introducing Cognizant’s OSP Services to the CXO level, Understanding the current IT landscape & challenges
& do BANT qualification through calls and sending e-mails
 Supporting on RFPs/RFIs, Scoping proposals, Initial estimates, SOW etc. Responsible & actively involved in end-to-end
sales life cycle
 Work on customized presentations & collaterals for the prospects based on the challenges/pain points

Jul’18-Jan '19 as Client Engagement Manager – KrypC Technologies – A Blockchain Company

 Part of client engagement team for acquiring new logos
 Responsible for selling the KrypCore License to the India market targeting industry segments such as Supply Chain,
Logistics, and Agriculture etc.
 Representing KrypC in various marketing / partnership events & accelerator programs
 Represent KrypC and give elevator pitches in various business consulate programs
 Work on the inbound inquiries, introduce KrypC to prospects, explain about DLT and demo KrypCore by choosing a
business scenario
 Work on identifying the right partner to take KrypCore to the market jointly, Partner/Channel management &
agreements
 Work on RFPs/RFIs, Scoping proposals, Initial implementation estimates, Licensing, SOW etc.
 Responsible & actively involved in end-to-end sales life cycle

Mar'18-Jul'18 as Manager – Market Development – Happiest Minds Technologies

 Key achievements: Generated 9 SQLs in short stint
 Sales - New Logo Acquisition – to acquire new logos for Happiest Minds across domains
 Lead development, capability presentation, bid management to break into new logos
 Conduct Presentations to present the Capabilities of Happiest Minds DBS (Digital Business Services) offerings to the NA
prospects
 Demand Generation – Defining go-to market strategy, coming up with the right messaging for the target
market, collateral management, case studies, customer events, measure the results and improvise/revise accordingly

Feb'17-Mar'18 as Manager Sales – Seven Lakes Technologies

 Key achievements: Closed a business deal of $100K (New Logo)
 Sales - New Logo Acquisition – to acquire new logos for SLT in oil & gas sector
 Lead development, capability presentation, bid management to break into new logos
 Conduct Presentations to present the Capabilities of SLT solutions to the Oil & Gas (E&P) company stake holders
 Demand Generation – Defining go-to market strategy, coming up with the right messaging for the target
market, collateral management, case studies, customer events, measure the results and improvise/revise accordingly
 Supporting on RFPs/RFIs, Scoping proposals, Initial implementation estimates, SOW etc. Responsible & actively involved
in end-to-end sales life cycle

May'13-Jan'17 as Team Lead Sales – Evry India

  Wins & Achievements: 2 new logo win. Business worth of $550k
 Responsible for identifying IT outsourcing opportunities. Focus on selling transformative application outsourcing/multi
tower deals at target accounts
 Sales - New Logo Acquisition – to acquire new logos for EVRY India & Account management for specific set of clients
 Responsible for building a qualified varied sized deals pipeline by different ways/mediums like direct selling, Partner
Solutions, Partnerships etc.
 Responsible for a pipeline quota as well as a bookings target ranging from smaller to mid-sized deals.
 Work across multiple industry verticals – Manufacturing, Logistics, Retail, CPG and Energy/Utilities
 Work on set of accounts for mining, build positive relationship with clients (Directors & VPs above) for cross-sell & up-
sell
 Generate progress on sales strategy and demand generation plan including business vision, GTM for emerging
markets/segments, prioritized solutions, and identification/development of clients
 Identify opportunities through extensive research & Industry analysis. Identify the trends followed in the industry and
pitch/prioritize the solutions/services
 Supporting on RFPs/RFIs, Scoping proposals, Initial estimates, SOW etc. Responsible & actively involved in end-to-end
sales life cycle
 Responsible for closing varied sized deals and all pursuit work associated with them

Jul'12-Apr'13 as IT Pre Sales – CustomerXPs Pvt. Ltd.

 Handle pre-sales activities for EFM & CEM solution to the named accounts of Infosys - Finacle Core Banking System
 Conduct Presentations / Demos to present the Capabilities of banking solutions to the retail bank’s stake holders
 Handle web analytics sales (Non-Revenue based model) for India & Africa region targeting all public & private sector
banks
 Hold the ownership for all sales intelligence activities from researching the target company, building the data base and
generating the leads
 Hold responsibility of responding to RFPs, RFIs, Scoping proposals, Initial implementation estimates, Licensing, SOW etc.
 Coordinating with marketing team to decide on the go to market strategy and running e-mail campaign
 Own Sugar CRM and handle internal sales analytics (reporting) using MS excel

Apr'08-Jul'12 as Business Development & Pre-Sales – Data & Analytics Services – MindTree Limited
 Hold responsibility of responding to RFPs, RFIs, Scoping proposals for all BI/DW & Data Analytics engagements
 Hold the ownership for all pre-sales requests in data analytics space by researching the prospect company and coming
up with the initial possible data analytics offerings
 Building POCs by developing sample EDAs, KPIs and dashboards by understanding the data landscape
 Building statistical models using analytical tools like R, Base SAS, and generating data insights as the part of POCs
 Worked as a Business Analysts for various POCs and Data Analytics projects such as Customer analytics, Supply Chain
analytics in Retail & CPG domains (HUL)
 Have worked on domains like CPG & Retail
 Joined as a BDE – Sales for BFS group and was involved in cold calling and demand generation activities by connecting
with ‘C’ level executives

Prior to joining MindTree was associated with couple of companies and was working on Business development, sales &
marketing activities.

Education
● M.B.A. (Marketing & Systems) from Alliance Business Academy, Bangalore, India (Bangalore University) in 2006

● B.E. (Mechanical Engineering) from KLN College of Engineering, Madurai, India (Madurai Kamaraj University) in 2003

● HSC from SPVM Hr. Sec. School in 1999

● SSLC from TVSLM Hr. Sec. School in 1997

Technical Skills
OS: Win 10, 8, 7 | CRM: Salesforce.com, Zoho | Office: MSOffice: PowerPoint, Excel

Personal Details
Date of Birth: 3rd September 1981
Languages Known: English, Kannada, Hindi, Tamil, Sourashtra
Marital Status: Married
Address: Opera Brindavan Apartment, 8th Cross, Chunchungatta Main Road, JP Nagar 7th Phase, Konankunte, Bangalore-560 062