3rd Feb_Santosh Nathan_Presales and Consultative Solution Selling

Santosh Nathan: Presales and Consultative Solution Selling
People centric and deliver value to the end client, thus enhancing an organization’s business growth.

Introduction: Person with a natural flair for presales, and a people (employee and client) centric leader and mentor
over the past 7 years, and an overall 13 year experience in Presales, Consultative Solution Selling and Bid
Management. Tactical and hands-on approach to opportunities, while alert about the client’s long term strategic needs,
thereby ensuring - business growth by dollar value, market expansion with new logos, new regions, and grow existing
accounts. Ensure account expansion with good client Net Promoter Scores (NPS), by engaging closely with each
delivery team.

Organizations I worked at, the title and duration (chronological order)
1. Genpact (genpact.com): from Manager to Sr. Manager, Presales (Apr 2008 till date = 7 years and 7 months)
2. LG CNS India (lgcnsindia.com): Sr. Sales Executive – Jan 2006 to Mar 2008 (2 years and 3 months)
3. TantraInfosolutions Pvt. Ltd: (tantrainfosolutions.com): Sr. Sales Executive – Jan 2005 to Oct 2005 (10 months)
4. Infogenie ITAS Pvt. Ltd. (infogenie.in) Sales Executive - Oct 2000 to Jun 2003 (2 years and 8 months)

Skills: Involved ownership and three distinct skills
1. Focused messaging : Creative message maps, storyboarding, content writing, and graphic visualization
2. Consultative selling : Coach the client to realize the value we deliver in our solutions
3. Good relationship building and project management skills developed through a people centric hands-on

approach. Internally I use a Build-Operate-Transfer (BOT) model approach to create productive and transparent
processes, and thereby decrease individual person dependency.

Services: Analytics, contact center, social media, engineering services, product content services; Learning related –
eLearning, content services, presentation services, learning and development, training integration

Verticals: BFSI, Healthcare, CPG, Retail, Manufacturing, Hospitality

Experience in the following areas: Created and led teams in small and large organizations
1. Business development: Consistently achieved sales targets and have won many new logos, grown existing

accounts, expanded geographical reach within USA, UK, and tapped into regions such as - Italy, Germany, UAE,
Singapore, and Australia. Deliver solution presentations, attend conferences, and manage client visits.
2. Bid management: Owned and facilitated over 200 proposal/ RFP responses. Handled bids of USD 5,000 to 5 Mn,
and large multi-tower bids across services, in the range of USD 5 to 100Mn by putting together 15 to 40 member
multi-cultural teams located across geographies with varied competencies. Increased bid winning percentage,
minimized senior management dependency but capitalized on their approach and though process.
3. Transitions: End-to-end migration of various processes with varying degrees of complexities, across business
groups and geographies.
4. Build client facing collaterals: Storyboarded over 500 presentations – CxO, concept, new pitches, RFP orals,
productization of services; videos; 250 case studies; brochures; teasers; posters; infographics; sales toolkits
5. Knowledge Management: Designed Portals and Tools to enhance TAT and increase productivity – a) Knowledge
management, b) effort estimation tool, c) training integration toolkit, d) storyboarding portal, e) business
intelligence portal.

Academics: BE (Electronics & Communication). Professionally trained in - Lean Six Sigma, Sales and Bid
Management. Currently studying Project Management, and Articulate storyline 2.

Upskilling: Delivered over 30 hours of training in 2015 alone to upskill and ensure that my team generates business,
and invest time to constantly upskill myself.

Email:[email protected]; Phone: 91-889 205 5945; Bangalore

Additional value: Proactively conceptualized and operationalized programmes with an innovative thought process
1. Presales Centre of Excellence (CoE) addressing needs across the entire sales lifecycle
2. Solutioning areas: Command centre for contact centres; presentation services; content services; social media
3. New services : Video production, presentation services, graphic visualization
4. Converted a cost to revenue center for the areas I specialize in, and taking presales to external clientele
5. Innovation forum, resulting in delivering new services and enhance bid winning percentage
6. Sales pipeline tools to deliver dashboards and actionable qualitative insights

References: Recognized with several citations and awards, and can provide 360 degree references if required.

Email:[email protected]; Phone: 91-889 205 5945; Bangalore