RAKESH SHARMA

MBA (Marketing), BE (Computer Sc.), 10 years of Marketing & PreSales experience

[email protected]
+ 91-965-060-3053
ABOUT MYSELF
MBA Marketing, BE Computers Science with around 10 years of cross-functional
experience in IT and Professional Services of US market. Experience in Pre-Sales,
Marketing, and Business Development while working with 2 of the Big 4 US
Consulting firms - Deloitte and KPMG in Media & Entertainment, Public Sector, IT,
BFSI, LS, and e-Learning industries. Seasoned professional habitual of working in an
Onsite-Offshore model handled projects right through their pilot-phases. Other
areas of interest include: Business Process Transition, Account Management, and
Knowledge Management
Objective: Join the Pre-Sales/Marketing team and contribute to the organization
effectively in dealing with its clients and consistently produce win-win results for
both the organization and the clients

EMPLOYMENT RECORD

Senior Manager Pre-Sales at IB Technology Solutions

(www.ibtechnology.com), Gurgaon which is a part of the Indiabulls group
(March-2013 onwards). In this role, I am working closely with the Head Presales, structuring and building the Pre-sales team, devising and delivering on the
Pre-sales strategy.
o End-to-end Bid Management
o Forming sales strategy in collaboration with Sales team and Senior executives
o Identifying key revenue generating opportunities for products and services
o Developing high-quality marketing collaterals, brochures, proposals,
capability decks, responding to RFPs; focusing on specific areas like
application development, infrastructure management, BPO, etc.
o Acting as a bridge between Sales and Technical Delivery teams on all
customer engagements during the proposal phase
Manager Pre-sales project of KPMG US at EXL Services
(www.exlservice.com) Gurgaon (July 2009 - November 2012). With more than
19,000 employees and revenue more than USD 400 Million, EXL (NASDAQ: EXLS)
is a leading provider of Transformation and Outsourcing services to Global 1000
companies in various industries. In this client facing role, I was directly reporting
to Director-KPMG and VP-EXL, and handling the Pre-sales project of KPMG, which
had multiple processes.
o Business process transition: Self-managed the transition of various
business processes of KPMG from US to India, and also handled Process
documentation, Knowledge transfer, SLAs, etc. all by myself
o Established the processes from scratch: Successfully lead the business
operations of a virtually-integrated team that was commissioned at multiple
offshore-locations and was operating in different time-shifts
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Supported Pursuit management: Lead team of proposal writers in

preparing business proposals and marketing collaterals for various industries
and regions of the US. Collaborated with sales leadership and solution
architects to coordinate end-to-end pursuit management activities
Proposal development and Bid management:
Prepared proposals/responses to RFPs/RFIs/RFQs/Bids for
KPMG-US for their national and global engagements. Key activities
included: Identifying clients specific requirements, preparing RFP
response milestones, identifying technology, and team, solution
designing, pricing, gather client references, case studies, SWOT
analysis, competitor analysis, etc.
Stitched the contents of a proposal after collating responses from all
stakeholders; included graphics, call-out texts; proof-read,
standardized, and performed quality checks to make the proposal a
winning proposal
Acted as off-shore Bid Manager and catered to business
opportunities across all industries including Banking, Financial
Services, Energy and Natural Resources, Power and Utilities, Consumer
Markets, Retail, Government, Insurance, Telecom, Healthcare and
Pharma, ITeS, etc.
Prepared account collaterals (bi-folds, tri-folds, gate-folds, etc.) to
assist field marketers for their business meetings with the
potential/existing clients
Categories of proposals included:
Advisory/Consulting proposals Designed solutions to advice on
Financial Services, IT Advisory, F&A projects, Business Process
Outsourcing, Application Outsourcing, Cloud Computing Services,
SAP/ERP/ERM implementations, Business Continuity/Disaster Recovery
Plans, Internal Risk and Controls Assessment, etc.
Audit proposals - IT Enabled Audits, Single Audits, and Internal Control
Over Financial Reporting (ICOFR)
Tax proposals - Tax Compliance and Returns for organizations that
operate under Federal, and/or State and Local jurisdictions. Special
services for International Executive Services (IES), Tax-Exempt
organizations, M&A Advisory, etc.
Content and Knowledge management: Acted as offshore Single Point of
Contact (SPOC) for Knowledge Management Services, the responsibilities
included: Developing new contents, proofreading, formatting per firm
standards, meta-tag, and publish them on the collaboration sites and
knowledge/content repositories so that reusable content can be leveraged by
the field marketers across the firm
Account management: Acted as a SPOC for various client stakeholders from
different client-locations in the US, helped the client in taking various
strategic/tactical decisions to meet their business objectives. Monitored and
coordinated with internal stakeholders responsible for sections of the RFP,
organized kick-off and touch-base calls with Sales team (engagement team)
and project managers, kept the business development schedule on track and
ensured timely delivery
Service delivery: Responsible for monitoring the overall quality and timely
delivery of projects, meeting SLAs and client expectations on an on-going
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o
o

basis, process improvements, reporting, client meetings, designing reports,

and preparing presentations for KPMG and EXL management to educate them
on achievements and developments of the team
Recruitment and people management: Adhering to the hiring budgets,
built a strong team of 20+ proposal writers, hiring and recruitment, training
and mentoring, annual appraisals, etc.
Project ramp-up: Proactively suggested the client to add more service lines
and to create various verticals, also took initiatives to implement the same
Hold a valid business visa (B1/B2) of the United States and open for travel

Senior Business Analyst - Sales, Marketing and Business Development

(SM&BD) team of Deloitte (www.deloitte.com) Hyderabad (May 2006 June
2009). Deloitte is worlds leading global consulting firm with 193,000 employees
in more than 150 countries and revenues of USD 31.3 Billion. I was reporting to
the Manager of a pilot-phase team, which was meant to serve the US-Marketers
of Fortune 100 clients in industries like: Technology, Media and Entertainment,
Telecom, Government (Federal, State, and Local). Job responsibilities
o Acted as a Strategic Advisor to the sales team and partners in the United
States
o Helped them in identifying Greenfield opportunities of the existing clients,
developing Marketing and Promotional strategies, preparing marketing plans,
annual account plans; client-facing promotional material; strategy
briefs/talking points for Partners to pitch new service offerings
o Carried out market intelligence study, company profiling, business research,
competitor analysis, and implemented business development initiatives
o Prepared advisory/consulting related proposals and responses to the RFPs,
RFIs, etc.
o Proactively took initiatives for developing various processes for SM&BD and
Interaction models
o Lead the team of Analysts and Associate Analysts; training and mentoring
new hires irrespective of their positions

Techno-Commercial Writer - SPAN Systems Corporation

(www.spansystems.com) Bangalore (August 2005 - May 2006), SPAN is an
outsourced service provider an EVRY Group company, with more than 10000
employees and revenue of more than USD 2.4 Billion. As a member of Pre-Sales
team, I was reporting to the VP-Sales who was directly reporting to the CEO. Job
responsibilities:
o Creating Business Proposals, responding to RFPs, RFIs, Tenders and Bids
o Preparing Marketing Collaterals, User Manuals, Case Studies, Whitepapers,
Brochures
o Coordinating with the Technical and Sales Team, executing Promotional
Campaigns and Conference calls with prospective clients
Marketing Executive - KESDEE Inc. (www.kesdee.com) Bangalore (July 2004 March 2005). KESDEE is USD 1 Million E-Learning company, specializes in
developing and selling interactive, web-enabled training programs with a headcount of 80. I was reporting to the Marketing Manager who was directly reporting
to the CEO. Job responsibilities:

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o Global Marketing of Knowledge Management Solutions: Learning

Management System (LMS), Course Builder Tool, Custom Content
Development, E-Learning Turnkey Projects, etc.
o Acquiring, preparing, and submitting Proposals, Tenders, and Bids
o CRM, Strategic Partner Relationship Management, Lead generation, and
follow-ups, Telemarketing, Cold-calls, etc.
Examination

Board /
University
VTU, Bangalore

School /
College
M.S.R.I.T

Yr. of Passing

M.B.A (Mktg.)
2004
B.E (Computer
Amravati Univ.
A.E.C.C
2001
Sc.)
o Promotional activities like- Launching Ad-Words, Press Releases, Web
Listing, E-mail campaigns, and forwarding Brochures and Leaf-lets

ACHIEVEMENTS
Joined EXL Services as an Asst. Manager and was promoted to Manager
Earned Rising Star award from EXL Services for ZERO Attrition of the team
Earned an appreciation letter from the client (KPMG) for the outstanding
performance
Three Applause Awards by Deloitte for continuosly seeking innovative ideas for
the functional process improvement and inspiring the colleagues with willingness
and contributions
Two Roll of Honor Awards by Deloitte for above and beyond efforts towards
sustained process development, business growth, and for sharing knowledge and
expertise with team members
Recognition Award by Deloitte for significant contribution in IMPACT Day 2007
and 2008
Harvard Business School: Earned certificates for completeing two programs Management Essentials and Leadership Essentials

STRENGTHS

Ability to successfully lead a project right through its pilot phase

Good monitoring, analyzing, planning and presentation skills
Good listening and counseling skills
Excellent written and verbal communication skills
Ability to quickly adapt new Cultures and Environments
Very strong management and team working skills
Confident, Innovative, and Ambitious

EDUCATIONAL QUALIFICATIONS

COMPUTER PROFICIENCY: MS Office and InDesign

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