Debashis Majumdar
Summary
Senior Client Partner and Sales lead in Banking and Financial Services vertical with a combination of domain, technology and sales skills based on 22 plus years of experience with success in customer-facing sales roles. Extensive understanding of banking, business issues and buying processes within the Financial Services and Fintech sectors. Strong history of driving revenue and hitting targets. Proven strengths cultivating, pursuing, and closing complex deals related to Banking solutions including Solution development, Strategy Consulting, Fintech solution implementations, Targeting white spaces for Digitization, Analytics, Cloud and technology integration.
In the past 3 years I have had cumulative sales of $75 MN with net new sales contributing to 50 percent of total sales
and farming led growth of 30 percent on existing customer spend.
I have an MBA from Arizona State University’s W.P. Carey school of business, with specialization in finance, capital markets and sustainability.
I am currently based out of San Francisco, CA and do not need work sponsorship.
Overview
25
25
years of professional experience
Work History
Sales Director and Sr Client Partner
WIPRO
08.2017 - Current
- As a Sales and Engagement Director at Wipro, my responsibilities include
- Revenue growth through Existing and New account Sales
- Nurture new prospects in Fintech, Healthtech, AI and Cloud
- Mature them through
- Engagement cycle and develop a new revenue channel
- Business Development and client relationship management
- Develop strategy and win themes for Banks and Fintech clients
- Contribute to Wipro’s Next gen practice development
- Work with team on the design and development of digital solutions
- Develop team on new technologies and managing team member goals and aspirations
- Jointly develop solution with New Age Firms, Wipro and Client
- Structure new engagement models.
Sr. Engagement Manager
Cognizant
San Francisco, CA
01.2016 - 07.2017
- Included
- Responsible for managing P&L of $17MM and overall team size of 200+
- Large Program engagement and client relationship management with Fintech Clients in Bay Area
- Jointly develop solution with clients in Cloud, Analytics and Payments
- Manage team members on different programs
- Co-ordinate closely with onsite, near shore and offshore teams
- Plan overall program schedule, project budget and resource needs
- Work closely with the different digital horizontal teams to create a value propositions for client
- Anchor RFP’s and proposal presentations
- Monthly account planning discussions which includes forecasting, resource planning, operations management
- Manage the statement of work for all new and existing work.
Cognizant Technology Solutions
01.2013 - 07.2017
Engagement Manager
Cognizant
San Francisco, CA
01.2013 - 12.2015
- My responsibilities include
- Working with the CTO, client VPs and Directors to identify the business priorities which can be jointly targeted for delivery
- Pursue account development activities
- Detailed Planning for large program execution in Risk and Payment platforms on core Java portal technologies, Hadoop, ETL, Tibco BEX, Oracle, IBM Websphere, Message Broker and Data Power
- Work closely with the horizontal teams to create a value propositions for client, responding to the RFPs and participating in the presentations with the client during proposal discussion
- Performance management of team members
- Participate in resource hiring decisions and interview process for the fulfilling key resource needs
- Monthly account planning discussions which include forecasting, resource planning, operations management
- Manage the statement of work for all new and existing work
- Closely track the key cornerstone development programs in agile execution for RISK and Payment platform
- Communicate the Program status to the client management on a regular basis.
Practice Sales and Program Manager
02.2006 - 12.2012
- As a Practice Sales and Program Manager at Infosys I worked for multiple large cards and payments firm where my responsibilities included-
- Expand practice sales through engaging stakeholders on service digitization and creating a single view of service-oriented architecture
- Program Manage large transformation projects as end-to-end manager
- Work closely with program sponsors for developing project charters, creating cost benefit analysis and defining project plans
- Work with the client VPs and Directors and with the Infosys teams to identify new technology trends and needs
- Work on translating identified needs to opportunities for Infosys EAI BPM practice
- Work closely with the sales support team to create high impact value propositions for client, responding to the RFPs and leading the presentations with the client during proposal discussion
- Provide customer delivery assurance – assuring the customer of the commitment and driving the delivery process by working collaboratively with the Delivery Managers in the Business Unit
- Conduct client presentations, estimation efforts, proposals and SOW negotiations
- Work with the individual PMs; understand the individual project status, risks, issues, changes etc
- And take necessary steps to address these items
- Communicate the Program status to the client management on a regular basis
- Evaluate BPM adoption options for the client
- Support the creation of prescriptive architectures and large implementations
Infosys Ltd
10.2000 - 12.2012
Program Manager, Integration consultant
American Express
02.2003 - 01.2006
- Provide integration consulting on new architecture adoption, drive technical discussions and prescriptive architecture creations
- Managed multiple integration projects involving changes to system and business processes
- Work with the impacted technology teams and business for analyzing the requirements
- Finalize the requirements, cost and Schedule of the project
- Responsible for project estimation, budget management and forecasting
- Manage the project scope, schedule and cost throughout the life cycle of the project
- Creation and execution of end-to-end project plan
- Coordinate testing activities including identifying test data needs, creating test strategy and execution of testing plan
- Experienced in change management, risk management and issue management
- Coordinate the creation of all project deliverables as per the American Express SDLC
- Creation and presentation of Weekly and Monthly dashboards of the project metrics for effective communication to leaders and stakeholders
- Responsible for team building, mentoring and career planning for team members
- Responsible for the end-to-end project delivery
Project Lead, Technical Lead & Developer
Infosys
10.2000 - 01.2003
- Worked on various Application Development projects as a developer and subsequently as Technical Lead in various technologies, particularly Java, IBM MQ, Message Integrator, Imaging technologies, Visual Basic, ASP
- Led small projects during this time from offshore India as well as from client locations in USA and delivered them for clients
- Some key responsibilities consist of:
- Lead a team of programmers – technical and functional
- Design, Coding and testing of components
- Preparation and testing of data for module
- Integration of the sub-module with other modules
- Delivery of product to customer and support of User Acceptance Testing
Software Engineer
Intertech Systems Pvt Ltd
02.2000 - 09.2000
- Worked as a software engineer on web-based technologies – VB, ASP, ColdFusion, SQL Server for delivering end to end portals to retail clients.
Intertech Systems
02.2000 - 09.2000
Quality Engineer
Sachs India Ltd
08.1998 - 03.1999
Engineer Trainee
Sachs India Ltd
08.1998 - 03.1999
- In Purwanoo, HP
- Sachs India Ltd is an OEM manufacturer for automotive sector.
Business Development Director, Systems Analyst and Developer
HI S TORY & A CCOMPLISHMENTS
- Led Sales and client relationships for a leading global professional services firm; specific emphasis on selling multi-million-dollar engagements within the Financial services industry, targeting companies in US, expanding on existing customer footprint and holding quota responsibility of $40M/year
- Successfully pursued, negotiated, and closed complex deals for standing up digital banks, expanding digital footprint of large and medium banks
- 32 M+ TCV of new Application development projects won for transformation of payment applications for a regional bank in 2023
- 20 M + back office operations deal with a leading Fintech client in 2022
- 25M+ multi-year deal in 2021 involving Digital, Cloud, Analytics and technology services with clients
- Accountable for developing/executing the long-term strategic plan for growing revenue within the Fintech sector, expanding buying centers at the Portfolio level and propagating the plan to each account
- Lead the sales engagement cycle for target accounts within territory — identifying potential deals, managing the RFP process, qualifying leads, delivering presentations and negotiating final deal terms
- Manage ongoing CxO-level relationships with accounts and prospects, building trust and advising them on the potential benefits of Company service/technology solutions
- Collaborate with multi-functional internal teams to develop the right customized solutions for each client, post-sale, serving as a pivotal liaison throughout delivery to ensure customer success/satisfaction
- Managed revenue and profitability targets for four company portfolio of accounts, achieving over 25% YoY growth
- Held responsibility for managing CxO-level relationships with key clients and partners
- Hired, coached, mentored, and led a 4-member team of account managers, instructing them in effective solution selling techniques and providing the training needed to maximize individual/team performance
- Managed the sales cycle on over 25 plus deals of varying sizes with a high conversion leading to net add of $7 MN in new pipeline
- Profile Synopsis
- New sales and increasing share of wallet for existing customers
- Responsible for developing capabilities in collaboration with delivery teams in AI, Big Data, Cloud, New App stack covering Banking, Wealth Management, Payments, Remittance and Insurance
- Lead Fintech relations in Payments, Regtech, Wealthtech, Insuretech, Lending and Platforms for joint solution development and sales to existing banking clients
- Anchoring and presenting to CXO client connect on new opportunities
- Manage Sales and client relationships for New Age client’s Line of business
- Possess deep understanding of the business drivers in Financial Industry to convert opportunities into business
- Ensure Delivery of large digital native programs for Clients and success in those new technology programs
- This includes application migration to AWS, delivering projects on new analytics platform and integration with startup firm’s offerings
- Team management responsibilities including coaching of team members, build consensus among internal and client teams, help prioritize activities to achieve set goals, Performance management of team members, new hiring decisions and identifying training needs for team members
- Was responsible for managing all programs in the Digital division for multiple large Payment Fintech clients for Cognizant w
- Supporting development of cornerstone product platforms in digital with a Cognizant team strength of 200+ people with revenue of USD 15+ Million in annual revenues
- Was responsible for onshore client services relationship and delivery of programs for Payment Fintech digital client for Cognizant
- This included overall team management
- Was responsible for Practice and Delivery Management activities for Infosys Technologies for a Large Financial customer in Arizona
- Successfully led projects with 100+ Infosys, client and vendor resources
- 9+ years of Program and Technical Project Management experience managing large business transformational programs as well large application integration projects with varied set of technologies including IBM MQ Series, Message Broker, DataPower, Web Services, IBM BPMS, Complex Event Processing, TIBCO, Hadoop
- Expertise in working with the Business and Technical Architects and driving the portfolio Business and Technical strategy, platform road maps creation and execution
- Skilled in multiple technologies and programming languages/environments, particularly IBM websphere integration products- MQ, Message Broker, WTX, Datapower, BPM- IBM WPS, BPMS, Lombardi, Web Services, SOA, ESB, TIBCO, SharePoint, Java, SFDC and worked in a wide range of roles as Program Manager, Project Manager, Technical Lead, Possess strong mentoring and people management skills
- Responsible for setting up goals and performance reviews for a large team of direct reports as Projects Managers and Technical Architects.
Education
MBA - undefined
WP Carey School of business at Arizona State University
2013
Diploma - advanced computing
1999
Bachelor’s - mechanical engineering
1998
<ul><li>Certified Blockchain Expert</li><li>Cloud data practitioner</li><li>PMI Project Management Professional (PMP)</li><li>IBM Certified in message broker development, MQ Series Integrator administration, MQ series Professional</li><li>CSQA certified</li></ul> - undefined
Skills
- Consultative Sales and Business growth
- Client Relationship Management
- Fintech Solution Development
- Enterprise application integration
- Prospecting & Deal Origination
- Integration solution consulting
- Contract management
- Practice Management
- Cross Functional Team management
- Mentoring and Team Building
- Digital Strategy
- Cloud adoption
- Team Management
- Fintech partnerships
- Technical Skills
- Operating Systems:
- Windows NT/XP/2000, UNIX
- Languages:Java/J2EE, C/C, XML, SOAP, Visual Basic, Shell Scripting, PERL, Python, Swift
- Databases :Oracle, SQL Server, DB2, NoSQL
- Others:IBM MQ Series, Message Broker, Data-power, WPS, Lombardi, IBM BPMS, WTX
- Quality Center, Clarity, TIBCO, Analytics, AWS, Hadoop
- Project Management:Clarity, Jira, Confluence, Agile and Waterfall, Microsoft Office – MPP, Visio
- Sensitivity: Internal & Restricted
Timeline
Sales Director and Sr Client Partner
WIPRO
08.2017 - Current
Sr. Engagement Manager
Cognizant
01.2016 - 07.2017
Cognizant Technology Solutions
01.2013 - 07.2017
Engagement Manager
Cognizant
01.2013 - 12.2015
Practice Sales and Program Manager
02.2006 - 12.2012
Program Manager, Integration consultant
American Express
02.2003 - 01.2006
Infosys Ltd
10.2000 - 12.2012
Project Lead, Technical Lead & Developer
Infosys
10.2000 - 01.2003
Software Engineer
Intertech Systems Pvt Ltd
02.2000 - 09.2000
Intertech Systems
02.2000 - 09.2000
Quality Engineer
Sachs India Ltd
08.1998 - 03.1999
Engineer Trainee
Sachs India Ltd
08.1998 - 03.1999
Business Development Director, Systems Analyst and Developer
HI S TORY & A CCOMPLISHMENTS
MBA - undefined
WP Carey School of business at Arizona State University