Kaustuv Gupta
IT Leader
Aurora,IL
Summary
Performance-oriented IT Leader with more than 22 years of experience developing relationships and partnerships, servicing accounts and boosting profits. Strategic and analytical with motivational leadership style and expertise in building new network connections, promoting products and expanding territories.
Career So Far…...
- Over 22 years of leadership experience in Account Management, P&L Management, IT Solution Delivery and Business Development
- 360-degree experience in IT services from consulting, applications, software products and infrastructure
- A keen planner, skillful in defining strategies and roadmaps
- Deep expertise in Professional Services, Energy & Utilities, Government and Manufacturing domains
- Successfully performed leadership roles in territory development, account development, large program delivery and Service Delivery
- Managed large deal strategy including solutioning, pricing, business case and delivery models
- Possess deep expertise in Global Service delivery models (Onsite/ Off-site, Near-shore & Off-shore)
Overview
23
23
years of professional experience
5
5
years of post-secondary education
Work History
Director and Client Partner
Capgemini Americas
Chicago, IL
04.2014 - Current
- Since Jun 2021, Client Partner for a Fortune 71 P&C Insurance client HQ out of Boston, managing a portfolio of 25M annually, with a steep growth target of doubling in 2 years.
- From Jun 2018 to Jun 2021, Account Executive for a leading Tax, audit and Advisory firm, managing a multi-year outsourcing relationship. Portfolio size 40M/ year delivering 30+% Y-OY growth
- Aug 2015-Jun 2018, SDM for Application business for driving for transition & transformation the multi-year outsourcing engagement. Modernized & transformed the clients IT portfolio to lean Cloud based estate. Successfully delivered SLA based managed services engagement comprising of ADM, Data Center Services, End User Services, Service Desk and Service Management
- Apr 2014-Aug 2015, Delivery Manager for 2 large account delivering project services worth 15M+ annually
- Hands on experience in setting up Project Office and Delivery Governance
- Transition and implementation of ITIL processes and tools (ITSM, monitoring, PMO etc.)
- Data Center migration to Capgemini private cloud data center and Azure Public Cloud DC
- Implementation of Security Operations Center (SoC)
- Helped customer achieve ISO 27001 certification
- Transforming and migrating on-premise SharePoint environment (SP 2007, 2010, 2013) to SharePoint Online, one of the largest environments consisting 50+ custom apps and 100+TB of data
- Transforming/ Modernizing applications to Azure IaaS and PaaS
- Implemented a centralized depot for imaging and provisioning laptops
- Automation (RPA) of 10 business processes leading to significant cost & productivity improvement
- Implementing Informatica Cloud Integration Hub for an enterprise wide publish/subscribe model across 100+ applications
Senior Manager-North America Utilities
Capgemini
Kolkata, West Bengal, India
04.2012 - 04.2014
- Develop new business model for Utility customers in North America with the primary goal of “doing more with less”
- Lead a set of multi-functional teams to drive a compelling value proposition of Utility specific services for a chosen set of accounts
- Lead sales pursuits and formulate techno-commercial proposals and presentations for customer engagements
- Collaborated across various business units to create repeatable solution Proof-of-Concepts and design the Go-To-Market strategies for these solutions in USA market
- Design and execute focused demand generation campaigns around Asset Management, Smart Grid, Smart Analytics and Mobility solution areas for Utilities
Territory Services Leader
IBM
Kolkata, India
04.2011 - 04.2012
- Drive Services business in focused large accounts in India. Services Business comprises of Business Services (GBS) and Technology Services (GTS), where the goal was achieving signing targets, building pipeline, forecasting and managing closures
- Focus was to increase deeper customer engagements through value creation workshops with the business decision makers and strategy & transformation engagements to drive down-stream services revenue for IBM
- Created customer specific offerings by bundling various services & products under one single umbrella and articulating the financial value proposition through strong collaboration with the Financing arm of IBM
Account Manager
Microsoft
Kolkata, India
09.2008 - 04.2011
- Primary responsibilities included managing the Public Sector business of 11 states of India with focus on large NeGP projects, Education and R-APDRP (Power sector reform projects)
- Focus was to grow the territory by achieving revenue targets and creating a healthy partner eco-system to drive business
- I was responsible for formulating and executing “State wide Programs” for value generation for the state governments and influence policy level decisions
- Responsible for the effective utilization of development funds for enabling partners and customers to make the best use of Microsoft technology solutions
- Instrumental in creating an effective coverage model, partner ecosystem and replicable e-governance solutions in East & North East India, translating into 30% revenue growth year on year
- Executed Microsoft Education Programs in various states in India and developing effective capacity building strategies for the State Governments which translated into deeper market penetration
- Co-created the “All India Power Solution Strategy” to address the R-APDRP requirements and successfully executing them in my patch.
Various Roles
TCS Ltd.
Columbus, OH
12.1998 - 08.2008
- 2007-08- Program Manager- Energy & Utility Practice. Running the Program Management Office for the Global Energy & Utility practice, institutionalizing Governance & Reporting across global sales and delivery teams. KRA were to drive the TCS Utility specific services in global markets land drive large multiyear deals in focused Utility companies. Supported the Gartner 2007 event in the USA, where TCS was rated as the company with the best articulated value proposition for the Utility industry.
- 2003-2007: Business Development Manager: Responsible for starting the business operations in the Columbus, OH territory for TCS by opening a TCS office in Dublin, OH to increase proximity to the customer.
- Formulated Competitive Sales Strategies and drove new business for TCS in Columbus, Cincinnati & Toledo regions of Ohio. As part of the role, I helped TCS acquire new customers and nurture them to grow to a certain threshold value (5M). Responsibility included Prospecting, Account identification and qualification, business closures, Project monitoring and relationship management
- 1998-2003: Project specific roles. Worked through the ranks from a Oracle functional consultant to sales roles.
Education
MBA - Marketing, IT
Calcutta University
Kolkata, India 06.1996 - 08.1998
Bachelor of Science - Physics
Presidency College
Kolkata, India 08.1993 - 05.1996
Skills
Account Management
Global Delivery Management
Strategic planning
New Business Development
Program Management
Outsourcing
Coaching and mentoring
Relationship Management
Territory Management
Contracting
Accomplishments
- Drive revenue and profitability via delivery excellence. Converted a $125M, 5 year outsourcing contract to $200M
- Ability to manage complex transformational programs like ITIL Service Management setup, Data Center migration, Cloud modernization
- Help customers achieve cost saving targets by implementing LEAN principles and automation of business processes
- Establishing a Demand and Project office> Help customer IT stakeholders to show value to their business counterparts by delivering capabilities on time.
- Help customers achieve risk management goals by implementing a Operations Center (SoC) and help them achieve ISO 27001 certification
- Transforming and migrating on-premise SharePoint environment (SP 2007, 2010, 2013) to SharePoint Online. This is one of the largest environments consisting 50+ custom apps and 100+TB of data
- Transforming/ Modernizing applications to Azure IaaS and PaaS
- Implementing Informatica Cloud Integration Hub for an enterprise wide publish/subscribe model across 100+ applications
Timeline
Director and Client Partner
Capgemini Americas
04.2014 - Current
Senior Manager-North America Utilities
Capgemini
04.2012 - 04.2014
Territory Services Leader
IBM
04.2011 - 04.2012
Account Manager
Microsoft
09.2008 - 04.2011
Various Roles
TCS Ltd.
12.1998 - 08.2008
MBA - Marketing, IT
Calcutta University
06.1996 - 08.1998
Bachelor of Science - Physics
Presidency College
08.1993 - 05.1996