Naveen Raj Hari
Plainsboro,NJ
Summary
To secure a leadership position in Business Development/Engagement Management within a forward-thinking organization, where I can drive growth, forge strong client relationships, and lead high-performing teams across diverse technology and service domains.
Business development professional with track record of driving growth and fostering client relationships. Known for reliable team collaboration and achieving results in dynamic environments. Skilled in strategic planning and negotiation, with focus on adaptability and effective communication.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Manager Business Development
NEC Corporation of America
01.2022 - 05.2025
- The role involves managing the relationship between NEC and its customers, overseeing all aspects of this business connection, and coordinating the necessary company resources to ensure high levels of customer satisfaction in areas such as Analytics, Data Management, and Advanced Analytics for both New and Named Accounts.
- Selling NEC Consulting Services for BI, Data Warehousing, Migration, Upgrade, New Implementation type of projects, the Managed Data & Analytics program, and related products to the client base.
- The position entails identifying new opportunities, gathering requirements, assisting with technical assessments, preparing proposals, and negotiating to close new deals within these accounts.
- In addition to sales, the role includes engagement management, which focuses on ensuring the successful delivery of services and solutions to clients.
- This involves coordinating project timelines, managing client expectations, and fostering strong relationships throughout the project lifecycle.
- The engagement manager will act as the primary point of contact for clients during the implementation of NEC solutions, ensuring that all parties are aligned and that deliverables meet quality standards.
- Furthermore, the role centers on seeking new customers and expanding relationships with existing clients. Uncover, qualify, define, propose, and close new sales orders in alignment with the company's business objectives and profitability guidelines.
- Achieving assigned sales quotas is a critical responsibility. As an initiative lead, I will support named accounts or a designated sales territory.
- I will also serve as a resource and advisor for product development, resource management, sales strategy, planning, forecasting, and execution of sales plans.
- Creating a sales portfolio and managing pipeline information is essential. Upon customer request, I will provide in-depth technical presentations and a Solution Architect on NEC Analytics and Data Management services and solutions.
- Part of my role will include demonstrating the technical benefits of NEC technology and products to assist in closing new sales. I will develop and deliver comprehensive product presentations at meetings and provide direct customers with both pre-sales and post-launch support.
- From a technical perspective, maintaining relationships with key personnel and customers is crucial.
- As a Domain Expert on Analytics, my role is to educate decision-makers and build rapport by staying updated on the latest trends.
- Excellent customer service, business communication, and sales skills, along with strong engagement management capabilities.
- Secured Multiple projects in the areas like IBM Cognos Migration to Tableau, Cognos Upgrades, Power BI Report Development, Data Warehousing Projects (IBM Data Stage / Data Manager), Implementation of Informatica, Snowflake Projects, Data Lake Projects, Data Integration Projects, IBM Maximo, SAP HANA Migration Project (Brownfield), On-prem to AWS Cloud Migration, Gen AI Deployment, LLM selections, AWS Lambda, Open AI, NEC Coutomi.
- Optimized lead generation efforts using CRM tools for better tracking, analysis, and prioritization of potential customers.
- Enhanced customer retention through excellent account management and proactive problem-solving.
- Managing $2M book of business through Repeat business Account Management.
- Provided strategic input during product development stages to ensure alignment with customer requirements and market demand, increasing adoption rates post-launch.
Sr. Manager Business Development – BI & Cloud
NEC Corporation of India
Chennai, Tamil Nadu
09.2012 - 12.2021
- Leading the Business Development team of Analytics Practice & Cloud Computing Practice at NEC Corporation of America at the offshore facility NEC India, which is part of a large organization with specializations in BFSI, Manufacturing, Energy & Utility, Public Sectors, Life Sciences & Retail, and Health Science.
- Prepared and practiced a Strategy and Business Plan (12 years) and implemented a successful go-to-market strategy.
- Being a part of Hunting roles along with the team, Played and motivated the team in going after opportunity-based accounts with faster closing deals and has been part of closing deals from the India office.
- Cold calling expert, having won several accolades for best practices and results brought into the inside sales team / direct sales team.
- Training the inside sales team to be more on pre-sales lines to elevate them from one platform to another.
- Conduct several sales training programs, not on how to sell, but on what you sell concepts.
- Implementing the Sales strategy, achieved accelerated growth both in revenue and team composition.
- Strong Functional understanding of IBM Cognos, TM1, SPSS Services, Qlik View, Tableau, SAP Bobj, and Microsoft BI from Analytics, Data Stage, Informatica, Snowflake, Azure Data Factory, Open AI, AWS Lambda, Bedrock.
- Strong Functional understanding of Amazon Cloud, NEC Cloud, and Azure Cloud Services.
- Initiated a learning culture and multiple certification programs
- Executed a 4-year project for Tm1 services from an offshore delivery center.
- Added five net new clients in BI/ DW, each contributing above $150K a year.
- Formed a GTM Team from scratch with no foundation and showed results in closing large deals.
- Provided strong leadership to enhance team productivity and morale.
- Grown a team from 1 member to a 10+ member team
- Led cross-functional teams to achieve project milestones and deliver high-quality results.
- Improved team performance by providing comprehensive training and fostering a collaborative work environment.
- Established strong relationships with clients and stakeholders, ensuring long-term partnerships and repeat business.
- Collaborated closely with peers from other departments to drive organizational success jointly as one cohesive unit.
- Managed large-scale projects and introduced new systems, tools, and processes to achieve challenging objectives.
- Mentored junior staff members for skill development and career progression within the organization.
- Increased customer satisfaction with timely project deliveries and seamless communication.
- Championed process improvement initiatives that led to significant cost savings without compromising on quality standards.
- Consistently met or exceeded annual performance targets set by senior leadership.
- Consolidated vendors and renegotiated contracts to optimize costs.
- Held monthly meetings to create business plans and workshops to drive successful business.
- Boosted team member productivity by enhancing performance monitoring and instituting motivational approaches.
- Evaluated hiring, firing, and promotion requests.
Manager – Business Development
Zylog System Limited (ZSL Inc)
10.2006 - 09.2012
- Took over the special task of Cloud Computing services, New Business Development for the Media & Entertainment.
- Leading the effort of Generating New business practices by forming a Strategic Partnership with Amazon Cloud.
- First person to show a large volume of deals to Amazon to sign a mid-size company like ZSL. Fully instrumental in setting up the strategic relationship with Amazon.
- Hunting Role – Acquiring new customers, specifically within the Target verticals of Media & entertainment.
- Prospecting, qualifying, proposing, negotiating, and closing opportunities.
- Leverage all available networks and alliances through lead penetration to uncover additional sales opportunities.
- Lead people, assign sales targets, and manage competency development.
- Leverage Inside sales to create relationships with Tier 2 and Tier 3 customers
- Re-energizing marketing efforts to rebuild the brand
- Setting up plans and roadmaps for creating a social media presence and using the power of social media to generate more leads for Cloud and CRM/ ERP services.
- Responsible for selling Web2.0 services, WebSphere products, and Silverlight technologies at ZSL
- Increased traction through targeted customer engagement programs, including presentation of points of view
- Established an account strategy to win opportunities through a consultative approach
- First impact, through penetration into one service area (Analytics) and established NEC as the single vendor in that space.
- Won significant projects without RFPs, through building trust with the customers.
- Consulting and successfully moved to a managed services model for managing their colocation services
- Delivered impressive year-over-year sales growth by building a robust pipeline of prospects through networking events and trade shows.
- Exceeded revenue targets consistently by developing tactical sales plans aligned with overarching business objectives.
- Enhanced customer retention through excellent account management and proactive problemsolving.
- Closed high-value deals with key stakeholders, leveraging strong negotiation skills and persuasive communication techniques.
- Built lasting customer relationships based on trust, transparency, and mutual success through regular communication touchpoints.
- Streamlined internal processes for increased efficiency, implementing data-driven strategies to optimize team performance.
- Maximized deal profitability by skillfully navigating contract negotiations and mitigating risks during the sales process.
- Provided strategic input during product development stages to ensure alignment with customer requirements and market demand, increasing adoption rates postlaunch.
- Managed a diverse portfolio of accounts, ensuring consistent revenue generation and long-term sustainability.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
Business Development Executive
SG Design Tech
Chennai; India, Tamil Nadu
05.2005 - 08.2006
Education
B.E - Mechanical Engineering
Madha Engineering College
Chennai, India05.2005
M.B.A - International Business
Loyola College
Chennai, India04.2013
Skills
- Technology Solutions: Business Intelligence & Data Warehousing, Artificial Intelligence & Machine Learning, Cloud Computing Services, ERP & CRM Systems
- Core Competencies: Client Relationship Management & Governance, Business Development & Growth Strategy, Digital Transformation & Value Proposition Shaping, Engagement Profitability & Program Management, Proposal Management (RFP/RFI) & Pre-Sales, ERP (SAP, Microsoft) & CRM Implementation, AI/ML, Cloud Computing, Business Analytics, Cross-functional Team Leadership & Global Collaboration
- International Business & Industry Vertical Focus: US Market Development, Client Relationship Building, Reactivating Dormant Accounts, BFSI, Manufacturing, Retail, and Healthcare
- Competitive analysis
- Proposal writing
- Decision-making
- Client relationship building
- Negotiations
- Sales presentations
- CRM platforms
- Prospect targeting
- Sales leadership
- Pipeline development
- New business development
- Account management
- Cold calling
Certification
- Received the Best Performer award from NEC Corporation for outstanding performance (2013)
- Received the Best Performer award from NEC Corporation for outstanding performance (2014)
- Received the Best Performer award from NEC Corporation for outstanding performance (2017)
- Received Award of consistency from ZSL for producing results on a consistent basis (2009,10,11,12)
- Have achieved 14 sales certifications from IBM stack products and also achieved 26 certifications from the team for the IBM stack of products in less than 25 days.
- Certified VMware sales professional
- Certified IBM ECM, Infosphere, and Guardium sales professional
- Amazon Web Services Cloud SME
- NEC Cloud SME
Accomplishments
- Accomplished reviving dormant accounts through relationship building & Competitive Solution offerings.
- Increased yearly revenue by 50% in 2017.
- Brought in 5 new customers between 2017-2023, with a total value of $2M.
- Supervised team of 10 Gotomarket staff members. combinations of cold callers, Marketing reps, Content writers, Graphix Designers, SEO Analyst.
Languages
English
Full Professional
Timeline
Manager Business Development
NEC Corporation of America
01.2022 - 05.2025
Sr. Manager Business Development – BI & Cloud
NEC Corporation of India
09.2012 - 12.2021
Manager – Business Development
Zylog System Limited (ZSL Inc)
10.2006 - 09.2012
Business Development Executive
SG Design Tech
05.2005 - 08.2006
B.E - Mechanical Engineering
Madha Engineering College
M.B.A - International Business
Loyola College
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