Nizam Talapady
Senior Sales Engineer / Senior Presales Consultant
Doha
Summary
SENIOR SALES ENGINEER / SENIOR PRESALES CONSULTANT - CYBER SECURITY AND MANAGED SERVICES
Enthusiastic Sales Engineer eager to contribute to team success through hard work, attention to detail and excellent organizational skills. Clear understanding of Cybersecurity and Cloud Managed Services.
Overview
16
16
years of professional experience
4
4
years of post-secondary education
5
5
Certificates
Work History
Senior Sales Engineer / Senior Presales Consultant
Information Security and Cloud Managed Services, malomatia Technology Services
Doha
09.2018 - Current
- Single point of contact for bid ownership for Information Security Services, Technology Project Services, Application and Infrastructure Managed Services
- Contributed to 3x growth in Cybersecurity and Smart Cloud Managed service sales over last 3 years with ~QAR 800m in revenue. Responsible for winning major government and private clients in the State of Qatar specially under Transport and Communication, Aviation, stock exchange, Government Network and Public Cloud sectors
- Rapidly understand business and technical requirements for MSPs security direction and build responses to them with definite, high quality, and apt solutions
Understand security landscape and help MSPs understand how different solutions compliment/compete with one another to guide them to a comprehensive solution - Participate in overall cybersecurity design for customers. Experience in LogRhythm, Splunk, Sentinel, Elastic Search, Nozomi, Corelight etc
- Handle individual security specific and large integrated RFI/RFP responses end-to-end
- Provide customers with strategies, experiential learning, and innovative solutions in cyber security
- Share best practices, solving specific business problems differently from knowledge and experience
- Cyber security subject matter expert, supporting marketing events – conferences, customer demos, capability show case, webinars, etc.
- Conduct training sessions with individuals and groups both in-person and online
- Provide all necessary technical expertise to facilitate Sales Qualification Process
- Advocate and voice of partner for internal teams, providing critical feedback on Security solutions to Product Development, Service, and Marketing
- Continuous self-improvement and learning to maintain current technical knowledge, participate in technical communities of interest
- Identify problems in customer environments; effectively engages customers at technical field and technical management levels
- Risk tracking and management throughout the bid process
- Become the point of contact and answer all technical questions regarding proposals, presentations, installations, configurations, products, and services
- Support Sales Team assisting them with their technical needs with opportunities
- Collaborated with sales and engineering to meet and exceed revenue targets
- Communicated complex sales and engineering concepts to prospective users clearly and with constant customer focus
- Proposed technical solutions and developed prototypes that addressed customer requirements and generated sales
- Led white-boarding sessions and worked independently to map requirements to valid use cases that highlighted product capabilities
- Investigated competitor technical specifications, product data and industry standards and continually developed knowledge of product offerings
- Developed and managed complex sales programs and project structures, schedules, budgets and resource plans
- Contributes to sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action
Presales Consultant
Integrated Managed Infrastructure, IBM Pvt Ltd
Bangalore
02.2014 - 08.2018
- Owner for Managed Services Opportunities across Cloud platforms – Centre of Competence for Global offering providing design, build, migrate and run/manage Infrastructure services across Enterprise IT (traditional and cloud ecosystems) with standard delivery model
- Contributed to major wins with around a total of $150m in signings
- Advocate for customers through a journey of Hybrid Cloud evolution and providing them with technologies and solution which can help them focus on their core business and consume IT as a service. Worked with clients for providing managed services, orchestration services and platform as a service across private and public cloud platforms (IBM Cloud/AWS/Azure). Perform fit gap analysis on customer requirement to fit to standard deliverable models offered
- Deal consultation, Solution approach, Solution reviews, Solution optimization, delivery interlocks/approvals
- Collaborate with Small and Mid-Market Account Executives in a fast-paced sales environment to identify and uncover customer business goals, needs and pain points
- Demonstrate value proposition of company's solution through highly customized product demonstrations
- Create strategic and technical sales strategies, presentations and product demonstrations for small and mid-market and level customers
- Provide technical responses to RFPs / RFIs and optimized binding cost to deliver Customer requirements
- Leverage knowledge of product and market to help ramp SMB Account Execs to become self-sufficient with their own demos
- Develop and create customer facing collateral
- Enable sellers across Geographies on offering updates and new methods of consumption.
- Gained customer acceptance by demonstrating cost reductions and operations improvements
- Contributes to sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action
- Recommended changes, improvements or enhancements in products to product development team based on customer feedback
- Prepared cost estimates and bid documents by studying customer RFPs and consulting with project managers
- Led projects and analyzed data to identify opportunities for improvement
- Learned new skills and applied to daily tasks to improve efficiency and productivity
- Participated in continuous improvement by generating suggestions, engaging in problem-solving activities to support teamwork
Operations Manager
IBM Pvt Ltd, IBM Global
Bangalore
12.2011 - 01.2014
- Implemented process improvement to shape organizational culture, optimize procedures for higher efficiency and help company evolve and grow
- Worked in matrix management environment with oversight of division level managers, operations, sales, finance, human resources, safety and compliance
- Avaya project – Worked in designing, planning, risk analysis, recording announcements, testing and Implementation.
- Led improvement initiatives to advance operational efficiencies and increase revenue
- Introduction of Chat project – Directed planning/training/creating work instructions
- Worked as Junior Engagement Manager for Global Delivery Framework
- Project Elephant to introduce Linux platform for all privilege users - planning/scheduling/testing
- Employee engagement – worked as a tower lead to arrange for weekly fun Fridays.
- Assigned to number of critical projects to overcome client escalations and account being jeopardized
- Directed planning, design, brain storming and implementation of TSD Project - project to rebuild TSD (ticketing help tool) with resolution steps which can change entire setup of CSC. This tool will hope to bring improvements in AHT, FCE, Standardized solutions, Reduced SME floor support, Better documentation and better-quality tickets. This tool will also be independent of OS which will help resources work directly on Linux
- Received “Eminence and excellence award” for 2012 and 2013
- Received “Manager Shines” award for 2013
- IVR Designer in project to study/design and upgrade telephony systems for around 5 accounts across service lines. Project included meetings with account owners, discuss and identify top call drivers/important applications and re-design
- Identified as a Talent Spark for 2 consecutive years from IGA CSC
Subject Matter Expert/Dispatcher
IBM Pvt Ltd
Bangalore
03.2008 - 11.2011
- Built first of a kind dispatching system to solve a long running dispatching issue which was then implemented across IBM support service line
- Supported enterprise and business goals by introducing new product and service offerings
Collaborated with management to identify and prioritize new development concepts - Conducted/initiated Fridays fun activities, GDF Quizzes, Painting and other innovative competitions
- Appointed as Associate for GDF
- Major contributor in creating plan for exit activities
- Resource training on new services and products
Senior Technical Analyst
IBM Pvt Ltd, AZ
Bangalore
04.2007 - 02.2008
- Supported technology design, testing and execution by providing research-based product and process knowledge
- Provided technical and functional recommendations based on project requirements
- Promptly resolved technical issues for staff to minimize downtime
Technical Support Analyst
Dell International Ltd
Bangalore
06.2006 - 03.2007
Education
Bachelor of Engineering - Telecommunications
Siddaganga Institute of Technology, Hindustan Aeronautics Limited
Tumkur, Karnataka, India 06.2002 - 06.2006
Skills
Sales Engineer / Sales Strategist
Accomplishments
- Contributed to 3x growth in new Clients for Cybersecurity over last 3 years with ~QAR800 million Sales revenue. Responsible as a Sales Engineer for winning major government and private clients in Qatar specially under Transport and Communication, Aviation, stock exchange, Government Network and Public Cloud sectors
- Won TASMU Smart Qatar Platform project on Azure Cloud for ~QAR 300 million, a first of its kind project, lead enabler of the Smart Qatar vision
- Reduced solutioning cycle by ~5 times by introducing templates, re-usable contents and solutioning standardization
- Upsold new and advanced products and systems to increase sales
- Collaborated within the organization to cross sell services and products by packaging the offered services
- Implemented new GTM strategies for the sales for more effective service selling
- Exceeded quarterly objectives by as much as 80% on a regular basis.
- Launched new services to the portfolio based on market apatite and foreseen business growth
Certification
Certified Information Systems Auditor (CISA)
Timeline
Senior Sales Engineer / Senior Presales Consultant
Information Security and Cloud Managed Services, malomatia Technology Services
09.2018 - Current
Presales Consultant
Integrated Managed Infrastructure, IBM Pvt Ltd
02.2014 - 08.2018
Operations Manager
IBM Pvt Ltd, IBM Global
12.2011 - 01.2014
Subject Matter Expert/Dispatcher
IBM Pvt Ltd
03.2008 - 11.2011
Senior Technical Analyst
IBM Pvt Ltd, AZ
04.2007 - 02.2008
Technical Support Analyst
Dell International Ltd
06.2006 - 03.2007
Bachelor of Engineering - Telecommunications
Siddaganga Institute of Technology, Hindustan Aeronautics Limited
06.2002 - 06.2006
Certified Information Systems Auditor (CISA)
AZ-900 Microsoft Azure
Information Technology Infrastructure Library (ITIL)
Microsoft Partner Sales
Cybersecurity Design and SOC Operations
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