Pallav Vidwans
Charlotte,NC
Summary
Client Partner at Iris Software Inc. with extensive experience in consultative sales and account management, achieving significant revenue growth for Fortune 500 clients. Managing a $7M portfolio, consistently surpassing performance targets while increasing customer lifetime value through effective relationship management.
Results-driven sales enabler with several years of experience in technology product & solution services
Skilled in developing lasting client rapport based on knowledgeable support and consistent service.
Proficient in developing and applying presales, sales & marketing strategies to accomplish organizational goals & objectives.
Overview
19
19
years of professional experience
4
4
Certifications
Work History
Client Partner
Iris Software Inc.
Charlotte, USA
07.2023 - Current
- In my role as Client Partner, I manage Transport and Logistics portfolio for Iris Software Inc. in the North American region.
- I own a portfolio of USD $7Mn pa (account management target) for Iris, responsible for managing Fortune-500 Accounts (accounts over USD $1 Bn+ in revenues) for Iris, within Transport & Logistics, Manufacturing and Retail sector.
- Solely responsible for account growth and scale within the sector.
- Managed Enterprise Implementations, Cloud Migration initiatives, and Advanced Tech Adoption (GenAI, AI, MLOps, RPA, Data Engineering, Data Science, and Data Product solutions) within my portfolio.
- Drove opportunities through consultative sales from solution development to implementation and support, enhancing managed services year-on-year.
- I work closely with Technology Practice, Solution and Delivery teams to gain excellence within the accounts.
- I collaborate closely with client executives (CIO & VP offices) to understand their business problems, work with internal solutions and technology practice team to build solutions.
- Supported Front-End Sales teams in shaping deals for new prospects and participated in presentations while pursuing new accounts, responsible for onboarding them for farming and growth.
- I conduct workshops with client teams and platform partners – by structuring proof of value implementations followed by scale development and post-production support.
- Drove bids and opportunities within the account while collaborating with the presales team.
- I work closely with other sales and client partners to support them with cross-sell and up-sell ideas, within their respective accounts & pursuits – ensuring we collectively achieve our targets and meet the business expectations.
Global Bid Management
Iris Software Inc.
Pune, India
01.2022 - 07.2023
- Managed presales function for opportunities across verticals (Insurance, Manufacturing, Retail, Transport & Logistics, Product Services) within Iris’s Enterprise Services Business Unit.
- Drove sales pursuits with total contract value exceeding USD 20 million and annual contract value over USD 10 million.
- Structured management of all pursuits from team assembly to adherence to bid timelines, producing solution responses and proposals aligned with client expectations.
- Defined and managed the presales cycle for all opportunities, supporting technical conversations at Level 1 and Level 2 sales meetings.
- Experience of collaborating with Global Teams to develop and deliver compelling proposals for clients and taking part in client presentations, post shortlist.
- Facilitated handover of awarded opportunities to delivery teams, ensuring smooth transition.
Lead Innovator – NWE
Fujitsu Consulting India Pvt. Ltd.
04.2020 - 12.2021
- Utilized Model Based Software Engineering (MBSE) and Infrastructure as Code techniques to establish a baseline architecture, collaborating with technology teams to design prototypes using Adobe XD, Figma, Visio, Draw.io, and Archimate, delivering tangible solutions in agile and scaled agile environments.
- Collaborated with customers from design thinking stage, applying UI UX principles, prototyping, and business analysis to translate product offerings into customer solutions, including partnerships with academia and research organizations for fact-based consulting.
- Developing solutions with Lead Architects and Consultants from business and breaking the requirements down into tangible Minimum Viable Product, Proof of Value, Proof of Concept, Proof of Business or Proof of Technology.
- Working on opportunities relating to Hyper Automation, Quantum Compute, IoT & Edge Compute Services, Big Data & Analytics, AI/ML, NLP, Sustainability, and has strong understanding of business purposes and technology tools to achieve the business need.
- Strong advocate of Fail Fast – Recover Fast – Scale Fast standards, and well conversant with working in sectors such as Banking & Financial Services, Telecom, Manufacturing, Retail & Hospitality, Media & Transport.
- Cultivated alliances with OEMs and Tier 1 enterprises to enhance collaborative opportunities.
Head of Ops – Digital Business Services, UK&I
Fujitsu Consulting India Pvt. Ltd.
01.2019 - 03.2020
- Managed P&L and operations for DBS Business Unit with portfolio strength of USD 18 million and achieved YoY growth target of 20-25%.
- Mid Term Planning, Quarterly Revenue Forecasting (QxRF) and keeping keen eye on Sales Managed vs. Actual deal TCV on daily basis. Developing and maintaining billability profile (Allocation – Utilization – Billability) for a team of 120 members, across Northwestern Europe and UK&I. Leadership reporting for financial performance, Sales & Presales Performance.
- Tracked and maintained monthly, quarterly, half-yearly, and annual forecasts against top-line targets.
- Developed quotas and targets for sales and business development teams, collaborating with sales and leadership to ensure accurate month-on-month reporting.
- Strong experience of cross cultural – offshore and onshore team management – spread across, India, UK&I, and Europe.
- Program Managing internal automation and technology promotion to business teams & externally.
Bid Manager within Global Sales Enablement Team
Fujitsu Consulting India Pvt. Ltd.
05.2016 - 12.2018
- Managed & driven pursuits with TCV over USD 90 Mn, and ACV over USD 18 Mn.
- Driving pursuits & opportunities across EMEIA, & North America region with a revenue target circa USD 25 Mn (USD $7 Mn+ from existing accounts and about USD $18 Mn+ from net new accounts).
- Prioritized actions and defined response roadmap for pursuits, collaborating with line of business owners – Application Services, Remote Infrastructure Services, Service Desk & Service Management – to create unified messaging for customers while meeting deadlines.
- Defining the win theme with business stakeholders.
- Assemble right team mix, including commercial, finance, technology, delivery, and business stakeholders, to address the pursuit solution components.
- Engaging with existing and new customers along with regional sales teams.
- Analyzed customer requirements and communicated new offerings to existing clients.
- Ability to articulate business requirement / business problems, while working on RFx, and translate the same for delivery and business, by demonstrating thought leadership.
- Developing Short term and long-term gains for both business and customer, including deliverability.
- Implemented STAR management framework to strengthen stakeholder engagement and accountability.
- Oversaw a diverse portfolio of clients and accounts.
- Engaged in strategic change and transformation programs to establish Robotic Process Automation Factory and IoT services across delivery locations including Poland, Portugal, Philippines, and Russia.
Presales & Engagement Consultant
Fulcrum Worldwide (UK) Ltd.
01.2011 - 05.2016
- Started as a Presales executive with Fulcrum in 2011 and was key contributor to Enterprise Solutions Group managing global presales services under organizations leadership. I managed the entire pursuit lifecycle for RFX’s together with Enterprise Architect for EMEIA, APAC, and Americas.
- Established strong credibility as sales enabler and engagement advisor, demonstrating proven track record in presales and client engagement, adherence to processes and standards, and commitment to exceptional client experience through effective risk management and value delivery.
- As a client partner have managed over 11+ strategic accounts in the UK spanning across programs, projects, and product development.
- Working closely with global and regional sales teams to device strategies to reach out to target customers and build existing relationships stronger by delivering value via active consulting. Extensively involved in farming new opportunities with existing clients.
- Contributed to Higher Education (Public Sector, UK) clientele as engagement manager, collaborating with technology and delivery teams on initiatives including Enterprise CRM strategy review and implementation, Office 365/SharePoint 2013 portal implementation, SharePoint migration, managed services (IT support & transition – L1, L2 & L3 services), and Enterprise Service Bus integration framework assessment and implementation.
- Managed and supported the Higher Education (Public Sector, UK) practice as a business leader alongside the VP of Product Engineering and the Enterprise Architect.
- Negotiated contract extensions with clients to secure three-year agreements.
- Involved in System & Solution Engineering with Technical Architects & Solutions development team for medium to large scale deals.
- Active contributor to company’s strategic initiatives, vision, and business goals.
- Worked very closely with interactive services team and developed practice for Media, Advertising, & Publishing sector with domain experience and product knowledge.
- I was working with Fulcrum Worldwide (UK) Ltd. as a Client Services Manager managing presales, sales engagements, and sales enablement activities since 2011. Deputed to UK since Aug 2011 as a Client Engagement specialist supporting regional presales, sales support, and active client engagement.
E-Commerce & Business Consultant
Compubrain, India
Ahmedabad, India
01.2010 - 01.2011
- Led business analysis and consulting for marketing and branding initiatives at Compubrain, managing web, e-commerce, SEO, SMM, SCM, IRM, and web development projects.
Technical Sales Engineer & Sr. Software Engineer
Aivea Software Pvt. Ltd.
Bengaluru, India
05.2008 - 01.2010
- Collaborated with VP Sales on sales and presales enablement as a Techno Commercial Engineer at Aivea.
- Acted as primary liaison for client communications for client business and engagement management with regional head of operations.
Software Engineer
AxisTecholabs
Ahmedabad, India
12.2006 - 05.2008
- Developed software solutions for enterprise customers, enhancing functionality and user experience.
Education
MBA - IT Major
Symbiosis International University
Pune. India12-2012
Bachelors in Information Technology - Information Technology
Dharmsinh Desai University
Nadiad05-2007
Skills
- Active Listening
- Account Management
- Consultative Sales
- Solution Development
- Complex Deals & Pursuit Management
- Market research
- Sales Process Engineering & Sales Enablement
- Client Relationship & Retention Management - Improving Customer Lifetime Value
- Lead identification and generation
- Sales funnel management
- Pricing & Commercial Models
- Driving Revenue Growth & P&L Management
- Stakeholder Engagement
- Business Development
- Cross-Selling Techniques
- GTM Strategy
- Demand Forecasting
Domain & Industry Experience
- Transport & Logistics Sector - Experience of working with 3PL and 4PL providers, encompassing LTL, FTL, Expedite, Global Freight Forwarding, Last Mile, Brokerage, Multimodal. Intermodal, Ocean Freight and Marine Logistics Services.
- Transport Sector - Experience of working with Rail, Road & Air transport terminals in the space of technology products & infrastructure services.
- Media & Advertising Sector - Experience of working with advertising agencies that specialize in print & digital media.
- Retail Sector - Experience of working with retail services providers for their in-store & web technology solution services.
- Public Sector - Experience of working with some of the prominent Russell Group Universities, UK Government entities and G-Cloud in the UK.
- Energy & Utility - Experience of working with energy & utility services companies in the UK.
Certification
- Trained by Dale Carnegie Centre of Excellence - Design Thinking and Strategic Sales Management
- Trained in Shipley’s Winning Business Methodology & Bid Management Standards
- ITIL V3—Foundation (2017)
- Certified Scrum Master (2014-16)
- Certified Associate Project Manager (CAPM)
- PMP & Leading SAFe Practitioner (2020—21)
References
Customer References Available on Request
Travel Readiness
US B1/B2, 2028
Timeline
Client Partner
Iris Software Inc.
07.2023 - Current
Global Bid Management
Iris Software Inc.
01.2022 - 07.2023
Lead Innovator – NWE
Fujitsu Consulting India Pvt. Ltd.
04.2020 - 12.2021
Head of Ops – Digital Business Services, UK&I
Fujitsu Consulting India Pvt. Ltd.
01.2019 - 03.2020
Bid Manager within Global Sales Enablement Team
Fujitsu Consulting India Pvt. Ltd.
05.2016 - 12.2018
Presales & Engagement Consultant
Fulcrum Worldwide (UK) Ltd.
01.2011 - 05.2016
E-Commerce & Business Consultant
Compubrain, India
01.2010 - 01.2011
Technical Sales Engineer & Sr. Software Engineer
Aivea Software Pvt. Ltd.
05.2008 - 01.2010
Software Engineer
AxisTecholabs
12.2006 - 05.2008
MBA - IT Major
Symbiosis International University
Bachelors in Information Technology - Information Technology
Dharmsinh Desai University