SUDHI MATHOLI
Richardson,TX
Summary
Seasoned Senior Director in Business Development, skilled in devising growth strategies and delivering profitable solutions. Known for fostering strategic partnerships, enhancing operational efficiency, and driving revenue growth. Demonstrated leadership abilities with a focus on team building and cross-functional collaboration to drive business objectives. Instrumental in achieving significant improvements in previous roles by identifying market trends and leveraging industry insights.
Overview
28
28
years of professional experience
1
1
Certification
Work History
Senior Director, Business Development
HARMAN Connected Services
Richardson, USA
06.2019 - Current
- Manage and run the Profit & Loss of all the named strategic accounts
- Maintain regular contacts/visits within key named accounts at established cadence which are deemed critical to Harman Connected Service’s continued success
- Work with delivery teams to ensure customer satisfaction
- Identifying potential business and work on the Master Service Agreements, Statement of Works and new Contracts
- Develop account-based marketing & sales plans, strategies, and presentations designed to enable company’s revenue growth and meet our customer needs
- Perform sales activities for assigned strategic accounts to achieve or exceed assigned revenue objectives
- Remain knowledgeable of organization's products/services to facilitate sales efforts
- Support technical bids and effort estimation
- Be the internal champion of the Customer within HCS business units
- Proactive approach in identifying potential customers based on market intelligence
- Cross-selling and up-selling opportunities
- Define market segments where optimum return on investments can be achieved
- Identify, categorize and finalize the prospects
- Identify investment opportunities based on market dynamics
- Create account plans and reach out strategy for identified prospects
- Present company capabilities and proposed solutions
- Conduct needs analysis, finalize Scope of Work and establish Master Services agreements with new customer organizations
- Sales to Delivery Handover, involve in selection of delivery establishment
- Manage Client visits to Delivery sites
- Prepare a phase by phase approach long term plan for execution
- Enablement of people, process and tools for the clients
- Manage P&L for the portfolio of named accounts
- Managing/suggesting evolving cost models according to client’s needs
- Budgeting and Financial Planning
- Keeping a tab on the overheads, and improving the efficiency and profitability
- Create mutually beneficial business models working with key customer stakeholders, and HARMAN finance & delivery teams
- Re-engineer processes and existing models to enhance profitability
- Brainstorm with key decision makers to develop solution proposals (RFI/RFP)
- Help teams create new solutions in emerging technologies
- Annual/Quarter/Monthly forecast of Strategic Business Unit(SBU)’s financial performance against budget, operational goals
- Consolidation of monthly activity and generation of Month/Quarter-end reports
- Planning and scheduling project goals and estimating tasks
- Reviewing the status reports of team members across projects and suggest internal improvement
- Project planning and development
- To increase efficiency & effectiveness of support services suggesting improvements to each function( HR/Finance/Recruitment/IT) and communicate between them
- Conflict management between various functional groups
- Resource planning & management
- Improvising resource utilization action plans
Senior Director, Sales & Business Development
HARMAN International Industries Canada Ltd.
Oakville, Canada
01.2018 - 06.2019
- Prospecting; identify potential new business opportunities for HARMAN in Canada
- Conduct business meetings with key contacts and grow business relationships with existing HARMAN Canada clients through workshops, solution discussions and articulating value propositions leveraging deep knowledge of the company’s IP/products solutions, and expertise.
- Effectively combine prospecting and account marketing activities to maximize revenue and growth.
- Contact and visit named strategic accounts which are critical to HARMAN’s continued success.
- Develop Canada wide business development & sales marketing plans, strategies for different industry verticals, and participation in events where HARMAN could showcase its products/services
- Develop demos and presentations designed to communicate company’s value proposition to the target market segment
- Responsible for revenue growth and monitoring customer needs & expectations.
- Forecast, budget, plan, track and report annual, quarterly, and monthly sales revenue streams accurately.
- Maintain regular connects with key customers to review program implementations by HARMAN, and seek customer feedback, draft account improvement plans if necessary.
- Continual upkeep in terms of knowledge of organization's products/IP’s/services to facilitate sales & business development efforts.
- Conduct needs analysis workshops to discuss customer needs and how to best utilize HARMAN’s products and services to achieve customer’s intended outcome.
- Prepare techno-commercial bids, and support effort estimation exercises for solutions envisioned
Technical Solutions Director, Software Systems and Platforms
Symphony Teleca Services
Mountain View, USA
03.2014 - 12.2017
- Serving as an individual contributor using prior work experience and knowledge of software systems and applications to conduct business-operational needs-analysis from a technology perspective, interface with customer contacts for software requirements gathering, and proposing solutions for enterprise system needs, and eventually to meet business requirements;
- Analyzing information software and systems needs, articulating proposed solutions, and demonstrating them to customer contacts
- Automate and improve existing systems, as well as reviewing computer system capabilities, workflow and scheduling limitations;
- Develop documents and revising system design procedures and quality standards
- Making recommendations on buy vs build of software packages;
- Analyzing market trends in specific industry domain, and providing solutions to drive product/platform strategies;
- Working with Symphony Teleca/Harman solution business units to drive growth across verticals;
- Working with Sales and Marketing teams to ensure strong proposals for furthering account growth, and support/coordination among company’s internal group on delivering effective solutions, and
- Utilizing prior application software engineering knowledge to contribute towards value-based solution cycles with the customers
- Which became HARMAN Connected Services, Inc.
Business Development Manager
HCL America, Inc.
01.2012 - 03.2014
- Key member of HCL Engineering R&D Services (ERS) team responsible for servicing customers in the Hi-Tech vertical (Telecom, Networking & Storage), working in the capacity of Business manager, and client partner. Contribute towards growth of business with three select HCL’s customer organizations.
Business Development Manager
HCL Technologies Canada
07.2009 - 01.2012
- Key member of initial HCL Canada Geography team established in 1st half of 2009, jointly led HCL’s efforts in growing HCL’s customer base in Eastern Canada. Working in the capacity of Business development manager, engaged with three major HCL’s customer organizations.
Associate Consultant/ Business Development Manager
TATA Consultancy Services Canada, Inc.
, Canada
12.2005 - 06.2009
- Joined TCS Canada organization in Dec 2005. Worked in the capacity of Assistant Consultant/Business Development manager at TCS Canada, engaged with five major TCS’ customer organizations in Eastern Canada.
Program Manager
TATA Consultancy Services Limited
, India
07.2005 - 11.2005
- Support and Maintenance projects for several modules/functions to ensure the Best Buy stores run smooth with store related online & back office systems and enable those are ready and available for business operations.
Program Manager
TATA Consultancy Services, USA.
, USA
04.2005 - 07.2005
- Support and Maintenance project to ensure the stores run smooth with store related systems available for business.
Management Trainee
TATA Consultancy Services Limited
, India
01.2005 - 04.2005
- Underwent intensive training program on Business analysis, IT Consulting, Sales and Marketing. Training on understanding key levers of business administration, business transformation that can be enabled by information technology.
Project Manager/ Programmer Analyst
TATA Consultancy Services, USA.
, USA
03.1999 - 01.2005
- Support and Maintenance project to ensure that the business activity at the stores run smooth with store related systems available for business.
Programmer/ Systems Analyst
TATA Consultancy Services Limited
, India
07.1997 - 03.1999
- The project was to provide an IT solution to automate the export and import processing activities carried out at Tata International Limited.
Education
BACHELOR OF ENGINEERING - ELECTRONICS & COMMUNICATION ENGINEERING
ANNA UNIVERSITY CHENNAI
India05.1997
DIPLOMA - SOFTWARE TECHNOLOGY & SYSTEMS MANAGEMENT
ACADEMIC COUNCIL OF NIIT
India01.1997
Skills
- Software product engineering
- Customer relationship management
- Sales forecasting
- Account-based marketing
- Profit and loss management
- Market intelligence
- Revenue growth strategy
- Team collaboration
- Effective communication
- Project management
- Conflict resolution
- Process improvement
- Solution development
- Organizational development
- Stakeholder relations
- Collaborative leadership
- Team building and motivation
- Data analytics
- Business development
- Story pitching
- Negotiation
- Financial reporting
- Performance management
- Value engineering
- Efficiency improvement
- Sales management
- Innovative business models
- Internet of Things (IoT)
- Digital security
- Machine learning and AI
- Over-the-air (OTA) technology
- Enterprise IT systems
- Needs analysis
- Problem diagnosis
- Strategy frameworks
- IT roadmap development
- Business process improvement
- Recommendation presentation
- Program governance
- Strategic planning
- Client relationship management
- Service delivery management
- Contract negotiation
- Team building
- Profitability management
- Industry expertise in hi-tech, telecom, and unified communications
- Networking and data storage expertise
- Retail, media publishing, and manufacturing knowledge
- Transportation sector experience
Languages
English
Full Professional
Hindi
Limited
Certification
AWS Partner: Cloud Economics Accreditation
Accomplishments
Top performer award, 2024 Sales Excellence
Timeline
Senior Director, Business Development
HARMAN Connected Services
06.2019 - Current
Senior Director, Sales & Business Development
HARMAN International Industries Canada Ltd.
01.2018 - 06.2019
Technical Solutions Director, Software Systems and Platforms
Symphony Teleca Services
03.2014 - 12.2017
Business Development Manager
HCL America, Inc.
01.2012 - 03.2014
Business Development Manager
HCL Technologies Canada
07.2009 - 01.2012
Associate Consultant/ Business Development Manager
TATA Consultancy Services Canada, Inc.
12.2005 - 06.2009
Program Manager
TATA Consultancy Services Limited
07.2005 - 11.2005
Program Manager
TATA Consultancy Services, USA.
04.2005 - 07.2005
Management Trainee
TATA Consultancy Services Limited
01.2005 - 04.2005
Project Manager/ Programmer Analyst
TATA Consultancy Services, USA.
03.1999 - 01.2005
Programmer/ Systems Analyst
TATA Consultancy Services Limited
07.1997 - 03.1999
BACHELOR OF ENGINEERING - ELECTRONICS & COMMUNICATION ENGINEERING
ANNA UNIVERSITY CHENNAI
DIPLOMA - SOFTWARE TECHNOLOGY & SYSTEMS MANAGEMENT
ACADEMIC COUNCIL OF NIIT