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Director and Business Head

з 11.2016 по нині (7 років 6 місяців)
Mauj Mobile Pvt Ltd, Mumbai, Indoa (Mobile gaming and digital products)

Key responsibilities: -
A. Winning new accounts globally
- Winning accounts globally across 28+ markets – a total of 25 new relationships set up. Operators partnered with include 50+.
- Seeking out system integrators globally with existing relationships with customers as an alternate Go To Market strategy which reduced time to market significantly. Managing these SI relationships intensely to win share.
- Commercial negotiations on revenue shares, platform fees etc to set up the business. Evaluating at point of entry business cases for presenting to CEO / Founder and meeting these business case expectations consistently.
- Negotiating product roadmap with the new partner. In several cases, building customised or co-branded products.

B. Growing revenues through product roadmap discussions and platform deals
- Interacting with operators to understand product market, characterizing subscription
model, price points for better product adaptation.
- Strategic discussions with operators on platform deals, presentation to decision-makers
and business conclusions.

- Working closely with internal cross-function and convincing external cross functions on
benefits.
C. Using Analytics to grow profitable revenue streams
- Using data analytics tools like Tableau to understand customer subscription revenue
profiles, cohort analysis to understand profitable pools of customers – geography +
product clusters.
- Working with the marketing teams to maximise profitability, reduce break-even
timelines through reducing the cost of customer acquisitions.
- Working with product teams to understand customer churn and interventions that will improve retention and lifetime profitability of users.
- Negotiating revenue shares with telecom operators on the basis of profitability of customer cohorts.
- Delivering insights on customer behaviours to telco partners which enabled building business jointly.
D. StrategicandtacticalrevenueplanningacrosstheportfolioofTelecomoperatorsandproducts
- Opening discussions with operators to get products presence on their properties.
- Negotiating commercials for on-deck and D2C business models.
- Participating in new business initiatives with operators.
- Expanding business through new products launches in various territories based on market insights.
- Pitching to empower products as operators white-label product.

Accolades:
Opened 28 New countries with 50+ carriers
Opened markets – Mexico & LATAM | CIS | Europe | Middle East | Asia | SEA Made Mexico & LATAM and ME biggest market, contributes 60%-70% revenue. Group agreement for LATAM and Africa markets
Built a strong relationship for the Middle East market
An established new relationship with carrier and aggregators

National Business Manager – Digital Products & Platforms

з 01.2011 по 10.2016 (5 років 9 місяців)
Bharti Airtel Limited, Gurgaon, India (Third largest mobile operator in India)

Key responsibilities: -
A. Identify opportunities to reach new market segments and expand business
Jan’11 – Oct’16
- Whist Airtel had continued with legacy VAS products. Digital products strategy worked and proposed D2C model to tap the data usage segment.
- D2C model was introduced to key partners to evaluate the growth. It had given immense growth and after a certain level, this model had been contributing 50% of VAS revenue.
B. Coordinate sales and marketing efforts to boost revenue and brand awareness
- Communication to circle teams on change in D2C and VAS policies. Joint discussion
and feedback session to understand respective circles market insights.
- Convincing presentation for promotional bandwidth and budget allocation.
- Set up a reporting process to monitor business performance.
C. Strategic initiatives
- Assisted the top management in determining the VAS & D2C growth plans and
policies so that all the problems of the process of planning may be removed and
sound plans and policies may be formulated.
- Participated in CEO presentation and media planning for single destination platform
launch (56789) across all channels IVR, SMS, WAP and USSD.
- Worked with CEO, CMO for a joint ventured project (IKSL). Business contact for Airtel
related platform requirements, growth plans, circle spocs management and platform partner management.
D. Evaluate the Product and new product launches
- Single handily managed 50+ partners. Responsible for national and circle level
product launches.
- Evaluated differentiated products and brought them to the D2C model. Formulated
smooth on-boarding and timely payment processes.
E. Partner management
- Forecasting revenue, product planning and price fixation with partners.
- Prepared a roadmap of advertisement/promotion and specify the channels of
distribution.
- Worked on the grievances of consumers and introduces strict R&P policy (Reward
and Penalty) for partners.
F. Launch of specific projects - SmartAPI and Single destination platform
- Business contact for SmartAPI launch (an online portal to on-board new partners).
Made sure their issues timely addressed and always motivated towards the platform.
- Core team member of one of the biggest launches (i.e. single destination VAS
Accolades:
product -56789) in Airtel from conceptualization to launch including TVC.
Onboarded 20 Content Partners [video, games and movies partner] per month through SmartAPI Digital Products – Gaming and Videos growth 75%
Revenue Growth 103 %
Successfully National launch of PPU Contest
56789 progress – Call by 125%
Rural VAS revenue growth 49% within a year
Successfully revamped Nokia Life Tools – Revenue Growth by 36%
Increased listening base in IKSL, reduced cost in various form
56789 progress in 3 months – Call by 24%, MoU by 15%, UU by 24% and Conversion by 47%

Account Manager and Sr. Product Manager - VAS

з 07.2006 по 12.2010 (4 роки 5 місяців)
Times Internet Limited, Gurgaon, India ((Part of one of the biggest media – Times of India (a ))

Key responsibilities: -
- Maintained constant contact with key clients to develop service offerings and
answer needs.
- Coordinated with team and directors to facilitate customer projects
- Kept projects on budget and moving efficiently through objectives
- Developed all documentation, schedules and instructions for the team.
- Inspected and signed off on all concepts, proofs, and final products.
- Help them to win CWG mobile rights.
- Framed strategy for mobile department, worked directly with the CEO and CTO.
- As a mobile architect, innovation around the mobile blog, mobile advertising, CRBT
conglomerate
Accolades:
and mobile commerce.
Tata Docomo Account management – Wap, IVR and SMS
Demo presentation to BCCL on mobile-blog.
Successful pilot launch of Affle-SMS2.0 content selling and advertising service. Conceptualised Mobile Commerce product & subsequently launched.

Project lead – VAS products (APAC, Turkey)

з 06.2005 по 07.2006 (1 рік 1 місяць)
Telenity System Software Pvt. Ltd, Delhi (eading digital services and solutions for communications service providers, known for Location-Based Services.)

Key responsibilities: -
- Led and managed the project team and coordinated with Turkey teams.
- Determined the methodology used on the project.
- Provided regular updates to upper management and client (BSNL).
- Performed presales activities including RFP (Request for Proposal), Solution
Architecture and Assistance in Contract signing.
- Developed a project plan along with a super contractor (Nokia systems).
- Managed deliverables according to the plan.
Bennett Coleman Limited
Accolades:
Appointed as project lead for BSNL –North LBA implementation.
Owned LBA portability POC on IBM servers.
Successful live demo conducted for BSNL-North on Location-Based Applications, RTMS (Resource Tracking Management System) & PFS (People Finder Service).
Nominated for VAS services implementation for Turk Cell, Turkey.

Exe. engineer – IT VAS (owned 6 circles)

з 08.2004 по 06.2005 (10 місяців)
Hutchison Essar (Vodafone), Delhi ((The largest mobile operator in India))

Key responsibilities: -
- Application development and IT support for all Value Added Services, both internal
and external customers.
- Suggested new products development based on latest technologies which could
increase ARPU from VAS services.
- Worked with Marketing & evaluate new VAS applications for ARPU and Branding.
- Evaluated all vendor solutions on the Hutch network and subsequent approval for
subscriber usability of VAS.
- Managed enhancements of all VAS based IT hardware and software components.
- Vendor evaluation for all VAS based services and subsequent sign-off.
Accolades:
Rewarded for MPIN application development before timelines.
Rewarded for migration of services i.e. prepaid application and SMS services.

Software engineer

з 01.2003 по 08.2004 (1 рік 7 місяців)
Estel Technologies, Delhi ((The telecom software platforms company))

Part of the technical team for SMS & IVR (speech Recognition) based Value Added Services (VAS). This service is offered to various Mobile Operators in India and Abroad. Have a fair understanding of the technology involved in VAS content and SMS (Push/Pull) service delivery mechanism on GSM platform.
Accolades:
SMS based content delivery services launched.
Responsible for Times Internet Limited Voice-based IVR services development and deployment [128888]. Launched pan India IVR services for Times Internet Limited.

Освіта

Narsee Monjee Institue of Managment Studies

Management, Mumbai
Вища, з 2008 по 2010 (1 рік 10 місяців)

UP tech University, Lucknow, India

Masters in Computer Application, Lucknow, Indoa
Вища, з 2000 по 2003 (2 роки 5 місяців)

Знання і навички

Знання мов

Англійська — вільно

Додаткова інформація

I am currently Director and Business Head at Mauj Mobile, responsible for revenues and profitability of the business. Mauj Mobile which is a digital media company, is part of People Group, which is funded by Tier 1 VCs - Sequoia Capital, Westbridge Capital and Intel. Mauj Mobile works with mobile game developers in publishing their games on content platforms managed by global Telcos. I oversee the telco relationships of Mauj Mobile across 25+ countries which includes Ooredoo, Airtel Group, America Movil, Vodafone Group etc.

I have demonstrated success in both large organisations and startups. My experience in business development, sales has spanned Times Group, Bharti Airtel and Mauj Mobile. While Times and Bharti Groups are large corporates, Mauj Mobile is a highly agile fast growing startup.

My scope of responsibilities covered:

A) Business development (opening new accounts, account management, and growing account revenues profitably). With Airtel, as a partner manager my biz development responsibility was managing over 100 content and service ecosystem partners. At Mauj Mobile, my responsibility was managing account relationships with large global telcos.

B) Product and platform marketing: Whether marketing the gaming publishing platform to both content developers to participate in our ecosystem or marketing the monetisation options to telcos. Have led and delivered on strategic tech platform programmes working closely with Airtel + IBM tech teams and marketing stakeholders.

C) Analytics driven revenue management: At AIrtel - either managing revenues across services like music, gaming or regional video content using customer retention and LTV metrics. Or at Mauj Mobile - managing revenues across telcos, geographies using similar customer LTV metrics.

D) Being an effective sales leader: Ability to manage regional content teams at Airtel or tight team of sales teams in Mauj Mobile across geographies. Strong sales process foundations having built and managed sales teams across large organisations and startups.

I hold dual Masters degree in MBA and MCA from Narsee Monjee, Mumbai and Dr. Abdul Kalam Tech University from Lucknow respectively and spend my early years growing up in Delhi.

When I’m not on the job, I prefer to spend time with my kids and indulging my love for seeing new place, driving & reading.