Sougata MitraBusiness Specialist

Smart Grid IT | OT | GIS

SOUGATA MITRABuilding No 7A, DLF Cyber City, DLF Phase III, Gurgaon Flat No 2K, Block II, Sunny Bloom, PO Laskarpur, Kolkata 700153+91 9910238111 | iamsougata@gmail.com

About Sougata Mitra

Business Development & Relationship Professional with about 15 years’ of experience in handling Large Enterprise customers with focus on E&U Segment for last Seven Years. Solution comprised of Enterprise Applications, Geospatial Technology Applications as the Solution driver. Have rich experience in various individual & leadership roles in customer facing business roles as well as Backend sales Support. India Business Manager - Smallworld Geospatial products with GE Energy. Accountable for the overall sales performance of the distribution partners including the achievement of revenue, profit and sales with budget on a quarterly and annual basis in India.Earlier engagements were with TCS Limited, SAP India, ESRI India and Rolta India Limited.

Professional Degree – BE (Chemical) from National Institute of Technology Durgapur in the year 1997secondary & higher secondary at St Xavier’s School/College, Ranchi.

5 Differentiator

5 Signed SAP Projects in Utilities

IT led Business Transformation for the entire operations of Generation, Transmission & Distribution of State owned Power Utility CSEB. The core Technology component was SAP ERP, SRM & IS Utilities. The system is presently being used by more than 2000 Executive at 250 different locations in the state.

Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major Technology Program R-APDRP. The major components in the project were SAP EnterpriNetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) and Operations support enabling devices. – 50 Million USD

Integrated Power & Water Billing for consumers based in area maintained by JUSCO, A Tata Enterprise. E2E implementation of Power Generation framework for OPGC (An AES company) Integrated Enterprise Asset Management comprising equipment and Human Resources

Industry Focus Solution Architect Net new names Tech hands-on Balanced offering

Strong Industry Expert in crafting high Successful track record Program Manager to First SAP ISU product implementation in Portfolio balanced on Products & Services

OT solutions

SOUGATA MITRABuilding No 7A, DLF Cyber City, DLF Phase III, Gurgaon – 122 002

Block II, Sunny Bloom, PO Laskarpur, Kolkata 700153+91 9910238111 | iamsougata@gmail.com

Professional with about 15 Enterprise customers with

U Segment for last Seven Years. Solution comprised of Enterprise Applications, Geospatial Technology and Operations

as the Solution driver. Have rich experience in various individual & leadership roles in customer facing business

as Backend sales Support. Present Engagement as Smallworld Geospatial products with GE

Accountable for the overall sales performance of the distribution partners including the achievement of revenue, profit

budget on a quarterly and annual basis in India.Earlier engagements were with TCS Limited, SAP India, ESRI India

from National Institute of Technology Durgapur in the year 1997. Base Education of

secondary at St Xavier’s School/College,

Business Transformation for the entire operations of Generation, Transmission & Distribution of State owned . The core Technology component was SAP ERP, SRM & IS Utilities. The system is presently being used

250 different locations in the state. – 10 Million USD Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major

APDRP. The major components in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR,

e automation products, Online Connected Network backbone (at device level) and Operations support enabling

Integrated Power & Water Billing for consumers based in area maintained by JUSCO, A Tata Enterprise. Power Generation framework for OPGC (An AES company)

Integrated Enterprise Asset Management comprising equipment and Human Resources with Billing for DPSC

Mission, Vision & Objectives

Cultivate, generate & grow large scale relationships for the allotted accounts aiming to become a trusted advisor to the customer.

Use the experience of the market, understanding of verticals and business network to provide valuable inputs & support to the Sales Team, which wcreating a larger mindshare.

Strive to become A successful and respected IT business professional acknowledged as being one of the important change agents who enabled customers attain operation excellence and growth, thereby creating a vibrant and clean energy Economy by the turn of the decade.

Strong Industry knowledge (Business Drivers, Issues & Challenges) for Utilities. Expert in crafting high-level & complex IT & OT integrated solutions.Successful track record in signing 5 Large deals with E&U customers Program Manager to First SAP ISU product implementation in India GovePortfolio balanced on Products & Services by utilizing the experience gained OT solutions as a System Integrator and also as an OEM.

Business Transformation for the entire operations of Generation, Transmission & Distribution of State owned . The core Technology component was SAP ERP, SRM & IS Utilities. The system is presently being used

Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major se Applications (MBC, EAM &

NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR,

e automation products, Online Connected Network backbone (at device level) and Operations support enabling

Integrated Power & Water Billing for consumers based in area maintained by JUSCO, A Tata Enterprise.

with Billing for DPSC

grow large scale relationships for the allotted accounts aiming to become a trusted advisor to the

Use the experience of the market, understanding of verticals and business network to provide valuable inputs & support to the Sales Team, which would be used in creating a larger mindshare.

A successful and respected IT business professional acknowledged as being one of the important change agents who enabled customers attain operation excellence and growth, thereby creating a vibrant and clean energy Economy by the

for Utilities.

Government utilities.gained in handling IT &

BUSINESS ACTIVITIES / ATTRIBUTES

Account Management: Experience in anchoring large, complex, long sales cycle opportunities requiring multi-service line or cross-brand integration by engaging the customer with the Business Team of Domain & Product Specialists, Implementation Leads, Technical Support, and Support Organizations in Legal & Sourcing for each large opportunity.

Customer Relationship: Strong leadership, interpersonal, communication and presentation skills; successful track record of interacting and building relationship with CXO level and ability to thereby influence decisions in a highly matrixes client environment.

Industry Relationship: Build and manage strong relationships with key stakeholders across key functions to create a high pull for targeted solutions & an entry barrier for competitors

Domain Solutioning: Strong Industry solutioning experience (Business Drivers, Issues & Challenges, and Trends& Solutions) for verticals in Utilities.

Product Sales: Product Sales and Implementation experience in enterprise applications with breadth of knowledge across vertical solutions as well as corporate functions (ERP, EAM, SCM & HCM).

Partner Ecosystem: Successful in Alliance Management in various System Integrators having undergone multiple time through the entire cycle of identifying the correct partner; build a value prop for the partnership, Identify potential customers and implement the GTM with a strong focus on the targeted business parameters.

Business Development: Create innovative Solutions by considering industry, market, and other Partner Ecosystem to understand own area’s strengths, weaknesses, opportunities and threats; evaluate and pursue initiatives, investments and opportunities based on their fit with broader strategies; driving revenues by being the owner of the entire Opportunity Management cycle: Prospect-Evaluate-Propose-Close.

Value sales: Knowledge of value articulation principals through different storyboarding techniques, with hands-on experience in proposal creation and leading proposal presentations.

Business Planning: Experience in spearheading the coverage & territory assignment, shared resource capacity planning, quota setting and territory sales plan in coordination with Field Sales and support teams.

Sales Forecast: Forecast annual, monthly and quarterly sales revenue and product demand in forecasting system. Update on an ongoing basis for production planning purposes and financial forecasting.

1

KNOWLEDGE UPDATE: Continuously build up domain knowledge and technical skills to be able to provide expert opinion on projects execution as well as business acquisition. Practice providing multiple solutions to problems through existing and new methodologies and then exercises judgment to determine most appropriate solution. Develop sufficient expertise to write and present whitepapers and articles in recognized magazines and industry forums. Keep oneself aware about the new products & its positioning, Key market communicating; presenting; adapting approach to meet customer needs; overcoming objections; reporting; and closing.

Customer Support

Structure Deal & Bid

Market Research

Solution SalesThought Leadership

Structure with VAT

Propose & Evaluation

Account Plan

Target Account & Geo

Business Planning

Project Delivery

Program Management

Prospecting

Negotiate & Close

Strategic SalesValue Partner

Team Leadership: Effective in providing advice and counsel on complex performance management issues to the team by addressing performance gaps and facilitates discussions/ process to assess appropriate action. Have Coached Team members on all aspects of performance including delivering feedback effectively and improving performance.

P&L Ownership: Experience in Profit Centre Management; creating & managing budgets and establishing budgetary controls & monitoring systems.

Solution Architect: Good understanding of System Integration with hands on experience in design and sizing of Infrastructure, communication & Network for enterprise applications implementation. Working knowledge on Application Integration Frameworks and middleware technologies.

Thought Leadership: Author Industry White papers & Technology articles related to customer business to keep customers abreast with business & technology trends in the Electricity & Gas Utilities and the role of ICT in these industries.

Business Operations: Making the day-to-day decisions required to manage the operations, including deploying resources, allocating costs, and directing activities accordingly; securing and comparing information from multiple sources to identify key issues; committing to an action after weighing alternative solutions against important decision criteria.

Business Documentation: Maintain an accurate and documented CRM Pipeline of opportunities (prospects and suspects) and provide appropriate communication of such to the management.

Customer Support: Maintain appropriate levels of involvement in customer issues requiring resolution and escalation, including but not limited to invoices for License Fees, Maintenance, Consulting and Training. Continually search for ways to improve customer service and find flexible options to meet customer needs,

Product, Services & Consulting for Business Management from SAP

Unbundling of utilities, increased competition, stringent regulatory requirements coupled with health, safety and environmental norms driven Enterprise Asset Management Solutions. The Solution addressed various components in asset management in form of Asset Management: Work Management, Inventory Management, Contracts Management, Capital project Management & FFA.

Customer Information System (CIS) and Billing solution to addresses competitive challenges and operational issues, and helps utilities adapt to the fundamental restructuring of the Customer Support Expectation.

Technology-independent Business Intelligence framework which addresses various analytical and operational information needs of a typical utilities company in a de-regulated and competitive market environment.

Integration of Automated metering Infrastructure (AMI) and Meter Data Management System with Utility applications like billing, customer care, and work and asset management system.

Revenue Management Services Solution in Energy Billing in regulated & deregulated environment, Financial Supply Change, Energy Accounting & Demand Side Management.

Smart Grid Solutions

Grid monitoring and control processes through Demand Response, Distribution Management system & Control through SCADA from GE Energy Asset Management Solutions.

Grid Asset Management through OMS, DMS, EMS , GIS & Mobile Workforce Management.

TIMELINES & ROLES

ORGANIZATION GE ENERGY (JAN 2012 – PRESENT) SENIOR SALES MANAGER- GIS

Primary Responsibility

Accountable for the overall sales performance of the direct sales force and distribution partners including the achievement of revenue, profit and sales related expense budgets on a quarterly and annual basis in India Region. Duties also include the management of the sales force to set and achieve their sales targets, seek new markets and expand sales within the Trade Area.

Reporting Sales Director- Smart grid Team Size FourGeography Indian Sub Continent Location Gurgaon

ORGANIZATION TCS LIMITED (OCT 2008–APR 2011) BUSINESS DEVELOPMENT MANAGER

Primary Responsibility

The Business Development Manager responsibility was to target sales of TCS’s entire portfolio of IT Outsourcing services including Consulting, BPO, ADM, IS and Engineering Services for targeted firms. The work required developing revenue-producing relationships with decision-making CxO level executives at targeted firms, as well as drives the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.

Reporting Country Sales Head – Energy, Resources & Utilities.

Team Size Indiviual Contributor

Geography Named Utilities Accounts in India Location Kolkata

ORGANIZATION SAP INDIA (SEP 2006 – SEP 2008) SENIOR ACCOUNT MANAGER

Primary Responsibility

The role of the Senior Account Manager is to manager a number of key accounts in each specialist sector within the SAP domain. The Senior Account Manager develops field services business opportunities with existing clients and long-term relationships with these clients. As well as Account Management, the role will consist of working closely with the Pre-sales teams and partners in developing opportunities with new clients.

Reporting Regional Director – East India & Bangladesh Team Size Indiviual ContributorGeography East & Central India Location Kolkata

ORGANIZATION ESRI INDIA (JAN 2000 – AUG 2006) REGIONAL MANAGER

Primary Responsibility

Team Leadership: Lead the ESRI India East India operations servicing customers in East & North East India.

Reporting Senior Vice President Team Size Six Geography East & North East India

ORGANIZATION ROLTA INDIA (AUG 1997 – JUL 1999) TRAINEE/SENIOR SALES EXECUTIVE

Responsibility Coverage Sales of CAD/CAM/GIS products in territory of Bihar & Orissa

Reporting Branch Manager Team Size Indiviual Contributor

Geography Bihar & Orissa

SHOWCASE CUSTOMER: CSEB

Chhattisgarh State Electricity BoardGeneration, Transmission & Distribution (Unbundled)HO: Raipur, ChhattisgarhEmployee: 18000 +Consumer 3 Million

Objective:Establishing an integrated business process platform with the SAP for Utilities solution portfolio, including the SAP® Supplier Relationship Management application. Implementation Partner:Tata Consultancy Services

Key Challenges Integrate people, processes, and

power plants across the entire business

Improve operational and management decision making with better access to accurate data

Automate manual and paper-based processes

Adopt best practices for Energy Billing & Customer Financial Supply chain.

Optimize the performance of aging assets

Implementation Best practise Dedicated team allotted with

new department in EITC formed for ERP headed by Chief Engineer.

Strong mindset of the module leaders to cover the whole state for training and support. (Totallocation: 245)

Firm decisions from Management about dates of migration from paper based to online.

Strategic & Financial benefits:

Increase of billing coverage. Transparent procurement

system with reverse auction. Reduction of spares in stores. Customers paid bills online,

through ATM and through Banks.

Regulatory boards query response time decreased

Increased productivity with centralized payroll operations

Why SAP Was Selected Demonstrated understanding

and expertise in the power industry

Integrated solution that supports best practices for power companies

One-stop solution for transactions and reporting through the use of interactive dashboards

SAP ISU IMPLEMENTATION AT CSEB

Provided leadership and management support to the project taking the responsibilities of ensuring Project delivery meets the target of quality & Time. This also supported the team in form of faster resolution of issues and approvals. Core activity in the project initiation and pilot were:

Co-ordinate, Lead and review the implementation team for business process evaluation, requirements gathering, system analysis, system design, software / hardware applicability studies and system implementation plan. Also laid major emphasis on Governance, Entry-Exit criteria for tasks, PMO structure. Lead the signing of the milestone achievement with PM, SME and Module leads and book revenue for the same. Evaluate alternatives, submit proposal and extend the present contracts for accommodating the change seeked by the customer and inform Revenue team to incorporate the same in system.

SHOWCASE CUSTOMER: RAPDPRP WBSEDCL

Power Distribution System Integration of Key Technologies and IT infrastructure under the Government of India’s major Technology Program R-APDRP. The major process areas which are under implementation are Distribution Management, Energy Sales, Operation & Maintenance and Customer Information System. The major components in the project were SAP Enterprise Applications (MBC, EAM & NetWeaver), ESRI GIS Platform, System Software (EMS, Email & Workflow, Document Management, RDBMS, Middleware and OS) and Customer Contact Management System. Infrastructure created for the project was Data Centers with DR, Office automation products, Online Connected Network backbone (at device level) and Operations support enabling devices. OBV was 206 Crores for 2009-14.

Solution ownership, Effort Estimate & Alternative products of the business applications for different modules (SAP & Oracle) and GIS architecture (ESRI & GE Smallworld) considering the existing implementations undergoing in WBSEB, MPEB, GEB & CSEB.

Collaborate with OEM for product positioning, license optimisation, feature mapping and finally the pricing and mandated documents for the bid submission.

Showcase solutions with GEB, CSEB & WBSEB on SAP and incorporate changes in the structure if required.

The most dificult situation we faced when the RFP came out in Public and there were hardly any time between the submission date. Each and every member of the team showed extreme dedication and we manufactured bids, collated it and submitted the same. The results was quite pleasant as we won WBSEB, MPEB and GEB within a month of the starting of awarding the bids. We finished with winning OBV about 1100-1200 Crores, much ahead than any other competitor. For this succesful 12 month Sales Cycle Completion, TCS Management confered us the “Champion Team” award for 2009-10 year.

THOUGHT LEADERSHIP

Share self written / analysts various methodologies, point-of-view, research and white papers. Co-create with partners & Customers utilizing the same in building relationship. Apart from the above, also share the Industry Best Practices & Global Trends, Customer Networks and Industry Networks.

List is the White papers and articles for E&U segment authored/co-authored by self:

GIS: Lifeline for Utilities POV about the touch points of GIS technology in Distribution and the change in the workforce activity

SAP for the Indian DISCOM

Brochure for Positioning SAP in DISCOM with case studies in India.

WEDO Workforce Engineering & Design Optimization: Bringing OT, IT & CAD togetherJCMIS Study Report: Report on Jharkhand Chief Minister Information System integration with GIS Mix Mode GIS for Transmission

White paper on using multiple platform for transmission for cost optimization and integration paths

PERSONAL DETAILS

Communication Address Flat No 2K, Block II, Zone III, Sunny Blooms, Purbapara, PO Laskarpur, Kolkata- 700153

Telephone No +91 9910238111+91 9910582080

Email iamsougata@gmail.comSougata.enu@gmail.com

Current work Location Gurgaon Location Preference Kolkata, Mumbai or NCR

Notice Period 30 Days Passport Available. Valid till 2019

Current CTC 23 Lacs per annum Expected CTC On discussion

Fathers Name Ashis Mitra Date of Birth 27 August 1974

Marital Status Married Nationality Indian

Languages known English, Hindi & Bengali Travel No Restriction