Sameer Dighe

Sameer Dighe E-Mail:-Mobile (- Aiming for senior to top level positions in Sales & Marketing, Business Development, Key Account Management, with a reputed organization in the Telecom /IT industry. Professional Digest  Result-driven leader with 24 years (almost), experience in Sales & Marketing, Pre-sales, Business Development, Product Management, Project Management and Customer Relationship Management with reputed organizations involved in Telecom verticals.  Have a proven track record with MNC’s wanting to setup its business in Indian Geography and with Emerging Markets within India.  Have been pivotal in growing the business by more than 500% over 5 years period for an MNC venturing fresh in India Market and enabling deeper penetration over the next 2 years  A keen planner, strategist and implementer with deftness in devising and implementing strategies aimed at ensuring successful running and management of operations. Proficient in managing business operations encompassing customer relationship management, administration, finalization of strategic alliances, market analysis, and development & pricing of products based on market/customer specifications. Sound knowledge on various telecom technologies.  Capable of handling business process reengineering initiatives involving study of existing processes, identifying gaps and implementing required measures for improving the functioning of processes.  An impressive communicator with honed interpersonal, team building, negotiation, presentation, convincing and analytical skills. Ability to think out of the box, contribute ideas towards achieving operational excellence.  Have been an eminent speaker on various forums to technical teams from Department of Telecom, Department of Defense, Department of Space and Private Telco’s.  Have been a repetitive guest writer in India edition of internationally known Telecom Magazines. Core Competencies Expertise in:              Sales & Marketing Business Development Customer Relationship Management (within Technical and Commercial Organization) Channel &Distribution Management Tendering, Bidding, Pre-sales Vendor Development Client Relationship Management Identification of Key Business Drivers Team Building & Motivation Managing strategic relationships with business partners &Leadership team Driven to succeed and excel Innovative in thought and solutions Committed to value for all stakeholders  Seasoned and effective public speaker Knowledge      Startup Management Change Management Strategy Planning & Execution Brand Building, Corporate Communication Strategic Consulting, Solution Development Employment Scan From December 2017 till August 2019 with Viavi Solutions India Pvt. Ltd:  Joined the organization as Director- Key Accounts (Primarily Reliance Jio & TCL)  Managing requirements from other International players like AT&T, COLT, ADVA Optical, Amazon etc. Snapshot of KRA’s;  Client engagement across all verticals within Reliance -Jio & TCL  Develop AoP based plan  Introduce Innovative Solutions to support DISRUPTION  Retain and expand Viavi’s market share in Fiber Optics, DWDM, 100G & Beyond  Gain an entry in upcoming verticals of 5G, ILD, Data Centre  Concentrate on Access Network Expansion Opportunities  Develop new opportunities exclusively for Viavi  Monitor Competitor Activities  Discipline Account Receivables Major Achievements  Instrumental in securing 100% monopolistic position in FTTx Project  Expansion of Enterprise Solution for PTP Measurements  Re- Entry in OTDR business.  New Business: 100G Testers for RANCORE Lab  Remote Service Activation for Enterprise Customers  Q419 FA Champion Award (L3V2) From February 2014 till December 2016 with Black & Veatch Private Limited   Joined the organization as Director – Business Development, Telecom Since January 2015 worked on additional responsibility to manager SII business line (Special Integrated Infrastructure) Snapshot of KRA’s:       Promote EPC Services of Black & Veatch to Indian Customers Identify Partner Companies for broader delivery solutions in the Telecom Infrastructure Domain Identify Sub Contractor Companies for execution of E&C solutions Represent B&V brand in Business forums Capture business based on the services skill set available with B&V in India & Liase effectively with BV Cor (USA) for sharing Ex-pat resources Promote PMC Services for Telecom Infrastructure projects Major Achievements till date:  First of its kind Camouflage Contract signed with INDUS Towers Limited   BVPL Short listed as one of the Partner Companies by Indus Towers Limited & VIOM Networks (Now ATC Pvt Ltd) for TLVA services BVPL has been identified as a preferred PMC partner by Sterlite Technologies Ltd for its Telecom projects with Ministry of Defense & Ministry of Telecom From September 2011 until January 2014 with Huawei Telecommunications Pvt. Ltd.     Joined the organization as General Manager Sales for TTSL and TTML Account Since April 2012 onwards given additional responsibility to manage TCL Account Currently Managing the whole TATA Group (TTSL, TTML and TCL account) on PAN India Level BU’s being managed: Transmission (DWDM, IP/MPLS, SDH, Microwave, Access) Enterprise (IT, IP, UC&C) A&S (CN&CS, VAS) Snapshot of KRA’s; TTSL &TTML:  Retain and expand Huawei’s market share in DWDM, MPLS  Gain an entry in other domains of Carrier Grade & Enterprise grade IP Solutions  Concentrate on Access Network Expansion Opportunities  Achieve breakthrough in 100G DWDM, Microwave & SDH  Target Enterprise Market (Sell To and Sell Through)  Develop new opportunities exclusively for Huawei (GPON, B-RAS, ADSL2+, VDSL)  Monitor Competitor Activities  Develop AoP based plan  Discipline Account Receivables TCL      Retain and expand Huawei’s market share in DWDM (10G) Gain an entry in other domains of 100G DWDM, IP MPLS, Enterprise Segment Work closely on Submarine Projects Monitor Competitor Activities Discipline Account Receivables Major Achievements  Instrumental in getting DWDM -100G Business from TCL  Instrumental in expanding Huawei’s reach in TCL by entering into IP Domain  Expanding Scope of Access Contract in TTSL for ADSL2+ along with existing POTS deliveries.  Nominated for Huawei Gold Award for year 2014 From May’03till August ’11 with Symmetricom Inc. USA (MICROSEMI)  Joined the organization as Country Sales Manager - India for TSD Product line  Since July’04 as Country Sales Manager –India TSD & TTM divisions  Since July 2005 as Country Sales Manager- India (TSD, TTM & OEM Divisions)  Since July 2006 till date Country Sales Manager – India & SAARC Countries  Since March 2010 – Telecom Sync Division – Country & Regional Sales Manager Awards & Recognitions    Gold Award in year 2009 for achieving 125% of Annual Target PTP Sales Membership Award in Year 2008 for achieving Single largest Order from BSNL India worth 6.5 Mn. USD Platinum Award in year 2006 for achieving 150% of Annual target Snapshot of KRA’s:       Manage Multiple distributors based on Technology based Solutions Appoint Distributors for new Areas of Operation Manage House Accounts of Symmetricom independently for TSD (Reliance, Airtel, Tata Communications – International, Major International NEM’s, International Carriers Verizon , AT&T, Sing Tel , BT etc.) Arrange for Tech Support to customers from Symmetricom Knowledge Centre Based out of United Kingdom, Germany, Malaysia, USA . Liaise with Channel partners for getting Symmetricom Solutions Homologated from TEC (Telecommunication Engineering Centre) Ensure timely coordination from our channels with Type II customers Major Achievements            Symmetricom multifold growth in India from USD100K (approx.) to USD 6 Mn(approx.) Secured Single Largest Order (in Symmetricom history) from BSNL India (Government Telecom Operator) worth 6.5Mn USD. (226 units of SSU and 17 units of Cesium + NMS + Test Tools) Have consistently exceeded business targets 5 times out of 7 years except 2003 and 2010. Most Preferred Vendor (Support) recognition to Symmetricom by Reliance Single vendor Agreement from Airtel for all future purchases IRNSS Project from ISRO has complete Sync solutions from Symmetricom (USD2.5Mn) Central Timing Laboratory Project from Dept of Space, India built around Symmetricom Solutions Identified a Service Partner to take care of the growing requirements of Symmetricom Based projects in India (Business talks currently in action) Successful in Creating Brand Image of Symmetricom as Technology Leader and Trusted Advisor through continuous Seminar and Presentation Sessions Create Awareness of Symmetricom Solutions by arranging frequent Road shows , Seminars Successful Penetration in Sri-Lanka & Nepal From July’02 to May’03 with Digital Lightwave Inc. USA as a Country Sales Manager –India The company is a North American leader in the field of Telecom Test Equipment’s. With an intention of global presence the company had opened offices in specific countries of the Asia Pacific region (including India), Middle East, Latin America and Europe. KRAs;  Identify and establish business potential in the assigned cross-country territories.  Define and manage effective execution of sales plans for the assigned product line including Test solutions for SDH, DWDM, Fiber Optics technologies, and third-party products for VoIP solution from the NetIQ family.  Identify and strengthen the distribution network and establish active relations with key channel partners and manage overall operations for an active service center and ensure high satisfaction of customers.  Initiated the Type Approval Activity from Sanchar Bhavan (TEC) for SDH portfolio including STM1/4/16 testing solutions Achievements  Involved in setting up the company including registration of the company.  Successfully appointed distributor for SDH Portfolio for the territory of India.  Instrumental in initiating Type Approval Activity  Successful spearheaded the brand building activity.  Created a concrete market for DLI Products in midst of Tough and established competitors  Secured business of US $500K. From June’01 to July’02 with Wandel Global Services Pvt. Ltd. The company was formed by the former shareholders & managers of Wandel & Goltermann Group (W&G) the famous German Communication Company. Joined as Regional Manager – Western Region Promoted as National Sales Manager in Feb’ 2002 KRAs;  Manage overall execution of business development operations across India.  Formulate sales plans and promotional strategies for establishing the assigned product range (Test Solutions) and building the brand image.  Lead and motivate a team of10 sales personnel and ensure achievement of high market share and profitability matrix for the company.  Establish long-term relations and enhance business volume with existing major accounts and explore potential high-volume clientele.  Spearhead indirect sales operations and establish robust business operations with key channel partners for coverage of niche market segments.  Forge long-term relationship management and ensure seamless delivery of quality and service norms to major private telecom operators in Southern and Northern India. Achievements  Achieved a major project on Network Synchronization worth US $500K+ for DATUM Inc. one of the principals of WGS.  Established a good market for Kingfisher Pty Ltd –Australia for their product line of optical hand held instruments in an existing environment of tough competition.  Handled key telecom operators viz. Reliance Telecom, Bharti Teleservices, Tata Teleservices along with Sanchar Bhavan (BSNL-DoT), VSNL, MTNL, Alcatel, Siemens etc. From May’97 to June’01 with Acterna India Pvt. Ltd Acterna is the world’s second largest Test & Measurement Company formed by the merger between two well known players Wavetek Wandel Goltermann (WWG) and Telecom Technique Corporation (TTC). Joined as Senior Engineer-Sales in May’97 Promoted as Assistant Manager-Sales (Western Region) in May’99. Promoted as Account Manager- Sales (Western Region) in June’00 KRAs;  Manage all aspects of business development activities in the Western region covering Maharashtra, Goa, Gujarat, Madhya Pradesh, and Orissa.  Manage all major accounts for varied segments of telecommunication viz Fiber Optics, SDH, Synchronization, GSM, Cable TV, Internetworking Test Solutions  Devise innovative sales plans for enhancing sales of Fiber Optics, Cable TV Testing Solutions on a national level.  Function as Product In Charge of the Cable TV division of the company. Achievements  Successfully establish a positive image for W&G in the region for achieving higher penetration and merchandise in the assigned territories. This led to tremendous rise in business from about US $200K to US $500K  Instrumental in establishing VSNL as key account for W&G that became a major source of business (Worth approx. US $300K)  Participated and contributed towards success of DOT for large SDH order.  Distinction of exceeding business target for ’97-’98 and rewarded as Best Performer for the same year.  Received merit award for getting orders with maximum profit.  Letter of Appreciation from Asia Pacific Director, Country Manager & Customers From April’96 to April’97 with Subex Systems Limited as Sales Engineer (Western Region) The company is an established name in the telecommunication sector, and it represents renowned equipment manufacturers of telecommunication Tests for marketing of their equipment’s and offering after Sales service for these equipment’s. KRAs;  Handle many key principals for the company in the Western Region:  EXFO –Canada: Manufacturers of Fiber Optics Test & Measurement Equipment’s for Telecommunication.  Ericsson –Sweden: Manufacturers of Fusion Splicing Machines  Manage overall operations for seamless delivery of high quality and customized solutions.  Establish active after sales service network for achieving high satisfaction levels for customers. Achievements  Distinction of exceeding sales target by 28% in ’96-97 and recognized as the Best Performer for 1996.  Received Letter of Appreciation from the Managing Director & Branch –Head. From February’95 to April’96 with Zyfax Systems Pvt. Ltd as a Sales & Customer Support Engineer. The company is a provider of hardware & specialized software solutions for varied industry segments. KRAs;  Drive sales operations for Back Office Software for the Brokers of Stock Exchange, Shipping Companies etc and handle computer hardware solutions in the western region.  Ensure active customer support network and ensure speedy addressing of all complaints. From February’91 to May’92 with Instant Contact Pvt. Ltd. as Sales – Service Executive. The company is a distributor of Anjaleem STD Monitoring machines. KRAs;  Carry out lead generation activities for enhancing sales of STD monitoring machines in Mumbai and provide efficient after sales support with active service backup. EDUCATIONAL QUALIFICATIONS  BE (Electronics) from Mumbai University in 1995. (scored 59.7%with Honors)  PG Diploma in Computer Maintenance Board of Tech Exams in 1992. (Scored 60%)  Diploma in Electronics & Telecommunication Board of Tech Exams in 1991 (Scored 67.8%) Personal Dossier: Date of Birth: 19th November 1971 Contact Address: D 1102 Iry, Mahindra Splendor C.H.S.L L.B.S. Marg Bhandup (West) Mumbai 400078 Languages Known: English, Hindi & Marathi References: Available on request