Pankaj Kumar Sinha
Sydney
Summary
Customer Engagement manager with 17+ years of rich experience across India, Middle East and Australia with unique mix of farming and hunting in the BFSI ecosystem. I bring in commercial discipline to drive business growth. Adept in curating a 360 degree view of client ecosystem and orchestrating strategies yielding exceptional top line growth and overall portfolio performance. Self-starter with strong organizational skills, capable of managing multiple opportunities simultaneously.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Engagement Manager
Infosys Ltd
09.2022 - Current
- Reporting to FSI VP and Head for Growth Accounts, I am responsible for growing Infosys footprint in the select accounts.
- Built client account plan including 360 degree understanding of the client needs and aligning with One-Infosys vision to drive seamless customer experiences.
- Increased portfolio revenue - 79% in 2 years (US$ 12 M in FY22 to US$ 21.5M FY24) & GM by 7% (Y-o-Y)
- Infosys ANZ's first five GenAI Deal signed
- Regained the critical vendor status in all accounts
- Brought down the AR180+ to current 90-95 days
Assistant Vice President
Testhouse Ltd
01.2022 - 08.2022
- Reporting to Global CEO and responsible for growing test automation footprints in existing Banking clients.
- Extended client base to generate ACV - US$ 250K (9 months).
Sr. Business Development Manager
ITC Infotech
03.2018 - 12.2021
- Reporting to President Growth Markets for ITC Infotech & chosen to hunt and grow greenfield Australia market with focus on Automation and Digital footprints
- Owned complete sales cycle, collaborated with cross-functional teams to develop comprehensive proposals & negotiated contracts with vendors and suppliers.
- Increased Revenue - US$1.5M in 2018 to US$ 7.75M by Q3 2021
- Added client base : 1 bank and 2 financial services. Increased revenue contribution through managed services contracts in Infrastructure services.
- Established local Alliances (Microsoft, UiPath & MuleSoft) to generate joint pipeline.
Sr. Business Development Manager
ITC Infotech
04.2013 - 02.2018
- Reporting to Exec VP - Rest of World (RoW) Operations, I was responsible for hunting and growing FSI footprint in MEA region
- Increased Revenue - From $0 in 2013 to US$ 5.2M in 2017
- 7 new logos added - 2 Insurance, 3 Banks, 2 Fintech
- Established GTMs with ISVs and Partners - GBM, Nexthink, Microsoft, SAP
- Thought leadership - Established the 'Extended Enterprise' partner delivery framework for right-sourcing
- Signed 2 enterprise managed services multi year contracts involving multiple service lines - Infra and ADM.
Major Account Manager
Intertec Systems LLC
06.2010 - 03.2013
- Reporting to the VP Sales, I was responsible for leading the Banking Infrastructure, Applications, and software license business growth for existing and new BFSI customers in UAE
- Revenue contribution - US$ 3M+ per year (2011 - 2013)
- Won multiyear contract for infrastructure support, network security implementation for top insurance client in UAE.
- Won the first Operation Risk Solution implementation deal for large banking client in UAE
- Ranked #2 best Hunting Executive of the year (2011 & 2012)
- Established rigor to bring down the DSO from 90+ days to 30 days
Regional Sales Manager
Cognizant Technology Solutions
05.2008 - 05.2010
- Reporting to the VP India Sales, I was responsible for growing footprints in existing banking clients.
- Revenue Growth - 0$ in 2008 to US$ 2M in FY 2009 - 10
- Set up India based relations with Oracle and Microsoft for strengthening mobility and Integration practice in the region
Business Development Manager
MindTree Limited
06.2007 - 04.2008
- Reported to the India Sales Head and managed complete pursuit for banking customers in North India
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decision makers.
- Client win -1 public sector bank. Data Integration and data masking project with ACV - US$250K for 9 months.
Education
MBA - General Management
Asian Institute of Management
PhilippinesSkills
- New Business Development
- Account Mining
- CXO Relations
- Effective Communications & Presentation
- Proposal - MSA & Contracts
- Market Intelligence
- Alliance Management
- Team Management
- Pipeline Forecasting
- Organizational skills
Certification
- Understanding Australian Healthcare System, Queensland University, 2018
- Information Technology Professional, AHIP, USA, 2019
- Innovation in the Age of Disruption, INSEAD, France, 2019
- New Technology for Business Leaders, Rutgers State University, USA, 2019
- Certified Islamic Banker, AIMS, UK, 2020
- Certified Islamic Finance Expert, AIMS, UK, 2020
- Google Cloud Program for beginners, Udemy, 2020
- Introduction to AWS Solutions, Amazon, 2020
- Introduction to Blockchain, Amazon, 2020
- Application of AI, Insurtech and Real Estate Technology, Wharton online, 2021
- Introducing Robotic Process Automation, LinkedIn, 2021
- AI Applications for Growth, Kellogg, 2024
Personal Information
Nationality: AU Citizen
Timeline
Engagement Manager
Infosys Ltd
09.2022 - Current
Assistant Vice President
Testhouse Ltd
01.2022 - 08.2022
Sr. Business Development Manager
ITC Infotech
03.2018 - 12.2021
Sr. Business Development Manager
ITC Infotech
04.2013 - 02.2018
Major Account Manager
Intertec Systems LLC
06.2010 - 03.2013
Regional Sales Manager
Cognizant Technology Solutions
05.2008 - 05.2010
Business Development Manager
MindTree Limited
06.2007 - 04.2008
MBA - General Management
Asian Institute of Management
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