Suman Chakraborty
Sydney
Summary
Strategic Account Manager with extensive experience in the smart buildings and energy management sector, driving business growth through cultivating strong customer relationships and delivering innovative building technology solutions. Proven track record in developing and implementing "One Solution" strategies that align with clients' strategic objectives and business needs. Adept at navigating complex sales cycles, creating compelling value propositions, and securing new business opportunities in the building automation, energy optimization, and digital transformation space.
Overview
23
23
years of professional experience
Work History
Sales Leader
Oztech Intelligent Systems Pty Ltd
06.2023 - Current
- Lead strategic account planning and management for key customers across the built environment sector
- Develop deep understanding of customer business needs and strategic direction to create tailored digital energy and building automation solutions
- Build and maintain a network of relationships at all levels within customer organizations to enhance engagement and drive new business growth
- Collaborate across internal teams to deliver integrated "One Solution" offerings that address complex customer requirements
- Monitor market trends and competitive landscape to identify expansion opportunities in smart building technologies
- Create compelling value propositions that align Oztech's solutions with customer-specific requirements
- Successfully secured multiple strategic accounts resulting in over $9M in new business in FY'23-24
- Developed and implemented account growth strategies resulting in more than 30% expansion of existing customer relationships
- Established cross-functional collaboration framework that improved solution delivery and customer satisfaction
Business Development Manager
Environmental Automation
03.2021 - 06.2023
- Developed business in the greenfield space, generated sales pipeline, improved revenue & strategically transitioned the company to be more technology-focused
- Exceeded booking targets by securing new contracts worth more than $5M in FY 2021-2022
- Identified strategic opportunities and competitive bidding in target market segments to create a healthy sales pipeline of >$25M for BMS in NSW/ACT
- Established relationships with service consultants through presentations, lunch & learn sessions & industry events
- Implemented strategic partnerships with solution providers in integrated platforms, building twins & optimization space along with ICN service providers
- Promoted EA Plus, EA's Integrated Fault Detection and Diagnostic Module to key accounts
Business Consultant
Honeywell Limited
05.2020 - 03.2021
- Served as primary customer interface responsible for developing new relationships in the data center space
- Recognized for stakeholder engagement, establishing rapport, and market analysis to implement strategy in collaboration with North America HBS team
- Developed excellent market engagement amongst end users in the Data Centre vertical and instrumental in starting new relationships with customers like Equinix, Leading Edge DC, Airtrunk, Keppel Data Centres, NEXTDC and Canberra Data Centre
- Aligned products across different Honeywell verticals to deliver technically compliant solutions and qualify for tenders
- Achieved sales through understanding of the target customer's business drivers and creating tailored value propositions
Sales Manager and Operations Lead
BuildingIQ
11.2017 - 05.2020
- Successfully integrated and expanded the Greenfield BMS Construction Services arm of BuildingIQ
- Built company pipeline from scratch to more than 30M within 2 years with consistent sales booking of 4.0M+ year-over-year
- Held P&L responsibility for 8.0M NSW business including greenfield projects and service revenue
- Managed a team of 5+ sales & project engineers in Sydney and remote team of 6+ in Philippines
- Built strategic relationships in the market, winning contracts with Mechanical Contractors and End Users
- Executed yearly budgeting, P&L profitability analysis, and business expansion in focus verticals
Manager Operations & Sales
Bahwan Engineering Company
03.2011 - 10.2017
- Responsible for sales and delivery of BMS projects in Oman, representing Siemens
- Developed sales plans, strategies and objectives to achieve team revenue goals
- Established new accounts and serviced existing relationships through consultative approach
- Analyzed competitors' successes and failures, evaluating impact on market positioning
- Successfully delivered projects with proactive stakeholder management, resource & scope management
- Met revenue, billing & collection forecasts through effective project management
Project Leader
Honeywell Automation India Limited
10.2007 - 03.2011
- Established strong relationships with clients, fostering trust and open communication throughout the entire project lifecycle.
- Conducted thorough post-project evaluations to identify areas for future improvement in both processes and performance metrics.
- Developed comprehensive project plans that outlined clear goals, timelines, and milestones for all stakeholders involved.
- Achieved project success by efficiently allocating resources and managing schedules.
Project Manager
Siemens Ltd
10.2002 - 10.2007
- Successfully managed multiple projects simultaneously by prioritizing tasks according to urgency, resource availability, and alignment with organizational goals.
- Planned, designed, and scheduled phases for large projects.
- Met project deadlines without sacrificing build quality or workplace safety.
- Established effective communication among team members for enhanced collaboration and successful project completion.
Education
Bachelor of Mechanical Engineering - Mechanical Engineering
Visvesvaraya Technological University
India01-2002
Skills
- Building Management Systems:
- Siemens, Honeywell, Sauter, Jhonson Controls, Reliable, Tridium Niagara
- Smart Building Technologies:
- Building analytics platforms
- Energy optimization solutions
- IoT integration
- Digital energy management
- Intelligent automated systems
- Real-time monitoring and control solutions
- Industry Knowledge:
- Commercial buildings
- Education facilities
- Healthcare/Hospitals
- Data Centres
- Critical infrastructure
- Strategic Account Management: Building and maintaining long-term customer relationships at all levels of client organizations
- Solution Sales: Technical consultative selling across building management systems, energy optimization, and digital building solutions
- Market Intelligence: Deep understanding of building industry trends, competitive landscape, and customer requirements
- Value Proposition Development: Creating tailored solutions that address specific customer pain points and strategic objectives
- Cross-functional Collaboration: Working across internal teams to develop and deliver integrated solutions
- Revenue Growth: Consistent track record of exceeding sales targets and developing multi-million dollar pipelines
Languages
English
Full Professional
Hindi
Full Professional
Bengali
Full Professional
Timeline
Sales Leader
Oztech Intelligent Systems Pty Ltd
06.2023 - Current
Business Development Manager
Environmental Automation
03.2021 - 06.2023
Business Consultant
Honeywell Limited
05.2020 - 03.2021
Sales Manager and Operations Lead
BuildingIQ
11.2017 - 05.2020
Manager Operations & Sales
Bahwan Engineering Company
03.2011 - 10.2017
Project Leader
Honeywell Automation India Limited
10.2007 - 03.2011
Project Manager
Siemens Ltd
10.2002 - 10.2007
Bachelor of Mechanical Engineering - Mechanical Engineering
Visvesvaraya Technological University
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