1. SOUGATA MITRA
Senior Business Manager - Business Applications
Sales  Pre-Sales  Business Development
E&U  Government  MiningManufacturing  EC&O
EXECUTIVE DIGEST
Business Development & Relationship Professional with about 15 years’ of experience in handling Large Enterprise customers. Solution
comprised of Enterprise Applications, Geospatial Technology and Operations Applications as the Solution driver. Deep experience &
expertise in the entire business operations as in Strategic & Solutions Sales Cycle , Team Leadership, Solution Engineering, Bid
Management, Technical & Commercial negotiation, program management and operations.
Present Engagement as India Business Manager - Smallworld Geospatial products with GE Energy. Accountable for the overall business
performance of the Sales team & Distribution Partner with mandates on revenue, Net New Customer and Maintenance Compliance 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 1997. Base Education of secondary &
higher secondary at St Xavier’s School/College.
VISION
Establish oneself as an IT technical and business expert focused on providing innovative solutions to the customer
industry’s pressing challenges—driving the customer towards Operational Excellence, thereby have a vibrant Indian
Economy by turn of the decade.
MISSION
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 would be used in creating a larger mindshare.
OBJECTIVE
The next step for me in the career ahead is to engage with an organization in business role which serves large
Enterprises providing Technology Solutions in form of end to end IT Services, Products and Advisory services. The ideal
role would be in which organizations are searching for a senior professional for delivering a well-managed, profitable
and growing business produced through relationship excellence and sales excellence practice.
FUNCTIONS
Sales Management Business Development Customer Support Alliance Management Sales Support
Anchor Sales Cycle of
large, complex and long
sales cycle opportunities
comprising multi-service
line and/or cross-brand
integration.
Design value based
products / packaged
services by considering
industry challenges,
market and relationship,
and roll-out to create
new revenue stream for
the employer
Deeply involved in
customer issues
requiring resolution and
escalation and ensure
the delivery team gives
flexible options to meet
the needs.
Identify the correct
partner; build a value
prop for the partnership,
Identify potential
customers and
implement the GTM.
Architect IT Solution and
create the diffrentiators,
create winable bid, demo
and solution
presentation
CAREER TIMELINE 1997 1999 2001 2003 2005 2007 2009 2011 2013
Sales Management
Business Development
Alliance Management
Customer Support
Sales Leadership &
Support

2. BUSINESS APPROACH: SOLUTION SALES
Craft for customers a complete, high-level and complex solution to meet a customer business need where the way forward for the
business has already been determined by the customer. It requires working close with the customer to design both a solution to a business
level problem, but also to define the business outcome.
Capabilities built which were required to perform this role are:
 Identify customer needs at main board or senior business manager level early in the buying cycle.
 Determine how the need could be fulfilled.
 Analyze and quantify the business value that the proposed fulfillment approach would offer to the customer.
 Specify what actions and resources would be required to fulfill the need, by when.
 Source resources and capabilities required to meet the need.
 Enlist partners where own organization is missing capabilities.
 Oversee development of the solution.
 Deliver the business proposition to the customer’s senior management and other key stakeholders.
ATTRIBUTES
INDIVIUAL DRIVE
SOLUTIONS
SAP Software products –
License
SAP Services Operations IT Software
Products – GE Energy
Desktop GIS Products
SAP ERP, CRM & SRM
SAP Line of Business Solutions
SAP Industry Solutions
Business Intelligence &
Analytics
Mobile Solutions
System integration projects
containing Hardware, Network,
Application implementation &
Support.
ADM
Outsourcing / Managed
Services
IT Advisory Services
Business Transformation
support
Distribution Management
System
Outage Management
SCADA
Geographical Information
System
GE Smallworld GIS Products in
Electric Office, PNI, CST, GDO,
GTO & Mapframe.
GE Energy Poweron for OMS,
DMS & EMS with SCADA
ESRI ArcGIS Desktop with
Extension
Integraph Geomedia GIS
Products
Leadership /
Direction
Good at establishing clear directions. Sets stretching objectives; distributes the workload appropriately. Lays out work in
a well-planned and organized manner. Maintains two-way dialogue with others on work and results. Brings out the best
in other people. Is a clear communicator.
Planning Accurately scopes out length and difficulty of tasks and projects. Sets objectives and goals. Breaks down work into the
process steps. Develops schedules and task/people assignment. Anticipates and adjusts for problems and roadblocks.
Evaluates results.
Decision
Making
Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment. Sought out by others for
advice and solutions
Organizational
Skills
Can marshal resources (people, funding, material, support) to get things done. Can orchestrate multiple activities at
once to accomplish a goal. Uses resources effectively and efficiently
Problem
Solving Skills
Uses rigorous logic and methods to solve difficult problems with effective solutions. Probes all fruitful sources for
answers. Can see hidden problems. Is excellent at honest analysis; looks beyond obvious.
Commitment
to Teamwork
Develops and maintains cooperative relationships with others at all levels of the organization. Shares information,
resources, and ideas.
Demonstrates flexibility in work practices, procedures or processes. Works effectively with others to accomplish tasks
and goals and to find solutions to problems. Participates in and actively supports group decisions
Works actively to resolve conflict to a positive outcome
Personal
Credibility
Follows-through on commitments and service promises. Strictly maintains privacy and confidentiality. Respects rights
of all co-workers and customers. Behaves in an ethical manner in everyday situations.
Specialized
Knowledge
Keeps abreast of trends in his/her field of expertise. Makes practical application of specialized knowledge in everyday
situations. Serves as a resource for co-workers in area of specialized knowledge
Process
Management
Determines processes necessary to get things done . Breaks down work into process steps. Manages schedules and
tasks to complete all assignments. Monitors process, progress, and results

3. CAREER TIMESCALE
GE Energy
(Jan 2012 – March 2013)
Senior Sales Manager –
Smart Grid
Gurgaon | India Region
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.
Portfolio: Smart Grid Software Product & Implementation Consu
E&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frame
TCS Limited
(Oct 2008–Apr 2011)
Business Development
Manager - ERU
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
relationships with decision
the sales cycle of all assigned sales opportunities from initial prospect communication
through contract execution.
Portfolio: IT Solutions in form of one or all the se
Infrastructure Services, Outsourcing and Consulting.
E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &
Enterprise IT products from SAP, Oracle, IBM
SAP India
(Sep 2006 – Sep 2008)
Senior Account Manager
Public Services & Utilities
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
services business opportunities with existing clients and long
clients. As well as Account Management, the role will consist of working closely with the
Pre-sales teams and partners in developing opportunities w
Portfolio : SAP Software , Technical Support & Consulting
E&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integration
ESRI INDIA
(Jan 2000- Aug 2006)
Regional Manager
Spearheading the coverage & territory
planning, quota setting and territory sales plan with Field Sales and support teams.
Forecast annual, monthly and quarterly sales revenue and product demand in
forecasting system. As Team manager, one had to provide adv
management issues to the team by addressing performance gaps and facilitates discussions/ process to
assess appropriate action. Coach Team members on all aspects of performance including delivering
efficiently and imp
Portfolio : ESRI GIS Software , Technical Support & Consulting
E&U Products: ArcGIS Platform & ArcFM
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
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.
Portfolio: Smart Grid Software Product & Implementation Consultancy.
E&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frame
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
nships 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.
Portfolio: IT Solutions in form of one or all the services of Application Development & Implementation,
Infrastructure Services, Outsourcing and Consulting.
E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &
Enterprise IT products from SAP, Oracle, IBM, HP & CA
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
sales teams and partners in developing opportunities with new clients.
Portfolio : SAP Software , Technical Support & Consulting
E&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integration
Spearheading the coverage & territory assignment, shared resource capacity
planning, quota setting and territory sales plan with Field Sales and support teams.
Forecast annual, monthly and quarterly sales revenue and product demand in
forecasting system. As Team manager, one had to provide advice and counsel on complex performance
management issues to the team by addressing performance gaps and facilitates discussions/ process to
assess appropriate action. Coach Team members on all aspects of performance including delivering
efficiently and improve effectively.
Portfolio : ESRI GIS Software , Technical Support & Consulting
E&U Products: ArcGIS Platform & ArcFM
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
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
E&U Applications : DMS, OMS, DRMS, GIS & MWFM from GE Smallworld & Map frame
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
producing
making CxO level executives at targeted firms, as well as drives
the sales cycle of all assigned sales opportunities from initial prospect communication
rvices of Application Development & Implementation,
E&U Solutions: Enterprise Business & Industry Solution from SAP & Oracle | Multi vendor IS | Middleware &
The role of the Senior Account Manager is to manager a number of key accounts in each
develops field
term relationships with these
clients. As well as Account Management, the role will consist of working closely with the
E&U Products: SAP Business Suite , IS Utilities, Netweaver, HANA & AMI Integration
assignment, shared resource capacity
planning, quota setting and territory sales plan with Field Sales and support teams.
Forecast annual, monthly and quarterly sales revenue and product demand in
ice and counsel on complex performance
management issues to the team by addressing performance gaps and facilitates discussions/ process to
assess appropriate action. Coach Team members on all aspects of performance including delivering

4. CASE STUDY : ERP IMPLEMENTATION
Chhattisgarh State Electricity Board
Generation, Transmission & Distribution
(Unbundled)
HO: Raipur, Chhattisgarh
Employee: 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.
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 practice
 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. (Total location: 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
Responsibility
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.
OTHER SELECTED PROJECTS
WBSEDCL –
RAPDRP
Implementation of R APDRP Solution Landscape for the Distribution Company across the country. Major
Responsibilities include:
 End-to-End Solution Architecture for SAP & ESRI based System Landscape in West Bengal, HP & North East. The
focus area of the implementation are:
 Metering Billing and Collection Application
 Consumer indexing and creating intelligent Network ready Spatial Database.
 Network Management and other Decision Support System for New Service Connection, Disconnection &
Dismantling and Business Communication through Call Centre
 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 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. – 50 Million USD

5. Central
Coalfields
Limited
GIS based Land Information system for query, analysis and provide structured information to the Planning department,
Central Coalfields Limited who require the data for Resettlement and Rehabilitation in Coal India subsidiary in Coal
production.
Coal India
Limited
All the data related to coal resources like location of coalfields, coal blocks, coal reserves, coal quality, etc. will be
generated and uploaded on the website of CIL, CMPDI and MoC. ICRIS will provide comprehensive information about
the coal resources of India. CMPDI has also generated database for land use, vegetation cover, wasteland, mining
area, water bodies, drainage etc. for all the major coalfields based on satellite data on GIS platform to assess the
impact of coal mining on land environment at a regional scale.
GRSE GRSE is among the leading shipyards in the country and the premier yard in the East. The company is a Public Sector
Undertaking under the Ministry of Defense, Govt. of India and conferred the status of 'Mini Ratna Category-I' on 05
Sep06. Growing on its solid base of experience of over 100 years of excellence, GRSE looks confidently ahead to the
challenges of the new millennium with SAP as the enterprise backbone.
JCMIS Jharkhand Chief Minister's Information System (JCMIS) is a website which makes critical and useful information
regarding status, development and progress of the state, available in concise format, to the Hon'ble Chief Minister,
Government of Jharkhand. GIS for Jharkhand Chief Minister Information System (JCMIS) has been developed to utilize
the strengths of Web Geographic Information System (GIS) for better understanding and dissemination of information
related to various related areas. It is a web Based Information system capable of handling general & specific GIS
functionalities
NSDI The Government of India has establish a national infrastructure known as the National Spatial Data infrastructure
("NSDI") for the purposes 0f acquiring, processing. Storing, distributing and improving utilization of spatial data which
would be a gateway of spatial data being generated by various agencies of the Government of India. We implemented
it in GSI, NATMO, NBSSLUP, AISLUS and CGWB.
NALCO Enterprise application implementation for entire operations of Government of India enterprise in business of Aluminum
Products. The Project Core was to implement SAP ERP in materials, sales & distribution, production planning, quality,
finance and human resource management modules. Additional modules of SAP such as supplier relationship
management (SRM), advanced planning & optimization (APO), document management system (DMS), business
intelligence (BI) and employee self-service (ESS) were also implemented during the project.
JUSCO SAP Industry Solution – Utilities for Revenue Management System and Asset Management system
OPGC Orissa Power Generation Corporation Limited (OPGC) A JV between GoO and AES Inc is in the business of operating &
maintaining large Thermal power generating stations. OPGC established IB Thermal Power Station having two units of
210 MW each in the Ib valley area of Jharsuguda District in the State of Orissa. OPGC with its present ownership
structure is unique of its kind in the country and has excellent track record of plant performance and earnings.
NRDMS The Government of India initiated a number of technology-based programmes to support the Local level planning
in1980s viz. Natural Resources Data Management System (NRDMS) of the Department of Science & Technology,
National Natural Resources Management System (NNRMS) of the Department of Space and Geographical Information
System (GISNIC) and District Information System (DISNIC) of the National Informatics Center (Ministry of
Communication and Information Technology).
 Demonstrate and promote the use of Spatial Data Technologies for micro level planning under diverse
terrain conditions.
1. Provide software support for data management, modelling and operation research.
2. Promote R & D in spatial data technology
3. Technology transfer & Capacity building of potential users
4. Forge linkages with the users at different levels
 Provide S & T inputs for framing Policies related to Spatial data technology.
 Develop & Demonstrate pilot scale spatial infrastructure and provide research support to National Spatial
Data Infrastructure.
 Documentation and dissemination.

6. 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. Documents co-authored in E&U Segment & Technologies are:
• GIS & Smart Grid – Infrastructure change.
• GIS- Lifeline for Utilities.
• DMS: Catalyst for IT & OT Blending.
• Article: CSEB- Yesterday, today & tomorrow co-
authored with EITC, CSEB.
• Mix & Match GIS software for “Best value of Money”
Transmission Companies.
• 5 Hidden costs and 5 unseen savings in ERP
Implementation
• Guide for optimizing licenses and negotiating
Enterprise Support from SAP
• E-forms for Utilities: looking beyond Adobe & Microsoft
PERSONAL DETAILS
Communication Address Flat No 2K, Block II, Zone III, Sunny Blooms, Purbapara, PO Laskarpur, Kolkata- 700153
Telephone No +91 9910238111 Email iamsougata@gmail.com
Sougata.enu@gmail.com
Current work Location Gurgaon Location Preference Kolkata, Mumbai or NCR
Notice Period 30 Days Passport Available. Valid till 2019
Fathers Name Ashis Mitra Date of Birth 27 August 1974
Marital Status Married Nationality Indian
Languages known English, Hindi & Bengali Travel No Restriction