1. UMESH JAMWAL
642 Mall Road Sector 29 NOIDA-201301(UP), INDIA
Tel. +91 981.182.1944; Email: ujamwal3@gmail.com
Executive Summary
 15+ years developing business plan, sales strategy for Fortune 100 and mid-staged
technology Companies- Nominum Inc., SAP AG, Coriant , Lucent Technologies, Siemens AG
 8+ years leading top-performing sales teams for software services, applications transforming
the largest enterprise customers across the South Asia region
 22 quarters of driving exceptional, sustained revenue growth and profitability with large
enterprise customers, tier-1 communication service providers in the region.
 Business Development person who can step right into the organization and get the sales
pipeline activated.
 Executive presence and previous Board room/CEO connections.
 Dealt with large corporate business operational functions in a leadership role for very large
MNCs in the software products and services business.
 Seasoned leader who has past history of managing end to end operations of an established
business base of $20M+ in advanced software services industry. (SaaS, IaaS, PaaS)
 Customer and partner advocacy by building and replicating global team of exceptional
people, delivered world-class services with channel partners, earning customer confidence,
trust, and loyalty by improving the overall customer and partner experience.
 Highly motivated, result-driven business leader that motivates and coaches sales managers
and teams to drive multi-million , multi-year perpetual software license and support renewal
services business, technology consulting etc.
 Documented strategic sales growth within the geography by partnering with channel sales
reps to lead well-managed, high-performing services sales teams and business resulting in
long-term, predictable revenue growth@17%,near-constant margin@40% and satisfied
enterprise, CSP customers.
Specialties: Enterprise sales strategy planning and development, building core sales team, Large
account management, channel partners, Nurturing and managing multi-faceted relationship in
global, matrix environment, Sales Reporting/Forecasting: SAP WBS client, SFDC, Motivating leader,
Compelling communicator, well-networked in the industry influencing the clients, Driving results
and meeting and exceeding customer expectations, organizational goals, Vivid traveler and great
networker
Work Experience
2013-2014: Regional Director –India & SAARC, Nominum Inc. Redwood City, CA, USA
 Accountable for demand generation, inside and field,channel sales plus business
development needs of Nominum’s Vantio cacheserve DNS Engines, DHCP, ThreatAvert
Network and mobile security applications software, Big Data Analytics across South Asian
communication service provider, enterprise markets

2.  Targeted annual revenue~$10M of sales bookings and at least $7M delivered revenues from
DNS/DHCP perpetual license, multi-year support, N2 applications, Big Data Analytics
solutions and services across the region.
 Expanding the sales opportunities within the region by locating new opportunities with Tier 1
and Tier 2 telecommunication service providers in the region- Idea Cellular, Bharti Airtel,
Reliance Industries, Vodafone;
 Identifying and securing new high quality resellers-HP,SUN/Oracle, Mahindra Comviva/ Tech
Mahindra, TCS, IBM, Wipro etc.;
 Actively managed and mobilized US HQ resources to deliver comprehensive solution
proposition for DNS/DHCP and Carrier grade applications, marketing analytics and value add
services-Subscriber notifications, Parental control, Network Protection & security, mitigation
of botnets and DNS amplification attacks
 Establishing marketing events, network security conference, Lightreading webinars that
support demand generation, sales pipeline and market profile for the company by working
with US HQ marketing team
 Provide accurate SFDC reporting and forecasting for the region;
 New business deals: Bharti Airtel, Idea Cellular, Tikona Digital, Axiata properties , exceeding
the annual sales quota
2008-2012: Country Head- India & Sri Lanka, SAP Mobile Services
Supervisor: SAP VP – APJ
 Supported, managed cross-functional team of sales, pre-sales, support, network operations,
services. Total P&L (top line, bottom line and margin), cash flow, and sales responsibility
• Revenue growth exceeding 20% in 2009 and near-constant margin 10.5%
• Revenue growth exceeding 28% in 2010 and 11.6%
• Revenue growth exceeding 100% in 2011-12 (estimated)
 Spearheading new business growth with 4X sales pipeline growth and monitoring account
receivables to ensure revenue recognition every Quarter
 Successfully executed the services strategy and attaining the revenue targets in the channel
sales team assigned accounts across the consulting and support business areas.
¨ Meet and exceed quarterly and annual sales targets~$10M
 Transitioned the business from development to revenue generation by outlining and
executing an international business strategy and strategic marketing plan. Leveraged
Industry and market expertise to develop sales channels across South Asia, and provided
extended service portfolio to Indian/Sri Lankan Carriers/Enterprise/BFSI Segment
 Core focus on deployment of a global IP/IPX platform (PaaS) for GRX/BlackBerry Enterprise
Services, LTE Roaming and Diameter Signaling, Data Traffic Management/Analytics, SMS
and MMS mobile messaging related services (SaaS).
 Directed Sales/Presales and Operations/Technical Staff in 5 Offices (Delhi, Mumbai, Pune,
London , Singapore)
 Management of end-to-end sales processes (SFDC,SAP CRM), including the development of

3. long-term sales strategy & action plans, business cases, dialogue with customers’ senior
management teams, maintenance of relationships with key decision makers and response to
the mobile operator RFI/RFPs.
 Target Accounts - Bharti Airtel, Vodafone, Idea Cellular, Reliance Jio Infocomm, Reliance
Communications, Tata DoCoMo, Dialog Axiata Sri Lanka, Etisalat, Mobitel
 CXO Level engagement - Developed, managed and retained key accounts resulting sales and
pipeline growth
 During Sybase tenure, I contributed towards international sales from a start-up mode to US$
10 million in revenues by Securing 30 Mobile Network Operator/Enterprise Customers
 Key Customers: Bharti Airtel, Idea Cellular, Reliance Communications, Dialog Axiata,
Mobitel, Etisalat Lanka, Tata DoCoMo etc.
2007-2008: Account Sales Director – Service Provider, India ,Coriant/Tellabs Inc.
Supervisor: Country Manager
 Develop business plan, sales strategy to win and manage new business for Coriant
 Nurtured and managed multi-faceted relationship with the communication service providers
BSNL/MTNL, Reliance, Idea Cellular, Vodafone etc.
 Manage the proposal-to-contract process, interacting with all the support areas of Coriant, to
ensure adequate technical and commercial terms and conditions for the contract.
 Based on the negotiated contract, manage and report the revenue forecast for
communication service providers, meeting and exceeding the annual revenue targets~ 10M.
 Initiated and coordinated high level implementation of the products and services acquired by
Coriant/Tellabs while interacting with the Project Management teams.
 Manage Receive and address within Coriant any and all customer feedbacks, reporting back
to the customer via periodical Project Review Meetings carried out at the customer premises,
targeting to keep the overall customer satisfaction to ensure continued business for Coriant.
 Key Target Accounts- BSNL, MTNL, PGCIL, Reliance Communications, Idea Cellular
 Collaborated with Business Solutions Group, and contributed towards targeted order
bookings~$20M
Key Achievements:
Order Booking>$20Mn including BSNL/MTNL MLLN, Reliance Communications Metro Ethernet,
Mobile Backhaul Solution for Idea Cellular, Vodafone, etc.
2000-2006: Senior Manager –Sales & Marketing,Lucent Technologies
Supervisor: President & CEO,Lucent INDIA
 Key account management with full P&L responsibility for target accounts-
BSNL/MTNL,Department of Defense and Homeland Security, Reliance etc. (contributing
$500M in global revenues of US $13.1B)
 Supported, managed cross-functional team of sales, pre-sales, support, network operations,

4. services. Total P&L (top line, bottom line and margin), cash flow, and sales responsibility
• Revenue growth exceeding 20% in 2004 and near-constant margin 10.5%
• Revenue growth exceeding 28% in 2005 and 11.6%
• Revenue growth exceeding 100% in 2006 (estimated)
 Contributed in turnaround of largest contract(s)win outside of North America, and second
biggest contract in company History- ITI BSNL/MTNL GSM Contract, Reliance CDMA PAN
India wireless network. Announced value of over US $450M++, with far greater growth
potential over next 7 years.
 Developed internal and external multi-level customer engagement strategy
• Built regional and global support teams (product supply chain, marketing)
• Developed internal & external marketing campaigns to drive thought leadership in line with
sales and business strategies.
• Managed customer and organizational account strategy via customer acquisition process (C
• Lead Negotiator in contracts with customer legal and technical team
 Partnered with ITI, BEL, channel sales , high-performing managed services sales teams and
business resulting in long-term, predictable revenue growth and satisfied Lucent customers.
 A high-performance network infrastructure company, Bell Labs Innovations, with best-in-
class CDMA 20001X EVDO,5ESS Switching, ADSL,DLC,NGN,IMS/EPC Core IP routing,
Lambda Unite OXC, Vital Suite(NOS Products)
 Managing CXO and board level relationships with the customer organisations, negotiating,
closing and executing multi-million, multi-year contracts, leading cross functional teams,
deep involvement in network operations, facilitating financial closures. Strong understanding
of the relevant legal, contractual, financial, compliance requirements.
 Improving the overall financials of the business, focus on sales, margins, cash, account
receivable, inventories.
 Led, motivated and managed cross-functional teams for Lucent consulting, managed
services and premium support business, perpetual software and applications license, ELAs
support renewals etc.
Key Achievements:
 Achieved and exceeded sales quota year on year through large network operator accounts
like Reliance Communications CDMA,EVDO(including Reliance Globalcom), BSNL/MTNL GSM
Network
 Created and managed pipeline opportunities(REV Forecasting, MLV, Upside), bringing a
profitable revenue growth, >$50Mn deals signed, sealed & delivered on time, SGP@ 40%

5.  Managed NTC Nepal, UTL Accounts for Wireline and Wireless portfolio>$10Mn Revenue
Every Year
1992-1999: Assistant Manager-Marketing, Siemens Ltd., Koshika Telecom, GSM Mobile
Services Start-up
 Created the regional marketing organization for Siemens Ltd. focusing on established and
new entrant telco, wireless cellular operators, large enterprise etc. Responsibilities include
core networks, 2G & 3G (GSM/CDMA), managed services etc.
 Develop and recommend strategic partnerships and alliances with telecom equipment
vendors, solutions partners, system integrators to accelerate market development.
 Managed team of product marketing professionals in charge of Government & enter
 Qualified, managed successful partnership with NEPs,ISVs and SIs to jointly address and win
 Service Provider business, ERP business -SPCNL, IBM, HCL,Monetize cross and up-sell
opportunities based on sell-through data by reseller account
 Provide deep telco industry subject matter expertise in the areas of end to end business
process transformation, BSS/OSS domain, and next generation network technology.
 Providing thought leadership for solutions development and client positioning in emerging
trends – 3G, Enterprise, Convergence, CEM, Operator Analytics
Accomplishments
 Recognized for the continuous outstanding performance while managing the Country/Region
Sales objectives-Presidents Club, Achievers Club, Global Sales Forum awards for the APAC
Region-2003,2004,2005,2006,2008,2009,2010,2011
 Negotiated and closed multi-million, multi-year managed services contracts with tier-1
communication service providers- Spice Mobile (Idea Cellular Ltd), Escotel(Idea Cellular),
BPL Mobile(Loop Mobile), BSNL, Department of Defense & Homeland Security etc.
 Successfully managed channel partners- Cisco , 3Com and Bay Networks for large enterprise
deals -SmithKline Glaxo, Nestle, SAP Labs, Oracle, GAIL, PGCIL, ONGC,IOCL, EIL, NTPC.
 Met and exceeded sales quota > Euros 5mn, averaging 110%
Education
 Bachelor of Technology, Electronics & Communication Engineering, National Institute of
Technology , Durgapur, INDIA
 Target Account Selling and Leadership Executive Learning Program, LMI Inc.