Nitesh Aggarwal

Nitesh Aggarwal Nitesh Aggarwal is an influencer

Helping Tech Mahindra Scale @ Speed | Chief Strategy Officer | Chief Risk Officer | Transformation & Change Specialist

Bangalore Urban, Karnataka, India
13K followers 500+ connections

About

Experienced & proficient Sales Excellence/ Sales Operations/ Strategy leader with expertise in following areas:
1. Sales Transformation: Helping organisation plan for change in terms of structure, roles, sales process, KRAs, competencies, sales tools, talent life cycle
2. Sales tools: Expert at leveraging and maximising the use of social tools like LinkedIN Sales Navigator, Relationship Science and CRMs like SalesForce.com (SFDC), Microsoft Dynamics (MSD) and BI tools like SalesForce Analytics (Wave) and Microsoft Power BI
Latest CRMs like SalesForce.com/ MS Dynamics if configured well ensure consistent sales process with strategic governance and interventions to maximize win and conversion rates
3. Prospecting, Social Selling: Expert at leveraging the power of the LinkedIN networks, DATA.com & InsideView to take Inside Sales from cold calling to warm calling and creating an additional pipeline of 10-20% for the company
4. Sales Process: Expert at defining sales process and maximising multiple touch points both externally and internally in terms of achieving sales objectives
5. Key account Management: Guiding to achieve excellence in key account focus by moving from governance to proactive initiatives like trigger management
6. Mergers and Acquisitions Integration: Expert at Integration of acquired companies esp fast and robust integration of process and cross sell governance
7. Proactive deal expiry through industry databases like IDC, ISG and extracting intelligence from CRMs can enable early intervention in deal awards and great sole sourcing options

Articles by Nitesh

  • Reflections - 2023

    Reflections - 2023

    #eventful is the perfect description as I sat reflecting on 2023. Coming into the year, things were settled, I was…

    18 Comments
  • Cmon India! We can do better for sure!

    Cmon India! We can do better for sure!

    Indian cricket has undergone a massive transformation. Creating several #goat players, making #ipl & #wpl successful…

    2 Comments
  • 2022: Lots to be Grateful for!

    2022: Lots to be Grateful for!

    I am sure, a lot of you would agree with me that while the pandemic was an extremely unfortunate event; it also was a…

    32 Comments
  • Confessions of a Digital Shopaholic

    Confessions of a Digital Shopaholic

    When I was growing up in Pune in the late 80s and 90s, the world was a very different place. Daily staples were…

    2 Comments
  • The "​Bell Curve"​ during the times of the "Great Resignation"​

    The "​Bell Curve"​ during the times of the "Great Resignation"​

    As April starts and the performance evaluation process kicks in; I could not help but think about the implication of…

    12 Comments

Activity

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Experience

  • Tech Mahindra Graphic

    Chief Strategy Officer (CSO) and Chief Risk Officer

    Tech Mahindra

    - Present 6 months

    Greater Bengaluru Area

    1. Strategy Definition and Execution
    2. Sales Tranformation
    3. Risk Monitoring, Management and Mitigation

  • Confederation of Indian Industry Graphic

    Member, Chief Strategy Officer (CSO) Forum

    Confederation of Indian Industry

    - Present 3 years 9 months

    Bangalore Urban, Karnataka, India

    1. Part of the Chief Strategy Officer (CSO) Forum of CII
    2. Co-lead of mentorship track helping mentor startups through strategy based inputs

  • Infosys

    Infosys

    9 years 1 month

    • Infosys Graphic

      Senior Vice President and Head of Pricing Transformation, Infosys

      Infosys

      - 6 months

      Greater Bengaluru Area

    • Infosys Graphic

      Vice President and Head of Pricing Transformation

      Infosys

      - 7 months

      Greater Bengaluru Area

    • Infosys Graphic

      Vice President & Head of New Logo Acquisition Strategy

      Infosys

      - 5 years 9 months

      Bengaluru, Karnataka, India

      1. Defined and program manage the levers for improvement around hunter bandwidth, target company, segment, geography definition, research transformation, operational elements like pipeline, mining and policy definition and revamp for compensation, kickers etc
      2. Responsible for governance across all levels from vertical segments, to the company leadership to preparing for the updates to the board

    • Infosys Graphic

      Vice President, Head of Strategy (Financial Services, Healthcare, Life Sciences)

      Infosys

      - 4 years

      Bengaluru Area, India

      1. Definition and Governance of Vertical strategies across FS, Insurance, Healthcare and Life Sciences (Pharma)
      2. Identification of sub-vertical wise trends to maximise growth potential within sub-verticals like cards and payments, capital markets and mortgages
      3. Identification and governance of enhancing Pricing levers at an account, program and project level

    • Infosys Graphic

      Vice President, Head - Global Sales Effectiveness

      Infosys

      - 6 months

      Bengaluru Area, India

      1. Define, Execute and Govern Sales Strategy and Transformation interventions
      2. The sales transformation initiatives included the New Logo (Hunting) acquisition program, the Mid and Large Account management program

    • Infosys Graphic

      Associate Vice President, Head - Sales Effectiveness

      Infosys

      - 3 years 7 months

      Bengaluru Area, India

      1. Define and Own Sales Transformation interventions, Sales Strategy execution plans and govern the execution of strategies
      2. Lead New Age Social Selling on the LinkedIN Sales Navigator Platform. Program has seen a return of 20X. LinkedIN has published a case study on our success
      3. Own implementations and management of Sales platforms like Microsoft Dynamics and Power BI. Collaborated with product teams at Microsoft to bring in latest features around Machine Learning, Relationship…

      1. Define and Own Sales Transformation interventions, Sales Strategy execution plans and govern the execution of strategies
      2. Lead New Age Social Selling on the LinkedIN Sales Navigator Platform. Program has seen a return of 20X. LinkedIN has published a case study on our success
      3. Own implementations and management of Sales platforms like Microsoft Dynamics and Power BI. Collaborated with product teams at Microsoft to bring in latest features around Machine Learning, Relationship Insights, opportunity scoring.
      4. Run advanced analytics on pipeline and revenue forecast, with a focus on lead indicators like “Inflows” and make proactive strategic interventions to correct outliers
      5. Enabled Sales Planning, Sales Performance Management and Sales Enablement areas. Have enabled effectiveness sales in terms of roles, activities, positioning, KRAs, structure, incentives

  • GENPACT LLC Graphic

    Assistant Vice President - Sales Operations

    GENPACT LLC

    - 2 years 11 months

    Bengaluru Area, India

    1. Business owner for SalesForce.com implementation for Genpact including integration of Sales Process with acquired entities
    2. Building entire eco-system for sales around SalesForce.com. This includes Marketing Automation, Lead Management tools and other Bolt Onslike lead nurturing eg. DATA.com, LinkedIn, RelationShip Science, PlayerMap
    3. Designed and own one of the revenue forecasting model linked to the bookings.
    4. Involved in Sales Force Effectiveness on the basis of a framework…

    1. Business owner for SalesForce.com implementation for Genpact including integration of Sales Process with acquired entities
    2. Building entire eco-system for sales around SalesForce.com. This includes Marketing Automation, Lead Management tools and other Bolt Onslike lead nurturing eg. DATA.com, LinkedIn, RelationShip Science, PlayerMap
    3. Designed and own one of the revenue forecasting model linked to the bookings.
    4. Involved in Sales Force Effectiveness on the basis of a framework to identify- sales persons who are falling into the lowest quartile to make interventions
    6. Own the competitive positioning and market share benchmarking and assessment on the basis of data from IDC and ISG to comare the market share and wallet share of Genpact vis-à-vis named competitors like IBM, Accenture, TCS, Infosys and Cognizant

  • Infosys

    Infosys

    6 years 1 month

    • Infosys Graphic

      Senior Manager, Sales Planning, Analytics and Operations

      Infosys

      - 1 year 4 months

      Bangalore

      1. Business Owner for the Customer Relationship Management (CRM) system (ie SAP CRM).
      2. Developed a sales headcount model for the company’s sales force based on parameters around revenues, sales strategy execution, regional strategies and sales efficiency improvements
      3. Developed a model for forecasting revenues based on pipeline and doing a risk assessment of the pipeline and win trends.
      4. Set up a execution framework for the sales strategies of the company. That includes…

      1. Business Owner for the Customer Relationship Management (CRM) system (ie SAP CRM).
      2. Developed a sales headcount model for the company’s sales force based on parameters around revenues, sales strategy execution, regional strategies and sales efficiency improvements
      3. Developed a model for forecasting revenues based on pipeline and doing a risk assessment of the pipeline and win trends.
      4. Set up a execution framework for the sales strategies of the company. That includes management of people, pipeline, investment planning. It also included governance and performance management and tracking to assess the current health of the execution of the strategies
      5. Developed a framework for performance management for the Sales Region Heads and one level below which compares the revenue from goals to revenue estimates to booked business to pipeline based predictability.
      6. Developed a framework to outsmart named competition across key metrics and governing the implementation of the framework

    • Infosys Graphic

      Account Manager

      Infosys

      - 7 months

      London, United Kingdom

      1. Have handled the engagement for the company with a client which is one of the largest mobile operators in the world with direct operations in 30+ countries and operations through partners in 40+ countries
      2. Have managed and set up the execution engine of a transformational deal at this client spanning across 40 Operating Companies won by dislodging competition like IBM and Accenture
      3. Was a key member of the client team which planned and executed the implementation by the Group…

      1. Have handled the engagement for the company with a client which is one of the largest mobile operators in the world with direct operations in 30+ countries and operations through partners in 40+ countries
      2. Have managed and set up the execution engine of a transformational deal at this client spanning across 40 Operating Companies won by dislodging competition like IBM and Accenture
      3. Was a key member of the client team which planned and executed the implementation by the Group entity into engagement and delivery teams to ensure that the engagement teams were locally based in the countries, managed requirements and ensured the successful delivery of the Group components
      4. Owned the relationship strategy, mapping and account planning and assurance for the client
      5. Oversaw the setup of a training academy within Infosys for the execution and also owned the governance at various levels

    • Infosys Graphic

      Manager, Business Planning and Assurance (Europe)

      Infosys

      - 3 years 1 month

      Bangalore

      1. Responsible for strategy definition and execution for the Non US business
      2. Responsibility also including budgeting, risk tracking and reduction, collections tracking & improvements, onsite non billable reduction, utilization.
      3. Introduced a collections improvement model called the “T+d” at the Infosys level
      4. Ensure that telecom vertical was the best in Infosys across a critical metric in Account Receivables
      5. Managing the pipeline for the business growth and study win-loss…

      1. Responsible for strategy definition and execution for the Non US business
      2. Responsibility also including budgeting, risk tracking and reduction, collections tracking & improvements, onsite non billable reduction, utilization.
      3. Introduced a collections improvement model called the “T+d” at the Infosys level
      4. Ensure that telecom vertical was the best in Infosys across a critical metric in Account Receivables
      5. Managing the pipeline for the business growth and study win-loss trends for the unit and suggest a strategy for improvements and better convertability of deals
      6. Also head the strategic initiatives like account risk analysis, revenue leakage, restructuring delivery to further improve delivery of services and improve customer experience
      7. Part of the core team in the telecom vertical driving Business Value Articulation in the unit

    • Infosys Graphic

      Account Manager

      Infosys

      - 1 year 4 months

      London, United Kingdom

      1. Headed the business assurance activities for the largest account of Infosys at one point in time
      2. Responsibilities included risk management, account receivables management, contract management, rate card negotiations and management and relationship management
      3. Managed the relationship with vendor management, vendor performance management and procurement groups within the client. Given that this account is a 200+ mn USD account for Infosys, these are key stakeholders and are always…

      1. Headed the business assurance activities for the largest account of Infosys at one point in time
      2. Responsibilities included risk management, account receivables management, contract management, rate card negotiations and management and relationship management
      3. Managed the relationship with vendor management, vendor performance management and procurement groups within the client. Given that this account is a 200+ mn USD account for Infosys, these are key stakeholders and are always on the lookout to essxtract more value given the volume of business
      4. Set up the Operations Scorecard within UK clients to enable delivery and sales teams to measure their performance, compare with others and optimize performance
      5. Worked on the team which negotiated the rates for the current financial year with the client. The client wanted to reduce the rates by 5-10% and a further volume discount. We negotiated freezing the rates with the client and in fact made them sign up offsite rates which were higher than market rates.
      6.Completely owned and managed the Corporate Social Responsibility aspect of the relationship. 7. Owned and managed the very critical purchase order process on behalf of Infosys. This helped reduce the risk from Infosys from 60 mn USD to 0.

  • Tech Mahindra Graphic

    Assistant Manager

    Tech Mahindra

    - 1 year 3 months

    London, United Kingdom & Pune, India

    1. Was a member of team of 3 core ‘think-tank’ to make the presentation and decide strategies for:-
    i. Board presentation in May 2005 (Theme – Achievements of the new management)
    ii. Board presentation in July 2005 (Theme – Scalability)
    iii. Strategy presentation to the M&M board
    iv. “MBT War Room” organized by M&M for its group companies
    2. Presented new account strategies on Australia, Ireland and Africa
    3. Was a member of the team which built the Balance Score…

    1. Was a member of team of 3 core ‘think-tank’ to make the presentation and decide strategies for:-
    i. Board presentation in May 2005 (Theme – Achievements of the new management)
    ii. Board presentation in July 2005 (Theme – Scalability)
    iii. Strategy presentation to the M&M board
    iv. “MBT War Room” organized by M&M for its group companies
    2. Presented new account strategies on Australia, Ireland and Africa
    3. Was a member of the team which built the Balance Score Card for MBT and also was a part of the team which tracks the same
    4. Was one of the members of a 2 member team which reorganized MBT’s delivery organization structure and am part of the implementation team

  • Procter & Gamble Graphic

    Intern

    Procter & Gamble

    - 2 months

    April 2004 ­ May 2004) Team Size: 3
    CONFIDENTIAL PROJECT
    The project involved feasibility study of the Organizations proposed entry into a new product
    category in India, and conceptualization and framing of the entry strategy for the same.

    Learnings:
    1. Data from ACNielsen worth 8 Lakh rupees which gave us the entire categorys information for
    the year 2003.

    April 2004 ­ May 2004) Team Size: 3
    CONFIDENTIAL PROJECT
    The project involved feasibility study of the Organizations proposed entry into a new product
    category in India, and conceptualization and framing of the entry strategy for the same.

    Learnings:
    1. Data from ACNielsen worth 8 Lakh rupees which gave us the entire categorys information for
    the year 2003.
    2. Extensively worked on a software called ,,Advisor by AC Nielsen
    3. Interacted with the top marketing managers at P&G in India; 4. Got a great insight into the Golden Eye Project implementation of the company and thus
    gained immense learning and experience in the working of the Organizations entire distribution

  • Indigo Architects Graphic

    Intern

    Indigo Architects

    - 1 year

    Internship Project while pursuing Bachelors in Computer Engineering

Education

  • Indian Institute of Management Ahmedabad Graphic

    Indian Institute of Management, Ahmedabad

    Post Graduate Diploma in Management Sales and Marketing

    -

    Activities and Societies: 1. Coordinator, Recruitment Cell (Nominated) 2. Class Representative in the 1st year 3. Member, team Logistics, Confluence 2003, IIM Ahmedabad’s International Business Schools meet

  • Stanford University Graduate School of Business Graphic

    Stanford University Graduate School of Business

    Global Leadership Program Business Administration and Management, General

    -

  • Harvard Business School Online Graphic

    Harvard Business School Online

    Certificate in Strategy Execution "Complete"

    -

    Strategy Execution is an eight-week, 40-45 hour online certification program from Harvard Business School. Strategy Execution teaches a comprehensive framework for implementing strategy, covering topics including resource allocation and job design, performance measurement, risk management, and strategies for detecting and adapting to change. Participants gain the knowledge and skills needed to execute strategy successfully. Strategy Execution was developed by leading Harvard Business School…

    Strategy Execution is an eight-week, 40-45 hour online certification program from Harvard Business School. Strategy Execution teaches a comprehensive framework for implementing strategy, covering topics including resource allocation and job design, performance measurement, risk management, and strategies for detecting and adapting to change. Participants gain the knowledge and skills needed to execute strategy successfully. Strategy Execution was developed by leading Harvard Business School faculty and is delivered in an active learning environment based on the HBS signature case-based learning method

  • 2003 Pune University

    Bachelor of Engineering Computer Sciences

    -

    Activities and Societies: 1. Secretary of Association of Computer Engineering Students in my college 2. Chief organizer of ‘Genesis’, an inter-collegiate competition held at Bharati Vidyapeeth’s College of Engineering which saw nearly 4500 students participate 3. Class Representative

  • St. Vincents High School

    HSC Science

    -

    Activities and Societies: 1. Assistant Head-boy of St. Vincent’s High School and Junior College

Licenses & Certifications

Skills

Publications

Languages

  • English

    Native or bilingual proficiency

  • Hindi

    Native or bilingual proficiency

  • Marathi

    Full professional proficiency

  • German

    Elementary proficiency

  • Kannada

    Elementary proficiency

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