Mrinal Banerji

Key Role Product Management, Alliances, GTM  New product launch: Conceptualized and launched multiple new networks products and offerings such as network automation, intelligent multicloud and DC networking, platform-based services, intelligent cloud WAN, and AI Factory  Product roadmap, usecases and features: Define product roadmap, usecases, key features, and integrations. Work with the network COE team to maintain a prioritized product backlog  Product marketing: Drive product marketing and create value proposition collaterals (brochures, flyers, sales kits, whitepapers, solution briefs, battle cards and other marketing content) to ensure compelling product positioning  Sales enablement: Internal enablement on product value and capabilities through webinars and solution demos  Customer success: Initiated customer success program and setup a ‘customer advocacy council’ to take the product story ahead and ensure customer stickiness throughout customer lifecycle.

Turned around 4 accounts from red to green status  Analyst relations: Drive the analyst relations program with the analyst community (Gartner, ISG, Avasant, IDC, etc.) for analyst RFIs, proactive briefings and solution demos. Organized the first ever Analyst Connect for networks BU in London  Thought leadership and competitive intelligence: Engage in detailed competitive and industry intelligence to track competitor moves and align product strategy.

Also publish blogs and POVs to position HCLTech as a thought leader  Alliance management: Manage end to end partner relationships and create joint offerings with partners. Currently managing engagements with HPE, Equinix, F5, Infoblox, EfficientIP, Aviatrix, etc.

Key Role Research, Strategy Consulting  Led a 15-member team as part of TMT insights group; engaged in end-to-end program management, project delivery, customer communication, and recruitments  Enabled client teams to win over $2.5B in business by demonstrating solution value across industries and geographies through competitive intelligence, commercial due diligence, customer insights and thought leadership  Converted a pilot into a long-term engagement, generating $300K revenue and establishing a 2-year FTE insights desk  Created partnership prioritization models and channel enablement strategies, delivering $1B+ in partner-influenced revenue over 3 years for the customer  Created thought leadership and POVs on key digital engineering themes including SD-WAN, multicloud networking, contact centres, IoT, private 5G, and wireless

Key Role Sales Operations, Research, Reporting  Collaborated with the KPMG Markets team on sales enablement, KPI tracking, competitive intelligence, and thought leadership to support GTM in the technology sector  Helped global platinum account partners grow their sales pipeline by providing win-loss analysis, industry, and account level trends, bid support, account management, proposals, and ad-hoc secondary research  Authored several whitepapers/POVs to drive the research agenda of the firm in technology sector  Received 'KPMG Encore- Rising Star' award within the first quarter of joining the company for conceptualizing a new sales enablement product which was later added in the KGS services catalogue  Analysed strategic account roadmaps to identify white-space opportunities and aligned partner-led solutions to support business development

Key Role Sales Enablement, Business Research  Enabled sales and marketing teams of F500 tech clients with industry insights, product positioning, competitive intel, bid support, and account planning.  End-to-end ownership of entire project lifecycle: from proposals to final deliverables & client presentations  Identified sales opportunities in global enterprise accounts and mapped them to relevant network offerings to support solution-driven GTM  Developed sales collaterals including battle cards, presentations, and bid support material to aid pursuit planning and partner-led GTM.  Analysed global TMT trends by tracking alliances, strategic partnerships, and M&A to inform partner ecosystem strategy

Key Role Solution Integration, KPI Reporting  Handled multiple clients across APAC, Middle East, and UK for their BI related KPI reporting and dashboarding needs  Design and development of telecom performance KPI reports and dashboards through SAP-Business Objects and SQL  Requirement gathering from clients, act as liaison between clients & development team and preparing solution documents and Statement Of Work (SOW).  Led client demos and UATs for the final deliverables across geographies

Key Role KPI Reporting, SQL, Shell Scripting  Development and analysis of daily telecom and application KPI reports for the customer  Automated the daily KPI reporting procedure ensuring almost 50% less manual work and time  Developed complex SQL queries, shell scripts and cron jobs on production servers  Co-ordination with multiple external and internal stakeholders during change management and configuration management activities