Sunil Nair

Seasoned Executive with an International IT career spanning 20+ years.
15+ years of Global leadership experience in Business Development, Consultative Selling & owning delivery on large engagements for various Fortune 500 customers.

Strong expertise in:
• Business Development & Consultative Selling: Leading pursuit strategy, solution design, consulting and solution defense on strategic multi-year and multi-SBU Application Management deals. 
• Delivery Leadership: A strong history of managing Executive level customer relationships & owning full-life-cycle global delivery and engagement profitability on a portfolio of large Application Management engagements. 
• Technology: Certified TOGAF enterprise architect and technologist-at-heart with a flair for cultivating, mentoring and orchestrating Business, Technology & innovation talent to continuously deliver IT & Business Value to our customers


Key Enablers:
• Effective leadership style: Right from identifying the right talent, to driving, enabling and empowering people at all levels to achieve a common vision. Adopting a Hands-on approach, where required with a firm belief in leading by example.
• Managing Cross-Functional synergies: Strong experience in rallying and managing cross functional teams to achieve customer & value centricity. 
• Cultivating Executive Relations: 15+ years of experience in owning senior client Executive Relationships across North America & Europe.
• Global Experience: Experience across multiple geographies and Cultures, including 13 years of on-shore experience in USA & 9+ years in India

Global Head of Solutions - Large Deals, Birlasoft (formerly KPIT); India - Since
November 2014
As part of the core Strategic Client Engagement (SCE) team, I lead large-deals solution & defence on all large Managed Services Deals. Additionally, I head the AMS CoE globally and am responsible for growing company-wide competencies in AMS.
Key Achievements in Business Development:
▪ Successfully led solution development & defence on some of the largest deals ever in KPIT/ Birlasoft. Instrumental in winning multiple large-deals and growing Managed Services top-line growth by 70%
▪ Authored highly differentiated GTM offering for comprehensive managed service encompassing Business Value, Customer Experience and Service centricity
▪ Introduced Industry bench marks and key solution templates and guidelines for all AMS deals.
▪ Major through leader and contributor to develop competencies and integrate offering around
! Process Innovation - Bimodal Operating Model with integrated Scaled Agile delivery with DevSecOps CI/CD. Integrated best practices from Theory of Constraints, Lean IT and Six Sigma.

▪ Service Innovation: Comprehensive set of Cognitive tools including Business Process Mining, AIOPS, RPA & Hyper automation, Cognitive Chatbots, Social collaboration, Portfolio Intelligence (technical debt), Test Automation & DevSecOps tool-chain
! Flexible engagement models including fully managed services, BOT & a federated IT-as-a- Service MSI model. Flexible commercial models including outcome-based, risk-reward and Utility based.
▪ Integrated various complimentary digital transformational & technology advisory services as part of Transformation Office as part of our account growth strategy.
▪ Provide thought leadership to the Delivery excellence function with an aim to drive productivity and innovation across all key engagements.
▪ Worked on multiple RFIs with Industry analyst like ISG, Avasant etc. resulting in Birlasoft being recognised as a Leader in ADM Agile Development and listed 3 times in a row in the Top 15 Sourcing Standout.
▪ Lead Sales enablement training sessions for Global Sales heads

Associate Director, Capgemini; India — August 2011 to August 2014

India AM Solution & Pursuit Lead:
Led the India delivery organisation in solution architecture, solution defence & contract negotiations on multiple ADM Pursuits. We won multiple AMS contracts with total TCV of $85 million in sales.

Global Service Delivery Manager - Tenneco
Led the global team and oversaw global end-to-end Delivery & P&Ls for all Run & add- on Build services. The application portfolio was predominantly SAP ERP, SRM, HR, EDI, Data-warehouse/BI, Notes, & Java/web technologies. The team was distributed across Americas, Europe & India. I was instrumental in successfully executing a radical 6 months, time-bound engagement transformation & improvement plan, leading to a 24% reduction in TCO while dramatically improving customer experience and trust, leading to winning a 5 year contract renewal.
In addi'on I successfully lead sales and execution of close to $5 Million worth of add-on
project work including multi-country SAP rollouts & upgrades. As a mark of recognition, the Tenneco engagement was selected as Capgemini's Engagement of the Quarter award in 2012.

Global Service Delivery Head - Capgemini North Americas
In addition, I led ADM support for Capgemini North America’s internal application portfolio while also leading the project to streamline Global SAP sourcing as part of SAP Industrialised Managed Service Centre

Senior Manager, Capgemini; USA — 2005 - 2011
Service Delivery Manager - Alcatel-Lucent (Naperville, IL)
Led Solutions, global service delivery and Business Development activities including account mining and sales of add-on project work. Successfully managed a complex mission-critical application portfolio including E-Commerce, Configurator, B2B/EAI/EDI, Portals and IAM/SSO solutions in an aggressive offshore model. My responsibilities included providing thought leadership to the architecture team, and driving continuous improvements.
I was also responsible for adoption of various top-level initiatives including Lean IT, Application Portfolio Rationalisation (WARP), Testing-As-a-Services & Automation.
Key Achievements included Successfully transitioned a complex portfolio of over 65 applications. & Successfully carving out $15 million of project revenue and successfully executing all M&A projects on-time/budget.

Prior Experience
 Manager, Capgemini US LLC. Chicago, IL, 2002 - 2005

▪ Application Manager, Sprint Long Distance. Stream Lead, FedEx, Leap Frog Solution,

▪ Senior Consultant, Capgemini US LLC. Chicago, IL, 2001 - 2002

▪ Integration  Lead, Classic Residence By Hyatt. 

▪ J2EE Architect at Sprint Long Distance.

Programmer/Analyst, Advansoft International, Inc. Arlington Heights, IL, Sept 2000 – Sept 2001
▪ Senior Consultant (Java/J2EE) for Ernst & Young, Chicago, IL at Sprint Long Distance

▪ Programmer/Analyst, Friendly Advanced Software Technology, Jan 1999 – Sept 2000

▪ Sr. Programmer Analyst at PFS Web, Plano, TX & MSC Tools, Melville, NY
▪ Software Engineer, Software Techniques (Now AAKIT), Aug 1997 – Jan 1999
▪ Senior Developer at Johnson & Johnson & Castrol India Ltd
▪ Trainee Software Engineer, Concourse Information Technology, Sept 1996 – Jul 1997
 ▪ Hardware Engineer, CMS Computers Limited, Oct 1995 – Sept 1996

▪ University of Liverpool, Liverpool UK — MSc Information Technology (Honours), Major in Software Engineering with A* grade, 2009
▪ Diploma in Engineering, Major Digital Electronics, State Board Of Technical Education, Mumbai, India, 1995

Certifications
▪ PSM - Professional Scrum Master I.
▪ Six Sigma Green Belt
▪ TOGAF 9 Certified, Enterprise Architect
▪ PMP - Project Management Professional (2005-2012)
▪ Sun Certified Enterprise Architect
▪ Manager as Coach