Sanjay Kalra

Current

Director, Sales at iGATE Global Solutions

Past

Enterprise Solutions Executive at Interwoven, Inc.
Vice President, Business Development at Newgen Software Inc.
Vice President, Sales and Marketing at Newgen Software Technologies Limited

Group Manager at NIIT Limited
Sr. Marketing Executive at Softek Limited
Student at Institute of Management Technology

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Education

Institute of Management Technology, Ghaziabad
Kirori Mal College, University of Delhi

Recommended

17 people have recommended Sanjay

Connections

500+ connections

Industry

Outsourcing/Offshoring

Websites

Sanjay Kalra’s Summary

• Successful track record of a decade and a half in business-to-business sales and marketing of software and information technology solutions including direct selling, sales management, business development, marketing and product management.

• Experience in selling software and services in the Business Process Management and Outsourcing areas – a hot growth sector of the IT industry.

• Over ten (10) years of experience in Electronic Content Management solutions (including its predecessors – Document Imaging, Document Management, Workflow, etc.) in India, USA, Japan and Asia.

• Successful sales, business development and account management experience with various Fortune Global companies, including Toshiba America Business Solutions, Konica Minolta, Canon Inc., Citigroup Private Bank, Citibank Cards Technology, Citigroup Credit Services, Citibank International LATAM, Deutsche Bank Investment Management / Scudder, Harcourt Publishing, Newspaper Industry Association of America, Sharp Labs, OKI Data Corporation and many other global corporations.

• Experience in running multiple ODC’s (dedicated Offshore Development Centers) for US and Japanese customers

• A good understanding of all aspects of the software industry including product, solution, professional services and outsourced (offshore) software development selling, corporate marketing and product management, software development life cycle management and quality assurance.

• Great degree of comfort in intercultural interactions - particularly in Japan, South-Asia, South-East Asia and the Middle-East.

• Substantial experience in all selling models – Direct selling to end-customers, OEM Sales, VAR Channels and Regional Sales offices.

• A deep interest in and understanding of information technology applications.

• An MBA (Master’s degree in Business Administration) from one of India's premier business schools.

Sanjay Kalra’s Specialties:

Sales, Business Development and Marketing in the following industries/technologies:
Computer Software
Software Development Outsourcing
Business Process Management
Content Management
Document Imaging
Software Development Outsourcing
Offshore Software Development

Also see my blogs at:

http://technorati.com/profile/sanjaykalra

http://www.blogger.com/profile/760138

Sanjay Kalra’s Experience

Director, Sales

iGATE Global Solutions

(Outsourcing/Offshoring industry)

August 2008 — Present (2 months)

iGATE Corporation (NASDAQ:IGTE) is the first fully integrated IT and Operations firm with a Global Services Model. iGATE enables clients to optimize their business through a combination of process investment strategies, technology leverage and business process outsourcing and provisioning.

Going beyond labor arbitrage, iGATE's iTOPS model assures clients of year-on-year savings by process and technology optimization, access to proprietary tools and accelerators and migration to best in class processes. The iTOPS model also allows clients to convert fixed costs to variable costs and manage business spikes and troughs more efficiently. Services are delivered by a unique pay-by-the-drink transaction pricing model that is directly linked to the business value delivered to our clients.
Enterprise Solutions Executive

Interwoven, Inc.

(Public Company; 501-1000 employees; IWOV; Computer Software industry)

August 2007 — July 2008 (1 year)

Responsible for managing Strategic Consulting engagements with Interwoven's Enterprise customers for Customer Experience, Web Content Management, Collaborative Document Management and Composite Application Provisioning solutions in the Western USA and Canada.
Vice President, Business Development

Newgen Software Inc.

(Public Company; 501-1000 employees; Computer Software industry)

January 1998 — July 2007 (9 years 7 months)

Lead US operations of Newgen Software - a leading provider of Business Process Management (BPM), Enterprise Content Management (ECM), and Document Imaging software products and solutions.

Led the company to a series of successes in OEM partnerships with global document and print solutions providers in USA and Japan.

Successfully built a multi-million dollar professional services practice focused on BPM and ECM solutions. Vertical focus included Banking, Financial Services, Insurance and Business Process Outsourcing (BPO).

Developed an Outsourced Product Engineering practice focusing on Global manufacturing companies and ISV's.

Built a Sales and Partner channel for launching our BPM and ECM products in USA.
Vice President, Sales and Marketing

Newgen Software Technologies Limited

(Privately Held; 501-1000 employees; Computer Software industry)

1994 — 1998 (4 years)

- Got in on the ground floor with a startup and grew revenues to help Newgen become the leading product software company in India.
- Led my sales team to achieve sales targets and broke through in important international markets in Middle East and South-East Asia.
- Developed and managed marketing campaigns with advertising, press and analyst relations, road shows and exhibition components to create a leadership brand image in the Asian markets.
Group Manager

NIIT Limited

(Public Company; 10,001 or more employees; Computer Software industry)

1991 — 1994 (3 years)

NIIT Technologies is a global IT Solutions major, servicing customers in North America, Europe, Asia and Australia. Headquartered in New Delhi, India, NIIT Technologies employs 4500 plus knowledge professionals and follows global standards of software development processes.

In my role as Group Manager, Business Development, I achieved success in the Indian market by bringing to market the innovative technologies being developed at NIIT’s R&D Center and consulting and development services in the area of Multimedia and Expert Systems applications.
Sr. Marketing Executive

Softek Limited

(Computer Software industry)

1989 — 1991 (2 years)

• Increased Sales by developing new corporate and institutional customers for Softek’s products in the North Indian markets.
• Successfully developed a channel network in major cities in Northern India.
• Developed and grew relationships with OEM (computer hardware manufacturers) for bundling of Softek’s products.
• Achieved the highest sales in the region for the year 1990.
Student

Institute of Management Technology

(Outsourcing/Offshoring industry)

1987 — 1989 (2 years)

Sanjay Kalra’s Education

Institute of Management Technology, Ghaziabad

MBA, Marketing, MIS (Management Information Systems), 1987 — 1989

Summer Internship at Network Solutions - the leader in office automation industry - part of the HCL group.
Kirori Mal College, University of Delhi

Bachelors in Mathematics, Mathematics, 1987

Additional Information

Sanjay Kalra’s Websites:

Sanjay Kalra’s Interests:

Web Content Management, Web Analytics and Optimization, Business Process Management (BPM), Enterprise Content Management (ECM), Workflow, Document Imaging, Software Development Outsourcing, Project Management, Agile Development Methodologies, Disruptive Technology, Gadgets, Multimedia, Audio Visual Equipment, Japan, India, California, Cycling, Blogging, Web 2.0, Office 2.0, SaaS, On Demand Software

Sanjay Kalra’s Groups:

Trade Member - AIIM (http://www.aiim.org), Member - AIIM Golden Gate Chapter (http://www.aiim.org/chapters/goldengate.asp?ID=26297), ACORD (http://www.acord.org/), Member - Japan Society of Northern California (http://www.usajapan.org/), Charter Member - TiE (http://www.tie.org/)