Kartik Guruvayurappan
Sales & Account Management
Mumbai
Summary
Accomplished Project Management Professional & Account Management with 14 years of expertise in achieving sustained revenue and profitability growth in dynamic & changing market. Experience in ATM deployment projects & Relationship management, Debit Card, Credit Card & other form factor Issuance, Tokenization, TAP & PAY, Offline CBDC . An effective leader with excellent communication, negotiation and relationship building skills. Extensive experience in managing P&L responsibility and cultivated excellent relationships with new prospects & existing customers. Monitors projects by adhering to production schedule and budget, managing production team, identifying problems and providing targeted solutions.
Overview
14
14
years of professional experience
2
2
Certifications
Work History
Sales & Account Management
IDEMIA SYSCOM INDIA PVT. LTD
2023.03 - Current
- Growing the Card Payments, Digital business across clients
- Meeting / exceeding the targets covering the entire Sales Life Cycle (Prospecting to Sales covering Order-to-Cash)
- Responsible for the execution of the strategic go to market and account plans to achieve sales targets and expand customer base
- Actively contributing through market intelligence and feedback to contribute to the evolution of the company’s offerings portfolio
- Key Account Management
- Define the GTM strategy and demand creation strategy leading to bookings in these markets
- Work closely with Product, Solution team, Delivery, Pre-sales, and other support functions to cater to customer requirements
- Aligning the resources to support the demand creation process in an integrated and sustained manner
- Identify new growth areas and formulate plans for sales growth in such areas
- Create key account strategy and multi-layered engagement approach, including C level engagements, for a much deeper relationship management with customers
- Building offers and propositions that are relevant to the buyers
- Follow sales metrics and governance/compliance mechanisms in line with the company policies
- Maximize presence within the territory in existing key accounts as well as acquire new clients to achieve Order Intake and Revenue Recognition in line with the targets assigned for the year
Account Management
Financial Software And Systems Private Limited
8 2017 - 2023.03
- Handled ATM Managed Services for ICICI, UBI, IDFC FIRST Bank & IDBI Bank
- Coordinating with internal teams on sustainability of machines deployed
- Preparing of project scope & project charter with necessary approvals for budget in consideration with project sponsor & stakeholders.
- Internal & External Checks on uptime for machines deployed
- Keeping close checks on profitability of ATMs as well as preparing transaction analysis. Conducting Revenue-Cost analysis taking appropriate steps to ensure project is profitable.
- Maintaining logs & revisit of resources wherever necessary to customize project
- Regular meetings with bank on enriching customer retention
- Payment receivables from bank to maintain desired level of revenue
- Ensuring Penalty reduction to maximum
- Sharing feedback to bank in form of reports & meetings to help grow both stakeholders.
- Relocation of sites if not profitable to Bank
- Envisaging Project is sustainability in terms of budget.
- Accommodating change requests within cost budget
Project Manager
Diebold Nixdorf India Private Limited
2014.08 - 2017.08
- Deployments of ATMs & Managed Services for Central bank of India
- Coordinating with internal team on sustainability of machines deployed.
- Internal & External checks on increasing uptime & End user availability
- Conducting meetings with bank on regular basis to enrich customer retention.
- Ensuring customer satisfaction all while & pitch in for new businesses
- Payments receivables management to maintain desired level of revenue.
- Ensured penalty deductions to minimum.
- Successfully deployed 1000 machines within span of 6 months
- Sharing feedback to bank in form of reports & meetings
- MVS implementation: Reduction in operational cost and enhancing customer satisfaction by driving Multi vendor software project for PSU Bank. Enabling single application to have level of detail and control.
- Stakeholder approvals on MVS interface design.
- Coordination between software team and Bank for effective completion of testing
- Ensuring implementation and rollout of MVS on field in prescribed timeline
Assistant Manager (Banking & Projects)
AGS Transact Technologies
2013.03 - 2014.08
- Deployment of ATMs for PSU and MSPs PAN India.
- Deployment of ATM's at identified sites and cities to be done as per timelines and guidelines.
- Coordinating with Technical Experts for installation on ATMs
- Successfully Deployed 500+ ATMs for UBI, BOI & FIS and counting
- Coordinating with Transporters for Timely delivery of ATMs adhering to EDDs
- Interaction with branch and regional level officials for approval, training & troubleshooting in order to ensure seamless roll out of ATM Projects.
- Timely Submission of invoices on time and follow-up with respective banks for completion of collection of payments on time.
- For effective roll out of ATM Projects, interaction with branch and regional level officials for approval, training, troubleshooting has been dealt without any hassles.
- Sharing various progress feedbacks in form of reports with Banks on weekly basis, which includes progress in various territories and it also highlights bank dependencies if any.
Senior Executive- Service Delivery
Financial Software And Systems Private Limited
2011.02 - 2013.03
- Ability to select and deploy ATMs as per client's requirements, from all leading vendors.
- Successfully completed ATM deployment for United Bank of India and ICICI.
- Deployment of ATM's at identified sites and cities to be done as per timelines and guidelines.
- On receipt of equipment's on site, coordinating with Local Contractor and Vendors for successful Installation / Commissioning of equipment's like UPS, V-sat, AC, and ATM Machine
- For effective roll out of ATM Projects, interaction with branch and regional level officials for approval, training, troubleshooting has been dealt without any hassles.
- Co-ordinate with vendors for timely dispatch of equipment and Installation
- Providing of effective Post Implementation support and Site maintenance.
- Submit invoices on time, follow-up with respective banks for realization of payment
- Meetings have been conducted to enhance vendor-customer relationship as well as solving client issues with help of meetings attended every month.
- Coordinating and providing technical support to Engineers for making ATMs Tech Live and with CRA's for Cash Loading
- Managed to takeover 500 sites under TIS within span of 3 months
Process Associate - Citi Mortgage
Tata Consultancy Services
2010.01 - 2011.01
- To handle portfolios of Mortgage customers and defaulters
- Process every case with maximum accuracy after the property goes into foreclosure.
- Process cases into bid and third-party sale with giving more emphasis on company policies.
- Working on production databases and loss mitigation process
- Knowledge in equity analysis in mortgage.
- Designed a bid tool for the client and implemented throughout the department.
Education
Master Of Business Administration - International Marketing
University of Aberdeen
Aberdeen, United Kingdom 2006.09 - 2007.09
Bachelor Of Management Studies - Financial Services Marketing Operations
University of Mumbai
Mumbai, India 2003.06 - 2005.05
Skills
Operations support
Client needs assessment
Project planning and development
Business process re-engineering
Project Management
Farming Sales
Certification
PMP® Certified Professional
Timeline
Sales & Account Management
IDEMIA SYSCOM INDIA PVT. LTD
2023.03 - Current
Exin® Agile Scrum Master
2021-04
Project Manager
Diebold Nixdorf India Private Limited
2014.08 - 2017.08
Assistant Manager (Banking & Projects)
AGS Transact Technologies
2013.03 - 2014.08
Senior Executive- Service Delivery
Financial Software And Systems Private Limited
2011.02 - 2013.03
Process Associate - Citi Mortgage
Tata Consultancy Services
2010.01 - 2011.01
Master Of Business Administration - International Marketing
University of Aberdeen
2006.09 - 2007.09
Bachelor Of Management Studies - Financial Services Marketing Operations
University of Mumbai
2003.06 - 2005.05
Account Management
Financial Software And Systems Private Limited
8 2017 - 2023.03
PMP® Certified Professional
2021-02
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