Ajay Grama
Summary
Highly analytical and results-driven professional with extensive experience in account management, sales generation, and relationship building, whilst delivering business strategy through IT and Cloud Transformation. Instrumental in monitoring key metrics to plan initiatives and partnering with clients to achieve IT transformation, optimization, and improved service standards. Adept at ensuring cross-geographic synergies in project management and delivery execution by orchestrating internal resources. Well-versed in staying abreast with sales trends and market dynamics to incorporate into existing account strategy. Expert in addressing client business issues by applying pragmatic/problem-solving techniques and creative insights. Track record of empowering solution-focused teams, shaping value propositions, identifying new business opportunities, and building trusted relationships with key stakeholders at all levels.
Overview
12
12
years of professional experience
6
6
Certificates
1
1
year of post-secondary education
Work History
Sr.Business Relationship Manager(Account Director)
Tata Consultancy Services Limited
07.2023 - Current
- Manage portfolio of 1000+ associates and £80M in revenue
- Instrumental in redefining Account strategy
- Identify new business opportunities to expand current services
- Continue to engage customers in networking events to create connections and spot business prospects
- Designed consultative selling strategies to deliver new cloud operations model and DC optimization
- Engage customers to gather feedback and identify new improvement opportunities
- Built strong relationship with key stakeholders to drive Growth
- Increased sales by identifying new opportunities across different business lines
- Increased revenue growth by 5.5% in one quarter
- Improved margin by 16 basis points
- Identified areas to consolidate service portfolio
- Helped define new cloud operating model for support.
- Coordinated regular meetings with clients to review performance metrics and discuss areas for improvement.
AWS BU Cluster Head
Tata Consultancy Services Limited
01.2022 - 01.2023
- Manage profit and loss of several clients within UK's business development group
- Lead major Cloud migration to AWS and assist in development of proposal discussions
- Plan strategies and share deadlines to finish tasks on schedule
- Administer several functions such as identifying issues, examining data, and offering solutions to concerns
- Supervise projects and review information to identify areas for improvement
- Spearhead creation and implementation of strategies for performance improvement to encourage business growth
- Resolved conflicts and negotiated mutually beneficial agreements
- Increased 200% revenue for AWS BU across TTH and retail customers
- Raised savings and increased profit margins by driving operational enhancements
- Forged trusting connections with various outside vendors to find mutually beneficial economic prospects
- Provided recommendations and engaged in problem-solving exercises to promote collaboration as part of continuous improvement efforts.
Business Relationship Manager (Client Partner)
Tata Consultancy Services Limited
01.2018 - 01.2022
- Supervised portfolio of 200+ associate accounts and £20M in revenue
- Led development and implementation of account strategies to translate company goals into client activity
- Leveraged sales tactics and marketing platforms to establish pipeline and boost profitability
- Participated in networking events to create connections and spot business prospects
- Utilised CRM to gather, compile, and manage sales data and customer information
- Designed consultative selling strategies, efficient customer solutions, and compelling commercial possibilities to secure high-value customers
- Tracked problems and interacted with clients to provide immediate resolutions
- Employed proactive and cooperative methods to address client demands and develop ties
- Built favorable partnerships by negotiating sales agreements between customers and agency
- Increased sales by building and developing connections with both new/old clients
- Improved revenues from £8M to £20M on annual basis and raised gross margin from 35% to 53%
- Attracted more business and expanded income streams by cross-selling goods and services to customers
- Attained client satisfaction and loyalty by establishing collaborative relationships and facilitating needs assessment.
Service Delivery Owner
Tata Consultancy Services
01.2015 - 01.2017
- Led operational modifications in enhanced savings and profit margins
- Applied critical thinking to analyze issues, assess potential solutions, and develop judgments
- Engaged in continuous development by making recommendations and participating in problem-solving activities to assist teamwork
- Surpassed objectives with excellent job prioritization and strong work ethic
- Spearheaded preparation of variety of different written communications, reports and presentations
- Increased customer satisfaction by resolving issues
- Built strong pipeline to deliver services by implementing robust strategies
- Managed all facets of projects by optimizing operational efficiency and leading team of 150+ members
- Attained 100% SLA compliance and customer satisfaction, while ensuring successful transitions and client visit management to achieve 20% faster MTTR.
Senior Service Delivery Manager
Tata Consultancy Services
01.2013 - 01.2015
- Achieved 100% SLA compliance
- Collaborated with several external stakeholders to get agreement on main project milestones and prioritizing objectives
- Managed multiple services and transformed into TCS
- Contributed to creation of service budgeting and advised on areas for improvement to save costs and speed up delivery
- Engaged with prestigious client to select third-party vendor for IT infrastructures
- Maintained proper staffing levels to ensure timely and accurate deliveries
- Provided excellent customer service and resolved queries by interacting with key clients
- Ensured hostile transition, successful delivery of niche middleware technologies, SLA compliance, root cause analysis, and client engagement.
Education
Bachelor of Engineering (B.E: Electronics & Communications) - Electrical, Electronics And Communications Engineering
Dayanand Sagar College of Engineering, Bangalore University
BangaloreHenley Business School - Level 7- Senior Leader Business Administration
Henley Business School
Reading 11.2023 - Current
Skills
Strategic Account Planning
People Management
Business Development
Contract Negotiations
Service Management
Stakeholder Management
Competitive Analysis
Influencing skills
Relationship Building
Executive Relationship
Digital Transformation
Account Management
Certification
AWS Certified Cloud Practitioner, 2023
Timeline
Henley Business School - Level 7- Senior Leader Business Administration
Henley Business School
11.2023 - Current
Sr.Business Relationship Manager(Account Director)
Tata Consultancy Services Limited
07.2023 - Current
AWS BU Cluster Head
Tata Consultancy Services Limited
01.2022 - 01.2023
Business Relationship Manager (Client Partner)
Tata Consultancy Services Limited
01.2018 - 01.2022
Service Delivery Owner
Tata Consultancy Services
01.2015 - 01.2017
Senior Service Delivery Manager
Tata Consultancy Services
01.2013 - 01.2015
Bachelor of Engineering (B.E: Electronics & Communications) - Electrical, Electronics And Communications Engineering
Dayanand Sagar College of Engineering, Bangalore University
ITIL V3 - Expert
Certification Issued by PeopleCert for successfully completing the required ITIL certifications of ITIL® Managing Across the Lifecycle Certificate , ITIL® Intermediate Certificate in Continual Service Improvement , ITIL® Intermediate Certificate in Service Design, ITIL® Intermediate Certificate in Service Transition, ITIL® Intermediate Certificate in Service Operation, ITIL® Intermediate Certificate in Service Strategy ,
ITIL® Foundation Certificate in IT Service Management.