VADI DHURGAN

Somerset, NJ, USA

 

SUMMARY

 

Dynamic, highly qualified and results driven Telecom/IT professional with 15+ yrs of global experience increasing sales and generating new revenue streams in Enterprise and Service Provider OSS/BSS industry (network visibility, service assurance, network security, managed services). Possess strong corporate vision and proven expertise in driving business growth opportunities, leading high-impact strategic plans, exceptional customer relations and in-depth technical knowledge.  Highly experienced in operating on own initiative within sales team to develop successful selling relationships with partners, alliances and customers.

QUALIFICATIONS

 

Sales/Business Development/Channel Partners & Alliances

·               Expertise in next-gen tech (Big Data, 4G/LTE, VoIP/VoLTE/CDN, SDN/NFV) and OSS/BSS solutions for network visibility, service assurance, cyber security and managed services for service providers & Fortune 500s.

·               15+ years of Telecom Sales/Account Management, Business Development, Channels & Alliances expertise

o             Skilled at commercial and technical selling – direct customers, channel partners and technology alliances.

o             Led North American service provider sales and business development for most recent employer – built technology alliance program that accounted for more than 40% of annual revenues for $60M+ company.

o             Strategic solution selling into SPs such as Verizon, AT&T, US Cellular, TELUS to deploy network visibility, service assurance, CEM solutions and managed services.

o             Excel in complex sales processes, managing short-term & long-term strategy, handling multiple accounts with professional commitment and creating a win-win for customer and employer.

o             Led sales & marketing strategy of Broadband IPTV solutions for Asia-Pac/India that resulted in winning a 5-yr/200M deal for supplying broadband equipment and IT services for BSNL, India’s largest service provider.

o             High energy contributor with start-up mentality in driving business growth and evangelizing vision.

·               Strong business relationships with an extensive network of service providers and channels/alliances up to C level.

·               Excellent presentation and negotiation skills with ability to clearly articulate business objectives to build rapport and credibility.

·               Extensive travel globally and proven ability to work in multi-cultural environments.

 

Technology Expertise

·               Solid knowledge with Service Providers and related OSS products/solutions

o             Big Data, Network Visibility, Service Assurance, Performance Monitoring, Cyber Security

o             4G/LTE, 3G, VoLTE/VoWiFi, VoIP. IPTV, Triple Play, IMS technologies

o             VoIP – SIP, RTP, RTCP, RTSP

o             QoS/UE – MOS, R-Index, PESQ, POLQA, PEVQ

·               Working knowledge of SDN/NFV, OpenFlow, NetFlow, White Box

·               Familiarity with network security, Malware, APTs, DDOS, SSL visibility, intrusion detection & prevention

·               Vendor tools – Wireshark, Hammer, INET Spectra, various telecom/network analyzers

·               Network OSS – Telcordia Service Director, HP Openview, IBM Tivoli, Micromuse Netcool, etc.

 

PROFESSIONAL EXPERIENCE

 

INEOQUEST, Mansfield, MA (Global Leader in Video Analytics)2015 – present

Account Director – VERIZON            (2015, August – present)

Implement sales strategy to penetrate Verizon and provide an end-to-end video service assurance and behavioral analytics to different groups within the organization.

·               Enabled senior executive discussions and leveraged Ops-owned VOD solution within other VZ groups such as Digital Media Services, Cloud Architecture, Video Performance and Network Planning.

·               Field assessment of competitor tools deployed, competitive intelligence, understanding customer pain-points, creating new opportunities and generating new revenue.

 

VADI DHURGAN

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VSS MONITORING, Sunnyvale, CA (Global Leader in Network Intelligence Optimization)2009 – 2015

Director of Sales, Service Providers(2012 - 2015)

Director, Global Technology Alliances - SPs(2009 – 2014)

Led Service provider sales via direct sales, channel partners and alliance partners for Network Packet Broker solutions that provided visibility and optimization for network intelligence & security systems in order to deliver better ROI and scale for SPs.

·               Instituted and led global technology alliances program with Network & Security Intelligence tool vendors that accounted for nearly 50% of VSS revenue.

·               Led service providers’ business vertical and sales strategy via direct sales, channel partners and alliance partners.

·               Highly successful in developing technology alliance ecosystem and managed all aspects of the business relationship with alliance partners to discover joint opportunities, co-market and offer bundled solutions.

·               Managed Network & Security Intelligence Alliances such as Intel Security (McAfee), IBM, FireEye, Alcatel-Lucent, and Nokia for joint solution selling.

·               Worked with VARs such as SHI, Accuvant, Fishnet Security and distributors such as Westcon in a meet at the channel model with Alliance Partners.

·               Managed and expanded footprint at large, strategic accounts such as Verizon and TELUS.

·               Provided overlay sales support on key strategic accounts and continue as key telecom evangelist for solving challenges around network service assurance/CEM using VSS Network Packet Brokers.

·               Expertise in Big Data, 4G/LTE, HSPA+, OTT/ CDN monitoring and Network Security.

·               President’s Club every year for meeting/exceeding sales target.

·               Extensive international travel in managing global alliances & channels.

 

RADCOM INC., Paramus, NJ USA (Global leader in next-generation monitoring solutions)2006 – 2008

Director of Strategic Accounts

As Director of Strategic Accounts, worked with a portfolio of service assurance, network & QoS monitoring solutions for next-generation wireless & wire line networks (3G, CDMA, IPTV, VoIP, IMS) and managed key national accounts to penetrate new markets, generate new revenue streams and increase sales.

·               Implemented and expanded solution selling strategy into North American 3G/CDMA (EVDO/1X) market and account managed multiple Tier-1 customers (VzW, TELUS) to exceed revenue targets.

·               Penetrated top Tier-1 to prospect, acquire and deploy nation-wide wireless data monitoring/service assurance solution, managed national account/multiple regions and accounted for nearly 30% of company revenue.

·               Identified key players and sold into strategic accounts such as Verizon Wireless, US Cellular & Cricket. Worked closely with customers in budget planning, forecasting, sale & successful deployment.

·               Highly competent technology and business expert skilled at managing strategic customers.

·               Managed complex sales process from initial customer contact through to product delivery and post-sales support, maintaining relationships across accounts including: Technical Evaluators, Key Recommenders/Influencers, Decision Makers, Executives and End Users.

·               Leveraged customer investment in RADCOM by providing visible results to customer’s executive management. Evangelized value proposition and promoted the product via presentations in customer forums and tradeshows.

·               Worked with BUs within the organization to align company goals with customer needs for long-term success.

 

UT STARCOM, Iselin, NJ USA (Market leader in broadband access solutions)2004 – 2006

Regional Marketing/Account Manager

As the lead for Sales & Marketing for the Indian sub-continent for Broadband Access Network Solutions, played a key part in expanding market share, managing Sales teams, designing winning proposals and driving projects & project teams to joint success.

·               Leadership for all aspects of strategic marketing, sales/accounts and P&L for the Indian sub-continent in introducing Broadband IPDSLAM, OSP, FTTx/GEPON, SONET/DWDM and IPTV triple play solutions.

·               Led UTStarcom's successful bids for complex tenders to supply IPTV and other broadband access solutions.

·               Expanded direct/indirect sales channels, improved sales funnel/target accounts and successfully penetrated strategic accounts such as BSNL, Bharti, Reliance and Tata Teleservices.

·               Led team to win a $200M Broadband IPDSLAM/IPTV tender for BSNL (largest service provider in India). 

VADI DHURGAN

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ECTEL INC., Clarksburg, MD USA (Leader in QoS and Network/Revenue Assurance Systems)1997 – 2004

Product Manager (QoS/Revenue Assurance)(1999 – 2004)

System Engineering/Pre-Sales Lead   (1997 – 1999)

As Product Manager of Quality of Service/Service Assurance solutions for legacy and next-generation telecom networks, fulfilled the key role of introducing innovative network monitoring, optimization, service assurance and SLA management solutions to improve service provider productivity & increase profit.

·               Responsible for product strategy for 2G/3G, SS7 & VoIP monitoring solutions that provided network, service and business intelligence to wireless & wireline service providers.

o             Developed the MDR (Message Detail Record) defining the performance aspects of SMS/MMS and the IPDR (IP Detail Record) for assessing VoIP performance and setup SLAs incorporating QoS/QoE metrics.

·               Led global teams and managed strategic projects for leading carriers – Verizon, AT&T, T-Mobile, BT, C&W, France Telecom, Equant, Belgacom, Starhub, etc. in deploying QoS/Network Management solutions.

·               Managed C&W as a global strategic account and led deployment of an E2E testing solution for PSTN, VoIP and Cellular networks across 25+ countries.

·               Successful product launch, delivery & acceptance of the first 2.5G/3G SMS/MMS monitoring solution (2003)

·               Principal support for Marketing and Sales with product info, RFI/RFP responses, serving as product champion. 

 

TATA TELECOM – LUCENT TECH, India (Joint venture with Lucent, OKI and JRC)1994 – 1997

Product Engineer (Technical Management & Engineering)

As a Product Engineer in the Technical Management & Engineering division for the joint-venture division of Tata Telecom and Lucent Technologies, acquired strong skills in various telecom technologies and systems.

·               In-depth knowledge of Digital PCM Systems (E1/T1, E3/T3, 140Mb/s, 565Mb/s), Network Access, Multiplexer, PDH/SDH/SONET/DWDM/ATM Optical Fiber Transmission Equipment and Digital PBX systems.

·               Specialized in technology transfer of Lucent products and engineering functions related to new product introduction in the Indian telecom market.

·               Provided RFI/RFP support for optical transport solutions to Sales teams.

·               Successfully handled product approvals involving the Indian Telecom Design Approval Wing to introduce Lucent products in the Indian market. 

 

EDUCATION

 

BE, Electronics & Telecommunication Engineering, Bharathiar University, India

 

 

PROFESSIONAL DEVELOPMENT

 

Understanding RF & Cellular Fundamentals – TIAA Workshop

CompTIA Security+ workshop

Fundamentals of 4G/LTE Networks – Sunnyvale, CA

Leadership Essentials at Danaher Corp