Dhanya Nair
GTM | Presales | Business Development | Digital Transformation | AI
Dhanya Nair is an IT professional with demonstrated track record in business development, GTM strategy, solution design and consulting across consumer, telecom and M&E verticals.
GTM Index
- HCL TECHNOLOGIESJOB
- General Mgr - Integrated G…1Y 11M
General Manager - Integrated Go-to-Market & Presales
HCL Technologies
As a Pre-Sales Portfolio Lead for Digital Business Services, I lead a high-performing team across solution consulting and bid management while driving initiatives that shape our GTM strategy. My focus is on enabling impactful client outcomes and accelerating business value through GenAI-led innovation.
- QUANTIPHIJOB
- Industry Sales & GTM Lead,…1Y 9M
Industry Sales & GTM Lead, NVIDIA AI practice
Quantiphi
Responsible for revenue growth and expansion of AI Enterprise solutions (Generative AI, Conversational AI, Computer Vision etc.) through sales lifecycle management for greenfield accounts and new business acquisitions. ● Collaborated with Sales leadership to craft a robust GTM strategy for Quantiphi's Telecom & M&E growth. ● Led a team of high performing analysts focused on industry research, target accounts, and whitespace identification. ● Worked with Marketing and Inside Sales to create and execute effective lead-generation strategies, reach new prospects and enhance the overall pipeline ● Managed alliances with NVIDIA for capability development and joint GTM initiatives
- WIPROJOB
- Senior Mgr - Strategy & So…1Y 7M
Senior Manager - Strategy & Solution Design, UK & I
Wipro
- Develop strategy plan for UK & Ireland working with sales, marketing, finance, operations, CoE and practice leadership teams. - Generate robust sales pipeline by conceptualizing customer-centric marketing initiatives and value propositions for hunting accounts in UK and Ireland across domains. - Responsible for strategy and solution design for large integrated IT outsourcing pursuits worth over $500 Mn USD. Have won contracts worth ~$300 Mn USD. - Participate in Due Diligence, gap analysis studies and proactively manage inputs from internal (SMEs) and external (customers, third party vendors) teams to understand the customer business needs.
- Lead Consultant- Digital S…3Y 4M
Lead Consultant- Digital Solutions, Retail, Distribution & Transportation
Wipro
- Managed integrated IT outsourcing pursuits under Retail and Logistics domain, driving end to end bid lifecycle. Worked on 10+ large pursuits worth over $200 Mn USD. - Oversee creation of RFP/RFI responses, ensure high quality deliverables as per customer requirements & timelines. - Design & strategize innovative and competitive value propositions to help customers transform their IT landscape in alignment with their business goals.
- COGNIZANTJOB
- BD Mgr3Y
Business Development Manager
Cognizant
• Managed IT Infrastructure and Cloud Services pursuits for European customers, driving end to end bid lifecycle. - Worked on 30+ large pursuits worth over $250Mn USD and won contracts worth $100Mn USD. - Was responsible for creation of high-quality RFP/RFI responses as per customer requirements. - Created appropriate financial models and constructs in line with organization strategy based on market research and client-need analysis to ensure competitiveness and better profit margins.
- TATA CONSULTANCY SERVICESJOB
- IT Analyst1Y 2M
IT Analyst
Tata Consultancy Services
In this role, my key responsibilities included: • Led the team responsible for development of CRM applications (Salesforce.com) for a US Insurance firm. • Responsible for Customer Engagement, Requirement Gathering and Analysis, Solution Design, Cost Estimation and Delivery of solutions. • Achieved customer satisfaction index of 98.5%. • Collaborated with sales team to develop Proof of Concept and RFP responses leading to new business opportunities. • Mentored new recruits on design, configuration and customization on Salesforce.com. • Part of Quality team and responsible for scheduling regular project audits for the entire account.
- Systems Eng4Y
Systems Engineer
Tata Consultancy Services
Part of the delivery team responsible for delivering software solutions like Online Web Sales , Bank Reconciliation System , Collection Management System for Indian insurance firms.
- Job: HCL Technologies — General Manager - Integrated Go-to-Market & Presales · 2024-11 – present · 1y 9mo — As a Pre-Sales Portfolio Lead for Digital Business Services, I lead a high-performing team across solution consulting and bid management while driving initiatives that shape our GTM strategy. My focus is on enabling impactful client outcomes and accelerating business value through GenAI-led innovation.
- Job: Quantiphi — Industry Sales & GTM Lead, NVIDIA AI practice · 2023-01 – 2024-10 · 1y 9mo — Responsible for revenue growth and expansion of AI Enterprise solutions (Generative AI, Conversational AI, Computer Vision etc.) through sales lifecycle management for greenfield accounts and new business acquisitions. ● Collaborated with Sales leadership to craft a robust GTM strategy for Quantiphi's Telecom & M&E growth. ● Led a team of high performing analysts focused on industry research, target accounts, and whitespace identification. ● Worked with Marketing and Inside Sales to create and execute effective lead-generation strategies, reach new prospects and enhance the overall pipeline ● Managed alliances with NVIDIA for capability development and joint GTM initiatives
- Job: Wipro — Senior Manager - Strategy & Solution Design, UK & I · 2021-06 – 2023-01 · 1y 7mo — - Develop strategy plan for UK & Ireland working with sales, marketing, finance, operations, CoE and practice leadership teams. - Generate robust sales pipeline by conceptualizing customer-centric marketing initiatives and value propositions for hunting accounts in UK and Ireland across domains. - Responsible for strategy and solution design for large integrated IT outsourcing pursuits worth over $500 Mn USD. Have won contracts worth ~$300 Mn USD. - Participate in Due Diligence, gap analysis studies and proactively manage inputs from internal (SMEs) and external (customers, third party vendors) teams to understand the customer business needs.
- Job: Wipro — Lead Consultant- Digital Solutions, Retail, Distribution & Transportation · 2018-01 – 2021-05 · 3y 4mo — - Managed integrated IT outsourcing pursuits under Retail and Logistics domain, driving end to end bid lifecycle. Worked on 10+ large pursuits worth over $200 Mn USD. - Oversee creation of RFP/RFI responses, ensure high quality deliverables as per customer requirements & timelines. - Design & strategize innovative and competitive value propositions to help customers transform their IT landscape in alignment with their business goals.
- Job: Cognizant — Business Development Manager · 2014-12 – 2017-12 · 3y — • Managed IT Infrastructure and Cloud Services pursuits for European customers, driving end to end bid lifecycle. - Worked on 30+ large pursuits worth over $250Mn USD and won contracts worth $100Mn USD. - Was responsible for creation of high-quality RFP/RFI responses as per customer requirements. - Created appropriate financial models and constructs in line with organization strategy based on market research and client-need analysis to ensure competitiveness and better profit margins.
- Job: Tata Consultancy Services — IT Analyst · 2012-10 – 2013-12 · 1y 2mo — In this role, my key responsibilities included: • Led the team responsible for development of CRM applications (Salesforce.com) for a US Insurance firm. • Responsible for Customer Engagement, Requirement Gathering and Analysis, Solution Design, Cost Estimation and Delivery of solutions. • Achieved customer satisfaction index of 98.5%. • Collaborated with sales team to develop Proof of Concept and RFP responses leading to new business opportunities. • Mentored new recruits on design, configuration and customization on Salesforce.com. • Part of Quality team and responsible for scheduling regular project audits for the entire account.
- Job: Tata Consultancy Services — Systems Engineer · 2008-10 – 2012-10 · 4y — Part of the delivery team responsible for delivering software solutions like Online Web Sales , Bank Reconciliation System , Collection Management System for Indian insurance firms.
- School: S.P. Jain Institute of Management & Research — Master of Business Administration, Information Management
- School: The University of Texas at Austin - Red McCombs School of Business — Advanced Program in Information Management
- School: Shreemati Nathibai Damodar Thackersey Women's University — B.Tech, Electronics and Communication
- School: Sathaye Junior College, Mumbai — Junior College, Science
- School: Our Lady Of Remedy High School, Mumbai — High School
Skills
Playbooks
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