SANJAY KULKARNI ( CELL – 9945429780 )
sanjaykulka@gmail.com
OBJECTIVE
To be able to keep evolving in a globally competitive environment on challenging
assignments in Testing & Measurements Industry (Voice, Data, Video, IP Security,
IMS / NGN, GSM, UMTS, LTE, packet core, Network Modeling, Impairments). To
learn & assimilate different modern technologies, so as to be able to contribute
Innovatively and Profitably to the task as a whole and add value to the business by
managing the customers with Compliance, due Deliverables & Business
Development.
EDUCATION
AMIE Sec A. ( Electronics & Telecommunications Engg. ) – AMIE in Karnataka
Technical Center.
Diploma in Electronics & Communication Engineering from BVVS Polytechnic
Bagalkot, Under State board of Technical education in 1991 – 1992
EXPERIENCE
Over 15+ Years of rich experience in the field of Telecommunications out of which 8+
years in Testing & Measurements in different capacities – Sales, Pre Sales, Post
Sales / Technical Support, Project Management, Account Management & Business
Development.
Astitva Naturals ( 2018 Onwards ) – Natural / Organic Farming & Founded an
Organic Stores with an Objective to provide Chemical Free Organic Food to the
Neighbourhood & Helped Farmers grow ChemicalFree Agri Produce. Been Serving
as an Volunteer with an NGO into Animal Welfare Activities as a part of Social
Responsibility
Aarjay International ( August 2017 – April 2018 )
ROLE – Sales Manager, for Spirent ( L2-L7 ), NetScout ( Network Monitoring )
& FLUKE ( Ethernet, Fibre Optics ) Business Lines
2015 – 2017 – Pursued Personal Interest in Natural Farming & Set up Organic
Store
EXFO - March 2012 – August 2015
ROLE – Sr. Application engineer ( Presales Technical support for Simulators &
Analyzers of Wireless BU )
TECHNICAL SKILL SET :
NetHawk East ( 2G, 3G, 4G, Femto )
Navtel Quality Assurer ( QA 604 & QA 805 – VoIP, IMS )
NetHawk Analyzer ( M5, TravelHawk, TravelHawk Pro, PowerHawk,
PowerHawk Pro – 2G, 3G, 4G, IMS )
Aito – Customer Experience Analysis
BUSINESS SKILL SET :
Supporting the Business for SAARC region
Extension of PLM in the region for solution selling & promotion of the
entire Simulator & Analyzer product lines.
Close Engagement & Synergy with most of the “Network Equipment
Manufacturers” & “Network Service Providers”, with a strong
understanding on client’s business, technology & process needs
Managing the Roadshows to create the brand & to generate leads
Conducting workshops related to new Technology, Features to improve
the funnel
Drive Tender / Big project opportunities with structured consultation to
frame the RFI, RFP
Compose applicable “Solution Document” comprised of, Statement Of
Work, Scope, SLA, Deliverables, Commitment & Conclusion.
Customized Presentations to assure the customer of Complied solution,
with a clarity in solution mapping
Owning an opportunity technically, right from an initial discussion,
presentation to the POC / Evaluation & Optimized Techno-Commercial
proposal to bring the opportunity to a logical conclusion
Close working with the PLM, R&D teams to provide “Market research
inputs”, Enhancement / Change Requests to ensure proposed solutions
& Roadmap meet customer requirement in time with a valid business
case
Participate in applicable Win–Loss reviews and incorporate learnings
into future solution
EMPIRIX INC. - June 2010 – Jan 2012 )
ROLE – Technical Development Manager ( Presales, Enterprise BU : VoIP &
PSTN, Data, IMS, Contact Center Test solutions )
TECHNICAL SKILL SET :
Hammer G5 & FXTDM ( VOIP, Analog & TDM )
Hammer SIP Trunk Tester
Hammer EDGE ( L4 – L7 )
Hammer DEX ( NGN & IMS Core )
Hammer Call Master ( IVR, CTI testing )
Hammer OneSight ( Contact Center Test Suite )
Hammer Call Analyzer ( Passive, VoIP & Media Analysis & Diagnostic )
BUSINESS SKILL SET :
Leverage relationships within organizations to solve technical hurdles
and foster awareness of the Empirix solution set and value proposition
Work with Sales Account team to establish long term relationships with
Enterprise, Service Integrators, Network Equipment Manufacturers,
Network Service Providers and Contact Center accounts
Work with Inside and Outside Sales Representatives on joint account
calls, webinars and account planning
Implement, configure and test our solution at customer's facilities during
Proof of Concepts
Interface with various customers at both a business and a technical
level and propose viable solutions in real time during customer
meetings
Acting as a mentor to Sales Engineers to share knowledge and best
practices to advance the sales of our products and technologies
Assist with the development of alliance partners: conducting joint
account calls, updating their technical staff on new products and
features, and working with them to develop solutions for customers
SPIRENT COMMUNICATIONS LIMITED – ( 01.02.2007 - 2010 )
ROLE – Technical Sales Lead ( Voice, DLS, Network Monitoring & Impairment
Solutions )
TECHNICAL & BUSINESS SKILL SET :
VOIP ( ABAUCS ) – SIP, H.323, H.248, Megaco, MGCP, Skinny, SIGTRAN,
BICC
VO-TDM ( ABAUCS ) – E1 / T1, E3/T3, OC3, STM1 ( ABACUS )
VO – Analog ( ABAUCS ) – FXS, FXO ( ABACUS )
3G / 4G ( LANDSLIDE ) Mobile packet core
DLS – ADSL, ADSL2, ADSL2++, VDSL, Noise Solutions.
Network capture, Monitoring, Analysis, SLA, Network fault alerting
( Clearsight / Fluke )
Network emualtion, ( ANUE ) - Impairments, CES-TOP, MEF-18, G.8261
Test Suits
Pre Sales Consultant – Interface with the Technical & Commercial Buyer for
the requirements / RFP on the Domains responsible.
Solution Architect – Capture the technical requirement, understand &
provide the suitable / competitive, Hardware, Software & application solutions /
services.
Sales Pitch – Customized presentations to suit the customer needs, Live
demonstrations to include the Concurrent sessions, CAPS, VQM, Network
Modelling etc… topics of customer’s interest.
Follow Up’s / Conclusion – Technical evaluation on webex / on site, to
satisfy / convince the customer on the solution proposed. Help the Sales team
to freeze on the line of items to be quoted.
Account Management – Constant interaction with the key customer team on
the Technology & Feature development, Roadmap, Field requirement capture,
key customer concerns / address show stopper post sales issues, there by
holding the Accounts to stick to the solutions. Operational trainings, Interface
to the Engg. Development team in delivering the Change / Enhancement
requests, Conducting Spirent Day / Workshops.
Business development – Creating new Accounts & market segments based
new technological developments / Features. Helping sales to widen the funnel
with more opportunities, Identify the key selling solutions from basket to map
them to the relevant Accounts & market needs. Market research on the new
technology trends & foresee possible testing requirements. Solution selling /
Product positioning trainings to the sales team. Providing periodic market
research data to the Product management to get the right features /
enhancements by providing the business cases.
AVAYA GLOBALCONNECT LIMITED - ( 03.05.2004, 31.01.07 )
ROLE - Senior Engineer - Project Management
TECHNICAL SKILL SET :
CERTIFICATIONS - Avaya Certified Associate ( ACA ), Avaya Certified
Specialist in IP Telephony ( ACS ), Avaya Interactive Response &
Modular Messaging, Avaya Certified Expert ( ACE ). Level - 2
specialization Certification from Nice for Voice Loggers.
Installation, commissioning & Project management of Avaya Media
Servers, Modular Messaging, Interactive Voice Response, Nice Voice
Loggers & Call Management System for Contact Center, Enterprise
Networks,
Implementation of VOIP / VOIP Trunking, ISDN ( BRI / PRI ), E1/T1, E
& M, Analog ( FXO / FXS ), Networking over QSIG & DCS
Windows 2000 / 2003, SQL & Sun Solaries to some extent.
Knowledge of LAN & WAN
RESPONSIBILITIES :
Technical support / consultation to Sales / pre sales team in designing
the Solutions.
Conducting Technical Presentations / workshops to the customers.
Implementation of the above said range of Avaya & Nice Products &
Solutions.
Site audit to ensure the best Implementation Practices are followed.
Knowledge Transfer to new joinees & team building.
SIEMENS LIMITED – ICN EN DIVISION ( June 2002 – May 2004 )
ROLE – Area Manger - Senior Executive - Service
WORK EXPERIENCE :
Managed the business in North Karnataka & Goa territory for ICN EN
products / Solutions.
Appraising the management of forecast & market trends & conditions.
Developing & implementing sales strategies in line with company’s
plans, goals & practices.
Sales channel development & management.
Installation, commissioning & Maintenance of Siemens Hicom / Hipath
3000, 4000 Communication servers for Enterprise, NEM, SOHO &
financial institutions.
Technical escalation support to the dealers / channel partners.
Design / Pre sales consultation support to the Sales team.
SIEMENS TELECOM LIMITED ( Dec 1997 – May 2001 )
ROLE – Executive – Service
WORK EXPERIENCE :
Maintenance & technical support for Siemens Mobile Phones ( GSM )
for South India.
Technical support to the Mobile Service Providers such as - Airtel,
Spice Telecom ..
Conducting workshops at Service Provider premises.
LINKWELL ELECTRONICS LIMITED ( Jan 1996 – Dec 1997 )
ROLE – Engineer – Service
WORK EXPERIENCE :
Installation & Maintenance of Nitsuko Key telephone systems.
Technical Customer Support.
Operational & Maintenance trainings.
AMC revenue generation
Preventive maintenance
PERSONAL INFORMATION
Name : Sanjay Suresh Kulkarni
Date of Birth : 01-04-1973
Qualification : AMIE Sec A. ( Electronics & Telecommunications Engg. ) –
AMIE in Karnataka technical Center.
Diploma in Electronics and Communication-Board of Technical
Education, Karnataka.
Marital Status : Married
Present Address: Royal Legend Apartments, K-302,
60, Kodichikkanahalli Main Rd.
Bommanahalli
Bangalore - 560 068
Cell Phone : +91 9945429780
Email ID : sanjaykulka@gmail.com
Languages Known : English, Hindi, Kannada
Countries visited on Business : US, Canada, Singapore, HongKong, Thailand, Taipei,
Beijing, Finland, Japan, SriLanka, Malaysia,
Valid Business Visa : USA ( B1 / B2 ), Canada ( Wx-1 )
Hobbies : Forestation, Animal Welfare Activities, Social Service
