ANKUR SALUJA

Al-Bahar Group is a multi billion Dollar and leading conglomerates in Kuwait with focus in machinery, IT Solutions, Electronics, FMCG and more

• Heading the Technology division and responsible for the complete business management including, sales operations, services, finance, suppliers, partners, and P&L for the business which is into Digital Identity, Security, Chip cards, Issuance Solutions, Printing and Document Management Solutions
• Serving all the Banks & Financial Institution, Key Enterprise customers in Oil&Gas, Healthcare, Govt and Telecom Sectors.
• Managing a team of 50 people and reporting to group General Manager and Chairman
• Business Transformation from a product to solution selling company
• Crafted complete strategy, new org structure, commission plan, hiring presales, sales and services resources within a short span of 3-6 months
• New Partnership and Alliance - Working with Global leaders like Entrust, Thales, Giesecke & Devrient ,Canon, Epson, Hitachi, Logitech, TeamViewer, Pure Storage and other companies to offer Digital Identity, Payment and Security solutions
• Added 20+ New Customers within 2 Years
• Revenue Growth by 35% in the 1st year and improving profitability by 18%
• Set new target of 100% growth by adding new revenue sources
• Won Major Contracts with Banks and Govts in Cards Issuance, Mobile Payment, Printing and Archiving Solutions
• Implementing new state of the art service center, Warehouse, and MS Dynamics ERP system for the group.

Entrust is one of the leading Digital Identity and Security Company with Annual Revenue of over USD 1 Billion and employee strength of over 1500 people. It is Headquartered in Minneapolis USA.

• Customers and Industry - Worked with top Financial, Govt., Smartcard Manufacturing companies, Secure printing companies in India, Bangladesh, Srilanka, Nepal, Maldives and Bhutan in the field of Card based Payment solutions and Digital Identity Programs
• Winning over 85% of market share in the region on EMV Card Personalization Solution and Planting growth in the Citizen ID programs
• Managing over 40+ Key Customers (Banks, Bureaus, and Card Manufacturers) in the South Asia region
• Sales Growth - Building Pipeline, Qualifying Opportunities, and Accurate Forecasting.
• Meeting and exceeding sales quota and performance.
• Account Management with existing customers and creating new accounts/logos
• Preparing and Executing Annual Business Plan including Sales, Marketing and Financials
• Implementing and use of SaaS software like Salesforce /Microsoft365 tools for tracking, forecasting, pipeline management and monitoring
• Creating Partner Network for business growth
• Preparing and Executing Annual Business Plan including Sales, Marketing and Financials
• Reporting to APAC head in Australia
• Business Development - Creating new business avenues by working closely with end customers like Banks, Govt.
• Institutions and Regulators by drafting guidelines, technical consulting, conducting pilot projects, launching new products, field surveys to help organizations achieve their objectives like: faster activation, increasing transactions, consumer/citizen engagement and retention
• Handling Presales, RFP’s/Tender responses
• Product and Marketing Management
• Implementing Strategies for Promotion, Lead Generation, Competition Analysis, and Price Models
• Launching New Products, Organizing and Participating in Business Events, and conducting Technical Webinars with customers
• Conducting Account wise specific Workshops, Business Consulting Sessions to justify return on investment and enable up selling into existing accounts
• Following Industry Standards, News, Tender Tracking and Reports
• Working closely with global Product Development Team for launch of New Products, sharing updates and the need for our market
• Team Management, Cross Functional & Assessment
• Managing Sales, Technical Consultants and Customer Services Staff for preparing proposals, order management, tracking and ensuring timely deliveries and invoicing
• Organizing training, workshops for self learning and growth of team members
• Coordinating with the regional technical, finance, manufacturing and professional services team to get deliveries done and issues resolved
• Setting Objectives and conducting Assessments and Appraisals
• Sales Operations and Collections -
• Working with manufacturing and software license team for order status, tracking and delivery timeline estimation
• Managing day to day run rate transactions and addressing customer complains
• Working with global export/logistics team to ensure trade compliances are met
• Setting up account wise credit terms and ensuring timely collections
• Business Ethics and Contracts Negotiation
• Setting bid/tender norms and business rules as per company policy
• Working with global legal and finance team for setting up contracts and payment plans for customers
• Following the ethical practices by complying to FCPA, UK Bribery Act and other IT policies norms
• Cross Selling Initiatives
• Handling Cross selling of other technology solutions like Instant Issuance, PKI/IoT Authentication, Desktop ID programs and SSL Certificates on a license or pay per use model
• Achievements -
• Revenue Targets >USD 6 Million with growth of over 10 %
• Adding 8 New Banking Customers in South Asia
• Farming to success in over 20 existing accounts by effective KAM and up selling
• Regular Guest Speaker and Industry Association Member
• Forecast Accuracy for business predictability
• Creating Inroads with Banks in emerging market by offering EMV chip card migration solution
• One of the fastest and largest financial card migration program
• Strong foothold and connects in the South Asia region
• Signing Renewal and New Large ID contracts in Bangladesh and Nepal.

Idemia is a leading French multinational with focus on Identity, Payment and Security Solutions. They were formerly known as Oberthur Technologies

• Worked with Govt./PSU, Digital Technology Partners, Health Insurance entities, System Integrators and Solution providers by offering End to End Identity Management Solutions and Mobile Authentication Solutions in South Asia region to enable their consumers, citizens and employees to transact safely
• Creating Inroads in other markets like Myanmar, Cambodia, Thailand and Philippines
• Business Management
• Responsible for the Revenue, P&L and Operations for the division
• Managing Team of Sr Sales Managers, Technical Consultant and Customer Service staff
• Handling Key accounts and adding new clients YoY
• Enabling Business growth through partnership for large projects
• Working with global teams on solution design, Bid/Tender response documents and contract negotiations
• Setting Business plan and strategies in line with regional objectives
• Implementing cost reduction strategies for improving profitability
• Cash flow management and setting credit limits for customers with focus on receivables under a DSO tracker
• Training and Assessment of Team members
• Creating market penetration in Nepal, Bangladesh and Srilanka
• Worked with Product Marketing to participate in trade events, workshops and help to create business leads and partner network
• Smart Manufacturing
• Focus on improving operational efficiency in smartcard and secure documents manufacturing
• Create value proposition by constant innovation in processes and cost reduction methods
• Ran the large health ID program in India covering over 50 Million+ citizens
• Involved in social security, national ID, Financial Inclusion programs to provide Identification solution to the stakeholders
• This helped the institutions then to offer services to its consumers, citizens and employees
• Meeting and exceeding Revenue and margin quota
• Assisted the team in Business development activities to win and sign large multimillion dollar contracts in the region
• Implementing National ID programs in Srilanka, Bangladesh for Contactless chip cards

• Cofounding and growing the startup company in the field of Trusted Identities and Secure Authentication solutions space
• Worked as System Integrator and solution provider to Govt./PSU’s, Banks, Transport Authorities, and Health care solution companies
• Managed Sales and Services Team for major global Identity and technology companies like Crossmatch, Digital Persona, Upek, Suprema, KONA
• Handling Presales, BD, Sales Operations, Services and marketing for the company
• Hiring, training and growing the company size to over 120 people
• Direct reporting Team Members - 20
• Established Sales and Services network in Asian market for leading Identity and Biometric companies like Crossmatch (HID), Digital Persona with Revenue exceeding over $ 40 M.
• Successfully participated and won in state and national level Govt ID programs like UIDAI, Driving License, Social Security and Health programs
• Implementing eKYC authentication solution with Banks through biometrics based PoS/Mobile terminal
• Revenue growth from Zero to $40 Million in span of 3 years
• Elevated to Board of Director
• SCOTCH Award for eGov
• Won and implemented the world’s largest biometric based citizen ID program (Aadhar) in India
• Succesfully implemented Aadhar Biometric Auth solution with major biometric companies

• Planned computer systems using information engineering, data modeling, and structured analysis.
• Enhanced interfaces to promote better functionality for users.
• Installed system updates to address vulnerabilities and reduce security issues.
• Researched and adopted new technologies to add value to existing offerings.

• SQL and .net based Development
• Project Planning and CRM tools.