Verizon

Transforming the digital platform landscape by bringing business and technical agility through Generative AI driven Martech innovation, Enterprise Content Management platform modernization, Enterprise DAM asset consolidation and process improvement through automation.

Digital / AI Strategist and Architect

T. Rowe Price

Responsible for Digital Marketing technology strategy, governance, and architecture across digital, content, data, analytics and campaign automation. Focused on enabling digital transformation across the Organization leveraging platforms such as Adobe Experience Cloud, SalesForce etc.

Vice President, Digital Marketing & Platforms

SapientRazorfish

Responsible for client program success for strategic clients
•	Drive full client programs from pre-sales involvement through strategy, planning, implementation(s), and ongoing insight and operational services
•	Manage a portfolio of client programs in the $10-30M range (on average)
•	Ensure successful digital and platforms delivery initiatives with emphasis on Commerce
•	Digitize claims process for a health and life insurance company. GWL had a company mandate to automate their manual claims process as part of their digital transformation program. Managed a team of business analysts, technologists and developers to define business requirements, conduct sprint planning, design their future content website using Adobe Experience Management and eCommerce site using SAP hybris.
•	Reimagine the brand experience for a global retailer. Managed a team of UX designers, UI developers to create state of the art, unified experience for the consumer across the browsing, ordering and payment processes.
•	Increase competitiveness through eCommerce. As the Delivery Lead, developed the Sprint plan, captured the business requirements for order capture, product data model, payment and SAP integration for tax and shipping. Responsibility included drafting their integrated digital marketing plan across web, social, mobile, ecommerce.

Senior Director - Digital Marketing, e-Commerce 

HCL America

A key member of the digital leadership team for this multinational IT services company. Lead strategist and leader in newly formed digital practice that increased application need for digital innovation. Ensure resource utilization, reducing lead time, and developing digital SaaS/PaaS platform architectures, micro-services, and mobile apps. Digitize research process and lead process digitization and innovation playbook for clients.	
•	Manage and lead UX team, ensuring high resource utilization 
•	Develop digital SaaS/PaaS platform architecture consisting of prebuilt business services composed through microservices, mobile app, event based, multitenant framework, social analytics, predictive data analytics based recommendation engine and adaptive content engine
•	Help formulate market strategy for digital services, promoting value added, end-to-end service
•	Build innovative solutions for use cases for marketing, supplier and service management, employee productivity, as well as social, mobile and data analytics integration
•	Proactively managed risks at a toys retailer for ATG e-commerce re-platforming program, successfully integrating 40+ third party vendors
•	Improved user productivity and transformed digital customer experience of pricing, markdown and promotions processes for a specialty retail chain store in NY.
•	Overhaul digital experience of program scheduling and contract software from .NET to Java migration program for a major media company in NY
•	Lead process digitization and innovation playbook for clients, supporting digital transformation and business model innovation work

Digital Program Director / VP Digital Transformation 

Deloitte Digital

Directly led and oversaw wide range of web, portal, SAP, b2b/b2c e-Commerce, mobility and information management technology projects, working with clients to deliver on time and in budget.
•	Liaised closely with clients to adopt leading UX/UI practices including role based modeling, persona analysis, card sorting, usability workshops, sitemap design, low and high fidelity wireframes, visual style guides, heuristic analysis, ecommerce usability, information architecture
•	Rolled out ERP based solutions such as SAP Fiori, SAPUI5, SAP Web Dynpros, SAP portal, hybris, SAP based Java apps, and SAP-based Open text integration 
•	Acted as Global Alliance Project Manager for EMC Cloud /Deloitte Alliance, implementing global sales strategy around PaaS, IaaS, cloud security, SAP and converged infrastructure 
•	Led end-to-end proposal and delivery of a complex, global, large-scale program to improve HP’s sales quotas for the sales & marketing team, delivering $10M program with team of 20 onsite and 80 offshore staff
•	Project managed and architected $4M Sysco SAP b2b Consumer and Intranet Portal, supporting 500,000 users, with leadership of global team of 15 onsite and 75 offshore staff
•	Coordinated effectively with other C-level executives and business leads to define program level governance, project alignment, metrics, budget tracking and planning
•	Delivered a complex enterprise level transformation project with massive scope that included b2b ecommerce, employee self-service, manager self-service, CRM (customer relationship management), billing and accounts receivables, payment gateways, credit card processing, SRM (Supplier Relationship Management), MDM (Master Data Management), analytics, workflow, collaboration, and mobile web order management application 
•	Architected Asset Intelligence based IoT solution using Axeda Machine Cloud, turning machine data into useful information, build and run innovative M2M applications

Senior Manager, Technology

Provided hands-on client facing support, overseeing complex project architecture, on-time delivery, budgetary adherence and management of on- and off-shore teams of more than 100 personnel.
•	Integrated multiple SAP systems successfully. The company required automating sales floor planning process for multiple SAP systems. Led project team of 25 members to meet scope, schedule and cost parameters of critical $3M project. Assessed master data needs, enterprise data strategy, and analyzed available technology options. Delivered project as specified and improved stock availability, boosting sales revenue.
•	Implemented a B2B e-commerce website for managing licenses. Adobe needed a website to manage product licenses. Led team of eight SME’s. As an architect, gathered high-quality functional specification and user requirements including sitemap, wireframes, screen flows, and visual style guides. Enabled Adobe to successfully manage their licenses effectively using a robust technology platform.
•	Improved Lockheed Martin's portal performance. Selected as SME to improve poorly performing Lockheed Martin SAP supply portal. Defined project scope and led the team in solving all problems. Achieved desired performance levels by properly sizing systems, setting testing strategy, and ensuring high availability. Earned complete customer satisfaction by resolving the end-to-end system performance problem.
•	Developed portal strategy, HR portal vision and identified supporting technology for Avaya HR Website Strategy, developing work plan and estimation model for portal implementation project

Manager

Philips Lighting

eCommerce lead, CRM solution delivery and project management. Business relationships development.
•	Successfully led the TradeLink channel management portal implementation project by providing portal planning, design, integration and analysis expertise
•	Shaped e-commerce technology strategy, developed product roadmaps and captured business drivers, applications areas, process areas, information areas, functional scope, technical targets
•	Improved project performance by 20 % through project organization objectives, metrics and systems 
•	Improved ‘Independent Assurance’ process maturity by leading a team of 7 managers and 1 director of business excellence to implement controls based on COBIT (Control objectives for Information technology)
•	Established application architecture standards, programming standards, reusability and overall efficiency as a member of the Architecture Review Board

Web/eCommerce Lead

Fieldglass

Created a B2B extranet web application for Fieldglass Inc. for the procurement of professional services by customers from the vendors. Developed XML based web services and obtained certification from Accenture for integration with Ariba Network.

Lead Software Engineer

Maars Software International Ltd.

Developed an innovative Java-JSP-Documentum API web content management workflow solution, Developed business reports in SD, MM and SM modules, batch data transfer from legacy system into SAP.

SAP Consultant

INDIAN RAILWAYS

Member of the prestigious IRSEE (Indian Railway Service of Electrical Engineers). To get selected into IRSEE, more than 100,000s of engineers compete annually and the top 100 get selected into the IRSEE service. 
Managed a team of 25 technical engineers and 500 staff across 5 maintenance depots. Maintenance and Construction of Railway Rolling Stock and Electric Traction lines. Oversight of Information Systems such as SCADA. 
Responsibility included maintenance, inspection, and construction of Electric Traction lines spanning over 200 miles, managing maintenance, inspection, and production of Railway Rolling stock locomotives powered by large elextric machines. 
Also responsible for maintenance and high availability of power stations, HVAC lines, transformers, generators, curcuit breakers, electric control systems and other electrical equipment.

Divisional Executive Engineer

Rabi Jay is a visionary leader in digital transformation and Enterprise AI, with over 15 years of pioneering technology-led change within diverse industries. His expertise extends beyond AI-driven marketing technology innovations to include leading-edge developments in generative AI, platform modernization, and the enhancement of operational efficiency through automated and intelligent workflows. Rabi holds an impressive array of certifications from AWS, Azure, SAP, ITIL, TOGAF, to SAFe Agile, demonstrating a profound mastery over both the technical intricacies and strategic dimensions of digital and AI innovations.

In his tenure as a Global Alliance Manager at Deloitte, Rabi Jay has spearheaded transformative international projects in retail, aerospace, and software technology sectors, showcasing unparalleled leadership and a strategic mindset capable of navigating complex global challenges. As a Vice President of Digital Transformation, he was instrumental in devising an innovative integrated approach that synergizes human-centered design with cutting-edge AI platforms and change management, grounded in design thinking and process reengineering principles.

A distinguished author and speaker, Rabi Jay has contributed profoundly to the discourse on AI and cloud technology. His publications include a comprehensive guide on SAP NetWeaver Portal Technology by McGraw-Hill and a seminal work, "Enterprise AI in the Cloud" published by Wiley in 2024. He is currently a technical reviewer for Wiley’s forthcoming book on "Building Generative AI Applications using Large Language Models," highlighting his expertise in the forefront of AI technology. His LinkedIn newsletter, “Enterprise AI Transformation – Playbook for Professionals and Businesses to Implement AI,” is a testament to his dedication to advancing knowledge on generative AI and cloud technology adoption.

Beyond his professional accolades, Rabi Jay is an advocate for the ethical use of AI, frequently addressing the social implications of technology and promoting responsible AI practices in his writings and talks. His commitment to personal growth is evident through his interests in yoga and meditation, complementing his professional endeavors with a focus on mindfulness and well-being. He is also an avid traveler, golfer, and ping pong enthusiast.

Rabi Jay

International LEAP Network

Executive Member

Elevate Concepts

Highlights:
-Managed a team of three account managers, responsible for training, onboarding, and sales development.
-Collaborated with CEOs of tech companies and startups to enhance sales execution and refine GTM strategies.
-Led the development and implementation of key performance indicators (KPIs), best practices, and operational systems to foster a robust team culture and drive revenue growth.
-Engineered and implemented a scalable operational framework for a startup transitioning from founder-led sales to a structured sales team, enhancing lead generation and operational readiness of the sales team. 
-Managed end to end responsibility of sales, revenue planning & budgeting, pricing strategies, marketing budget and management.  

Accomplishments:
-Spearheaded a transformative sales strategy for an SAP Partner resulting in a 33% increase in Q1 revenue the company's most successful first quarter ever within 8 weeks of engagement.

Fractional Head of Sales & Consulting

SAP Americas

Highlights:
-Directed a team of 5 Account Executives, driving the adoption of SaaS-based solutions across the enterprise segment in the U.S. and Latin America & Caribbean (LAC) regions.
-Instituted a rigorous coaching regimen using the Sandler Sales Methodology, significantly boosting the team's sales competencies and enhancing win rates by over 20% across all regions.
-Recruited and nurtured a team of new sales representatives, all of whom exceeded 100% of their quotas, showcasing effective talent development and team building.
-Developed and led training programs focused on renewal and discovery strategies for the Enterprise teams, driving substantial demand generation and maintaining a 3.5x sales pipeline.
-Instrumental in setting strategic direction, advising leadership on corporate direction, business management, and budgeting with the aim of fostering growth.

Accomplishments:
-Engineered a strategic sales approach that led to a 5x year-over-year ARR growth in 2022, closing 205 deals and capturing 40% net new business across 5 regions.
-Exceeded territory quotas by over 250% 2021, with every team member surpassing their individual quotas, demonstrating exceptional leadership and team synergy.
-Achieved a 200% increase in sales, marked by enhanced renewal rates, growth in evergreen accounts, and an increase in incremental sales, cumulatively securing $6.9M in closed business.
-Managed complex sales cycles and coordinated market basket deals, securing significant enterprise wins and retaining the largest state and local government customer with a 5-year renewal worth over $2.5M.
-Facilitated the closure of over 150 net new deals, engaging C-suite executives as an executive sponsor to secure high-value contracts.
-Talent development with team of new sales reps – Hired 3 new reps during first 6 months all achieved over 100% of their quota.  Hired new rep in 2022 they achieved 124% of their annual number, while only having 3 quarters on the role.

Vice President - Enterprise Software Sales

Highlights: 
-Individual contributor selling SaaS solutions to enterprise level (Fortune 500) High Tech companies focused on employee initiated spend and accounts payable management.
-SAP Concur Client Sales Executive, covering complete solution set of the Concur Platform, selling to customers such as Palo Alto Networks, DocuSign, Splunk, eBay, Keysight.
-Developed and executed strategic territory plan, selling to enterprise customers.  Aligned with partners and pitched strategy around intelligent enterprise and managing employee initiated spend, resulted in over 100% quota attainment 2018-2021
-Working closely with Solution Consultant, Value Consulting, Technical SC and SAP Industry AE to developed new pipeline and position Concur as part of the complete digital transformation story, managing multiple sales cycles and diverse Bill of Materials. 
-Recognized by SAP as top LOB AE in Q3 of 2019 – for closing complex transaction involving large SAP customer. Deal required synchronization between multiple stake holders and legal entities, contract consolidation and intricate negotiation cycle where deal was pulled forward from Q4.
-Over 130% of annual number 2019, 2020.  Winner’s Circle participant. SAP Catalyst 2020/2021.
-Executed complicated close plans across several business stakeholders. Aligned C-Suite business goals with project owner agenda to brings deals to closure.
-Closed complex deals involving lengthy negotiations across different Lines of Business (HR, Finance, EH&S, Audit, IT, Procurement) with extensive legal review.

Client Sales Executive - Enterprise Software Sales

Highlights:
-Championed SAP's digital transformation and innovation initiatives across large enterprise accounts, driving a diverse product line and fostering lucrative relationships with key customers and partners.
-Collaborated with VAT (Value Added Tax) experts and resellers to identify and capitalize on new business opportunities, leveraging partnerships and market insights to drive revenue growth and expand market presence.
-Spearheaded value-driven initiatives that involved formulating and delivering persuasive business cases to stakeholders, significantly enhancing client engagement and commitment.
-Streamlined the execution of complex RFP responses by effectively managing diverse Bills of Materials.
-Orchestrated intricate deal structuring that included license terminations, exchanges, and cloud extensions, while working closely with revenue recognition and pricing teams to ensure compliance and seamless execution.

Accomplishments:
-Successfully closed a groundbreaking S/4 HANA deal with a dormant customer at SAP America, revitalizing the company's brand and generating over $2M in revenue.
-SAP Industry Account Executive, responsible for managing dormant and net new customers.  Focused on both direct and indirect business with our channel partners. Responsible for a driving a diverse product line of both on premise and cloud products covering S4, Analytics, Ariba, SuccessFactors, Concur, HANA, Hybris, IoT/SCM.
-Responsible for communicating SAP’s digital transformation and innovation story, while also managing the relationship between SAP, the customer and the partner if applicable.

Sr. Account Executive - Enterprise Software Sales

Idhasoft

Highlights:
-Leveraged existing relationships to expand market reach and driving new business development.
-Facilitated BI upgrades for clients, resulting in increased services and software revenue, demonstrating successful account management and upselling strategies.
-Expanded company footprint at existing accounts by leveraging emerging prospects in e-commerce.

Accomplishments:
-Secured net new Business Intelligence accounts by implementing strategic sales techniques and strengthening customer relationships, resulting in one of the largest BI deals for the company at over $300K in ARR.

YASH Technologies

Highlights:
-Engaged with C-level executives to align software and service solutions with their strategic objectives, adeptly handling change and risk management to secure their commitment.
-Utilized strategic selling techniques to guide customers through the complexities of IT roadmap planning. 
-Presented tailored plans that effectively integrated solutions with complex business issues. 
-Developed pricing proposals, analyzing customer requirements, market conditions, and competitive factors.
-Implemented competitive pricing strategies that ensured accuracy, clarity, and alignment with customer needs.

Accomplishments:
-Managed complex sales cycles to secure 4 Net New ERP customers in software and services, significantly expanding the company’s footprint into new west market unit region.

Sr. Account Executive - West Region - Enterprise Sales

Highlights:
-Managed extensive sales cycles for both Net New and Existing mid-market SAP customers, specializing in SAP’s Core ERP, LOB, EPM, Mobility, and Cloud solutions. Provided tailored solutions for organizations seeking to enhance their current software environments.
-Adopted a consultative and strategic approach to analyze an organization's software landscape, facilitating interactions with C-level executives to develop and execute a clear roadmap. This roadmap integrated SAP's vision and five-pillar strategy to drive innovation across Applications, Analytics, Database & Technology (HANA), Mobility, and Cloud, delivering significant customer value in these key areas.

Account Executive - Enterprise Software Sales

West Coast Capital Group, LLC

Highlights:
-Responsible for full P&L responsibility, established clear business goals, business development, budgeting, sales, marketing, forecasting, and regulatory compliance. 
-Led organization of 38 direct reports and responsible for recruitment, coaching & developing of staff.
-Directed and developed extensive sales and marketing campaigns through radio, television and print advertising.
-Managed broker relationships with major banks, e.g., Wells Fargo, Bank of America, Aurora Loans, and Flagstar.
-Expanded Hispanic Market Division by developing comprehensive strategy through various media outlets.  
-Identified and developed different verticals to reach established sales goals. (builder sales, realtor sales, consumer direct programs, and expansion of realtor and loan officer sales teams)
-Selected Auditor and Consultant to ensure both divisions complied with all FHA and HUD regulatory guidelines. 

Accomplishments:
-Generated annual sales and closed units of $12M 75 units closed in 2010, $20M, 90 units closed in 2009, $25M, 119 units closed in 2008, and $30M, 246 units closed in 2007.
-Developed online marketing strategy that increased lead generation by 150%. 
-Designed 30-minute, weekly infomercial on Telemundo and Univision, a revolutionary program was significant in branding organization as top player within Hispanic real estate market in Phoenix.

Managing Director

Mortgage Alliance of Arizona, Inc.

Highlights:
-Built and managed high-caliber sales team, consistently closing over $50MM in annual sales. Managed builder accounts with Fortune 1000 Companies; e.g., KB Homes, Richmond American Homes, Ryland Homes, and Beazer Homes.  Directed branch budgeting and P&L. Recruited, trained and supervised 12 associates.
-Generated sales and closed units; i.e., $50MM in sales, 272 total units, 2006; $55MM in sales, 288 total units, 2005; and, $36MM in sales, 254 total units, 2004.
-Developed advertising with Telemundo and Univision television and radio.
-Implemented CRM solution from company Turning Point; i.e., created automated customer follow-up for 36 months after initial sale.
-Achieved President’s Club for entire sales performance tenure - closing over $1MM per month…reached production numbers at top 1% of field.
-Performance brought corporate accounts from previous position.

Branch Manager

Broad Street Mortgage

Developed Arizona Phoenix market. Reached all management goals prior to deadline. Prepared branch budgets and P&L for submission to corporate.
▪	Landed major, national Fortune 1000 builder accounts; e.g., KB Homes, Richmond American Homes, Ryland Homes, and Beazer Homes.
▪	Built team in under one year; growing from zero closings to over $3MM per month.
▪	Awarded President’s Club sales level for producing over $1MM in monthly sales – within first year.

Sr. Loan Officer

Sales Acceleration Advisor and Consultant | I help tech and B2B sales professionals and startups improve their sales performance, better execute, and hit numbers to generate unprecedented income growth.

Transformational progressive senior executive with 20+ years experience in sales leadership, business development, product marketing and enterprise software sales management. Expert in cultivating long-term strategic partnerships and alliances that yield high returns by elevating company presence to gain market share.   Develop processes that enhance team performance and driving data-driven decisions for C-suite engagements.  

Core strengths include:
-Strategic Vision: Veteran at penetrating new markets, launching new products and partnering with vendors and customers to enhance existing products for maximum sales growth. 
-Stakeholder Engagement: Lead teams through complex sales cycles with emphasis on developing a robust corporate vision and culture, ensuring alignment with business objectives for sustained growth.
-Business Development: Entrepreneurship building and growing businesses consistently delivering net revenue gains year over year, devising creative solutions to overcome obstacles, adapting to changing -circumstances. 
-Strategic Planning: Team building, training, mentoring, performance improvement and leading executive teams. Modelling and setting company culture and leadership of employees in multiple global locations, states and 
-Culture Development: Led the development of a culture of inclusion, integrity, and excellence, creating a workplace that values diversity, respect, and teamwork. Ability to work across and communicate within organizational, stakeholder and cross-generational populations.

AREAS OF EXPERTISE	    	
-Strategic Planning – Procedures – Budget Analysis 
-Global – National – Regional Development	
-Vendor Sourcing – Evaluation/Negotiations
-AI – Data Analytics – ERP – SAP – CRM
-Acquisition Strategy – RFP/RFQ – Contract Negotiations 
-Regulatory Compliance – Risk – Governance	
-P&L Management – Forecasting – Marketing
-Change Management – Process Innovation 
-Crisis Management – Conflict Resolution 	
-Product – Solution Innovation 
-Manage to Results & Metrics (KPI) – Brand Management	
-Forecasting – Resource Allocation - Budgets    
-Project Management – Program Management  
-Solution Sales – SaaS – Business Development	
-C Suite – Stakeholder Management 
-Talent Sourcing – Training – Mentorship

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