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