Arpan Majumder

Building a business with Drona Pay- a SaaS platform for real-time enterprise fraud & risk management that could change the landscape of risk and compliance in the new age payment ecosystem. Our modern next-gen algorithms and models leverage transaction data, alternate data and proprietary data sets to reduce frauds and improve profitability. Drona Pay is the first ML-native risk scoring platform that enables ML-driven fraud risk scoring, beyond just rules based risk scoring and complements existing risk assessment infrastructure across segments leveraging machine learning and data across Credit Cards, Debit Cards, UPI, Mobile Apps, Netbanking, IMPS, BNPL , Lending and more for Banks, Fintechs, BNPL Players, Payment Processors & Aggregators

• Part of the Leadership team driving strategy & growth – led growth of NSEIT’s digital business three-fold in a span of 18 months • Developed and executed the partner ecosystem across OEMs and alliances to accelerate growth leveraging new-age technology and system integration capabilities • Focus on expanding market share beyond NSE and delivering value added rather than resourcing • Establishing a leadership position in financial services beyond capital markets with focus on hunting and acquisition of key clients including regulators and leading enterprises • Conducting training programs for sales and lead generation teams for enhanced productivity • Introduced and established visibility in the analyst community • Speaker at industry events representing the face of the organization for branding  Increased annuity business by 300% and doubled revenue with focus on hunting business with long term strategic potential and multi-crore deals to transform landscape of digital business for the organization  Mentor sales team for ensuring a structured, process oriented & revenue focused sales organization to create foundation for growth with governance & reporting  15+ new logos through hunting

• Reporting to the CEO driving growth of Analytics, Mobility and ecommerce practices leveraging IP ( Halosys and Kartopia) and focusing on sales and marketing enablement of the competency’s offering. • Managing a team of 5 people as well as liason with delivery and practice leaders to build the roadmap for monetizing IP and capability investments in related competencies with cumulative portfolio of 100+ crores • Creation and execution of go-to-market strategy across channels ( direct, alliance – led, partnerships ) and collaborating with sales team to help take the sales cycle to closure. • Alignment of the offering with needs and trends in the market, articulation of the value proposition for the customer and differentiation from a competitive standpoint, customer target segmentation based on the value proposition and needs catered to by the offering and the demand generation plan and execution. • Key focus on transforming a technology offering to a business value driven offering and also responsible for marketing aspects such as creating a branding across target segments, creation of marketing collaterals, messaging across digital marketing channels like social media, website and building a partner ecosystem.  Established first business value driven data & analytics strategy aligned to Microsoft alliance  Acquired Sonata’s first Kartopia ecommerce client in Indian market

• Driving strategy & growth as part of executive leadership team • Creating magic with words and stories that can sell beyond technical jargons with focus on delivering business value enabled with industry content and modern technology • Market penetration strategy in new markets - Middle East & Turkey and South East Asia • Managing channel partners and independent marketing consultants across India, ME and SE Asia • Establishing a centralized lead generation & marketing team with complete ownership for database creation, targeting of C-level execs across verticals, messaging and execution of email campaigns, webinars and social marketing (marketing platforms like LinkedIn and Facebook) for precision marketing • Relationship management, stakeholder credibility building and account management for key accounts in India, Middle East and Turkey and Central America • Penetrating new verticals (Retail, Utilities, and Financial Services) and introducing new portfolio of services and products including areas like Big Data analytics, Cloud, RPA, Blockchain, IOT • Product marketing, collateral creation for big data analytics platform and enterprise mobility platform • Value creation for implementation of digital transformation roadmaps for select clients

I have been associated with the IT industry for a decade and half, consistently ensuring client acquisition and value added client servicing for building long term relationships. I have had the experience of working with diverse organizations with different scale, business models and focus areas like NSE.IT, Oracle (India) Pvt Ltd, Sonata Software and RS Software across markets including US, UK, India and Middle East. In my current role at TCG Digital, I am part of the Leadership team driving strategy & growth apart from my core focus on hunting to expand into new markets and farming for organic growth. My core strengths would be a deep understanding of key ingredients for delighting customers across roles in sales & business development, marketing, relationship management, alliances and sales support focused on 5 C’s- Credibility, Comfort, Communication, Collaboration and Confidence. I drive understanding business needs across industries and enable business excellence leveraging technologies, products, services and a partner ecosystem aligned to client centric business & commercial models.

Have the ownership for building and growing business across geaographies including India,Asia Pacific, Africa and Middle East. Also responsible for marketing portfolio for organization globally

Positioning of services/solutions and creation and execution of account/market entry strategies Conceptualize strategies to help RS specialize as the vendor of choice for Issuers, Acquirers and Payment networks globally Devise messaging and critical success factors to graduate from a generalist to a specialist provider Brand positioning for RS as a global leader for payment solutions industry End to end ownership of marketing and pre-sales activities Work with delivery, pre-sales,sales and corporate communication teams for client presentations/proposals

Responsibilities: • New Initiatives – Research, Go-to-Market plan and roll-out • Formulate roadmap for growth in Business Solutions Group for India/APAC markets • Relationship Management- Key Accounts • GTM and Sales for Travel Vertical – India & APAC markets • Analyst Relationship- Managing relationships with analysts like Forrester and IDC and Outsourcing Advisory firms like Tholons, Zinnov etc • Services packaging, positioning and differentiation for analyst reports • Overseeing sales support for Germany

• Drive sales managing US West Coast Operations • Manage Sonata-Microsoft relationship in the region • Work closely with marketing/communications team in conceptualizing and executing Go-to-Markets for various IT service offerings • Worked with Head-US Sales for strategy formulation & promotional activities aligned to business objectives • Leading client presentations, understanding of requirements and solution provisioning • Providing interface between customer and technical teams • Client Relationship and Account management

• Manage coordination between business and offshore delivery teams • Work with Dell’s BA in talking to business and developing requirements • Network with business executives across BU’s to explore business opportunities

• Sales support and alliance management responsibilities • Driving new initiatives based on research related to industry and trends • Respond to RFI’s/RFPs working closely with sales managers and delivery teams • Market Research, prospect / target market identification • Formulate Business Plans and Go-to-market plans with ISVs and IBM • Client presentations and visitor management • Aligning Sonata's strengths to key initiatives at IBM - identify mutually beneficial areas of collaboration

Responsibilities: · Part of the International Marketing team handling specifically the US markets. · Responsibilities vary from market research to lead generation, client relationship and account management, pre sales and sales activities. · Provided interface between customer and technical team to identify and ensure we provide the best fit to match customer’s requirements. Achievements: ü Built inroads into SMB accounts in South Texas ü Got the best Web- Diagrammer award for a case presentation

Responsibilities: · International Business Development · Account Management · PR and developing & maintaining customer relationships · Build database of contacts & create awareness of NSE.IT at a global level · Initiation of communication and converting leads to prospects · Working on proposals in response to tenders/EOI's/RFI's/RFP's · Attending business meets for promoting NSE.IT and establishing business relationships with international delegates visiting India to increase visibility · Preparation of case studies/ write ups/ presentations for marketing purposes · Coordination of Client visits, client relationship building · Build Strategic Alliances, working out MoU’s / NDA’s etc Achievements: ü Registration to organizations like UNPD, WFP as a vendor ü Got NSE.IT's first international client ü Created a process based approach and repository database

Software programming on mainframe technologies