MANOJ GURNANI

♣ Responsible for sales, solutions & factory operations for India and SAARC ♣ Secured big wins in Antennas (MW & Base Station) in Airtel, Reliance JIO and Vodafone Idea. These wins (~ $ 15 M per annum) propelled the region to the growth trajectory. ♣ Client relationships with partners & OEM s like NEC, Ceragon, Ericsson, Motorola and Nokia to position RFS as “partner of choice” for Antenna & Site solutions

♣ Responsible for Growth, General management & P/L for the region; ♣ Post the de-merger of Optical business unit, built the organization from scratch in terms of legal entity & business licenses, customer relationships & service delivery. ♣ Chalked up growth plans to reach sizeable Optical business of ~ $ 30 M; from Government & private organizations. Succeeded in winning 4 consecutive tender victories in Railtel (contract size: $ 20 M) ♣ Established key alliances with partners like ITI, HFCL, L&T and “Make in India” plans

♣ Member of Nokia India leadership team heading Aircel business unit. An account of size more than $ 110 mn ♣ Accountable for CXO and Board level relationships; responsible for account strategy, sales and operations; negotiate/execute major contracts.

♣ Responsible for full life cycle of GSM-R and other key radio programs; Interfaced with R&D, technology scanning and feasibility studies. ♣ Achieved record cost erosions (~ 10% p.a.) for GSM-Radio products for two consecutive years; ♣ Strategic alliances in new areas like energy management and new antenna technologies that became new revenue channels for Nokia

♣ Interface with customer CXOs to position Nokia as Innovation & thought leader and run workshops on new technologies & architecture; ♣ Drive technology & product strategy of India region via sales programs & profitability initiatives; worked closely with PLM and R&D for local product needs; ♣ Nokia spokesperson for media/analysts and industry/regulatory forums. ♣ Ran a program to drive value-engineering aspects. This yielded $2M USD savings in India in the first year itself and was replicated globally.

♣ Grew the account to ~$ 250M per annum business; Implemented Managed Capacity/ 'Dollar per Erlang' and Managed Services business models. ♣ Key wins were GSM expansion and Managed services contracts: $400M in 2006: New footprint deals of $ 900M in 2007; $ 50M Rural Contract; First VAS entry for Nokia ($ 12M)

♣ Product architect of Wireline & broadband solutions for Enterprise market (like Internet, ISDN, IN and call centre). Key breakthroughs included sale of IPLC lines to Coke & GE (INR 2 crores p.a.), call centre solution for Sahara & Nokia (INR 1.2 crores p.a.) ♣ Member of Launch team for the biggest CDMA network launch in the world; a turning point in Indian telecom history.

♣ Responsibilities included business development, product & solutions support for customer teams (Bharti, Hutch & BSNL) ♣ Won deals for new 2G footprint in Bharti (6 circles/ $ 110M) and in Hutch (3 circles/ $ 50M) ♣ Developed India region’s Go-to-Market plans for upcoming products like GSM800 and FWT (Fixed Wireless terminals)

♣ As a Program Manager of key Enterprise customers like Nestle, Alstom, ICI Paints, Bank of Punjab, I was responsible for Repeat Sales, Network uptime and other key KPIs of VSAT based networks, ♣ Won pan-India Wide Area network deal of Alstom (INR 1.7 crore project); & the pan-India dealer network contract of ICI (INR 2.5 crore project)

♣ Responsible for Project Planning, Network Design, Vendor management, Commercial management & Reporting; for Spice Punjab- one of the first GSM projects in India (($ 100M), from 1996-1999 ♣ Executed a $ 20M Internet Project Nepal Telecom in 1999; Managed customer interaction, planning, logistics, acceptance & on-field execution.