Technology

Ajay Nirantar

Techno-Functional Professional and Coach

 

Please share your professional background, current role, and relevant experience.

 

Answer: I bring over 30 years of professional expertise in leading and implementing strategies with the latest technology adoption, change management, and team building to drive corporate vision. My extensive knowledge of technologies and functional experience has enabled me to deliver on diverse programs in areas such as Digitalization, IoT, Industry 4.0, Artificial Intelligence, Machine Learning, Advanced Analytics, Manufacturing Execution Systems, and Manufacturing Intelligence.

Currently, I work as an Independent Consultant on Digital Transformation programs, primarily in the Manufacturing, Energy and Utilities, and Metals and Mining sectors. I collaborate with various customers and technology partners, including Microsoft Azure and AWS, supporting them from consultative selling to successful implementation to achieve desired outcomes.

I am also a Certified Coach in the Art and Science of Coaching. Currently I coach professionals in their mid-career for better  “career management”, “executive and leadership coaching around strategies to build and grow”, your own “potential realization” etc. as an individual and the team around you.

Based in Thane, Maharashtra, I have travelled extensively across the globe, including a five-year stint in the US for Business Development, Sales, and Marketing in the Product Engineering space. My focus was on customers in the Industrial and Building Automation and Control sectors.

 

What led you to pursue a career in sales?

 

Answer: Frankly speaking, sales happened to me accidentally. I was deputed to the US as a Techno-Functional Consultant for a leading automation company on one of their key NextGEN products. Due to key contract closures and resignations, I was moved into Business Development, Sales, and Marketing across the entire US geography. At that time, we were struggling with only 2-3 accounts, with one contributing more than 80% of our revenues, which closed with just three months' notice. This significant drop in revenue put immense pressure on me to grow the company's client base, revenue, and build a sustainable pipeline. Coming from a core engineering background with only two years in the software industry, I faced significant challenges in terms of credibility, knowledge, and strategies relevant to the software outsourcing industry.

However, over the next 4-5 years with the organization, I successfully acquired 14+ new accounts, growing from a base of 3 accounts and increasing revenues from $0.4 million to $4 million in 4 years. After returning to India, I have predominantly engaged in pre-sales, solutioning, and consultative selling, either directly or through a partner ecosystem for companies such as PTC and Microsoft. Over the past decade, I have ridden the wave of Smart Factory, Connected Factories, and Digital Factories, leveraging the evolving technology landscape of Industry 4.0.

 

How have you adapted to the evolving technology landscape in sales?

 

Answer: The transition in the field of technology and sales has been remarkable and challenging. Technology is evolving at an unprecedented pace, and staying ahead requires continuous learning and adaptation. Here’s how I've continue to navigate this dynamic journey:

 

• Continuous Learning:

I consistently keep myself updated through extensive reading, attending webinars, and participating in selective fireside chats. These activities provide valuable insights into the latest trends and developments in technology.

 

• Engaging with Experts:

Regular discussions with technology masters and product specialists are crucial. These interactions help me gain a deeper understanding of emerging technologies and their practical applications.

 

• Adapting to Customer Demands:

The advent of OpenAI and advanced technologies like large language models (LLMs) and machine learning (ML) has led to customers having increasingly ambitious and unique requirements. I actively collaborate with technology teams to build Minimum Viable Products (MVPs) and Proof of Concepts (POCs) as a Functional Consultant. This hands-on involvement helps me grasp the technical nuances and how they can be harnessed to meet customer needs effectively.

 

• Bridging the Gap Between Technology and Business:

One of my key strengths lies in understanding technology and mapping it to customer outcomes. This ability to translate technical capabilities into tangible business benefits sets me apart as a technology seller. It ensures that I can offer solutions that are not only innovative but also aligned with the strategic goals of my customers.

In essence, staying relevant in the rapidly evolving tech landscape requires a proactive approach to learning and a deep engagement with both technology and customers. By doing so, I am effectively bridging the gap between cutting-edge technology and real-world business outcomes.

 

How do you maintain work-life balance in the high-pressure environment of sales?

 

Answer: Balancing a high-pressure, high-reward career in sales with personal life has been a challenging journey for me.

 I have divided my journey striving for work life balance work-life balance in this demanding environment can be categorized into 3 stages:

 

 Early Stage

• In the early years of my sales career, achieving a work-life balance seemed almost impossible. The demands of the job, coupled with the need to support multiple time zones, made it difficult to maintain any semblance of balance.
• Managing regions like North America, South East Asia, and India meant I was working around the clock, adhering to a "follow-the-sun" schedule. This relentless pace led to burnout and decreased efficiency, as the long and irregular hours took a toll on my performance and well-being.

 

Realization of the need for Change

 

• As my career progressed, so did the responsibilities on the personal front. Growing kids, shifting vacation needs, and extended family commitments added to the pressure, making it clear that a change was necessary.
• Recognizing the signs of burnout and its impact on both my professional and personal life was a turning point. I realized that without a balanced approach, I couldn’t sustain my performance or enjoy quality time with my family.

 

A Structured Approach to achieving reasonable balance

• I devised a more structured approach to manage my time effectively. Prioritizing tasks became crucial, ensuring that important work and personal commitments were given due attention.
• Carving out specific time slots for learning and staying updated with technological advancements became part of my routine. This not only kept me relevant in my field but also added a sense of fulfilment and progress.
• Learning to delegate tasks and being flexible with my schedule helped in managing the workload better. It allowed me to focus on high-priority tasks without getting overwhelmed by less critical ones.

 

 

Ongoing Efforts to maintain and further improve

• While I have managed to achieve a reasonable level of work-life balance, I recognize that it is an ongoing process. There are always areas for improvement, and I continuously strive to enhance this balance.
• I am still finding new ways to integrate work and personal life more seamlessly. This includes setting clearer boundaries, taking regular breaks, and making time for hobbies and family activities.

Achieving work-life balance in a high-pressure sales career is a continuous journey, requiring constant adjustments, a proactive approach to time management, with a foremost commitment to personal well-being. While I have managed to create a more balanced and fulfilling life, though I am always open to new strategies for improvement.

 

What is your top advice for aspiring tech sales professionals?

 

Answer: The key to success is going to be your differentiators as compared to the rest of the sales folks. Build your knowledge and understanding of the technology stack you are selling and also understand the customer eco system to recommend technology applications for business outcomes. End of the day the buyer is interested in the Business Outcome rest all can be supportive to the outcome for helping him make a buying decision with you. Another important factor is building a relationship of trust with your prospective customers, will largely help you influence deals in pursuit.

 

Lastly, what book would you recommend to our tech sales community and why?

Answer: I am not much of a self-help book enthusiast, and frankly speaking find myself out of place to recommend any book. I spend most of my time when not selling upgrading myself with technology and industry trends, there are tonnes of websites and YouTube videos and articles on the topics of your choice. As they say “All work and no play makes Jack a dull boy” , I read mostly thriller from authors like Mario Puzo, Robert Ludlum, Fredrick Forsyth , Dan Brown and so on….books I feel is really an individual’s choice and for one to decide on his own per taste.