Kailash Lalwani is a dynamic leader and the driving force behind Marquistech’s remarkable growth journey. With deep expertise in business development, sales, and customer-centric innovation, he has played a pivotal role in scaling the organization from a modest 20-member team to over 1,000 employees. Reporting directly to the CEO and stakeholders, Kailash’s strategic vision and interpersonal acumen have positioned him as a key influencer in the company’s success. Having traveled to 40 countries, his global perspective and commitment to excellence make him a standout leader in the competitive telecom industry.
What motivated you to focus on business development in your current role?
My focus on business development in my current role is driven by my foundational experience in the same domain. Early in my career, I began in testing, which provided me with a strong understanding of operational dynamics. This background led to a breakthrough opportunity to transition into business development. Additionally, my strengths in interpersonal skills and customer management have been instrumental in excelling in this role. These capabilities, combined with my passion for driving business growth, make this domain a natural fit for me.
How do you foster a culture of innovation within your team?
I foster a culture of innovation by focusing on building strong relationships and understanding customer needs at a deeper level. As the sole sales manager handling global accounts, I prioritize meeting customers face-to-face, which allows me to gain first-hand insights into their expectations and challenges. My extensive experience traveling to 40 countries has exposed me to diverse cultures and customer behaviours, enabling me to adapt and tailor innovative solutions to meet unique demands. By embracing this customer-centric approach, I inspire my team to think creatively and deliver value-driven outcomes.
What leadership qualities have been the most impactful in your career?
The most impactful leadership qualities in my career have been self-dignity, honesty, and transparency. I strongly believe in maintaining an open and transparent approach in all my interactions, whether with my management or my customers. This has been a cornerstone of my success in sales. Additionally, I follow a principle of never saying “no” outright, striving instead to find solutions that meet the needs of all stakeholders. These qualities have consistently helped me build trust, foster strong relationships, and drive results.
How do you prioritize innovation in a competitive market?
Innovation is crucial to thriving in a competitive market, especially in industries like telecom, where advancements such as 5G are transforming the landscape. To prioritize innovation, it’s vital to adapt to new technologies and stand out from competitors. This can be achieved by taking one of two approaches. First, as an innovator, you can focus on developing cutting-edge solutions that deliver unique value to customers, even if this comes at a premium price. Alternatively, as a follower, you can concentrate on competitive pricing and offering greater flexibility, addressing the cost sensitivity that many customers prioritize in today’s market. Whether through innovation or strategic pricing, the key is to align your approach with your organization’s strengths, ensuring relevance and sustained success.
What has been the most rewarding moment in your career so far?
The most rewarding moment in my career so far has been joining my current company and witnessing its incredible growth first-hand. When I started, we were a team of just 20 people, and today, we’ve grown to over 1,000. As the sole salesperson working directly with the management team, including reporting to the CEO and company stakeholders, I’ve played a key role in driving this transformation. Looking back, I feel immensely proud of the contributions I’ve made to this journey and the trust and responsibility that have been placed in me.
Business development is not just about growing revenues; it’s about building lasting relationships and unlocking new opportunities.
