Ajay Gulati, Sr VP – Sales and BD, Electro Rent India

Ajay Gulati has close to two decades of experience in the telecom and IT space. During his career, he has managed large and complex engagements in business case modelling, technology blueprinting and market launches, including network deployment. Currently, he is Sr Vice President, Sales and BD, at Electro Rent India, and leads the sales function across India and the SAARC region for the IT and telecommunications, RF and semiconductors, and industrial and utility sectors. He is responsible for formulating and implementing strategic plans, driving growth and collaborating with customers to ensure that the company is a market leader in the region.

Before joining Electro Rent (erstwhile Livingston/ Microlease) in 2013, Gulati had worked with Nokia and Cisco in various capacities.

Gulati believes that the Indian telecom industry is moving towards renting test and measurement (T&M) equipment instead of purchasing it, as  profit margins are getting tighter amidst intense competition. “The lifecycle of equipment is getting shorter, particularly in light of the evolving technology landscape. After 2G, 3G took centre stage but it was relatively short-lived and then, 4G came along. It was not very long ago that 10 GB Ethernet was considered very modern, but that is not the case anymore. New technologies are emerging at a fast pace and thus, the life of testing equipment is getting reduced. Our customers now realise that it makes more sense to opt for a rental or pay-per-use model rather than buy new T&M equipment every three to four years,” he notes.

On his management style, Gulati says, “I believe a good manager is one who stays mostly hands-off and lets team members figure their own way. That said, I am always ready and available to jump in to offer guidance, expertise and help when needed.” He counts his focused approach and positive attitude as his biggest assets, which have helped him achieve his personal goals as well as those of the organisations he has worked with.

Gulati is an electronics and telecommunications engineer from the Motilal Nehru National Institute of Technology and has an MBA from the Indian Institute of Foreign Trade, New Delhi.

A fitness enthusiast, he makes sure that he goes for a run daily. He also enjoys playing badminton. He is an avid follower of the Harvard Business Review and TED Talks. “I also do some community work whenever possible,” he says.