Prashant Mishra

Lead commercial engine for OT cybersecurity and industrial networking portfolio across 60+ countries, managing $3.1M USD ARR baseline and €4M+ qualified pipeline into utilities, defence, transport, and process industries. What I Built & Own: • Global Commercial Strategy: New customer acquisition across 6 global regions through distributors, system integrators, and EPCs; defined go-to-market for EMEA, AMER, APAC, India, and SAARC • Compliance-Led Positioning: Positioned IEC 62443, NIS2, and EU Cyber Resilience Act requirements as procurement filters embedded in customer specifications before RFP drafting—achieved 50% reduction in deal qualification cycles in regulated markets • Market Intelligence to Product: Developed systematic approach to parse regulatory drafts, standards revisions, and competitor filings for 18-month buyer requirement signals; converted market reads into costed product specifications for R&D; ensured product arrival aligned with requirement landing (not after) • India P&L Ownership: Board responsibility for India operating unit; statutory and governance responsibility for audited accounts, board reporting, regulatory filings; managed transformation from cost center to revenue generator Results Delivered: • Revenue: $3.1M USD ARR against $3M quota; €4M+ RFQ pipeline • Growth: 40%+ CAGR in utilities/defence verticals (18 months); 30%+ YoY channel partner expansion • Cost Discipline: 5x operating expense reduction (2019–2023) while scaling revenue 4x • Channel: Grew active partner network from 12 to 28+ distributors/SIs; expanded strategic accounts to $1M+ USD scale • Organizational: Transformed unit from regional sales office to global delivery and engineering base Technical Domain: IEC 62443 (Levels 1-4), IEC 61850-3, IEEE 1588 PTP, PRP/HSR; FPGA-based data diodes and unidirectional gateways; IT/OT segmentation architecture; digital substations and industrial networking

Drove enterprise SaaS and IT infrastructure acquisition into North American midmarket (RMM, IDaaS, ERP, PSA, cloud backup). Sold to CIOs and IT directors at velocity in pre-researched category environment. Learning: Transferred IT security playbook (mature buying language, defined budgets, clear accountability) into OT domain where framework was nascent—approach later differentiated global OT commercial strategy.

Delivered turnkey automation across APAC and EMEA for mining, energy, and utility clients. PLC/SCADA solution design, government tender management, technical consulting in plants where operational downtime has quantifiable per-hour cost. Transition: Shifted from engineering lens ("Does this work?") to commercial judgment ("What happens at year 8? Who carries risk? What will tender committee prioritize?")—foundation for later governance-first positioning.

Developed and scaled catalytic depolymerisation process for municipal solid waste neutralisation from lab to production. Joined as process engineer; left having deployed first viable commercial plant. Technical: Catalyst selection, thermal envelope, reactor materials, repeatable SOP across variable feedstock. Named inventor on Indian patent application 2996/MUM/2015. Commercial: Structured BOOT (Build-Operate-Own-Transfer) financing model for government projects—transformed technical process into fundable private investment. Pilot raised capital; became first viable plant of its type (10 tonnes/day output). Scope: Lab-to-market execution on proprietary technology.

Scaled franchise network across Western India while completing integrated B.Tech and M.Tech (2005–2010).

Generative AI for Business

upGrad / Microsoft Collaboration

IEC 61850 Standards & Digital Substation Basics

Tekvel Engineering Trainers

Sandler Sales Professional Certification — Bronze Level

Sandler

IICA-Qualified Independent Director

Institute of Institutional Custodians of Corporations (India)