Gaura Kapuria Email & Phone Number

Strategic advisor, facilitator, and manager of strategic alliances for BridgeLogic. Tasks Included: Defining Partner GTM Strategy, Partner Programs, Incentives, Revenue Opportunities, and operational efficiencies/scalability -Identified and converted opportunities to relationships (increased Bridgelogic clients 300%)Client Projects included: -Define market expansion strategy, leading to increase of Partner revenue stream of 200% for one client-Established KPIs for our Client’s Partner Onboarding such as revenue and sales, deal conversion, and time to value; and helped one client achieve improvements in the 60%-80% range. -Defined and implemented a client’s Saas Partner Incentive Program and increased Partner activation 20% -Client POC for administrative tasks, operations, sales, and escalations.

San Francisco, California, Us

Led all aspects of Partner Relations for Professional Services Organization. Tasks Included: developing partner strategy, identifying, recruiting, negotiating & executing agreements, onboarding, and enabling partners. Drove the scaling, automation, and delivery of Partner Programs and enablement materials, creating metrics, identifying gaps & improvements. Scaling enablement delivery through enhanced systems, processes, & CRM/Collaboration Tools serving partner ecosystem of ~ 30 globally.

San Francisco, California, Us

Manage all aspects of enabling Sales Field & Partners. Tasks Include: managing the scaling, automation, & delivery of enablement materials, creating metrics, identifying gaps & improvements, scaling enablement delivery through systems, processes, & CRM/Collaboration Tools.• Managed system programs to continue to automate & scale field enablement practices (Coaching Platform, Learning Management Sys., Content Management Sys., etc) • Drove adoption of Coaching Platform• Helped identify, manage & setup new Field & Partner Enablement Portals, increasing Field traffic by 40% & Partner traffic by 80% • Helped Identify and Manage Migration to new Learning Management System (reduced cost by 15%)• Championed the integration of Sales tools (SFDC) with LMS & AEM which reduced costs by 30%• Collected (quarterly) feedback & requirements from Partners & Field to improve enablement processes & systems – resulting in creation of target enablement initiatives as well introducing new coaching tools. Increased consumption of materials by 33% for field & 45% by partners. • Analyze data from our platforms and programs to provide key KPI roll up on a weekly basis with recommended actions based on the data• Evaluate and create a process to support programs from our Sales Specialist and Business Value Consulting teams (targeted enablement initiatives). • Created a repeatable Field Readiness process for all product launches (program guide utilized by all teams (including Global Support, IT, Product, Legal, Marketing) engaging with Global Field Enablement Org.)• Manage large scale GTM initiatives, as needed – Led transition to virtualizing all enablement. • Audit/Manage updating Field Enablement Accreditations and Field courses • Hired, coached and trained theatre admins on all field enablement tasks/processes (including usage of CRM & analytics tools)

• Managed Customer relations from pre-sale marketing to post-sales support. Tasks included: on-site customer meetings, onboarding, issue management, etc. • Led the development of cloud based solutions: collected client requirements through surveys, interviews and market research.• Developed strategic alliances & scaled operations globally. • Nurtured and grew strategic alliances with Panasonic and Apple, leading to field trials with 5 Pacific Northwest Customers• Organized AgTech Events for Farmers to collaborate with other farmers and Technology Partners• Created marketing materials (brochures, pamphlets, website, multi media story line and client presentations). • Assisted in the preparation and management of budgets, invoices and other financial activities. • Compile monthly/quarterly documents, reports and project documentation, for management and business review.

San Jose, Ca, Us

Primary contributor to the re-organization and transformation of Cisco’s Technical Services Sales Organization leading to creation of Global Customer Success Team. Liaised with Services Marketing & Professional Services to design & develop sales enablement resources including sales tools and systems integration. This helped improve sales team efficiency & productivity.• Strategized Change Management and Government Processes for Cisco/Partners/Customers working with Sales, Ops, Business Strategy, Product & Marketing• Identified root cause for low engagement of content portal as a byproduct of uncoordinated communication channel. Designed/implemented a role-based communication mechanism which increased traffic by 200%• Coordinated with cross functional teams, held daily scrum meetings, and provided health metrics to ensure proper alignment & compliance. • Defined new sales programs which mutually benefit Cisco, Partners, and Customers.• Surveyed Sales Teams, Partners & Customers to define new sales programs to increase customer retention.• Proactively pushed ideas based on data trends & implemented new strategy formulations to senior management.

San Jose, Ca, Us

Defined & implemented Global Partner Enablement programs from concept to launch, including areas of go-to market strategy, pricing, incentive programs, field trials, sales enablement, training etc.• Surveyed Cisco’s global partners & sales teams to formulate business needs & customize marketing materials.• Led field trial for SFDC Integration, improving quote to order time by over 50% & increased renewals by 30%• Increased usage of Portal by 25% with timely communications, targeted content & enhanced self-service design.• Streamlined enablement & execution strategy for all regions to ensure consistent coverage in all routes to market (Americas, EMEA, APJ). • Major Contributor to standardization of Partner Program structure & operations across global theaters increasing sales by $100M quarterly. • Provide Executives with monthly status updates including risks, renewals, & upsells

San Jose, Ca, Us

Trusted Advisor and Advocate to Cisco’s global top 12 Services Partners to ensure Cisco not only aligned to their business goals and strategy; but that our customers realized the full potential of Cisco’s services. Created best practices for Sales Support, Field, and Partners to maximize value of our core offering, drive adoption, create upsell opportunities, and improve retention by increasing customer revenues.• Devised Program Global Strategy to generate up-sell, cross-sell opportunities.• Supported sales team with over $10M quarterly bookings in renewals and upsells. • Reviewed & Voiced feedback from Customers resulting in the inclusion of multiyear contracts for program. • Engaged with Partners to develop partner incentive programs including pilots & rebates. This involved positioning, branding, & go-to market strategies. • Coordinated & mediated Customer case resolutions with cross-functional teams.• SME for quoting & ordering processes which allowed me to identify and implement improvements.• Identified training gaps leading to documentation and mapping of end-to-end processes for service management systems within service sales cycle. This in turn helped with the training of 50 new team members.• Lead for creating & training CONVERGYS & INFOSYS on sales support processes (over 100 team members).• Responsible for collecting / analyzing data & generating reports on trends for new program introduction programs. (Utilized SFDC, Oracle BI & BO Tools/Dashboards).

Bachelor Of Science (Bs), Hospitality And Management

Education record