Gopinath Sankaran Email & Phone Number

Sydney, Nsw, Au

Senior Director for Strategic Cloud Alliances at Informatica. Developing the partnership strategy framework, executing the GTM and driving the adoption and alignment of Informatica's leading Enterprise Cloud Data Management solutions in the major cloud ecosystems (Microsoft, AWS)

Key leadership role in Commercial Partner’s Strategy and Planning organization to build a transformational partner ecosystem that builds next gen IP and businesses and drive a word class partner experience. Focus on recruiting and building the Microsoft new channel across Azure (IaaS & PaaS services), modern workplace (O365), business applications (D365) and Data/AI (ML, IOT). As a “creative” and strategic thinker the goal is to define and execute on the “partner of future” paradigm, reframe the partner recruit strategy, industrialize the go-to-market process and drive sell initiatives through analytics-based buyer affinity and propensity. • Define, shape and develop the Partner Recruit Strategy that result in gaining mind share (strategic market makers for Depth) and drive market share (scale motions for Reach/Volume) through growing partner capacity across various partners types and priority solution areas/technologies (Azure, D365, O365, ML, AI, IOT, Data)• Drive, incubate and own initiatives that delivers on building new Microsoft Partners (vertical/horizontal “market makers”, compete channel etc.) to build market and launch their solutions in the market and drive the momentum needed for sustained success• Collaborate with field partner build, GTM and channel management teams in profiling, building and launching partner solutions while industrializing the partner engagement process to co-sell partner solutions by field sales teams.

Key Leadership role in Partner Sales Organization on Channel Capacity, Next Gen Channel Development and Cloud Channel transformation. Spearheading the Global Channel Recruitment programs, Cloud Channel Transition and Partner Recruiter Community Development resulting in hyper growth performance while transforming the traditional Channel into a Next Gen Cloud Channel ecosystem • Trending at 140%+ YOY growth in new enterprise partner recruitment & increased the new partner rev contribution margin by 300%. Achievement anchored by new channel initiatives in prioritizing market makers and next gen partner profiles (predictive customer engagement, IOT, industry/vertical IPs) for recruitment, enablement &activation through readiness, internal use & co-selling elements (Demand Gen, Account Planning, Digital transformation) resulting in an optimized hyper growth channel• Designed, Developed & landed in the field the Microsoft Dynamics 365 Cloud Capacity model which is the foundation for channel strategy on “performing while transforming” the traditional channel to a cloud channel ecosystem (Managed and IP services across Customer Engagement & Intelligent Cloud). The Channel Capacity Model is the framework & foundation for channel investment, channel growth, targets & partner competency• Coach, Motivate & Enable the field team of Partner Recruiters (40 WW) as their Global Role Owner by providing the channel recruitment strategy, establishing the role excellence profile, building the BizDev/Soft Skills readiness & guiding them to deliver on the KPIs & results• Developed the partner recruitment tools (business plans, profitability and valuation models) and cloud channel playbooks to support the community in the partner recruitment and development journey• Influential Leadership with the global field in a matrix organization by providing the thought leadership, driving transparency & delivering prescriptive guidance for the various roles in the Sales Organization

Austin, Texas, Us

Drove post-acquisition integration of MySQL business unit’s partner programs, partner contracts with OEMS’s, cloud partners, global system integrators, ISV/IHV’s, technology partners and operations. Devised the MySQL cloud strategy including business, technology, pricing, training and marketing programs and campaigns.• Increased the partner revenue of MySQL business unit by 120% in first year through scalable customer acquisition programs and streamlined partners sales operations process.• Designed and executed the framework to manage the various tier of partners with goals around partner revenue (Tier 1, strategic partners), joint product development (address technology gaps) and partner enablement (technology, joint initiatives and channel sales)• Drove the MySQL competitive strategy by the identification of target markets and designing the enablement and go-to-market model for priority partners. Assisted in the development of short, medium and long term plans to achieve strategic objectives. Handled global accounts and managed NA, Western Europe and Japan for ISV /SI Alliances.• Devised the MySQL Specialization and MySQL Storage Engine partner program to provide market differentiation and enhance partner development for ISV’s and System Integrators. • Provided technical/functional leadership to the Alliances & Channels team with respect to MySQL and related products and the MySQL integration operational process, post SUN acquisition.• Designed and executed the operational strategy to migrate MySQL partners to Oracle partner network. Facilitated internal partner readiness programs targeted at sales and marketing teams. • Re-negotiated and developed new contracts based on the post acquisition strategy with high priority global partners (specifically Tier 1 Partners).• Designed and developed the MySQL knowledge zone for Oracle partners to learn and understand about MySQL value proposition increasing new MySQL membership by 175% in first year.

Palo Alto, Ca, Us

Defined and drove the MySQL’s integration strategy, post acquisition and managed the relationships of legacy SUN partners within MySQL ecosystem. Handled partner marketing, contract negotiations and acquisition integration for alliances and channels (after MySQL acquisition for 1 billion by SUN Microsystems). • Created new partner revenue stream through partner monetization business models. Built scalable customer acquisitions programs resulting in the increase of revenue by 140% in the first year. • Designed and Implemented the rules of engagement for seamless integration of Sun Microsystems open source portfolio and MySQL as part of the post integration activities of MySQL Inc. and Sun Microsystems Inc.• Maintained the responsibility for the overall management of MySQL Alliances and Channels business unit with direct reports of 8 Alliances Managers.• Conducted competitive analysis, market research and executed an open source migration strategy for enterprises.• Solicited Sponsorships and ensured the participation of partners at MySQL events (Users Conference, trade shows, seminars, web seminars etc.

Austin, Texas, Us

Led the world’s most popular open source company’s commercial Worldwide Alliances strategy. Helped the growth of the $10M startup to a $1Billion acquisition. Launched the MySQL Enterprise partner program to enable the Commercial Open Source Partner business plan.• Collaborated with Alliances and Channel sales teams to define a partnering strategy that grew the partner ecosystem 130% in first year after re-launch of program.• Identified prospective partners, determined joint value proposition, conducted feasibility analysis, and negotiated engagement models with partners.• Devised the “porting to pipeline” methodology to gain more MySQL Enterprise certification of partner solutions that provided value to customers.• Developed MySQL’s worldwide partner program (MECA) an associated infrastructure to enable a robust framework for commercial open source partner business.• Managed start-up's relationships with strategic ISVs and global resellers, including Intel, Symantec, Microsoft, IBM, VMware, Infobright, Ingram Micro, and Avnet etc.

Co-Founder and Executive Vice-President of Open Source Technology Solutions Company providing solution strategies for small business and scientific markets.• A custom technology solutions company with an offshore services business model using open source tools and technologies.• Successfully acquired non-dilutive seed funding from state and local government grants.• Clients include University of Pennsylvania, Emory University, independent software companies and startup entrepreneurs

Atlanta, Ga, Us

Consulting experience delivering strategy and technology solutions to Global 1000 companies. Focused on providing efficient and effective ROI for the businesses by solving their business problems using various frameworks and managed them to provide utmost client satisfaction.• Yahoo Global Strategic Partnerships – Sr. Client Manager in managing Yahoo and their enterprise clients in providing cutting edge solutions based on Yahoo properties like yahoo finance.• GMAC Insurance – Sr. Program Manager in implementing a solution to increase the conversion rate of vehicle insurance quote form using web 2.0 technologies. Increased conversion rate by 85%.• SunTrust Banks – Sr. Program Manager in designing and developing best practices for content management workflows for e-marketing and e-business transactions.• HSBC – Solution Strategist in designing and developing a range of Tibco’s enterprise class portals to manage their digital assets, corporate communication and offshore e-business applications.• UPS, Delta Airlines IOC, AMD – Developed employee and consumer experience solutions.

Lead Engineer in defining the architecture, product catalog, shopping cart, registration extranet modules and B2B transactions for an online art supplies and original artwork store.• Designed and implemented a robust e-commerce Business-to-Business model for catalog data and order information transactions.• Gained Client Relationship and Client Management experience while designing and implementing the consumer direct business model

Mba, Leadership, Highest Honors - Beta Gamma Sigma (Top 5%)

Ms, Computer Science

B.E, Computer Science & Engineering