Sivaram Nayudu Email & Phone Number

Pleasanton, California, Us

San Jose, California, Us

• Lead Aruba’s Strategic Accounts Program; Develop and execute strategies leveraging Miller Heiman sales methodology for winning large, complex, strategic accounts in collaboration with account teams and sales leadership to deliver consistent 75%+ win rate over many years, involved in opportunities with combined FY18-FY21 revenue of ~$360M; Some notable wins include AmerisourceBergen, AMD, Bank of America, Home Depot, Las Vegas Sands, McDonalds, McKesson, Shell, Time Warner/Warner Media (now part of AT&T).• Collaborate with sales teams to craft creative customized solution proposals including services to ease migration from existing infrastructure, deployment services, financing with HPEFS. Lead deal specific financial reviews with sales leadership based on margin analysis, including modeling for special requirements.• Advance opportunity specific strategies including alignment of Aruba and HPE executive leadership with executive decision makers at prospects, deliver business value-oriented presentations for sales teams to engage with customers.• Collaborate with sales leadership to identify sales skills development needs, and develop, execute enablement plans.• Managed Request for Proposals (RFP) team, guide team to develop template-based resources enabling sales team productivity. Recruited and trained 3 new team members while managing the team.

Consulting services: Product Management, Product Marketing, Product and Business Strategy, Industry Landscape and Competitive Analysis, New Business Models, Cellular and Wi-Fi based mobile servicesClients include Comcast Cable, Cox Communications. Provided Wi-Fi industry perspectives to financial community.Comcast Cable: Define product strategy and execute on delivering secure cloud enabled customer experience for Xfinity Internet customers.Cox Communications: Carrier Wi-Fi industry business and technical strategy consulting to develop Converged Wi-Fi roadmap (3 to 5+ years) closely working with different groups within Cox Technology, Strategy and Products.

Philadelphia, Pa, Us

• Led product strategy and execution of Smart Internet program with goal of improving customer experience with cloud based broadband gateway management and mobile application enabled simplified subscriber onboarding, device and user management, security, network health and monitoring. Work closely with business unit partners to clearly communicate vision and goals to cross-functional teams within Technology and Product organization led by the CTO.• Define roadmap and develop user stories supporting agile development. Drive focus on reliability, performance and responsiveness of the broadband gateway and cloud platform for delivering a consistent subscriber experience. Collaborate with Xfinity Wi-Fi team on cloud-based radio resource management for enhanced network performance.

Campbell, Ca, Us

• Developed business plan for subscription-based Network as a Service (NaaS) business model targeting SMBs offering mobile device network infrastructure using low-cost access points with cloud-based management and analytics.• Validated concept and business model with potential customers in target market. Presented to multiple VCs for funding and developed strategic relationships with key development partners.

(BelAir Networks was acquired by Ericsson in early 2012)• Drove global product strategy and roadmap for complete product portfolio of indoor and outdoor small cells, controllers, and management solution. Partnered with sales to drive opportunities with large mobile carriers, cable MSOs and mobile network infrastructure partners around the globe.

San Jose, California, Us

• Responsible for managing the global OEM partnerships with Alcatel-Lucent, Dell, and Alcatel-Lucent Shanghai Bell and driving revenue from these OEM partners that contribute a total of ~$40M (~10%) of Aruba’s revenue.• Built strong executive management relationships and started holding regular quarterly business focused reviews with OEM partners. Initiated process improvements for tracking productization, go to market, forecasting, and sales activities to enhance operational excellence. Assist OEM partners with pursuing large strategic customer opportunities with tailored programs and sales support including deal specific pricing.• Worked closely with cross-functional teams – PLM, Engineering, Operations, Channel Sales, Customer Advocacy, Finance, and Legal – inside Aruba to follow up on productization, roadmap, large order fulfillment, deal registration support, customer support contracts, OEM contract amendments and review specific terms.• Pursue integrated solutions with partner products for strategic opportunities in emerging wireless solution areas.

Sunnyvale, Ca, Us

• Drive partnerships, features and interoperability testing with strategic technology partners for VoWLAN, Medical Telemetry, Distributed Antenna Systems, security and compliance, handhelds used in retail/healthcare verticals.• Recruited and managed the Interoperability Solutions Team, go-to resource for customer support and professional services for deployments and escalations; Managed Technical Marketing team to work with technology partner ecosystem - created best practices deployment and configuration guides for each partner.• Develop and execute product strategy for 802.11 Wi-Fi wireless LAN controllers, introduced multiple products successfully into the market. Drive product roadmap based on market and customer requirements in different strategic vertical markets including FIPS 140-2, Common Criteria, TIC for federal market.• Worked closely with sales teams, resellers and channel partners focused on driving market requirements and sales engagement support in APAC in addition to North America and EMEA.• Responsible for Foundry OEM activities including driving the smooth introduction of products. Gathered and incorporated product requirements from Foundry customer segments into the product roadmap.

Sunnyvale, Ca, Us

Responsible for overall product strategy and definition of wireless data optimization solution with client and server (appliance) products.• Created high level product strategy and roadmap to move into the consumer application optimization and received buy-in from executive team and board of directors. Performed competitive analysis for creating product differentiation messaging and analyzed overall market trends to drive long range product planning.• Drove product planning and development toward predictable product delivery timelines and increased quality by working closely with engineering and completed delivery of two major releases in the last 18 months. • Collaborated with a large cellular wireless carrier and PC OEM teams to deliver an integrated wireless client. • Worked with cellular wireless carrier customers (Verizon Wireless, WillCom, Reliance InfoComm, Tata Teleservices, Sprint, KDDI, SKT, KTF) to gather and drive future product requirements. Worked with and developed relationships with wireless ecosystem partners – Qualcomm, Samsung, Kyocera, Access, Opera.

San Jose, California, Us

Product marketing and management for Avalanche product line, a layer 4-7 testing solution, used by leading network equipment manufacturers and service providers for web, security, and network infrastructure testing.

• Performed competitive analysis of 802.11 wireless LAN access point (AP) offerings including segment-based differentiation with different WLAN chipsets and embedded software. Analyzed AP software features based on target markets. Developed MRD/PRD for AP software and proposed strategy targeting WLAN chipset vendors, OEMs and box makers – that helped to secure first round of venture funding. • Worked closely with wireless LAN semiconductor chipset vendor partner, Atheros, to define requirements for AP software and managed the plan with development team to meet committed deliverables.

Sunnyvale, Ca, Us

Led product management for Content Networking Platform(Traffic Edge, Traffic Core, Traffic Controller products) -infrastructure for integrated caching and delivery of content including streaming media to the network edge as well as for MediaBridge, an application multicast based core routing software.• Defined product proposal concepts for next generation products with integrated caching and content delivery for scalable, reliable distribution of streaming media and static content to edge of the network for enterprises. Navigated product initiatives through product development process and delivered whole product solutions.• Lead the complete product life cycle process from product definition to product launch including positioning, pricing, competitive analysis and marketing collaterals for customers and sales. Worked with cross-functional teams to identify and resolve all issues related to the new product launch.• Recruited, mentored, and managed three product managers in content networking product management group.• Developed business cases with detailed product plans and worked with operations to manage product P&L.• Provided product direction for outbound marketing to successfully build awareness and create demand.• Supported Fortune 1000 customers in diverse markets – carriers (AOL, Digital Island, Williams Communications, NTT, SonyAII), financials (Citi Group/Salomon Smith Barney, Morgan Stanley), retail (Home Depot, Best Buy, Target).• Successfully executed on delivering product releases including the beta process with existing and prospective customers, including working with OEM partners to secure HW resources for beta evaluations.• Managed business relationships and collaborate with teams from each of the OEM partners (Compaq, HP, Dell, 3Com, F5, Fujitsu) to build appliances based on Inktomi’s software technology. Developed sales and training collateral for the different OEM appliances with the OEM partner marketing teams.

Master Of Business Administration (M.B.A.), Management, Finance

Master’S Degree, Computer And Electrical Engineering

Bachelor’S Degree, Computer Science & Systems Engineering

Electrical Engineering