Managed Horizontal Business Applications (BizApps) Partners across Asia Pacific and Japan (APJ) which included Global and APJ based BizApps technology partners. This involved administering transparent cross functional collaboration with multiple stakeholders in Country, across the Region and Globally. Designing and Executing Go-To-Market strategies for established B2B SaaS companies across APJ with AWS Marketplace as the primary route to market.We overachieved our goals for 2023 and grew sell through revenue from BizApps Technology Partners by over 60% in Year 1, we also experimented with new initiatives to add value to our Partners and AWS Filed Sales team by mapping business functions to partner solutions and explore new workloads for AWS

Joined AWS India in February 2021 to lead technology partnerships team in India who were already managing Global Technology Partners selling into India market and India based Technology Partners selling to Global markets. Providing executive coverage for my team to help India based partners to land and expand in global markets. Since the Partners we managed were also AWS customers we worked closely with multiple stakeholders within the region and globally to land and expand. I took the lead in building relationships with Partner Management, AWS Field Sales, Partner Sales and Marketing Leaders to earn trust and deliver results. My responsibilities include coaching and mentoring my team, conducting regular cadence / business reviews and executive alignments (Internal & External). Worked closely with CXO’s of many India based Global Technology Partners in building and executing their global GTM strategy, jointly explored new initiatives to expand their presence into new Regions, Verticals and Line of Business.

Built enterprise sales organization to finalize go to market strategy, acquire new logos, expand into existing accounts, headcount planning, hiring and coaching senior sales and pre-sales managers to acquire new logos in India.Analyze sales pipeline and trends with global management; forecast monthly/quarterly sales pipeline, best case and commit deals with high level of accuracy.Provide leadership through dedicated focus towards understanding market and customer requirements by tailoring innovative solutions to meet the ever-changing market requirements against well-established competitors who outnumbered in all aspects.

Establish relationships with large Global System Integrators and Regional System Integrators to build and scale Blueprism practice and work on joint sell-through business plan for India

Developed and executed strategic plans for enterprise businesses on SaaS based marketing analytics tools to optimize their ROI on Ad Spends Established a cross-functional team to include sales, presales, customer success and post-sales support teams across South AsiaConferred with the management team in the US, reviewed activity, operations, and sales reports. Implemented changes to drive specific programs or operations to grow revenue across existing customers and through new logo acquisitions.Designed / presented business plans, budget / financial forecasts, planning/control procedures like drafting KPI’s, performance appraisals, bonus pay-outs and increments.

Responsible for building strategy framework for cloud and digital adoption across digitally native and traditional enterprises. Worked closely with customers and partners across industries to embrace Google’s digital solutions and cloud platform for hosting existing applications or building new age responsive and agile applications.Spearheaded many business transformation deals across India by serving as the primary customer contact to review their business process flow, drafting business strategies, bid submission, POC, legal reviews and monitoring successful execution of projects. Worked closely with digitally native partners and large system integrators to consult and scope cloud migration, application development, data insights, IoT and machine learning projects with focus on meeting customer's business objectives. Leading sales team and collaborating with cross functional leaders globally to get due visibility and investment to drive growth for GCP in India.Responsible for building and establishing GCP’s leadership position in Big Data, Machine Learning / Artificial Intelligence, IoT and Mobile solutions by working closely with Analysts, PR agencies, Media and Partners to develop campaigns and drive new pipeline.Establish connects and maintain relationship with Founders and CTO’s of startups and Venture Capitalist’s across APAC to adopt GCP very early in their build stage, also worked closely with open source communities to evangelise and drive developers and startups to sign-up for Google’s startup programs.Leveraged solution engineering and marketing resources by providing inputs to global teams to build collateral and solution architectures to roll out different industry solutions and workloads. Identified events to participate in several industry events and technology forums as keynote speaker and panelist across India.

Joined Google in April 2013 as an Enterprise Manager to drive sales for Google Cloud services including Google Apps For Work (GSuite), Google Cloud Platform, Google Search Appliance and Google Devices across India.Worked closely with CIO’s and CTO’s of large enterprises across India to plan and build their digital strategy using various Google services across industries.Worked closely with customers and services partner to draft water tight implementation plan, monitor the progress of projects by participating in steering committee meetings and eventually driving towards successful implementation.Constantly involved in training and enabling partners to qualify opportunities and articulating value proposition of Google Cloud Services across industry verticals and market segments.

With specialized skills in evangelizing Big Data and EPM solutions, I moved up as Senior Product Specialist in January 2012 to drive incremental license revenue for BI/DW, EPM and GRC products from FSI vertical, in this new role I worked directly with customers and also in collaboration with Account Executives to create new opportunities and upsell SAP products and services.

Primary focus on selling Line of Business solutions, Business Intelligence / Analytics solutions, Enterprise Performance Management solutions, and Governance Risk and Compliance solutions for Banking and Insurance industries across India and South Asia.Worked closely with highly talented colleagues to successfully bid and win large public sector tenders, complex business and IT transformation projects in FSI sector.Consistently achieved Quarter-on-Quarter license revenue targets by negotiating and winning key competitive deals, constantly overachieved annual sales quota and grew SAP license revenue by over 60% Year-on-Year from one of the weakest vertical for SAP.Developed innovative marketing activities along with SI’s and ISV’s to drive incremental license revenue with a good mix of large and mid-size opportunities.

Joined SAP in January 2008 as an Partner Manager to drive incremental license and services revenue through large System Integrators and Technology Partners like IBM, L&T Infotech, Atos, CapGemini, Infosys, Mahindra Satyam (Tech Mahindra), Microsoft, HP and CISCO.Worked closely with SAP’s Global Services Partners to execute joint Go-To-Market strategies to drive incremental revenue with regular interactions and monthly reviews between SAP and partner field sales team across APJ region.Worked closely with Global Services Partner to build their SAP practice by augmenting resources with SAP Labs and India Services team by replenishing their bench and drive quick revenues.

Joined IBM as a regional manager to lead the Geo Expansion Plan to establish presence across South India and drive incremental revenue for Enterprise Hardware, Software and Services.Lead and won large and medium size Technology (IT) Services, Application Implementation and Managed Services contracts for IBM across industry verticals.Developed and executed marketing activities to address customers in a joint forum with SI’s and Channel Partners, developed joint solutions with ISV’s to drive incremental and sustainable revenue for IBM’s Enterprise Hardware and Software products.Developed and implemented a formal sales performance tracking and effective reporting system to transform field sales team to sell High-End IBM Servers, Storage, Software and Services.Supervised and managed a team of 6 professionals to win large and midsize deals for Integrated Technology Services, Application & Managed Services and Strategic Outsourcing (SO).

My primary role in Ingram Micro was of channel development, to increase downstream reach for New Storage and Software vendors like Hitachi Data Systems, Quantum, Tandberg, Veritas (Symantec) across South India.Identified and enabled new channel partners with on field product and solution support, I was involved in evangelising and driving sales revenue for OEM solutions through Channels and ISV’s. Worked closely with the OEM’s and their agencies to enable front-line channel sales team, execute campaigns to help broad base activities of vendor rebate programs linked to breadth billing, coordinate with vendor agency for additional leads and revenue growth.Follow-up with back office sales team for closures with adequate support, ensure leads are followed up by the channel sales team and proactively pushed for billing.