Jan 2023 – Dec 2024 · 1 yr 11 mos

Apr 2022 – Jan 2023 · 9 mos · Chennai, Tamil Nadu, India

Apr 2018 – Apr 2022 · 4 yrs · Chennai, Tamil Nadu, India

• Was responsible for direct and indirect APJ, India, Middle East, and Africa business. These are regions with the highest potential with the next Billion users, most complexity in heterogeneity, and hence requires a unique GTM approach. In the process of ramping the organization, building regional presence, growing the ecosystem, and driving customer intimacy for success.
• Previously was Global VP and head of partnerships. Built and a global ecosystem with all partner types - Boutique SIs, GSIs, VARs, VADs, ISVs, tech partners and startup ecosystems in over 50 countries. Scaled partnerships business into the fastest growing hard revenue engine, and one of the largest businesses (non-overlay) for the company, transitioning from SMB orientation, consistently grown at 2X business growth rates. Opened and directly owned markets like Japan, Korea, Latin America, Emerging Europe, Russia, partner first segments in Europe, ASEAN and started the partner ecosystem in North America. Scaled the tech partnerships and marketplace to be one of the fastest-growing ecosystems globally with over 1200+ listed marketplace applications. Built the start-up program into a fast-growing engagement-driven non-linear revenue engine from scratch, with the best conversion rates, highest multi-product attaches, and 500+ ecosystem partners.

Nov 2013 – Apr 2018 · 4 yrs 5 mos · Bangalore

• I was responsible for India & Emerging APAC business, the internet thought leadership, relationships with the external ecosystem, customer CXO suite & regulators. Created a highly engaged & motivated team with zero regrettable attrition through the tenure. Made Akamai South Asia one of the fastest-growing regions in the world in 2016 and 2017. Led APAC and Japan Saas vertical & SI business from scratch creating frameworks & solutions engagements for successful Sell to, Sell-through, Build with & Sell with businesses. Defined and executed business plans in collaboration with product marketing, engineering, sales, channel marketing and services teams to seamlessly develop and deliver solutions that accelerated the adoption of Akamai products by customers. Won Akamai the CIO choice award in 2016 for CDN and Cloud Security voted by the CIOs. Built a new customer acquisition engine with one of the highest acquisition rates globally with the best product spread & channel penetration. With deep customer engagement and strong impetus on their success, ensured better than industry customer retention rates. Driving key strategic initiatives with Central & State Govts on Internet security, eGovernance, IOT applications & last mile connectivity.

Dec 2012 – Nov 2013 · 11 mos · Bangalore

• I was responsible for the alliances ecosystem , customer retention & success. Part of the leadership team to reboot Salesforce.com India operations in 2013, defined India alliances & customer success strategy through to its execution. Conceptualized & implemented rules of channel engagement . Enabled differentiated offerings in the partners and created a bench strength to deliver complex global projects. Up-leveled Salesforce.com partnership with all major channel and alliances. Was responsible for Alliances target identification and performance. Planned and delivered on channel capacity, solution completeness, perceptibly improved partner C-SAT and renewal rates.

Nov 2008 – Nov 2012 · 4 yrs · Bangalore

• I was responsible for SMB and Mid Market developer tools business in India. Turned around a downward trending business in 2008 to the fastest-growing territory from 2009 to 2012. Deep customer engagements & an analytics-driven approach resulted in the highest annuity business signups & retentions globally. Hired and onboarded a highly motivated sales and channel management team with best regrettable attrition rates in the business. Conceptualized the specialized partner program for developer tools & onboarded a team of highly engaged technical partner ecosystem (100+ dedicated field resources) a specialized pre-sales engine which was a strong differentiator in the market.  Consistently grew all channel metrics (Reach, Yield and Frequency) to best in the category. Was ahead of plan each year and received multiple recognitions, increased responsibilities and promotions during the tenure.

Sep 2006 – Nov 2008 · 2 yrs 2 mos · Bangalore

• I was heading the South India region for driving revenue & maintaining relationships at all levels and leading a regional sales team comprising of product consultants & tele-marketing staff. Key Industries focused were – Automotive, Aerospace, IT services, Government & Defense. I was rated as the Top Account manager during the tenure for highest country attainments and also drove the all-time largest single product deal for India.

Oct 2003 – Sep 2006 · 2 yrs 11 mos · Bangalore

• I was responsible for creating & managing the indirect business for Veritas, Redhat, Borland, Serena, Corel & ASG. This included identifying the right set of partners for each of the business lines starting all the way with understanding the offering, customer profile and business model of each company. I created dedicated plans for each Principal, business plans with key were reviewed at scheduled QBRs to stay on track & funnel back critical market feedback. I was able to significantly increase the market share & Gross Contribution from these businesses over 3 years of my tenure. By having collections well in control these were extremely profitable businesses for Sonata and I was rewarded with increased responsibilities every year. This served as a strong stepping stone for my career into software sales industry.

Dec 2002 – Oct 2003 · 10 mos · Coimbatore Area, India