Jun 2022 – Mar 2024 · 1 yr 9 mos

Nov 2021 – Jun 2022 · 7 mos

• Leading India for Elastic, I am excited about the opportunity to scale the business, starting with hiring exceptional talent, building a honest and passionate environment that enables hyper growth and delighted customers.
• Elastic builds self-managed and SaaS offerings that make data usable in real time and at scale for use cases like application search, site search, enterprise search, logging, APM, metrics, security, business analytics, and many more. Thousands of organizations worldwide, including Cisco, eBay, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems.

Oct 2020 – Nov 2021 · 1 yr 1 mo · New Delhi, Delhi, India

• Head of Business at Red Hat Indian and South Asia. At present, I am responsible for Red hat's business across South Asia. My span covers Sales, Learning Services, and Channels eco-system. Over the last 5 years as a member of the India Leadership team, I have been instrumental in developing markets, brand and penetration of our solutions. With over 35 professionals in my chain and another 45 in alignment, I have led the growth in the Indian market at an average of 24% CAGR in 1H CY22.
• At present, I am working on APAC wide strategic projects to design and develop our sales structure.

Dec 2015 – Oct 2020 · 4 yrs 10 mos · New Delhi

• Leading the Alliances and Commercial sales for Red Hat in the region, I was responsible for, developing a partner ecosystem that enables open source adoption for commercial, enterprise & public sector. With a goal to secure long-term revenue growth by developing and managing technology enabled & services led relationships with channel partners across born in the cloud partners, regional system integrators, hyperscalers, independent software vendors, resellers & OEM partners in the India/South Asia.
• We developed the partner led sales motion to create the Mid Market segment in India with a CAGR of 30% during my tenure. This segmentation and approach were a 1st for Red Hat across APAC. During this time we initiated the state government business, engaging the state CIO’s, various departments and systems integrators leading to the creation of a State government business unit for Red Hat.
• Pursuing consultative sales approach to optimize performance metrics and value-driven business objectives, I built a team of performers who were both customer and partner facing, thereby building a partner ecosystem that doubles its business every 3 years.
• Investing in people and their success, developed a team of performers who engaged with passion & won accolades and awards at Red Hat.
• Established Red Hat’s brand as an enterprise solution with the power to create a services business & customer confidence for partner success and their business growth

May 2014 – Nov 2015 · 1 yr 6 mos · New Delhi Area, India

• Building and managing a global business to align the company’s business and growth aspirations with India based Global Systems Integrators.
• Driving revenue with Systems Integrators, including managed services, outsourcing, etc.
• Refining and establishing programs and contracts that enable SI to buy and resell the company’s offerings.
• Driving company’s and SI relationship through collaboration with solution architects, corporate executive, delivery et al.

Nov 2012 – May 2014 · 1 yr 6 mos · Bengauru, New Delhi

• •Continuing the journey with Dell, established a partnership model for engaging the Indian IT services companies for global business and supported the roll out of the same across US, UK, Australia, India and Singapore. Establishing the business with a 100% growth in YOY Sell Through Revenue from FY12 to FY14, built a team of 12 associates included alliances & pre sales to support the business as an independent business unit.

Jun 2012 – Nov 2012 · 5 mos

• Global Alliance Manager – Tata Group
• Grew the revenue by 50% with joint investments and 360 degree business alignment.
• Responsible for executive engagements between Dell & Tata Group Globally.
• Establish & growing over all engagement with Tata Group & Build incremental revenue streams for Dell. • Build joint revenue share based services offerings around IaaS & SaaS.
• Initiated the Dell – TCS alliance built on global Sell Through engagement.

Jul 2010 – Jun 2012 · 1 yr 11 mos

• Leading Dell’s business with the Tata Group, to establish Dell as a preferred Compute & Infrastructure technology partner across the Tata Group and its companies. With joint investments in co-creating global campaigns for desktop automation to investment protection we achieved a business growth of 50% globally in the 1st year itself.
• Created a global partnership which summitted with the historic agreement to invest in a global infrastructure offering for Tata Group between Michael Dell & Ratan Tata. We built a revenue share model between Tata Communications & Dell for a global roll out of Infrastructure as a service model brand named “InstaCompute- Powered by Dell”

May 2004 – Oct 2010 · 6 yrs 5 mos · Bangaon Area, India

• Managed Tier 2 & Distribution partners, while growing the revenue by 90% over 10 quarters.
• Managed the Sun – Wipro alliance for 14 Quarters, grew the revenue by 60% in under 14 quarters. • Built the Sun Software practice at Wipro and grew it to a $2.5 M business in 3 Quarters.
• Conceptualised & Managed Sun’s partner loyalty & revenue growth programs.
• Planned & rolled out Sales Plan to align partners with organizations growth plans.
• Awarded the GEM VP Commendation award for FY 08.
• Nominated & Completed the FY 09 Leadership Development Program.

Mar 1999 – Apr 2004 · 5 yrs 1 mo

• IBM India Limited
• Develop & Manage
• IBM Tier 1 SIs, Tier 2 Resellers & Distributors ( Ingram Micro & Iris Computers) • Tier 2 Business Partner for North
• ➢Awarded “The Bravo Award” for Year 2002 for Increasing the IBM Business Share with Distributors.
• KRAs:
• Partner Management
• Partner Sales Plan: Revenue & Marketing Plan • Partner Recruitment
• Partner Bonus Plans - Incremental Revenue
• Inventory Management & Sell Out Programs • Partner skills & training

Jan 1996 – Jan 1999 · 3 yrs

Jan 1994 – Jan 2000 · 6 yrs · New Delhi Area, India

• KRAs:
• Responsible for 30% of the company’s revenue in the country
• Setting up Channel Strategy and Policy for the Company
• Implementing the “Microsoft VAP” program aimed at evangelizing the Channel
• Building up an effective reach and frequency model to generate business through the non-managed channel
• Program management - nationally
• Sales to the SMB organizations in the Northern Region
• Liaison with all OEMs in the region
• Recruiting all requisite personnel for the region