Oct 2022 – Jun 2024 · 1 yr 8 mos · Pune · Hybrid

• Advised technology startups on building ideal partnership frameworks during critical 0-1 and 1-10 growth phases.
• Guided established companies on scaling partner business models in the India and APAC regions.
• Delivered specialized training on AI/ML, Deep Learning, and Generative AI to upskill sales executives.
• Developed and implemented GTM and Sales training modules to enhance performance and market readiness.

Nov 2021 – Sep 2022 · 10 mos · Pune · Remote

• Global Strategy: Led a team managing the GTM strategy for India, APAC, and WW GSIs based in India.
• Portfolio Management: Oversaw solutions including Mobile/API Testing, Low-Code, and Visual Testing.
• Revenue Growth: Facilitated multi-year joint strategic plans focused on Co-Sell and Sell-Thru motions with major GSIs.
• Operations: Established business review governance and OKR/KPI frameworks for global executive reporting.

Apr 2020 – Oct 2021 · 1 yr 6 mos · Bengaluru · Remote

• Market Launch: Built the business from the ground up in India and SAARC, establishing a local brand presence.
• Ecosystem Building: Recruited and enabled partners across GSIs, Big-4, and Value-Added Resellers (VARs).
• CXO Engagement: Targeted industry verticals by engaging the CXO/CISO community to drive platform adoption.

Oct 2018 – Nov 2019 · 1 yr 1 mo · Bengaluru, Karnataka, India · On-site

• Regional Expansion: Built and managed Boutique resellers and Global SIs for India, Middle East, Africa, and Russia.
• Capacity Building: Focused on the "4Cs" (Capacity, Capability, Competency, Customer Success) to drive partner investment.

Oct 2016 – Sep 2018 · 1 yr 11 mos · Bangalore · On-site

• Defined India GTM strategy and managed a team of Partner Account Directors.
• Develop and execute Strategic joint business plan for India Region, which drives all aspects of the Partner & Alliances.
• Part of India Senior Leadership team and responsible for defining and influencing the Go-To-Market Partner and Alliances strategy.
• >Responsible for driving and growing the overall Sell-to, Sell-with and Sell-thru Rev with GSI partners.
• Collaborate with Marketing teams on both sides to build and execute joint demand generation plans.

Apr 2016 – Oct 2016 · 6 mos · Bangalore, India

• Responsible for Revenue, Margin Dollar and Unit targets for India Region Commercial Client Portfolio.
• Responsible for driving market share growth –IDC, a key metric.
• Managed a business of $ 500M Annually.
• Plan and lead new product launches, basis market requirements and white space analysis.
• Liaise with the WW PG and APJ PLM team for all Product planning for India Geography.
• Quarterly forecast management and Execution, Planning and meeting Annual operating plans.
• Plan & co-ordinate Supply Chain management and Delivery Optimization.

May 2010 – Aug 2015 · 5 yrs 3 mos · Gurugram · On-site

• April 2013 - Aug 2015
• >Responsible for driving and strategizing overall Dell business for APJ region.
• >Drive revenue, unit growth and share of wallet, across all product lines.
• >Manage effective engagement, collaboration & relationship with Dell APJ leadership team.
• >Drive collaboration internally with APJ leadership team and Global Account Team.
• Director-OEM & Alliances
• May 2010 - March 2013,
• >Responsible for effective planning and achievement of the expected business metrics for MNC & Local OEM's by executing upon the strategic OEM business plans.
• >Work with Regional MNC OEM Partners for assortment and planning of platforms.
• >Responsible for Collaboration and execution of Local OEM Partners with Original Design Manufacturers (ODMs) and launch of new design wins in the market.
• Key Achievements & Awards:
• >Awarded CEO award for outstanding performance in 2013.
• >CEO global award for the highest market share growth in the world.
• 5% to 30% share growth in 3 years.

Mar 2008 – May 2010 · 2 yrs 2 mos · New Delhi Area, India · On-site

• >Key responsibilities include building and managing business the Indirect Business and Strategy.
• >Identify, engage and Develop Volume and Value resellers/System Integrators and ensure business scale-up and geography coverage.
• >Manage Relationships with Key National Distributors, namely Ingram Micro India and Redington India Ltd, to ensure business continuity and growth through partner depth and geography coverage.
• >Responsible for channel sales targets (Tier1 and Tier 2) as a country goal and manage the pipelines with respective territories and verticals across Lines of Business (hardware and software)

May 2000 – Mar 2008 · 7 yrs 10 mos · Gurgaon, India · On-site

• >Partner Business Manager-SPO (Aug 2006-Mar 2008)
• >Commercial Channel Manager-West (Oct 2003-August 2006)
• >Consumer Business Manager-Imaging & Printing Group-West (Dec 2002-Sept 2003)
• >Consumer Sales Manager-West (April 2000-Dec 2002)