Feb 2021 – Jul 2023 · 2 yrs 5 mos · Bengaluru · On-site

• Built and scaled strategic alliances with GSIs, engineering services firms, and consulting partners including LTTS, Tata Technologies, Bosch, Wipro, Tech Mahindra, Accenture, Deloitte, and PwC
• Generated $6M+ net-new pipeline through alliance-led GTM initiatives focused on Industry 4.0, low-code/no-code transformation, and enterprise modernization
• Designed geo-industry ecosystem strategies to accelerate partner-led manufacturing and digital engineering opportunities
• Led partner enablement and executive governance programs that improved joint solution adoption and field engagement
• Aligned sales, consulting, and alliance stakeholders to operationalize multi-partner enterprise transformation initiatives

Jun 2020 – Feb 2021 · 8 mos · Bengaluru

• Expanded strategic ecosystem partnerships across GSIs, Big 4 consulting firms, and ISVs including Accenture, Wipro, Deloitte, KPMG, EdgeVerve, FIS, and Citrix
• Built integrated partner engagement models across cloud, applications, and infrastructure transformation programs
• Developed sell-through and co-sell motions with regional sales teams to improve enterprise pipeline generation
• Recruited and activated new ISV partnerships to support joint solution development and market expansion initiatives
• Established executive engagement frameworks across partner leadership teams to strengthen strategic alignment

Jan 2019 – Jan 2020 · 1 yr · Greater Bengaluru Area · On-site

• Managed strategic alliances with Deloitte, KPMG, Accenture, and Wipro to accelerate enterprise automation and digital transformation initiatives
• Scaled alliance-led business beyond $1M+ annual pipeline through co-sell execution, joint customer pursuits, and partner capability development
• Increased KPMG partnership growth by more than 100% YoY through executive engagement and strategic account alignment
• Positioned Automation Anywhere as a preferred enterprise automation platform across partner-led transformation programs
• Built governance and operational frameworks to improve collaboration across sales, delivery, and alliance organizations

Feb 2017 – Nov 2019 · 2 yrs 9 mos

• Head the Strategic Alliances for Application Services business in India
• Handling alliances with SAP, Oracle, Salesforce, Siemens IT Software, AWS, Google, Microsoft Azure
• Define Alliance strategy to build and manage strategic partnerships for Wipro in Application Services business in India
• Ownership of the Joint Business plan & Strategic initiatives
• Define, Develop and Own Go-To-Market strategy with partners
• Achieve Growth and Incremental Revenue Targets
• Work with Wipro’s and Partner’s extended Alliance and Sales Organization across India to achieve Revenue targets
• Lead joint solutions/offerings development with partners by identifying key industry and business requirements
• Driving Sales, Presales and Delivery capabilities on partner technologies across the organization
• Define partner sales strategy for Industry verticals to build joint pipeline in line with Wipro’s vertical Strategy and Global Alliance strategy with key partners

Dec 2015 – Jan 2017 · 1 yr 1 mo

• Responsible for leading Strategy, GTM & Alliances with SAP & Oracle around their Cloud solution offerings in India. Focused on developing key Cloud alliance partnerships with SAP & Oracle.
• Responsibilities includes:
• Responsible for driving Strategic initiatives for BU around Template based ERP solutions for industry verticals, SaaS solutions from SAP & Oracle and GST. All these were identified as lever of incremental growth for the respective fiscal.
• Drive marketing function for application services business in India and Middle East.
• Alliance Management
• o Build up relationship with Oracle and SAP sales and channel organization, in order to ensure Wipro is the preferred partner for above stated offerings
• o Strategize and drive joint GTM with the Oracle and SAP around their SaaS & ERP offerings.
• o Business plan sign off with OEMs around SaaS & ERP solutions.
• Strategic Initiatives
• o Evangelizing, defining and refining the ERP industry specific solutions Portfolio based on their industry experience and their contact with customers, prospects etc
• o Work with marketing communications team to define the go-to-market strategy, helping them understand the product positioning, key benefits, and target customer.
• o Serve as the internal and external evangelist for the product offering working with the sales channel and key customers.
• o Managing the entire Solution line life cycle from strategic planning to tactical activities
• o Perform competitive analysis and benchmarking of new solution offerings and enhance their maturity (Technical, Commercial, market worthiness etc.)
• o Building go-to-market plan and Pre-sales and Sales orientation/enablement for existing and new services/products
• o Building innovative commercial models
• o Creating detailed service catalogues for each service definition and associated commercial and legal contract terms for the service

Apr 2015 – Nov 2015 · 7 mos

• I am responsible for driving the GTM around Cloud, and Template based ERP solution.
• I was given additional responsibility to Head the Marketing for Application Services business in India and Middle East.
• Alliance Management - Work with OEMs channel/sales team for identifying joint GTM for funnel development and tracking.

Apr 2014 – Mar 2015 · 11 mos

• I was responsible for driving the GTM around Cloud solutions and Template based ERP solutions

Oct 2012 – Mar 2014 · 1 yr 5 mos

• Leading the Application Services large deals team of 6 members which was responsible for handling application services driven large, complex and transformational outsourcing pursuits in India, Middle East and Saudi Arabia with TCO greater than USD 4 million across verticals. Key responsibilities included;
• Working proactively with sales teams and customer in spec’ing the RFP.
• Decide on Bid – No Bid decision and assigning the opportunity to the team.
• Manage the response to RFx’s.
• o Drive the RFx’s end to end as a SPoC and based on the bid plan released at the start of the opportunity.
• o Managing challenges related to bid timelines and deliverables
• o Ensuring all bid required documentation is in place and up to date on KM Portal
• Solutioning
• o Work with the horizontal teams for finalizing the solution/application stack based on the RFP requirements and other key parameters.
• o Decide on winning theme for the opportunity.
• Perform effective cost/pricing analysis and risk assessment
• Handled opportunities with scope of these engagements including Implementation of ERP, CRM, Data Warehousing & BI, Analytics, Custom Application Development, Content & Document Management, SOA/EAI, BPM, Core Banking & Other third-party banking solutions, Application Maintenance, Infrastructure (Servers/Storage/Networking) Solution, DC & DR built and manage, Infrastructure (Servers/Storage/Networking) Management services, Hosting/Cloud services, Consulting services.

Apr 2010 – Sep 2012 · 2 yrs 5 mos

• Managing and Execution of Complex & Strategic Bid/Tenders where in job responsibility entails:
• Handling Large & Complex Applications driven deals as individual contributor, with TCO greater than USD 4-5 million
• Leads collaboration and integration of RFP response process and associated documents on highly time sensitive schedules for Complex, multi-LoB, often global engagements.
• End to end responsibility of winning a bid – includes pre-bid and post-bid customer interactions until handover to delivery team
• Facilitate Bid – No Bid decision based on artifacts
• Identify resources and Liaison with multiple parties and experts from technical, sales, operations and product management to develop competitive, winning proposals.
• Build the Solution Design plan (including tasks, timelines and responsibilities) & Solution Design Checklist / Tracking Sheet
• Formulate re-usable bid components and use tools as far as possible
• Guiding the technical architecture team with business perspective – in designing a winnable solution as part of the bid response
• Interaction with business finance teams and delivery teams for effort estimation and pricing
• Perform effective cost/pricing analysis and risk assessment

Jan 2008 – Apr 2010 · 2 yrs 3 mos · Bangalore

• Key Responsibility Areas:
• Solutions offering handled as part of the portfolio was Data Quality (De-duplication, Standardization), Data Analytics (Customer Segmentation, Customer Loyalty, Churn Management to name a few), Data Warehousing & Business Intelligence, and Dealer & Sales Management Solution (DMS).
• Lead Generation: Generating leads through cold calling or through own contacts and then nurturing them to qualified business opportunities.
• Marketing: Creating industry specific solution/service offering marketing collaterals, Case Studies, Business case collaterals, Return on Investment (RoI) whitepapers.
• Presales: Managing presales activities like Customized Demo, Scope discovery and proposed solution offering, Identifying customer Hot Buttons, Techno Commercial Proposal, Solution & Commercial Defense.
• Responsible for interfacing between the Delivery and the product team regarding new features and product versions.
• Achievements:
• Presales support for responding to more than 70 RFI/RFP/RFQ/Bids.
• Achievement of $2 million (in FY’09) of business closed in first year of operations of Analytics SBU.
• Bid win ratio of 55%

Apr 2007 – Jan 2008 · 9 mos · Mumbai

• Key Responsibilities Area includes:
• Sales Strategy Consulting – Work with the global sales team on large transformation and must win deals on sales and positioning strategy of Capgemini on that opportunity based on the competitive analysis and benchmarking.
• o Build up a Win strategy/theme for an opportunity/RFP
• o Using Sales fox methodology build a Deal Specific Attack and Defense strategy.
• o Work on competitive pricing strategy based on previous experience in similar deals
• Presales Support - Providing support in responding to the strategic key RFP/RFI and winning sales plan across verticals and geographies.
• Sales Operations – Managing a Capgemini CRM. Setup Geo & Hierarchy wise sales quota, Region wise performance of sales team and reporting the same monthly.
• Achievements:
• Achieved an On time achievement and customer expectation (OTACE) Score of 4.81/5 from the internal clients.
• Supported in providing guidance report to Group Sales Head of Capgemini on “Challenges faced by the CxOs of the various industry sectors in European market (viz. Financial Services, EUC, MRD, Public Sector, Telecom & Media and General Services) from a consulting & IT perspective”.

Jan 2006 – Apr 2007 · 1 yr 3 mos · Gurgaon, India

• Pre-Sale Activities – Creating sales leads, Creating & Managing product collaterals and Case Study documents, Solution Architecting, Proposals Management, Effort estimation, responding to RFP/RFI/Tenders.
• Account Management – Handled prestigious accounts in Indian market; Efficient PR build up, Timely billing, Constant Follow-up, Revenue Collections, Devising business strategy for account mapping, competition mapping.
• Post-Sale Activities – Preparation of Master Service Agreement (MSA), Project planning and management, Billing and Revenue collections.

Apr 2005 – Jun 2005 · 2 mos · Noida Area, India

• To identify the need of Retail Banking Software Solution in Middle East market