Aug 2021 – Sep 2022 · 1 yr 1 mo · Bangalore Urban, Karnataka, India

• Work with I6 Partners globally to develop and nurture the Partner Ecosystem at Neutrinos., viz Infosys, EY, TCS, CTS, Capgemini
• Responsible for developing, leading the Strategic Alliances & Partners to drive revenue growth from the GSI segment
• Building on existing partner relationships and to identify and develop new partnerships with successful
• commercialization of resulting partner program for the NA / EMEA and APAC region.
• Work closely with partners and strategic alliances (SIs) to identify potential technology collaboration
• opportunities, define joint solutions, joint value proposition and drive go-to-market strategy
• Ability to leverage partner delivery capabilities for rapid uptake of new technologies
• Participate in the development and management of global partner governance model with global
• partnership team. Define and manage common governance model for all GSI Partnerships
• Drive new revenue opportunities jointly with alliance organization from a sell-to, sell-with and sell-
• through perspective
• Develop and implement strategy and framework to support large transformational pursuit
• Responsible for GSI interfacing and relationship building with COE’s enablement, Deal Structuring and
• Strategic Consulting & Segmentation, Targeting and Positioning for appropriate products and
• solutions
• Responsible for managing the entire sales cycle including participating in RFP’s, crafting the proposal
• along with Pre-Sales, pricing and ultimately the successful negotiations and deal completion with the
• customers
• Be the single point of contact for the GSIs, including account alignment, deal origination, on-boarding
• & enablement, forecasting, business reviews and navigating as appropriate

Nov 2017 – Oct 2020 · 2 yrs 11 mos · Bengaluru, Karnataka, India

• Global Alliance manager managing the Global System Intergrators for the portfolio of solutions from SUSE. Roles & Responsibilities include:
• Define the global strategy for leading Global System Integrators alliances measured by collaborative
• license revenue (Influence Revenue, Resell, Sell To) and joint opportunity pipeline
• Sell to – Sell with and Sell through business with Strategic Partners
• Manage a portfolio of joint go-to-market solutions & services initiatives and regular cadence to
• enforce accountability at various levels according to the joint GTM business plan
• Identification of new areas of alignment between SUSE and the Strategic Alliances Partner, focused on
• target growth markets and solution offerings
• Co-selling with the GSIs to close sales opportunities and interacting with our direct sales teams on the
• Partner engagement model

Jun 2017 – Oct 2017 · 4 mos · Bengaluru, Karnataka, India

• Global Alliance Manager for the Micro Focus portfolio of products

Aug 2015 – Jun 2017 · 1 yr 10 mos · Bangalore

• Direct strategic initiatives to evolve the partner ecosystem, based on locations and technical capabilities, align expertise to customer-specific needs, and increase market share. Coordinate with stakeholders in the sales, marketing, network operations, finance, legal, and fixed-data teams to prepare proposals and improve probability of submitting winning bids in the government and enterprise market segments (Sell-to and Sell-through planning).
•  Help building relationships at the CxO level, negotiated partnership agreements with 8 companies, including HP, IBM, Cisco, Wipro and Accenture, and developed a strong partner governance framework; positioned Vodafone as a preferred provider of services amongst partners
• Gained understanding of the highly regulated telecom domain swiftly, created compelling GTM strategies and scaled up the order book from zero to INR 75 crore in 3.5 years; finalized sell-through deals for integrated communications solutions with a rural development bank, a large PSU and the emergency services unit in Delhi
•  Led joint GTM plans to showcase a solution which featured the partner’s app integrated with Vodafone’s platform

Jun 2013 – Jul 2015 · 2 yrs 1 mo · Bangalore

• Direct strategic initiatives to evolve the partner ecosystem, based on locations and technical capabilities, align expertise to customer-specific needs, and increase market share.
• Strengthened alliances and influenced development plans to include specific revenue
• Negotiated inclusion of a “first right of refusal” commitment in contracts with 3 key partners

Feb 2010 – Jun 2012 · 2 yrs 4 mos · Bangalore

• Responsibilities
• Developing joint IBM/Alliance marketing plans (JuMP) for partners in the Public Sector & Energy and Utilities vertical
• Creating joint value propositions
• Provide marketing support for all selected Industry Alliance partners
• Conducting Alliance-to-Win planning sessions with each key ISV,
• Developing detailed marketing program and sales enablement calendars
• Develop joint IBM-Alliance value proposition
• Develop sales enablement materials for the joint solutions and drive successful marketing execution and track results

Jan 2008 – Dec 2008 · 11 mos

• Strategic Alliance Manager for Oracle India, RedHat India and Novell India. Responsibilities include:
• Primary relationship contact for Oracle, Redhat and Novell to manage and optimize these partnerships.
• Solidifying and level pairing key relationships required to build and sustain a long term business relationship between AMD and the partner
• Working with product managers, for identifying key product initiatives and areas of investment to deepen the relationship with the partner

Jan 2006 – Dec 2007 · 1 yr 11 mos

• Primary relationship contact for both Oracle and Redhat to manage and optimize these partnerships.
• Working with product managers, for identifying key product initiatives and areas of investment to deepen the relationship with the partner
• Work towards mutual goals and objectives to build awareness and support of overall strategic benefits of the alliance
• Developing strong day to day relationships with partner business counterparts; understanding partner business and product strategy objectives and ensuring those objectives are integrated into AMD’s partner business strategy
• Accelerate adoption of AMD’s solutions in the target markets
• Take ownership and leadership of partnering tasks and manage partner issues
• Coordinate and communicate with direct sales team, marketing and engineering teams as needed to develop and implement strategy for expanding partner relationships

Nov 2004 – Dec 2005 · 1 yr 1 mo

• - Build go-to-market portfolio of top ISV partners and partner offerings by solution area, based on local market analysis and solution priorities that will drive growth.
• - Create compelling, tailor-made business expansion propositions based on the business models and competencies of top partners; and builds joint business plans with partners.
• - Collaborate with all required entities to ensure readiness and enablement for partners.
• - Drive resourcing for technical engagement to drive MS platform adoption and ensure competitive win over where not present.
• - Build mechanisms for business development through ISV partners
• - Facilitate all linkages between the Organization and Partners as needed.
• - GTM engagement and alignment with ISVs to deliver on planned revenue goals alongside them.
• - Upgrade and recruit new partners as needed.
• - Foster ongoing trust based relationships with partners

Feb 2004 – Nov 2004 · 9 mos

• PR & Advertising included interaction with the media – both print and online apart from Development of strategic advertising and promotional plans with product & sales managers.
• Brand & Event Management included
• Develop strategic marketing and business development strategies to penetrate new markets and maximize existing market share
• Development of marketing and sales programs to enhance business growth
• Branding at sponsored and co-sponsored marketing activities

May 2002 – Jan 2004 · 1 yr 8 mos

• Managed alliances with Oracle India & Citrix India. Also managed the Developer & Software Partner Portal (DSPP) Program(country wide), apart from managing events conducted independently by HP and jointly by HP and its Alliance Partners.

May 1999 – May 2002 · 3 yrs

• Alliance Management with Oracle India
• Relationship management with Arthur Andersen for the south
• Country Driver for the Compaq Solutions Alliance Program
• Event Management for Programs conducted independently by Compaq and jointly by Compaq and its Alliance Partners.
• Database Management