Bengaluru, Karnataka, India
Value and Outcome driven Technology Sales and Strategic Alliances Principal with over 24 years of experience in building, scaling, and transforming revenue and consumption engines. I have worked with World Leading Technology companies such as Microsoft, Amazon Web Services, ServiceNow and SAP over the last 15 years. I have consistently worked at the intersection of platform technology, industry use cases, and executive decision making — building markets and revenue streams, expanding multi-million-dollar portfolios, orchestrating large and complex engagements, securing marquee customers & market making wins. I am adept in translating platform capabilities into industry-specific value propositions and driving repeatable growth engines.
At Couchbase, I played a pivotal role in establishing the India business, focusing on verticals such as Digital Natives, FSI, Retail/E-Commerce, Life Sciences, Manufacturing and ISVs. I was instrumental in architecting the market-entry strategy and defining the ideal customer profile, which facilitated early customer acquisition. My collaboration with strategic GSIs and focus partners, led to significant enterprise wins in positioning Couchbase as a leading NoSQL platform for mission critical workloads.
Built and scaled the India GSI go-to-market (GTM) strategy in collaboration with leading global system integrators. Developed and executed tailored business plans, fostering sustainable partner-sourced revenue streams. Launched targeted partner campaigns, enhancing value propositions and driving new-logo acquisition.
Led global initiatives for major India-headquartered GSIs across diverse service lines and industries. Developed a solutions and platforms-led GTM model (build–market–sell) aligned to Cloud Infrastructure, Application Modernization, Integration, Engineering, and Emerging technologies. Managed large deal motions ensuring structured governance for deal progression and delivery success. Cultivated executive sponsorships to establish AWS as a preferred strategic partner for GSIs.
Owned and expanded top ITES enterprise accounts (leading GSIs), achieving over 35% YoY growth. Conceived solution and platform centric motions, securing key multi million dollar projects where the GSIs developed and run their IPs on AWS. Fostered deep relationships with C-suite executives to ensure long-term partnerships. Collaborated with Worldwide Partner teams to enhance revenue through Managed Services and Industry specific Solutions (GSI as ISV).
Contributed as one of the first members of Microsoft’s Digital Native business unit. Acquired new marquee logos and expanded business across Azure and Office 365. Established new cloud revenue streams by building relationships with high-growth startup founders and CEOs.