San Jose, California, United States
• Org level leader with experience managing teams Product Management, Ecosystem Alliances, Sales BDs, and Solutions, M&A due diligence, and Finance functions. • Global Field, Tech, Strategic, and Engineering alliances organization lead with solution-building and quota carrying responsibilities; exceeded multi-million-dollar revenue goals through scalable partner-led GTM • Built joint solutions and established GTM motions with multiple SIEM/Observability vendors including Splunk, Elastic, MS Sentinel, Dynatrace, etc. Responsible for Cloud transformation initiative at Gigamon; drove triple digit growth in Cloud portfolio • Ran GTM, Product, ISV Partner Ecosystem to create and drive hybrid cloud and Deep Observability strategy for Gigamon• Drove AWS Outposts adoption globally and AWS Containers in US; led pre- and post-launch GTM and product enhancement efforts • Extensive customer interaction across multiple areas including gathering requirements, building new products, pitching solutions, leading pre/post sales activities, establishing partnerships, etc. • Proven track record of launching new products with hands-on experience across multiple stages of product lifecycle; Managed multi-bn $ P&L; successfully grew business over multiple quarters • Deep hands-on Product Management experience; introduced over 15 Storage, Routing platforms and solutions to market
• Built Gigamon’s AI, ISV, OEM Partner Ecosystem & GTM strategy, forming multi-million $ alliance partnerships with CSPs, Security (SIEM, NDR) , Networking, and Observability vendors. • Led cross-functional operational initiatives spanning strategic partnerships, Sales, Services, and Support organizations, driving scalable execution, Org. alignment, revenue performance, and long-term business growth. • Managed cross functional TMEs, Product, and Engg teams to build critical Network Observability, Security use cases, joint solutions with partners. • Owned and exceeded quota; achieved double digit revenue and logo growth with SIEM, Observability, network performance, network detection and response partners. • Launched partner-led Gigamon’s Agentic AI platform using partner MCP servers and Amazon Bedrock with Claude Sonnet 4 and Google Gemini. • Led Global alliances Org, quota carrying sales BD team, solutions development, partner marketing, and partner integration teams; Managed a portfolio of 200+ global partners across Observability, Security, and Cloud; enabled Gigamon on multiple cloud marketplace across AWS, Azure, and GCP, leveraged CPPO, PPA, and cloud migration programs to accelerate cloud-led sales. • Defined and established Deep Observability Pipeline as a new market category, positioning Gigamon as a thought leader and category creator; brought to market the first platform integrating network telemetry with logs, improving MTTR, uptime, and security while delivering cost savings. • Executive lead in Gartner, IDC, and Forrester analyst briefings; contributed to investor relations, Board updates, and M&A due diligence. • Owned Alliances and Marketing budget, Annual Operating Plan (AOP), aligning GTM initiatives and innovation roadmaps with corporate growth objectives • Launched multiple Power of 3 programs to build scale with Channel and Alliance partners including WWT, Blackwood, Presidio, Trace3, Cribl, Dynatrace, Nutanix, AWS, ExtraHop, and LiveAction.
• Drove Container adoption across 1000’s of customers across ENT, ISV, Greenfield, and DNB customers • Coordinated cross functional initiatives across Sales, GTM, Service, Partner, and Pro-Serve teams to create effective sales mechanisms and plug Container ‘gap to goals’ • Deep customer interactions at multiple levels; built and pitched first call decks, deep dives, roadmaps for AWS container services, and worked backwards from customers, gathered requirements to influence product features, drafted sales plays, created user stories, established partner ecosystem • Hired, Mentored, and Developed multiple AWS employees
Global lead for Outposts GTM • Led Outposts GTM pre and post launch; launched Outposts with pilot customers and ISVs, generated 25% of the deal pipeline and wins within a year of launch, developed the template for partner on-boarding for hosting end customer workloads on Outposts, and authored multiple GTM documents for overall Outposts as well as factory floor workload segments
- Built and Managed multi-million $ Cloud scale converged (Storage and Server) infrastructure portfolio - Led Seagate Archive and Back up product portfolio solutions including Object Storage on High Density Disaggregated Storage and Embedded Compute Storage platforms. - Built High Density Platform business from scratch to generate >$200M annual run rate of revenues - Established an ecosystem of partners to enable newer GTM channels for Cloud Systems products - Deep expertise in Object Storage solutions -Reduced multiple millions of $ in product development costs and risks by actively pursuing Build vs Buy options, by forging alliances with channel partners/direct customers, and convincing customers to sign MoUs -Led a 20 member cross functional team to keep focus on product delivery while managing through site shutdowns, product transition plans, budget and resource constraints -First point of contact for pre-sales support (pitching solutions, drafting CRDs, responding to RFQs/RFPs) -Developed Business Strategy and Recruited development and Go-to-Market partners (OEM, SI partners) for an innovative storage solution; explored multiple business models with HW and SW solutions for OEM partners -Managed STX’s high density, Converged Infrastructure (Storage+Server), Software Defined Storage, Secondary, Archive, and Cold storage infrastructure solutions, Tape replacement, Object/File based solutions, NVME, NVMoF solutions for OEM, Enterprise, CSPs/Hyperscale customers. -Led cross functional teams to build critical to roadmap products through various product lifecycles including justifying business case, drafting MRDs through deep customer engagement, forging alliances with development partners, establishing GTM/OEM partnerships, conducting roadshows, Pricing products, managing RFI/RFQs etc
-Build/Buy/Partner analyses for Investments and Acquisitions in DC, Storage, Analytics, Cloud Services & Management areas -Led cross functional team across 6 business units to identify a common Big Data/Analytics Architecture; presented recommendation to VP/SVP team -Recommended Cisco’s Storage strategy based on Technology (Flash, Scale-out, Object), Competitive, and Vendor evaluation
- Built Next Gen SW licensing Business Model and Licensing Strategy (first instance of Cisco ONE) from grounds-up to transition WAN products from HW to SW and Service oriented business model - Owned P&L of $1bn Integrated Services Branch Router platforms (LAN/WAN) and launched >15 product platforms and modules with end to end responsibilities including customer interactions, creating PRDs, Product life-cycle Mgmt, Pricing, Positioning, Market Sizing, Competitive Analyses, GTM strategies etc. - Influenced various functional groups across Engg., Ops, Sales (Enterprise, SP, Commercial, Public Sector customers), Marketing, Finance to grow portfolio by 6% Y/Y; consistently met or exceeded forecast targets - Presented to customers on Cisco’s products/ roadmaps; recognized by Sales for assisting in several multi-million deals - Built models for Value Incentive programs, Rebate programs, financing through Cisco captial to increase channel and partner sales - Built tight partnerships with Sales for regular cadence on deal forecast, assist in closing deals, create customer win/loss analysis, and seek references from customers for ISR products to advertise in Cisco Live/Interop events - Built partnerships across BUs and functions to deliver critical to roadmap features and products - Prepared Quarterly Business review and provide forecast commentary for Market Analysts - Analyzed data to present Quarterly Business review to Market Analysts and forecast guidance - Liaison between Product Management and Finance/Ops/Sales teams to streamline Ops processes, create appropriate checks and balances in decision making, simplify financial models and data analyses templates, set up regular BU-Sales cadence, driving forecast and margin accountability
- Product Manager for $ 500 M High End Integrated Services Routers and Licensing. - Seamlessly handled multiple “high-pressure” customer escalation issues
Responsible for Long range planning of a multi-billion$ BU, Pricing new/existing products, SW licensing, FP&A, Revenue Recognition, VSOE, Strategic Investment decisions using ROI analyses, Deal Analyses and Negotiations, Resource allocation planning and Portfolio management, Business analytics and Diagnostics, Forecast analyses, Creating and tracking performance metrics for the BU, rebates and incentive programs for Channel partners Advised/influenced executives on managing P&L, product portfolio realignment/repricing in response to changing industry dynamics and new competitive product launch; setting sales compensation structure etc Managed financial and operational processes of the business unit. Proficient in building complex financial models, "what if" scenario modeling, Essbase, Business Objects, Excel