Senior Director, Business Development and Channels @ Big Switch Networks
Fund Advisor @ Naya Ventures
Head of Strategy and Country Manager at Alibaba Cloud Computing (USA) @ AliCloud (Alibaba Cloud Computing)
University of Massachusetts Amherst
Business Development and Product Marketing leader with several years of experience at VMware, NetApp, Portal Software (Oracle), LHS and Integral Inc. Hands-on experience and proven success in a number of key disciplines including business development, strategic alliances, solutions development, product/solutions marketing and channel programs. Strong track record of identifying, developing and closing impactful and revenue partnerships across
Business Development and Product Marketing leader with several years of experience at VMware, NetApp, Portal Software (Oracle), LHS and Integral Inc. Hands-on experience and proven success in a number of key disciplines including business development, strategic alliances, solutions development, product/solutions marketing and channel programs. Strong track record of identifying, developing and closing impactful and revenue partnerships across range of market and technology segments, and partnering models. .
Specific domain expertise in cloud infrastructure, virtualization, web application architectures & PaaS, programming and development frameworks, enterprise applications & SaaS, databases, analytics, big-data/hadoop, storage, networking, and security.
Functional skills: Business Development & Alliances, GTM strategy & execution, Channel marketing & programs, Demand Generation, Product management, Product Marketing, Solutions development, Program management, Competitive Analysis, Product Advocacy, Strategic planning & analysis, Contractual negotiations, Partner management, Mergers and Acquisition, Valuation/financial modeling
Business Development and Partner Marketing @ Led VMware’s Business and Market Entry Strategy into Hyper-converged infrastructure market. Established and assisted in operationalizing Routes to Market, associated monetization and GTM partnerships in record time for EVO:RAIL and EVO SDDC with nine (9) OEM worldwide partners Planned and led GTM activities with subset of partners. From January 2014 to Present (1 year 10 months) Palo AltoFund Advisor @ Fund Advisor at Naya Ventures, an early stage venture fund of $50M focused on Mobile, Cloud & Big Data. From June 2013 to Present (2 years 5 months) Palo Alto, CAVice President Business Development and Partner Marketing @ Responsible for establishing and managing the relationships with key ISV partners - Microsoft, Red Hat, VMware, SAP, Citrix and Oracle. Additionally led development and execution of partner marketing including solution development, case studies, field enablement, technical alignment, customer acquisition marketing, local/regional marketing, event marketing. From January 2013 to January 2014 (1 year 1 month) San Francisco Bay AreaDirector Business Development and Alliances @ Led the business development, and defined the overall launch strategy and product marketing efforts, for joint go-to-market programs including Nexus1000v (3rd party software defined switch), virtualized infrastructure (Cisco UCS Server and vSphere), Virtual Computing Environment (VCE), a joint entity formed by Cisco and EMC, with investments from VMware and Intel for selling converged cloud infrastructure systems and Project Serengeti - VMware’s entry into Big Data market. Led the identification of partnering opportunities, strategy development, product and engineering collaboration, contractual negotiations, product launch and accelerating customer adoption and revenues via sales and channel enablement and programs. Overall responsible for creation and execution of solution development, white papers, product collateral, website content, case studies, data sheets, product previews and presentations for raising awareness and consideration of joint solutions. From 2008 to 2013 (5 years) San Francisco Bay AreaDirector, Telco and Media Verticals @ Recruited to build Telco and Media vertical team to thwart competitive threat and accelerate market development and revenues for NetApp by positioning it as the thought leader in this segment. Led crafting NetApp’s strategy for this vertical from its inception, managed solutions development and go-to-market execution -- resulting in NetApp's rapid growth, visionary recognition and market leadership in this segment. Conducted extensive market,competitive and ecosystem analysis to determine valuable market segments, product/market fit, and potential partners. Identified and sourced high value business partners, structured deals and closed over 20 key ISVs and System Integrator partners. Created overall launch plan and led launch execution From 2005 to 2007 (2 years) Senior Solutions and Marketing Manager @ Created traction and relevancy for partnership with Oracle. Defined buyer persona in order to understand and prioritize market segments, barriers, customer success factors, buying processes and decision criteria. Created appropriate tools to aid NetApp sales in shortening cycles for selling into Oracle environments. These included joint validated and certified solutions, reference architectures, field training, product solution briefs, presentations, whitepapers, customer success stories, ROI tools and packaged consulting services. Worked with field marketing to define lead generation plans, customer retention programs, branding, awareness, field marketing program definition. Served as a spokesperson for Oracle on NetApp solution in industry forums, analyst/media relations and alliance relationship. Launched “Oracle on NetApp” co-branded campaign with Oracle. From 2002 to 2005 (3 years) Senior Alliances Manager @ Identified and assessed new business and partnership opportunities for Portal Software’s enterprise billing and customer care software sales for key Telco/SP providers. Established and negotiated key relationships with key System Integrator partners. Responsible for account planning and day-to-day management of the partnerships. From 2000 to 2001 (1 year) CupertinoProduct Management @ Defined market and product requirements including market and competitive analysis, functional and performance requirements and prioritization of features/requirements. Created MRD and PRD for various billing modules. Managed detailed project plans for product release, working closely with engineering and quality assurance. From 1998 to 2000 (2 years) Atlanta
MBA, Strategy, Marketing, Finance @ The University of Chicago Booth School of BusinessBS, Electrical Engineering @ University of Massachusetts, Amherst Raj Gulati is skilled in: Strategic Partnerships, Product Marketing, Business Alliances, Go-to-market Strategy, Product Management, SaaS, Business Development, Partner Management, Cloud Computing, Enterprise Software, Strategy, Multi-channel Marketing, Managed Services, Management, Marketing Strategy, Leadership, Channel Partners, Demand Generation, Start-ups
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