Global Alliances Lead
Resume:
H E M A N I K H A N N A
************@*****.*** www.linkedin.com/in/hemanikhanna 415-***-**** Bay Area, CA GLOBAL PARTNER CHANNEL ALLIANCES LEADER
** ***** ** ********** ** setting and executing strategies to grow revenue opportunities, sales, and reach across all channel partners, focused on alliances that drive value for current and prospective customers; solid record of crafting business plans and aligning programs, pricing, and resources to create value for all stakeholders.
Talent for shaping marketing, training, workshop, and product certification programs to position sales teams and partners for success, maximizing revenue, touch points, and product adoption.
Strong relationships with top-line executives across global geographies (e.g., Latin America, Asia, Europe) practice heads and channel leads, including Deloitte, TCS, Infosys, Tech Mahindra, HCL, Wipro, Cognizant and Cap Gemini; trusted partner in joint solution development.
Deep understanding of ISV-SI-VAD-VAR ecosystem; successful at accelerating growth via strategic partnerships and multi-level engagements with global and regional system integrators and resellers. GLOBAL PARTNERS MARKET PENETRATION GO-TO-MARKET STRATEGY JOINT BUSINESS SOLUTIONS BUSINESS DEVELOPMENT INTERNATIONAL SALES BUSINESS CASE DEVELOPMENT ROI MODELS ENGAGEMENT STRATEGY BRAND PRESENCE PROFESSIONAL EXPERIENCE
CLOUDERA, INC.: SR. DIRECTOR OF GLOBAL ALLIANCES 04.2018-PRESENT
Led team of 11 (4 direct), planning and executing growth strategy via Regional and Global System Integrator
(GSI) partnerships (e.g., Deloitte, TCS, Wipro, Cognizant), including negotiating technology and business agreements; shifted focus toward Cloud offerings from Amazon (AWS), Google (GCP), and Microsoft (Azure).
Managed partnership/alliance lifecycles from sourcing to development, go-to-market (GTM) plans, and governance; analyzed performance metrics and contract terms, driving accountability.
Built data, analytics, machine learning (ML), and artificial intelligence (AI) service/solution partner program to enable customer success, strategically targeting customer segments and industry verticals.
Evangelized Cloudera to all levels of partner organizations and represented the voice of the Partner; ideated joint value propositions and business use case solutions. SOLACE: GLOBAL ALLIANCES LEADER 06.2016-12.2017
Established and grew partnerships for Data Integration and Digital Transformation within Cloud, Big Data, and IoT; orchestrated global GTM strategies by driving channel sales, annuities, renewals, and solution selling.
Collaborated on breadth of channel strategy including field channel sales and strategic partnerships; aligned resources to solve complex issues, devise joint offerings, manage relationships, and deliver positive outcomes.
Built key alliances worldwide, including Pivotal, TCS, Infosys, L&T Infotech, Tech Mahindra, and Yenlo; developed partnerships geared for shortening the sales cycle and increasing revenue per customer. IBM: WORLD WIDE SALES LEADER FOR CONNECTIVITY & INTEGRATION 02.2012-09.2014
Set strategic vision for IBM Integration Bus and grew revenue (~35%) with regional focus on Asia, Middle East, and Africa; instilled consistent messaging across internal groups, optimized sales collateral, and refined training for sellers and field tech sales.
Increased program exposure within IBM, presenting opportunities and results to executive team; partnered with IoT and IMT sales/marketing leaders to close enablement gaps and improve field sales effectiveness. GREEN HAT (ACQUIRED BY IBM): SR. DIRECTOR OF GLOBAL ALLIANCES 01.2011-01.2012
Led alliance strategy (sell with, sell through) by identifying unique value propositions and enabling partners to adopt, showcase (in COE’s), and recommend Green Hat products and technologies to their customers. H E M A N I K H A N N A
************@*****.*** www.linkedin.com/in/hemanikhanna 415-***-**** Bay Area, CA Page 2 of 2
SOFTWARE AG/WEBMETHODS: SR. DIRECTOR OF BUSINESS DEVELOPMENT 03.2006-10.2010
Generated $75M+ in incremental and influenced partner license revenue; achieved highest partner event sponsorship revenue in company history ($770K), highest training/certification participation ($206K incremental revenue), and max revenue from partnership fees ($40K).
Drove creation of 10 customer case studies from joint partner successes and organized 35+ partner roadshows
(setting company records for both).
Managed 23 global partner alliances and established new partner footprints in 11 countries; instrumental in developing Partner Advisory Council to involve partners in QA and product testing.
Developed exclusive joint vertical solution frameworks with 15 partners, including Financial, Telecom, High-Tech
& Manufacturing, Utilities, and Retail verticals.
CIC: DIRECTOR OF GLOBAL STRATEGIC ALLIANCES 03.2005-03.2006
Directed strategy of global partner program for leading supplier of biometric signature verification, electronic signature, and eTransaction solutions, targeting Finance, Insurance, and Healthcare channels.
Spearheaded successful marketing and lead generation programs with SI’s, ISV’s, VADs, and VARs. TRUSTIX, INC.: DIRECTOR OF GLOBAL ALLIANCES AND DIRECT SALES 02.2002-03.2005
Increased direct and indirect sales by $3M per year, with partners including ISVs, VADs, and VARs in US, Canada, Australia, and India; led team of 7 sales managers in setting and attaining performance goals.
Advanced and executed program vision, including building a relationship with IBM; structured OEM deal to bundle Trustix products with IBM eServer xSeries platform.
Engaged in business planning and analyzed competition, customer, market, and distribution channel data, collaborating with Linux domain experts to establish visibility and gain technology endorsements. ADDITIONAL EXPERIENCE SUMMARY
Senior Business Development Manager at Euclid, Inc.: Generated over $4M incremental revenue, working closely with C-Suite executives; built strong relationships with partners/vendors and deployed new analytical methods to manage key performance metrics, maximizing operational efficiency and revenue opportunities. Manager of Consulting Operations at Atlantic Duncans International, Inc. (Optimus, Inc.): Doubled revenue in 2 years and elevated profit margin by 40%-50% on every consulting engagement. Customer Evangelist at Brilliant Center: Managed project teams, ensuring on-time, on-budget deliverables for the largest IT training and software development company in India. EDUCATION
Strategic Marketing of High Technology Products & Innovations – Stanford University, California Certificate in Marketing Management, Public Relations & Advertising – India Systems Management, Certified Systems Analyst – N.I.I.T., Path Consultants Bachelor’s Degree in Economics & English – Delhi University, India
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