Sales Enablement & Senior Program Management

Rajeev Paliwal, MBA

www.linkedin.com/in/rajeevpaliwal

732-***-**** • Bellevue, WA

**************@*******.***

Seasoned enterprise software sales and marketing executive & entrepreneur with 25+ years of business development, product marketing, sales enablement, & program management experience.

key accomplishments

-Developed scalable, repeatable product training & readiness framework for Tableau quarterly product releases to group of over 2,500 sellers and partner ecosystem

-Launched and marketed innovative game-based training SaaS solutions for startup gamification company

-Successfully led end-to-end digital marketing campaigns (B2B and B2C) for Fortune 500 clients and their strategic partners

-Successful track record of managing large corporate accounts & driving growth as an entrepreneur of start-up companies with consistent revenue growth

-Led development and execution of new licensing models in enterprise & emerging markets for Microsoft software products

-On-time and on-budget program management for large scale telecom OSS software development and deployment projects that included integration with multiple technology partners

-CEO Award Recipient for largest account win to date

-Lead negotiator for multi-year software licensing deals for global telecom clients that range from $5M to $15M

Experience

Senior Program Manager / Sales Strategy Manager, Sales Readiness and Operations, October ’18 – Present

Tableau software / Salesforce, Seattle, WA

Program Manager lead for Tableau product readiness for 2,500+ worldwide sales & partner organization with responsibility for project planning, scoping, tracking schedule and execution KPIs (on-time milestones, seller participation, and feedback)

Created repeatable and scalable launch framework to drive a more agile readiness approach to preparing our sales professionals (and external partners) with the latest product release, market competition, and value proposition knowledge.

Leveraged extensive business experience in technology and software to proactively identify new training and readiness areas such as competitive product positioning, licensing complexity, and new sales motions.

Supported sales operations leadership on Tableau integration into Salesforce for go-to-market integration.

SVP, Products & Services; Business Development, Investor Partner, May ‘12 – October ‘18

The Game Agency (www.thegameagency.com), Bellevue, WA

Spearheaded strategic business development for net new business growth with a primary focus on gamification in the enterprise segment by translating client needs into software solutions and delivering creative licensing solutions

Executive account management with Fortune 500 clients and consistent 50% revenue growth YoY

General & operational management of TGA - Seattle office (overall responsibility for PacNW operations, team management and leadership); led & drove corporate strategy, market development focus, and overall company decision-making for a full service digital agency

Crafted and developed content & market messaging on value of gamification for the enterprise (training, operations, marketing, and sales)

Led competitive analysis, design, prototyping, and piloting of new software and services solution offerings (example: Motivate Cloud, Jump Game) and “productizing” existing IP with new licensing models.

On-going responsibilities to develop a partner-based sales strategy to drive scale of business growth in industry specific markets (healthcare, technology, compliance)

Director, Sales Excellence & VL Integration May ‘08 – April ‘12

Microsoft Corporation, Redmond, WA

Led strategic analysis and execution for “productization” of Microsoft Services offerings (Premier Support and Enterprise Packaged Services) into Volume Licensing Programs; collaborated with cross-functional teams to create and execute project plan for integration through entire order to cash operations cycle

Responsible for program management for global rollout of new packaged services offerings, pricing updates, and offerings to worldwide services teams; cross-team collaboration across operations, engineering, account teams, legal, etc.

Responsible for implementation of sales excellence “best practices” across packaged services (Pipeline management, pipeline “hygiene”, field team training & guidance)

Development of T-minus planning cycle to drive sales strategy disclosure process across Services Sales teams.

Group Product Manager, Worldwide Licensing & Pricing January ‘07 – May ‘08

Microsoft Corporation, Redmond, WA

Supervisory role with expanded responsibility for enterprise desktop software product licensing in Microsoft volume licensing channel.

-Responsible for managing a high-performance team of Product Managers (including leading, hiring, managing, coaching, motivating, and overall career development)

Leading competitive analysis, design, prototyping, and piloting of product licensing strategy and launching new licensing models in developed markets for worldwide licensing programs.

Responsible for strategic licensing and business model analysis of “The Next Billion Users” initiative focused on Microsoft product licensing strategy in emerging markets.

-Responsibilities include conducting market opportunity and segmentation analysis, business case development with modeling for development and execution of licensing strategies (subscription, on-demand, advertising-based, mobile-based, etc.).

Active presenter at industry tradeshows, worldwide regional meetings and conferences, and EBCs (executive briefings with C-level customers); Subject matter expert regarding Microsoft commercial licensing models.

Senior Product Manager, Worldwide Licensing and Pricing August ‘05 – December ‘06

Microsoft Corporation, Redmond, WA

Overall responsibility for assessing strategic, technical, commercial, legal, and regulatory factors in licensing strategy while developing license terms optimizing for business objectives and customer satisfaction

Responsibility for design and rollout of licensing strategy for desktop operating system (Windows® Vista) and Microsoft developer tools (Visual Studio™) product lines

Executed monetization strategy for desktop virtualization technology and development of licensing model for Windows Virtual Desktop Infrastructure (VDI) resulting in millions of revenue

Telcordia Technologies (formerly Bellcore), Piscataway, NJ

Principle Bid Manager, April ‘04 – July ‘05

Led bid and proposal responses for multi-million dollar RFX responses across a global telecom market

Lead interface between multi-functional team across legal, finance, deployment, and executive management

Director, April ‘01 - April ‘04

Organizational manager of project management team with responsibility for end-to-end management of portfolio of software development projects

Overall responsibility for managing, coaching, and developing employees

Senior Project Manager, March ‘98 – April ‘01

Product Manager, June ‘97 – March ‘98

Intermatech, Tinton Falls, NJ

Managing Director – Sales & Marketing, June 93 – June 97

Project Manager – Technology Transfer, May 92 - June 93

Education

Surgus.com/Commentbubble.com, Fremont, CA

Advisor, Oct ‘16 – Present

oStrategic Advisor to Founder and CEO for video-based sentiment analysis and eLearning tool

oFormulate monetization frameworks, go-to-market strategies, and overall corporate development strategy

Columbia University – Graduate School of Business, New York, NY

MBA, May 2004

Rutgers College, Rutgers University, New Brunswick, NJ

B.A. (Economics, Minor in Computer Science), May 1992

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