Go-To-Market Business Development

*******@*****.*** LIn MONISH SHARMA 510-***-****

EXECUTIVE SUMMARY: Results driven partner alliances leader with over 20 years of experience driving revenue growth through strategic partnerships, go-to-market strategies, and high-impact deal execution with GSIs and ISVs at scale. Consistently exceeded partner attached quotas at Salesforce achieving 160% of ACV target including closing landmark $21M ACV mega-deal in FY25 and over achieving AI

“AgentForce” cosell goals. Proven ability to accelerate partner portfolio sales growth, driving 5X expansion to $400M+ at AWS leveraging AWS Marketplace including negotiating complex $500M TCV deal. Recognized for developing holistic partner sell-with GTM strategies and execution plans leveraging expertise across business development, solution engineering for partner integrations and associated sales plays, marketing, services delivery and enablement. Balance data-driven decision-making with collaborative stakeholder engagement leveraging rapid relationship-building skills to build trust and accelerate outcomes. Growth and action-oriented mindset complemented by a track record of delivering excellence through transparent communication, mentorship, and alignment with business priorities. CORE COMPETENCIES

● Global Strategic Alliance Leadership

● Go-To-Market Strategy

● Technology Alliances Development

● Partner Onboarding & Enablement

● Contracts & Deal Negotiations

● Partner Product Integrations

● OKRs, Planning & Execution

● Reporting and KPIs

● Startup & Consulting Experience

● Solution Engineering Leadership

● Managing Global Teams (FTE up to 80+)

● Cloud Infra, IT & Cybersecurity leadership

EDUCATION

● MBA – 2012 from University of California, Berkeley - Walter A. Haas School of Business

● B.E. Computer Engineering (honors scholarship) – 1996 from University of Alabama CERTIFICATIONS

● Salesforce AI/Agentforce Specialist

● Salesforce Trailhead Ranger

● AWS Solutions Architect

● AWS Cloud Practitioner

● Databricks Data Engineer Associate

● Databricks for Business Leaders

RELEVANT ACCOMPLISHMENTS

● Consistently over achieved GSI ACV quotas at Salesforce. Achieved 160% of co-sell yoy growth in FY25. Set the partner co-sell AI strategy delivering on overachieving enablement and pipeline goals with Salesforce Agentforce.

● Consistently over achieved ISV ACV quotas at AWS taking on big bet initiatives. Negotiated strategic collaboration agreements (SCAs) leveraging GTM initiatives with AWS technology partners resulting in partner sell-to growth. Increased partner portfolio 5x to $400M+ leveraging AWS Marketplace. Drove 30+ partner product integrations enabling sales play GTM motions towards pipegen and ACV close

● Initiated AWS channel alliance at PwC growing bench of AWS certified staff by 400% and pipeline to $7M progressing PwC to AWS Advanced Consulting Tier in the year one itself.

● Trusted advisor to client CXOs at PwC. Led all aspects of professional services technology engagement from responding to RFPs, development of Scope and SOW to staffing and delivery of technology strategy.

● Reported to CIO at EFI and managed a global team of 80+ leading multiple critical projects saving 10% of IT budget costs. Initiated and led ‘IT as a Service’ (ITaaS) transformation. Also, led ITSM maturity with ServiceNow and cybersecurity posture initiative that involved next gen firewall implementation and hardening of systems across 40 global sites. CAREER JOURNEY

Salesforce (SF Bay Area, CA) Director Partner Alliances (GSIs: Infosys, HCL, PwC, Coastal Cloud) Jan, 2022 - April, 2025

● Led strategic GSI partnerships managing the relationship across all industry verticals. Attributed over $500M in partner attached co-sell pipeline. Developed GTM business and enablement plans and upleveled the partner brand, visibility and relationship within Salesforce - ranking portfolio GSI partners among top 10 GSI and top 5 in Services Capacity & Capabilities. Lead all aspects of alliance management GTM involving executive relationships, planning, pipeline identification, account mapping, thought leadership, partner sourced deals, solution development, co-marketing, enablement and QBR/MBR/EBC sessions. Authored annual business plans, executive briefing documents and built trust relationships at all levels of the GSI such as industry vertical P&L leaders, Marketing, Solutions, Delivery, Enablement apart from the Salesforce Alliances and Services Sales leaders. Amazon Web Services (SF Bay Area, CA) Sr. Strategic Partner Development (ISVs): New Relic, Atlassian, Veracode, Gitlab) 2018 – 2021

● Headed strategic technology partnerships, owned executive relationships, and influenced the ideation, development, and launch of joint solutions while executing GTM programs globally leveraging AWS Marketplace as needed. Owned full lifecycle starting from partner onboarding; achieved partner growth to 200%+ CAGR in net new ARR attributable to AWS sell-with go-to-market motions.

● Established GTM relationships that helped to win a Strategic Collaboration Agreement (SCA) with New Relic that included a spend commitment of $500M on AWS by 2025, ranking them as top 5 partner in the Co-Sell Program Page 1 of 2

● Aligned technology strategy generating 30+ product integrations through product roadmap meetings with partners; coordinated with Solution Engineers to co-develop partner workshops, PSMs, and Partner Marketing for Lead Gen events

● Identified $150M Atlassian Workload Migration TAM opportunity and authored a Big Bet plan sharing solutions to scale the migration effort; achieved 30% of goal in two years by enabling and recruiting partner’s SIs through GTM initiatives involving seeding development of Migration Playbook between AWS and Atlassian Solutions Engineering teams, providing funding incentives and offering AWS sales and technical support. Led networking event in Vienna, Austria, as part of sponsoring Atlassian Open in EMEA that generated goodwill and trust with European SIs leading to EMEA pipeline increase of 300% and scale of the migration theme into the SCA signed with Atlassian

● Led SI identification, engagement and on-boarding for ISV partners increasing AWS attached SI recruitment by 500%; initiated national SI relationship for New Relic by conducting joint enablement workshop to develop ISV-SI messaging with AWS culminating in a customer CIO event; secured 23 registrations and new logo wins of $1M+ ARR for New Relic Electronics For Imaging (Fremont, CA) Sr. Director Information Technology 2016 – 2018

● Led global IT organization of 80+ managing Directors, Managers, Engineers & PMO team; led technology vision, strategy, infrastructure, and operations deployed for internal Corporate & Engineering R&D use: data centers, network, server, storage, DBs, VMs, Help Desk, telephony, collaboration tools, workstation management, on-premise and cloud apps. Developed IT Capabilities Framework and solicited honest feedback from the team on maturity in function and delivery. Empowered team towards accountability by influencing team towards Agile methodology to enable transformation to IT as a Service capability to drive visibility, velocity and efficiency.

● Developed AOP budget, goals, hiring plans, SLAs and KPIs, conducted performance reviews, held regular PMO, staff, skip level and quarterly meetings; partnered with Business Risk Services to successfully complete SOX audits

● Led ITSM maturity with ServiceNow implementation for 3,000 EFI employees worldwide; developed a Service Catalog Request Workflow and improved UI & UX to provide an intuitive customer experience. Managed lifecycle across projects such as network migration, bandwidth upgrades, lab build outs, Office 365 migrations, application development, acquisition integrations, Cisco Unified Call Manager upgrades for Sales & Customer Support, Jira upgrades, and MFA solution evaluations

● Led enterprise security posture program, implemented next generation Checkpoint firewalls across 40 global sites and hardening Microsoft office 365; resolved cybersecurity brute force attacks (WCry, Petya, DoublePulsar, Phishing)

● Realized 10% annual budget savings by negotiating existing contracts, moving to new vendors, leveraging open source per solution fit, developing expertise in-house, driving cost transparency, uptime and stability; mitigated risk of knowledge silos across global staff by incentivizing technical trainings resulting in 41 knowledge sharing sessions

● Managed vendor relationships with Microsoft, Verizon, AT&T, ServiceNow, CheckPoint, CDW, Insight, and others PwC (SF Bay Area, CA) Director Consulting Technology Advisory 2015 – 2016

● Trusted advisor to CIOs/CTOs/VP Products. Managed full life cycle of professional services engagements from RFP response, scope, sow to staffing and delivery. Developed Cloud, DevOps & IT services portfolio, engaged in business development, client presentations, marketing, solution design, resource planning, pricing, solution delivery, hiring and mentoring managers and associates. ElasticBox (Cloud DevOps platform startup acquired by Lumen) (San Francisco, CA) Vice President Customer Success 2014 – 2015

● Led Solution Engineers and managed customer relationships. Partnered with CRO leading pre and post sales driving adoption and upsell. Influenced feature development with Product & Engineering by developing a framework to prioritize customer requirements. Quizally (San Francisco, CA) startup Founder and CTO 2013 – 2014

● Developed a Cloud platform for administering knowledge assessments for school and after-school program educators. Led a team of UI designers, Software & QA engineers in delivering POCs with customers managing relationships and all aspects of sales Salesforce (San Francisco, CA) Sr. Director Cloud Platform Engineering & Operations 2013 – 2014

● Responsible for Cloud infrastructure and full systems life cycle - design, build, and operation of network, systems, cybersecurity, storage, and data. Hired, onboarded and coached geo-dispersed teams for data & storage of 20+ PB and $40M budget

● Led SRE Root Cause Analysis and removed vendor risk through validation of system deployments to production

● Led team to close the SAN metrics visibility gap with customizable dashboards for the NOC within two releases; socialized vision and gained alignment across 120+ DevOps organization for building Salesforce time series metric monitoring framework leveraging open-source software in house over costly, non-customizable and hard to scale vendor tools. ADDITIONAL EXPERIENCE

● Director of Big Data Solutions Engineering, Yahoo, 2012 – 2012

● Director of Cloud Engineering & Operations, Nexant (startup pre-ipo), 2010 – 2012

● Director of Cloud Engineering & Operations, Innotas (startup pre-ipo), 2008 – 2010

● Manager of Cloud Engineering & Operations, Shutterfly (startup pre and post ipo), 2005 – 2008

● Senior Systems Engineer, Microsoft Hotmail, 2003 – 2005

● Senior Data Center Systems Engineer, MCI Telecommunications, 1996 – 2003 Page 2 of 2

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