Rachana Raman
Dallas,TX
Summary
- 20 years of global work experience with industry leaders in Technology, with a strong focus on markets in North America, EMEA & Asia-Pacific.
- Expertise in Partner Management, Business Development and building Go-to-Market strategies for multiple partner accounts over 100 Million USD.
- Refined relationship-building skills and working collaboratively with customers, partners, and vendors up to the C-Level.
- Industries - Media & Entertainment, Telco, Travel & Hospitality
Overview
20
20
years of professional experience
Work History
Sr. Partner Development Specialist
Amazon Web Services
06.2022 - Current
- Development and Execution of go-to-market strategies that enable AWS partners (ISVs and SIs) to build solutions that meet the needs of their customers
- Driving top line revenue growth and overall market adoption of partner solutions and capabilities
- Supporting partners across different stages of their development including practice development, enablement and leveraging AWS programs
- Develop and drive promotions, funding benefits and incentives as appropriate
- Collaborating cross functionally with sales, solution architects, product management and other teams to deliver exceptional customer outcomes
Partner Business Manager
Hewlett Packard Enterprise
11.2019 - 06.2022
- Scaled Channel Partnerships and ecosystem partners (Global System Integrators) to drive Public and Private 5G adoption with Telcos and Enterprise.
- Developed robust Sales Funnel >$90M, Negotiated Contracts, prioritized Design Wins and closed strategic deals
Director of Sales, Tier 1 Operator Account
Ericsson Inc.
01.2010 - 11.2019
- Responsible for growing Ericsson’s 5G services portfolio in Tier-1 Operators, Sales Forecasting, Budgeting and RFP/Bid Management
- Developed a $50 MUSD Design & Optimization services funnel
- Managed off-shore team, driving 100% utilization of off-shore competence, lowering costs on-shore in the US by 75%.
- Grew $130 million Digital Services portfolio by 30% in North America – securing two major wins in US and Canada in 2017
- Developed Strategic Alliances for Utilities, Transportation and Public Safety vertical – performing Partner qualification, Due Diligence and Contract Negotiations.
- Built the Emerging business & IOT partner funnel from scratch, engaging over 20 channel partners and built a sales funnel of $100 MUSD, resulting in won sales of $30 MUSD.
Software Engineer, CDMA
Motorola Inc.
06.2005 - 06.2007
- Engineered products and tools for Motorola’s CDMA/EVDO business
- Developed Mobile infrastructure for Operators in USA, Japan
Education
Master of Business Administration [MBA] - Strategy & Business Analysis
Boston University – Questrom School of Business
Boston, MA05-2009
Master of Science in Information Systems -
Boston University – Questrom School of Business
Boston, MA05-2009
Bachelor of Engineering - Computer Science
M S Ramaiah Institute of Technology
Bangalore, India05-2005
Skills
- Partner Management
- Go-To-Market strategies
- Co-Sell Strategy
- Solution Build->Sell->Scale support
- Funding and Incentive Program Management
- Salesforce / CRM
Timeline
Sr. Partner Development Specialist
Amazon Web Services
06.2022 - Current
Partner Business Manager
Hewlett Packard Enterprise
11.2019 - 06.2022
Director of Sales, Tier 1 Operator Account
Ericsson Inc.
01.2010 - 11.2019
Software Engineer, CDMA
Motorola Inc.
06.2005 - 06.2007
Master of Business Administration [MBA] - Strategy & Business Analysis
Boston University – Questrom School of Business
Master of Science in Information Systems -
Boston University – Questrom School of Business
Bachelor of Engineering - Computer Science
M S Ramaiah Institute of Technology
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