Reza Mokhtari
Danville,CA
Summary
Hybrid Cloud Transformation, DPU/DPF, Solution Stack Readiness, CHIPSET/OEM/TEP Alliance Partnership, Sales & Account Leadership, Business Development, Client Management, Executive Management Relationship, GTM of Telco-AI Technologies.
- Global Alliance Leadership driving Hybrid Cloud AI solution readiness, through partner solution stack and joint GTM approach.
- Extensive management/leadership experience and business acumen knowledge in global alliance partnership capacity.
- Most recent years of over achievement of quotas and objectives.
- Executive experience working with partners senior management.
- Cross-functional leadership utilizing SMEs & network architects, in-house & through ISV, OEM & SI partners, driving GTM in regions.
- Most current alliance roles with Silicone and AI partners, with focus on market-ready solutions, and regional GTM sales accelerations.
- Most recent technology trials with partners & clients relating to cloud & on-prem containerized solution stacks certifications.
- Business knowledge of network financials, contract negotiation with multi-year SLA and ability of closure of contractual T&C's.
- Engagement in CSP CAPEX/OPEX spending and in management tools and network capabilities improving operational efficiency.
- Multi-vendor solution knowledge of Telco-AI & cloud networks, sustainability, cloud-native containers, micro-services, private mobility, 5G, MEC, ORAN, & Wireless Core through sales and business development collaborations with global partners.
Overview
35
35
years of professional experience
Work History
Global Alliance Director, TELCO, Edge and AI
RED HAT INC
Sunnyvale, CA
01.2018 - Current
- Global alliance partnership with Intel, Nvidia, and AMD, covering Telco, AI and Telco EDGE.
- Launch of joint OpenStack & Openshift solution architecture within the partner solution umbrella framework.
- Driving global get-to-market solution readiness and joint GTM with partners through account based regional planning.
- Launch of joint silicon partner and global 5G Telco AI innovation center, 5GIC, in APAC & EMEA regions.
- Leading Red Hat’s collaborations on silicon partners 5G and Red Hat’s OpenShift targeting AI Cloud-RAN, Wireless Hybrid Cloud RAN & Core, FarEdge, and Private 5G targeting Regional Service Providers.
- Driving solution readiness in Industrial Edge & successful launch of Intelligent Edge solution center.
- Leading alliance role with Nvidia progressing on Telco AI-RAN and a prime DPU/DPF workload.
- Collaborated with executive leadership to develop long-term vision and operational goals.
Senior Account Director
ERICSSON
Santa Clara, CA
01.2014 - 12.2018
- Successful sales with $40M contract on NFV management solution automating the MPN service.
- Leading joint opportunities with our OEM Alliances in the space of cloud service assurance, routing & switching partners and defining the contractual terms & conditions of our alliance partnership.
- Account lead of selling universal VNF-M to provide FCAPS capabilities for the Virtual Network Functions.
- Successful sales of solution enhancements with customization of orchestration deployed by the CSPs.
- Developed and executed comprehensive account plans aligned with client business objectives.
Senior Account Director
AMDOCS / Bridgewater Systems
San Jose, CA
01.2012 - 01.2014
- Closure of $30M sales contract for 3 years maintenance of control-layer products.
- Account sales lead on 3GPP2 AAA, 4G HSS, M2M, Policy Management, and Network Virtualization.
- Lead in defining the scope and the T&C of the Amdocs partnership alliance with IBM Service Assurance.
- Account Director, lead in Amdocs AAA and Samsung Femto-cell adapting AAA SW to 4G LTE small cells.
- Successful deployment & customization of 3GPP2 AAA with an annual value of over $50M.
Senior Account Director
NOKIA Networks
Mountain View, CA
01.2009 - 12.2011
- Account lead with extensive relationships and access to key tier-1 decision makers and influencers.
- Successful addition of the HSS/AAA Network Functions, with deal value of $50M over 4-years.
- Lead for Alliance Partnership defining the scope of the HSS/AAA and the load balancing solutions.
- Completion of network functions of LTE/IMS Subscriber Self Activation, and HSS Load Balancing.
- Fostered cross-functional collaboration to drive innovative solutions for clients' complex challenges.
Account Director
NOKIA Networks
Seattle, WA
06.2006 - 12.2008
- Successful $50M sales and deployment of Performance Management solution with NMS Interface Adapters.
- Account lead for a key multi-vendor combined CM & Optimizer solution for Operational Efficiency.
- Successful completion of a major network trial for Nokia’s Data-Warehouse and CEM solutions.
- Lead on market introduction of small cells radio sites, leading overall solution & commercial packaging.
- Cultivated strong relationships with key stakeholders to drive customer satisfaction and loyalty.
Director of Technology, Global Account
ERICSSON
Pleasanton, CA
10.2000 - 05.2006
- Business development of future products & services working with VFE Global in the US, Germany & UK.
- Account lead responsible for Vodafone & Verizon; multiple RAN (GSM, WCDMA and CDMA) networks.
- Lead of Femto @home project with Ericsson R&D working with Vodafone Global team in US and Germany.
- Global Account Prime, a nationwide turnkey GSM/WCDMA radio network evolution for a tier-1 US operation.
- Directed cross-functional teams in deploying advanced telecommunications technologies.
Director of RAN & OSS
ERICSSON
Pleasanton, CA
01.1999 - 09.2000
- Managing a team of BSS/ OSS solution managers in PacBell Wireless & Cingular Wireless Accounts.
- Lead solution position within the sales team selling a GPRS backbone network to PacBell Wireless.
- Overseeing the deployment of the GPRS network in the nation-wide GSM network.
- Solution lead of Pacific Bell Wireless & Ericsson’s Mobile Application Initiative based on GPRS networks.
Director of RAN and OSS Solution Sales
ERICSSON
New York, NY
07.1996 - 12.1998
- BSS/ OSS solution manager in a customer account working with the 1st US GSM network.
- Solution lead driving GSM Packet Core, winning the first GPRS contract with a US customer.
- GSM pre-sales lead working with customers in pre-sales & the support of the GSM BTS, BSC and OSS.
- Managing QBRs with client C-level review of network quality, network requirements and product releases.
- Cultivated relationships with key stakeholders to support business growth initiatives.
Strategic Product Manager
ERICSSON
Stockholm, SWEDEN
12.1993 - 07.1996
- Product Manager interfacing key GSM customers in the UK, Australia, Germany, Italy & US.
- Leading restructuring of RAN controller nodes into decentralized access network architecture.
- Defining the content of the GSM infrastructure releases during the feasibility phase.
- BSS Portfolio ownership responsible for the migration path of the BSS Access Product Portfolio.
- Collaborated with engineering and design teams to enhance user experience and functionality.
Sr. Product Manager
ERICSSON
Stockholm, SWEDEN
10.1990 - 11.1993
- Lead in negotiating vendor partnership between Ericsson & Marconi in Italy on SONET/SDH Products.
- Managing a team of product managers. Customer interface towards BT UK & SwissCom Switzerland.
- Lead for the requirement analysis group working with major European customers & the standard bodies.
- Developed and prioritized product feature backlog based on customer feedback and market analysis.
- Fostered collaboration between engineering, marketing, and sales teams to ensure product alignment with business objectives.
Education
Master of Science Degree - Applied Physics & Electrical Engineering
Linköping Institute of Technology
SWEDEN10.1990
Skills
- Strategic business planning
- Executive leadership
- Staff management
- Relationship building
- Sales and Account management
- Client services and business management
- Program leadership
- Annual planning, Operational planning
- Partnership development, Vendor management
- Cross functional team mobilizing
- Negotiation and Contract Management
- Case management and resolution
- Business planning and goal setting
- International business relationship and management
- Client and Partner relationship building
Accomplishments
- Several occasions of Sales and Account leadership throughout my career accomplishing multiple time multi-million business deals with several CSPs.
- Contract Negotiation - Negotiated the business/solution contracts with four (4) major clients.
- Managed and mobilized resources across multi-functional teams getting solutions ready for the market, using expertise and investments across partners sponsoring trials and POCs.
- Business Development: - Managed multiple partner relationships on a daily basis across key tier-1 players.
- Mentored new employees and provided detailed feedback on milestones, resulting in an overall job satisfaction within 6 months.
- Driving the GTM in partnership with key tier-1's such as OEM, CHIPSET, TEP, and AI partners.
Languages
English
Full Professional
Swedish
Full Professional
Persian
Native or Bilingual
Turkish
Native or Bilingual
Timeline
Global Alliance Director, TELCO, Edge and AI
RED HAT INC
01.2018 - Current
Senior Account Director
ERICSSON
01.2014 - 12.2018
Senior Account Director
AMDOCS / Bridgewater Systems
01.2012 - 01.2014
Senior Account Director
NOKIA Networks
01.2009 - 12.2011
Account Director
NOKIA Networks
06.2006 - 12.2008
Director of Technology, Global Account
ERICSSON
10.2000 - 05.2006
Director of RAN & OSS
ERICSSON
01.1999 - 09.2000
Director of RAN and OSS Solution Sales
ERICSSON
07.1996 - 12.1998
Strategic Product Manager
ERICSSON
12.1993 - 07.1996
Sr. Product Manager
ERICSSON
10.1990 - 11.1993
Master of Science Degree - Applied Physics & Electrical Engineering
Linköping Institute of Technology