Saurabh Talwar (Sunny)
Union City,CA
Summary
Leading Strategy and Business Value conversations to increase footprint within different business verticals. A polished presenter who knows how to find a customer segment, craft relevant messaging and build meaningful use cases that delight customers. Solid technical acumen with background writing white papers and defining sales strategies.
Overview
18
18
years of professional experience
Work History
AIOPs Specialist Architect
IBM
San Francisco, CA
04.2021 - Current
- Partner with the sales organization to ensure success of customers' business initiatives.
- Engaging onsite with customers to drive operational assessments across Developers, DevOps, and business owners & executives
- Create and present the business value assessments undertaken based on specific business outcomes related to customer pain points.
- Translate technical concepts and patterns into business benefits for management and executives.
- Design and operationalize best practices, enablement and processes in order to drive productivity and efficiency across sales and customer success
- Connect performance data with business outcomes, leading to improvement in close rates & reduction in churn rates.
- Lead GTM strategy, enablement, & execution via sales playbook creation, and marketing communication.
- Reviewed Customer's system architecture to find gaps in their monitoring strategy.
Pre-Sales Solution Consultant
New Relic
San Francisco, CA
03.2017 - 04.2021
- Drove thought leadership at both customer pre-sales & post sales meetings, driving customer value.
- Mapped the current and future state capabilities for the customer to highlight value and ROI.
- Support the Enterprise Sales team with opportunity qualification, demonstrations, POC presentations (POC), RFP responses & business justification in a presales capacity.
- Oversee adoption, optimization, & integration of New Relics products within customers business infrastructure.
- Work closely with Sales to identify revenue opportunities through up sell of new services and contract renewals.
- Evangelize new product features & provide customer feedback to New Relic product management and engineering groups.
- Assist the Customer Success team the post-sales technical process: installation, deployment, training, technical check-ups, and escalation management.
- Ensure timely resolution of customer issues by coordinating support responses.
- Maintain a deep understanding of the customers business as well as their technical environment.
- Researched business opportunities by evaluating prospects and analyzing sales solutions.
- Provided technical troubleshooting and problem solving for clients with installed equipment or system issues.
Solutions Architect
Pure Storage
Mountain View, CA
06.2016 - 03.2017
- Writing White Papers & reference architectures for applications Solutions working with Pure Flash arrays.
- Worked on vRealize Operations Manager & resolved customer issues related to vRealize Operations Manager.
- Presenting at VMworld and other conferences on vRealize Suite products.
- Worked on configuring PureStorage Arrays with UCS B Series servers using UCS Director and UCSM.
- Engaging with Customer issues and assisting them with solutions on various virtualization problems.
- Developed technical collateral to highlight Reference Architectures, Functional Validation and Best Practices.
- Drive the usage of the product via webinars, user groups, blogs, and demos.
- Work with the pre-sales to nurture, grow and close in-flight opportunities.
- Conduct demonstrations of the product, both standard and tailored to prospects and existing customers.
- Maintained current and in-depth understanding of business processes, needs and objectives.
- Worked with developers and engineers to realize technological solutions.
- Participated in weekly meetings with client and Architects to discuss project direction and milestone achievement.
Principal Technical Marketing Engineer
HGST
San Jose, CA
05.2014 - 09.2016
- Developed technical collateral to highlight Reference Architectures, Functional Validation and Best Practices.
- Developed POC with HGST Partners within our demonstration lab to showcase our products.
- Designed technical enablement assets & developed technical messaging and platform architecture documentation for solution architecture for SSDs and Active Archive system.
- Assisted customers with evaluations and benchmarks, system configurations, and system installations.
- Perform technical competitive analysis & deliver competitive positioning tools to Sales teams.
- Understood market trends in Flash technology & Translated technical concepts into use cases.
- Assisted in Content creation for HGST solutions in product launches, solution briefs & white papers.
- Helped in training and play book material creation for specific solutions.
- Hands-on experience with leading enterprise data technologies including: relational databases, NoSQL databases, data integration tools, and analytics technology.
- Looked at customer use cases and designed in-house solutions to do competitive analysis.
- Attended Conferences like FlashMAX Summit, VMWorld and OracleWorld to showcase our solutions and enable Sales engineers to get leads for prospective sales.
- Identify gaps in product/process and make proactive suggestions to drive business results.
- Wrote documents and created presentations sharing technical details of products, technologies and solutions.
Technical Engineer
Dell Inc, Converged Infrastructure
Santa Clara, CA
04.2011 - 02.2014
- Gave Demos to Sales Engineering team at Dell about new features being added to Active System manager.
- Prepare reports & presentations to communicate analysis findings, root cause analysis in design.
- Analyzed network to determine major problems preventing booting of servers with different OS.
- Configured and managed SAN Storage Arrays, Dell Servers and Switches and Hypervisors.
- Managed physical servers, switches using Dell Advanced Infrastructure Management Software.
- Technical QA lead for Complete testing of Software releases and resolving customer issues.
Senior Software QE Engineer
Adobe Inc
San Francisco, CA
04.2010 - 02.2011
- Work closely with Product Management, Program Management, Development and Operations on the design, implementation, testing, deployment and support of products and features.
- Critically think about how our customers will interact with Adobe's products (InMarket) and turn those thoughts into test cases, action items, and avenues of discussion.
- Participate as an active member of a Scrum team, including the planning, scheduling and validation aspects of the project & accurately file and verify comprehensive bug reports.
- Worked on Flash application monetization product called "InMarket".
Senior Software Engineer
BAE Systems
San Jose, CA
08.2009 - 04.2010
- Worked with release manager to manage and executing the detailed deployment plan for a release.
- Worked closely with Engineering managers, Supply Chain, Operations, QA, and release management to insure that releases are completed to spec and are ready for production.
- Executed and ensured pre-production activities such as Smoke/Acceptance Test runs, the formation of the implementation checklist, back-out plans, peer Reviews communication of go no go decisions.
- Designed Test Plans, scripts to validate functionality, requirements for different subsystems of Bradley Tank.
Software Integration & VerificationManager
LTX Corporation
San Jose, CA
05.2002 - 09.2008
- Worked closely with Engineering to understand Product Architecture & worked on identifying, designing or enhancing existing test frameworks to support backend test development.
- Prepare reports and presentations to communicate analysis findings, root cause analysis in design or implementation, research plans, or plans for product development efforts.
- Qualified various release branches concurrently using & maintained Build process to expedite SQA Testing.
- Validated analyzed results and was involved in debugging HW/SW issues.
Education
B.S - Computer Engineering
San Jose State University
Quote
Every problem is a gift—without problems we would not grow.
Tony Robbins
Skills
Business Value conversations with customer accounts
Created Business Value Drivers
Implemented Go-to Market Strategies
Design value-centric dashboards
Performed product demonstrations
Collaborate and work productively across Sales, Marketing, Product, & Engineering
Competitive assessment
Assisted in Customer proposals
Modeling ROI and TCO analysis for the Customer
Ability to prioritize, multi-task and deliver successful results
Systems design & Scripting skills
Storage virtualization & Kubernetes
Timeline
AIOPs Specialist Architect
IBM
04.2021 - Current
Pre-Sales Solution Consultant
New Relic
03.2017 - 04.2021
Solutions Architect
Pure Storage
06.2016 - 03.2017
Principal Technical Marketing Engineer
HGST
05.2014 - 09.2016
Technical Engineer
Dell Inc, Converged Infrastructure
04.2011 - 02.2014
Senior Software QE Engineer
Adobe Inc
04.2010 - 02.2011
Senior Software Engineer
BAE Systems
08.2009 - 04.2010
Software Integration & VerificationManager
LTX Corporation
05.2002 - 09.2008
B.S - Computer Engineering
San Jose State University