Devender Kumar

Manage and lead the relationship with leading Cloud Application Service Providers (CASP), strategic alliances, joint go-to-market strategy & execution across APAC (including Japan & ANZ) for TATA Communications CASP/OTT Business. Supporting & Enabling the Hyperscalers, SaaS, Gaming & Media Customers through TATA Communications resilient, secure & scalable digital infrastructure.

 Driving majority share of TATA Communications Alliance Portfolio across multiple technology architectures  Maintain linkage with Business and Product leaders advocating for cross functional collaboration to maximize the effectiveness of strategy support, ensuring synchronization of activities, minimizing duplication of efforts and establishing best practice standardization  Develop, grow and manage specific strategic partner relationships and drive their revenue success through a plan, develop and execute (training, co-selling, marketing, etc.)  Proven ability to rapidly build effective relationships across levels and functions within an enterprise, and within relevant partners (SIs / ISVs/VAR’s)  Manage and coordinate onboarding of new strategic partners, build success playbook and ideas to identify best practices that can be leveraged regionally & scaled globally.  Ability to integrate people and resources internally and externally to achieve high levels of synergy and collaboration.  Build and execute architecture/country specific GTM plans for predictive Business outcomes  Pro-Club 2019 Winner for Exception Sales Record, highest award in TATA Communications

 Experienced in managing Large Accounts & Strategic Partners  Understand and define opportunities to accelerate and enhance offerings, business models, and GTM efforts through APIs and Portals which will be exposed to vendors and partners  Create, evangelize plans and align with internal sales teams to deepen their understanding of benefits and increase support for collaborating with partners  Deep understanding of complex decision-making processes & dynamics in large enterprises  Proven success working with cross-functional teams and driving decisions forward  Demonstrate a high-level of expertise in the evaluation of overall performance to set, track, analyze and communicate key partner performance metrics and business trends.  Excellent in establishing and cultivating executive relationships and securing buy-in regarding the assigned Strategic initiatives with Partner organizations.  Providing input into the Strategic Partner portfolio strategy, monthly operations reviews, and CEO briefings  Progressively increased responsibility in channel sales or channel management roles focused on multiple partner types such as system integrators, VARs, ISVs, or other alliances and referral partners  Pro-Club 2018 Winner for Exceptional Sales Record, highest award in TATA Communications

 Directly responsible for 30 Mn USD SIP Portfolio Topline across key Geos Globally, KPI’s include not just revenue growth but enable “Margin Enhancement”  Product lead for key strategic SIP/UCC country GTM partnerships with large Telco incumbents  Lead to new business models that will help to monetize sets of data directly or develop new commercial digital services  UCC Product Design, Development and Management (Product Life Cycle) Architecture, Assessment and Consulting  Design and deployment of Unified Communications (Cisco & MSFT), IP PBX, SIP Trunking and Messaging portfolio  Support the sales organization through customer journey, including Product Info. Simplified and available anytime/anywhere  Improve the experience when dealing with TCL as an organization, introduction of TAM model for enhanced support  Business Experience- Simplify Contracting, leading to unified & shorter contract  Lead Cross Functional Team Project -Zero Error Billing & Revenue Assurance  Process Efficiency- Reduce O2C TAT reduction to speed-up Revenue Realization  Extra Mile Award in FY 13