Manish Srivastava

Director Sales – Oracle Cloud Infrastructure - Compute & Virtualisation | Enterprise & Embedded ISV/OEM (India., SEA & MEA) Oracle India | June 2020 – Present Senior Sales Leader driving revenue growth, strategic account development and business expansion across Enterprise named Strategic Accounts throughout India, South East Asia, Middle East and Africa. Responsible for business growth across Cloud Infrastructure, Compute Virtualization, Infrastructure Automation and Enterprise Platform solutions, working closely with enterprise customers, ISVs, OEMs and strategic partners to support infrastructure modernization and digital transformation initiatives. Own regional business strategy spanning enterprise sales leadership, strategic account management, ISV business development and partner ecosystem expansion. Lead and mentor multi-geography sales and partner teams, providing direction across ISV onboarding, business development, partner enablement, joint go-to-market planning and co-sell execution with Global System Integrators (GSIs), Large System Integrators (LSIs) and technology partners. Build scalable business and partner programs aligned to embedded, commercial and cloud adoption models, helping software vendors and enterprise customers accelerate growth and business value realization. Act as a trusted advisor to CIOs, CTOs and senior technology leaders, aligning cloud infrastructure, compute virtualization, infrastructure automation and platform strategies with broader business transformation objectives. Focused on helping organizations modernize infrastructure, improve operational efficiency, strengthen security posture and accelerate innovation through scalable cloud and enterprise platform solutions. Strong focus on revenue growth, executive engagement, ecosystem development, strategic partnerships and long-term customer success across India, South East Asia, Middle East and Africa.

* Helping Enterprise Customers / partners / Global SI's/ ISV with Oracle Opensource Solutions & Licensing. (Oracle Linux ,OVM/ KVM , Virtual Box & DevOps Support ) across India markets * Identification & onboarding new partners across Oracle Linux & KVM platform . (Includes business plan signup & contracting) * Assisting Customers to adopt open source Cloud native Devops tools to migrate and deploy microservices applications over Kubernetes clusters on public cloud (OCI/Azure /AWS) *Assisting Customers to adopt Oracle LVM Support during deployment of SAP workloads over public cloud (Azure/AWS) * Assisting the Partners to sign up ESL (Embedded), PHARF (Proprietary Hosting) or ASFU (Application Specific) Contracts with Oracle to transform their business to deliver higher value for their IT Infrastructure with Oracle Open-source Enterprise Software suite / Linux Support features like High Availability through Clusterware, zero downtime updates using Ksplice. This also includes offering Oracle Opensource CNCF compliant cloud native tools Dev Ops tool such as Containers & Kubernetes to cobuild their ISV applications. * GTM planning, development, support for named commercial sales segment in India named ISV accounts for Oracle * Maintain effective cadence and other mechanisms both internally with channels team and externally with partner ecosystem. * Orchestrate different resources within Oracle to support partner Sell-With and GTM activities and create/ maintain a long-term, scalable joint GTM model that drives partner and customer success. * Drive sales execution across activities, including coordination of lead generation-related and joint sales enablement activities between Enterprise partners and the Oracle Cloud Infrastructure Business Unit.

Conceptualizing & devising business plans/strategies to support sales & strategic Alliance relationship for partners like Microsoft, Oracle, Dell EMC, Cisco,Nutanix, Vmware, Adobe etc for both domestic & International Markets. * Leading a team of Channel Alliances for Tier1 SI and ISV for HCL Infosystems. •Direct Business Unit’s overall sales, marketing, alliance and sales planning and execution programs for Microsoft P&L. .Facilitate business development through Microsoft and client services programs for the LAR and Services business of the BU. •Leading in Partner Relationships, team Management and Channel Expansion. P&L for Microsoft BU of $15mil with 8 team members .Training & seminars on MSFT regular updates across partner community.

Roles : Enterprise Sales & Alliances Head • Heading the Enterprise Global Alliances to create the eco systems for HCL Enterprise Sales eam for developing Channel partners, Value added partners , ISV Ecosystems for Enterprise Server, Storage , Networking and Enterprise Software Business Unit. This includes HCL Infosystems alliances management with HPE, Dell, EMC, Bluecoat, Lenovo, AWS, HP, Nutanix, Microsoft , Oracle ,IBM, CISCO, VMWare, Red Hat, IBM Software etc. (Direct Team Members – 4 Product Managers). Key responsibility areas include designing the business plan , identifying the manpower, enabling training workshops for sales & pre sales and smooth onboarding and management of key OEM’s. • Enabling the ISV partnerships for Digital Analytics, IOT and other Emerging Trends solution areas as Alliances Head with Oracle , Microsoft & IBM Teams. • C-suite relationship engagement and management across all GSI , System Integrator and MSP’s • Designing GTM, signing up alliances agreement and bridging sales and respective technology vendors across BFSI , Govt & Corporate verticals Jan 2015 – May 2017 (Enterprise Software Sales Head) – Team Manager • Handling the Business Unit of 8 team members compromising of sales , pre sales and solution practice for Microsoft sales & Alliances till May 2017. This Includes Product Sales and promotion of Microsoft Cloud Solutions (Including O365, Azure) • Managing the P & L of Microsoft LSP Business Unit inside HCL with a annual target as $22Mn. • Developing & mentoring the talent through Learning & Development team across various technology of cloud & software sales. • Expansion of Enterprise customers extending to mature markets like Middle East & APAC for software sales & services.

. Managing the P & L of Microsoft Business Unit ($16 mil) for Ricoh as an LSP partner of Microsoft • Training & mentoring the various verticals sales force like Mfg, BFSI, Govt on Microsoft product lines • Onboarding & managing the team of 25 + personnel for India Microsoft Business as LSP partner

* Handling the Channel Partner Eco Systems of Nucleus Software Ltd globally. • Heading the alliance for technology partner namely Red Hat , IBM & Oracle & Software sales. • Managing the BFSI alliances team for SI partners namely Wipro, Cognizant, Atos, IBM-GBS, Dell Services. * Ensure NSEL product lines are benchmarked on technology partners latest releases and work closely with BFSI team of various Channel partners & SI partners • Increase sales globally including Africa, SEA and Japan , Mangolia Market through partner ecosystem.

Roles : National Sales Director (Microsoft Business) (Aug 2010 –March 2013) • Promoted as National Sales & Alliances Director for Microsoft Business in HCL Infosystems in 2010. Oversees all aspects of P&L of the microsoft business unit ($26mil) in accordance with HCL I vision and mission statement, including maximization of financial performance, customer satisfaction, and employee development and satisfaction within established quality standards. (Team members 8) Responsible for the hiring, mentoring, guiding and discipline of all BU functions. • Direct Business Unit’s overall sales, marketing, alliance and sales planning and execution programs. Facilitate business development through Microsoft and client services programs for the LAR/LSP and Services business of the BU

• Oversees all aspects of P&L ($8 mil with 3 team members) for the North business unit in accordance with HCL I vision and mission statement, including maximization of financial performance, customer satisfaction, and employee development and satisfaction within established quality standards. Responsible for the hiring, mentoring, guiding and discipline of all BU functions. • Direct Business Unit’s overall sales, marketing, alliance and sales planning and execution programs. Facilitate business development through Microsoft and client services programs for the LAR/LSP and Services business of the BU. • Design, implement, and facilitate annual revenue plan for the BU. Support and facilitate development and implementation of segment and geo wise business/alliance plans. • Expansion of HCL Infosystems Pvt Ltd in overseas market for LAR Status including Singapore , Gulf.

Title : Product Manager (Fujitsu Siemens, Microsoft) • Microsoft Product Management , Alliances & License Sales since 1 Jan 2006 till Jul2007 • Conducting Technical Seminars for Partners on Microsoft, Fujitsu siemens PC, Servers, Notebook, Thin Clients , Plasma, Projectors & Mobile Computing and Distribution Management across all SADC countries including Botswana, Mozambique, Angola, Zambia, Namibia, Malawi. • Develop, implement and review Company’s promotional strategy for Fujitsu Siemens & Microsoft • Handle Botswana region as the Distributor for Fujitsu Siemens & Microsoft for SME division, Assisting LAR and Golden Partners to achieve their WECA based targets. • Microsoft EMEA Volume Licensing Certified Expert • Microsoft Operations expert , certified by Microsoft EOC. • Control and monitor the revenue / profitability condition and the targets of the sales and ensure long-term annuity / viability of the business.