Manish Srivastava

​Led regional business strategy and enterprise sales across India, Southeast Asia and the Middle East & Africa, partnering with CIOs, CTOs and business leaders to accelerate application modernization, legacy data modernization and cloud transformation initiatives. Served as a trusted advisor to CXOs, helping enterprises reduce technical debt, modernize legacy technology estates and build cloud native, AI ready platforms that support modern data architectures, automation and next generation digital initiatives. Collaborated with the Oracle PartnerNetwork, Global System Integrators and leading ISVs to develop joint go to market strategies, establish Centers of Excellence, strengthen partner capabilities and accelerate co build and co sell opportunities. Worked extensively with Accenture, TCS, HCLTech, Tech Mahindra, Capgemini, LTIMindtree, NTT DATA and L&T to drive enterprise transformation, cloud migration and platform modernization. Enabled customers to modernize mission critical workloads using Oracle Linux, Autonomous Database, KVM, Ksplice, Oracle Cloud Native Environment, Kubernetes and observability solutions, improving resilience, automation, security and operational efficiency while preparing enterprise platforms for modern data and AI workloads. Expanded Oracle's ISV ecosystem by recruiting, enabling and growing strategic software partners, helping them modernize applications, build cloud native solutions, embed enterprise open source technologies and create differentiated industry offerings for joint customers. Owned the complete alliance lifecycle including partner recruitment, executive engagement, business planning, commercial contracting, enablement, pipeline creation, executive governance and revenue growth. Consistently exceeded annual business targets and received Oracle Presidential Club recognition in Las Vegas for two consecutive years for delivering exceptional partner led business growth.

• Drove business development for Oracle Linux, virtualization and open source technologies across enterprise customers, ISVs and Global System Integrators, supporting digital transformation and cloud adoption across India. • Recruited, onboarded and enabled strategic ISV and ecosystem partners through business planning, commercial onboarding and joint go to market execution for Oracle Linux, KVM and enterprise open source solutions. • Advised customers on modernizing legacy applications through cloud native architectures, enabling containerization, Kubernetes adoption, DevOps automation and microservices deployment across Oracle Cloud Infrastructure, Microsoft Azure and AWS. • Enabled enterprise customers to modernize SAP and business critical workloads on public cloud using Oracle Linux, delivering high availability, automation, security and operational resilience. • Guided ISVs and technology partners in modernizing their platforms by embedding Oracle Linux, KVM, Ksplice and CNCF compliant cloud native technologies, helping build scalable SaaS solutions, strengthen Centers of Excellence and accelerate co build initiatives. • Managed strategic commercial frameworks including Embedded Software License (ESL), Proprietary Hosting (PHARF) and Application Specific Full Use (ASFU), enabling partners to expand solution offerings and create long term recurring revenue models. • Developed and executed go to market plans for strategic enterprise and ISV accounts, collaborating with Oracle sales, cloud, partner and specialist teams to create pipeline, accelerate cloud migrations and drive partner led revenue growth. • Orchestrated cross functional teams across sales, pre sales, channels and product organizations to execute co sell opportunities, joint customer engagements, partner enablement programs and executive business reviews that strengthened long term ecosystem growth.

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.