Gaurav Sharma

Director, Head of Global Value CoE & Global Value Leader for the Commercial Segment @ Red Hat

About

Seasoned Business Value Consulting leader with 20 years of extensive experience driving Digital Transformation, Business Consulting, and Strategic Go-to-Market initiatives across SaaS solutions and Cloud technologies. Currently serving as Director and Global Business Value Center of Excellence Leader at Red Hat, I lead a high-performing global team of professionals from top-tier business schools focused on enabling customer-centric value realization and scalable value-selling practices. In 2025, I was honored with the Red Hat Exceptional Manager Award - recognized among 10 managers globally from 350+ nominations across a 2,000+ manager community - a recognition that reflects my passion for people leadership, team development, and driving business impact at scale. My work focuses on: - Supporting strategic deal closures through executive-level value consulting and business case development. - Establishing scalable strategic value-selling motions centered around measurable customer outcomes. - Embedding value management practices across Sales, CSM, SE, and Product organizations. - Activating value realization frameworks, enablement programs, and reusable assets to drive retention and expansion. Throughout my career, I have had the privilege of working with industry leaders such as ServiceNow and Adobe, partnering with customers across the full lifecycle - from strategy and transformation planning to value realization and growth. My expertise includes strategic alignment, ROI/TCO modeling, executive storytelling, and building measurable value realization roadmaps. I bring strong communication and cross-functional collaboration skills that help align business and technology stakeholders toward shared customer outcomes. My proficiency in Customer Business Value Articulation spans domains including Hybrid Cloud Infrastructure, Cloud-native Development, Automation, Customer 360, CRM, Digital Experience, Digital Marketing, Digital Commerce, IT Service Management, IT Operations Management, Governance, Risk & Compliance, and Customer & Employee Experience Management. I hold an MBA/PGDM from XLRI – Xavier School of Management and a B.E. degree from Delhi College of Engineering. I remain passionate about helping organizations unlock measurable business outcomes through Digital Transformation, Cloud, and Value Management.

Country

India

City

Greater Delhi Area

Industry

Management Consulting

Skill

Business Analysis, Management Consulting, Business Strategy, Strategy, IT Strategy, C-Level Presentations, Business Transformation, Executive Visibility, Business Value, Summits, Business Architecture, Strategic Consulting, C Suite, High-Tech Sales, Financial Modeling, Financial Engineering, Operational Excellence, Financial Analysis, Business Applications, Consensus Building

Experience

Director, Head of Global Value CoE & Global Value Leader for the Commercial Segment

Red Hat

2025-2 - Present · 1 yr 7 mos

Delhi, India

In addition to my role as the Global Value CoE leader, I am responsible for building the Business Value Practice to support the Commercial Segment across all geographies. This includes: - Developing strategic value-selling motions for the Commercial sales segment - Providing mentorship & strategic guidance to newly hired BVP professionals focused on Commercial - Supporting deal closures by offering value consulting and commercial expertise for the most strategic Commercial customers and partners

Director, Head of Global Value Center of Excellence (CoE)

Red Hat

2022-4 - 2025-2 · 2 yrs 11 mos

Delhi, India

As the Director of the Global Business Value Center of Excellence at Red Hat, I lead and manage a team of talented professionals from top-tier business schools who co-develop the value practice and deliver strategic customer engagements. My work focuses on: - Supporting deal closures by providing value consulting & commercial expertise for strategic customers. - Establishing scalable strategic value-selling motions with a strong focus on customer value. - Embedding value management across key functions, including Sales, CSM, SE, and Product teams. - Driving the activation of value realization, enablement programs, and assets to enhance customer retention and expansion.

Principal Strategist, Inspire Value APJ

ServiceNow

2021-4 - 2022-4 · 1 yr 1 mo

As a Principal Strategist at Inspire Value, I worked with customers (CxO) across all phases of the customer lifecycle, from strategic alignment, project ROI / TCO justifications, and building roadmaps to measuring the realized value. Key Accomplishments: ~ Awarded Strategic GTM Global Top Achiever award for Q3 FY 21 ~ Received Inspire Value MVP award for APJ ~ Rockstar for ServiceNow India FY21 Key day-to-day activities included: Customer Advisory: ~ Led discovery workshops with customer leadership to understand their goals and challenges ~ Documented and presented insights / recommended solutions to meet customer goals ~ Created high-quality deliverables that communicated strategic agreement, presented multi-year roadmaps and documented the full business case to justify action Sales and Customer Success Advisory: ~ Provided expertise to help assess and prioritize accounts and strategies ~ Provided full lifecycle business outcome and value realization advice

Value Strategist, Digital Strategy Group

Adobe

2015-3 - 2021-4 · 6 yrs 2 mos

As a Senior Value Advisor, I worked with the sales teams on strategic business development activities to provide: 1 ) Early stage support to position Adobe's perspective & value proposition on Digital transformation 2 ) Deal closure support by providing value consulting / commercial deal expertise 3 ) In life key account management by shaping and delivering digital strategy consulting and value realization engagements Engagements delivered spanned across FSI, Retail, T&H and M&E verticals and employed various lenses such as Digital Strategy and Roadmaps, Business Value Maps, Industry Accelerators, Digital analytics analysis, Customer journey analysis, TCO / ROI analysis & justifications, Value Realization and Competitive benchmarking etc. Key Accomplishments: ~ Awarded Digital Strategy & Solutions top performer Q2 FY20 ~ Awarded Digital Strategy Group Employee of the year FY19 ~ Received ACS Champion award for Q3 FY 19 etc. ~ Multiple other spot awards between 2015-21 Earlier Roles: ~ Value Strategist/ Engagement Manager, Digital Strategy Group ~ Senior Value Consultant, Digital Strategy Group ~ Value Consultant, Digital Strategy Group

Business Consultant, Global Leadership Cadre (GLC)

Tech Mahindra

2013-5 - 2015-3 · 1 yr 11 mos

Recruited from XLRI campus as a member of prestigious 'Global Leadership Cadre (GLC)' program. I worked with the enterprise strategy head on key strategic initiatives such as assets industrialization & standardization across the organization for improved proposal quality, building large deals qualification process, organizational alignment for qualified deals, building large deal multi-tower strategic proposals and analysis of lost deals for course corrections. Key Accomplishments: ~ Recognized as top talent and awarded Star rating (highest) ~ Global Leader in the prestigious org wide “1000 leaders” program

Tech Lead / Program Management

Adobe

2007-3 - 2012-5 · 5 yrs 3 mos

Handled a team of engineers while managing quality engineering efforts for multiple versions of adobe products such as Adobe PDF Print Engine (APPE), Configurable Postscript Interpreter (CPSI), Adobe Acrobat etc. across various stages of SDLC. Key Accomplishments: ~ Multiple Adobe spot awards throughout the tenure ~ Award for significant contribution to the business