Girish G.

Leading team of Global Client execs managing 360 degree charter for India headquartered IT services organisation

Responsible for GTM initiatives through Distribution & Tech Alliances partnership with an APJ remit.

Progression Path: (Jan 15 -Jan 18) Director – Sales (Commercial Business), India & SAARC (Aug 12 - Dec 14) Manager – Field Sales (Commercial Business), India & SAARC Joined the world's largest dedicated security technology company to initially manage the field sales and later with 19-member Pan India team (Field Sales, Inside Sales & Channel Managers), driven the sales strategies for Commercial Business (Non-Named Enterprise & SMB) across India & SAARC, having ownership of the segment revenue, business turnaround & growth plan for the region. Managed sales & marketing strategies, Demand generation and BD, operations, P&L, process optimization, team restructuring & hiring, customer management, & channel partner management, while leveraging distribution and building channel relevance & capacity to fuel growth from channel ecosystem. Driven Sell-with & Sell-through strategies with Channel Partners for security solution; executed coverage strategy and orchestrated sales campaigns to drive cross-sell/upsell, renewals & new logo acquisition, increasing wallet share in the account and growing new business contribution. Key Highlights: ✔ Won Best Sales Manager (APAC) Award for attainment over targets (FY15) ✔ Won Top-3 APAC Sales Manager Award from 100+ worldwide for surpassing sales targets (FY15) ✔ Won Best Manager (India) Award for business turnaround from -10% to 14% (FY13) ✔ Won Sustained Business Growth Award among 5 APAC regions for 2.5X booking growth (FY16) ✔ Team Won New Logo Award for the recognition of the commercial business (FY16) ✔ First time for McAfee: Cited as Worldwide No.1 fastest growing Commercial Region (FY16) ✔ First time for McAfee: Highest growth in New Logo Wins across APAC region (FY16) ✔ First time for McAfee: 3 significant Security Ops MSP partnerships in APAC region growing the SECOPS (SIEM) business line ✔ McAfee listed among India's 11 Best Tech Workplaces & Ranked 33 (out of 700 companies) in Great Place To Work Institute Survey (FY15)

Progression Path: (Dec 10 - Jul 12) Manager - Business Development, Strategy & Operations (IT Services), Pan India (Jul 08 - Dec 10) Manager - Strategic Accounts (IT Services Business), South India Joined Cisco, the worldwide leader in IT & Networking and worked inline with company's vision to help companies of all sizes transform how people connect, communicate, and collaborate. Started with managing large IT Services enterprise accounts across South India with a focus on Advanced & Emerging Technologies solution sales and later got Pan India responsibility for business development, sales, marketing/GTM strategies, operations and P&L management, while supporting Business Leaders in creating business plans & forecasts for $150M IT Services business. Also ideated & led initiatives to build vertical relevant solutions with key partners. Contributed in growing ITS Vertical business, while improving pipeline visibility & forecast accuracy, strengthening partnership (Citrix, VMWare & Wipro), driving cross-sell & up-sell initiatives with 150 accounts Pan India, increasing wallet share, and meeting linearity target consistently. Key Highlights: ✔ Won Sales Achiever Award twice for surpassing 100% booking target (FY10 & FY11) ✔ Won Cisco Rockstar Award for achieving first-time wins for Cisco India, including first Unified Computing & Converged Infrastructure solution and physical security (FY12) ✔ First time for Cisco India-Developed grounds up BYOD solution GTM with Wipro Recognition

Progression Path: (Jun 07 - Jul 08) Sr. Account Manager - Strategic Accounts (Technology Product Div.), South India (Sep 05 - Jun 07) Account Manager (Manufacturing, Retail & Distribution), South India At Oracle, the role was focused on managing Strategic Accounts initially for Manufacturing, Retail & Distribution and later for overall Technology Product Division across South India. Contributed to South India business by establishing & sustaining successful relationships with clients/CXOs and driving value selling for business process management, identity management, database & Java-based application development solutions. Met & exceeded targets in large & mid-sized key accounts in Retail, Manufacturing & IT/ITES sectors across Karnataka & Andhra Pradesh by negotiating & finalising large-value & complex deals and acquiring new clients like Wipro, HAL, Satyam & Britannia. Key Highlights: ✔ Selected among the Top 10% Achievers Club of APAC region (FY06) ✔ Awarded as Oracle Club Excellence Achiever at Australia & Malaysia events (FY06 & FY07) ✔ First time for Oracle India - Won 1st Largest 100K users 3-yrs ULA deal with Wipro for Oracle product suite to deploy identity management suite for Oracle worldwide - transformed into 360 degree strategic partnership for 18 products from 1 product transactional relationship earlier (FY07)

Progression Path: (Dec 02-Aug 05) Team Lead - Sales (Network Solutions Group), South Region (Apr 02-Dec 02) Executive - Product Sales (Bangalore Territory) (Jul 01-Apr 02) Executive - Services Sales (Bangalore Territory) Having done Sales & Marketing in Bangalore & Mumbai markets earlier, joined Wipro to transition into IT sales and evolved from handling Bangalore Territory-based Services or Product Sales to South Region-wide Sales for the Network Solutions Group. Moreover, here I led Cisco Networking Solution Team and grew the South Region business to USD 30M by strengthening OEM relations with Cisco stakeholders at South India level, as a result grew sales by driving mind share as networking partner of choice and surpassed revenue targets for Networking & SI business lines in 3 out of 4 years. Key Highlights: ✔ Won Spot Award for penetrating new accounts and winning business (FY03) ✔ Won Best Networking Consultant Award (FY04) ✔ Won Outstanding Contribution Award for pre-sales efforts (FY04) ✔ Won Top Partner of the Year Award for Wipro by Cisco for two successive years (FY04 & FY05)

Initial 4 years of non-IT experience includes; (Oct 97 – Jun 99) Johnson & Johnson Limited, Bangalore as Sr. Sales Officer - Karnataka Region (Jan 97 – Oct 97) Pennar Aluminium, Mumbai as Senior Marketing Executive - Mumbai Region (Aug 95 – Oct 96) Tata SSL Limited, Tarapore as Senior Production Officer During this 4 years tenure, gained the insights of different industries, markets, & consumers and explored Mumbai & Karnataka region, while understanding & mapping customers needs and business offerings being in Production, Sales & Marketing Roles.