Hari Raghavan

SI partners represent the largest partner segment of the AWS partner community and contain a diverse mix of partner types. They fuel the adoption of the AWS platform through consulting, assessment, implementation, and managed services. Here I'm responsible for developing impactful initiatives that result in accelerating revenue growth and development of the SI partner community.

My role was to lead the then newly carved SI segment which contained the top SI partners in India, the next set of growth partners, longtail SI partners, and AWS distributors which contributed the bulk of channel revenues. - Responsible for driving autonomous partner revenues through SI partners and growing the segment 1.5x faster than the country average. - As a lead, I was actively involved in hiring, career development, and performance mgmt of 20+ Partner Development Managers and partner solution architects. - Ensured long-term build through partner management best practices with a short-term focus on pipeline generation and sales acceleration. - Highlights include being awarded "Best partner leader, APAC" for 2021, “Social impact initiative, APJ” 2021, and the "Think Big" award in 2020 as well as several team awards.

My role involved leading a team of Partner Development Managers (PDM) focussed on the top-performing cloud native partners of AWS in India. - Identified high-potential partnerships of the future and developed them into the largest contributors to autonomous partner businesses. - Transformed the BIC community from “delivery shops” to organizations capable of autonomously sourcing business and contributing to AWS revenue growth. - Special focus on hiring and developing the best talent not only for my segment but also for other businesses. - The highlight was the disproportionate contribution of BIC partners to the priority areas of emerging enterprises and large migrations.

As a PDM I was responsible for the identification and in-depth management of top-performing partnerships for the west which were aligned with our segment. - Transformed the partner portfolio from a predominantly born-in-cloud one to including large national system integrators, hosters, and specialized partners. - Devised several strategies for the top partners resulting in a 78% growth in the partner pipeline in the west. - I was awarded the title of "Most Valuable Person" in the partner business in 2018.

Dell Technologies is one of the largest tech giants known for its electronic commerce and supply chain. The world’s leading technology is working towards transforming lives and making them easier through innovation. - Set up the Independent Software Vendor (ISV) channel for Dell in India from scratch. -The highlight of my term was that the new ISV channel started delivering revenues from the second quarter itself with the largest enterprise deals in Q3 and Q4 coming from the newly onboarded ISVs. - Benchmarked 5 ISV solutions in Dell labs including a core banking solution of a leading GSI in this short time.

- The key responsibility was to set up the relationship between the new entity of Dell Software Group (DSG) and the leading Indian Global System Integrators (GSI) - During my tenure, we embedded Statistica, Dell’s predictive analytics tool, into the core banking solution of India’s largest GSI. The GSI had signed a global contract with Dell to OEM Statistica to any customer asking for analytics / digital transformation. - Built a multi-million software pipeline from scratch across the portfolio within the first six months. - Created a joint offering on Windows migration for TCS customers globally and embedded Dell Data Protection as a default for the Indian market.

- Key responsibility to grow the 360-degree relationship with the largest partner, Tata Consultancy Services across India. - Delivered IBM’s vision of transforming into a software and cloud technology organization by consistently delivering the highest SW revenues within the Indian Sis. Also inked the first public cloud deal within the team on IBM’s cloud offering, Softlayer. - Grew TCS to a $30 m relationship and maintained YOY growth of over 25% in the current portfolio post-sale of the x86 server business. - Developed joint solution offerings with the partner for IFMS, EDW, smarter transportation, etc. which were based on underlying IBM technologies. - Scripted joint solution wins in key accounts in banking, financial services, and E&U. - Highlights include being nominated for “Sales Excellence Club” in 2012 and 2013.

- My key responsibility was to drive IBM sell-through revenues by influencing the sale of IBM technologies through partners such as TCS, Wipro, HCL, etc in the West. - Grew the business to $14 m annually and also built a strong revenue stream from certain partners with whom we hadn’t traditionally done business in the west. - Ensured high mind share for IBM products and solutions through regular enablement, business interlocks, and joint demand generation.

- Identified the key challenges for the Indian banking industry in the near future & develop offerings based on IBM technologies - The highlight was being awarded for the development of two first-of-a-kind solutions for Indian banks in the areas of execution mgmt. and customer flow mgmt. - Another highlight was being awarded by the Hon. President of India for being a “role model for people with disabilities” in 2009. - As a banking domain expert, assisted sellers in proactively identifying new opportunities for existing offerings and was involved till the sales cycle was completed. - I was involved in close coordination with ISV & vendor ecosystem in identifying fresh opportunities & creating a joint win plan for the same.

- Set up & managed DSAs & DST channels effectively in order to grow business volumes. I also took complete responsibility for alternate channels such as petrol pumps. - Maintained portfolio quality through prudent lending & aggressive collections, administration, training of branch staff, etc were some other key deliverables - The major development was the turnaround in the performance of the branch where I also booked the highest business across the entire location.

- Set up the first inbound & outbound telesales channel for Countrywide’s personal loans in Mumbai which was later replicated across the country. - Mumbai consistently achieved the highest volumes of retention/top-up loans across the country during my tenure. - The highlight was an award for setting up the Post Office channel as an alternative distribution point for open market sourcing.

- My role was to increase sales & distribution of their IT magazines through corporate bulk deals, strategic alliances & co-broking, tapping the youth market at colleges, etc. - Digit, their main flagship branch, saw record sales in 2003 due to the marketing activities initiated by our team.

I was responsible for the creation of a corporate intranet and implementing the Internet strategy of the company wherein TFL’s services were made available to the online consumer.