Sujit Cheruvatath

In my role at Snowflake, I lead the GTM organization, focusing on our priority global clients and GCCs across Asia. We focus on customer collaboration to harness Snowflake's capabilities, driving their data and AI transformation journeys. My team ensures that we meet the evolving needs of our clients while enhancing their enterprise capabilities and operational efficiencies.

Leader of the Business Development organization at EY aligned to the Technology, Media & Telecom Sector. Growth priorities include driving customer experience with focus on Enterprise clients, Global Capability Centre businesses and New customer acquisition. Mandate for positioning and winning cross service line solutions, managed services and digital assets in the market sector. Client Anchor and 360 business development lead for Infosys, Wipro and other strategic accounts across fields of play.

Responsible for driving revenue growth and strategic initiative in identified accounts. Build the Business Development team for the TMT sector. Ownership to develop and execute on the GTM activities for the sector in the region. Identify talent and provide the right mix of sales and client management for accounts in the sector. Focus on growing technology consulting services.

Responsible for the Oracle Human Capital Management Cloud business in the region and leading the sales team to drive customer acquisition, win transformation opportunities and grow the marketplace demand for HR cloud applications. Influence industry executives and HR community on relevant trends and innovations.

In this role, my responsibilities included managing and leading the strategic alliances with Global System Integrators TCS, Infosys and IBM for the domestic market. Primary ownership of executing the partner strategy with focus on Executive engagement, growth sales plans and revenue commitments and cloud enablement across all business lines of Oracle. Crafting and driving strategic initiatives, delivering on Oracle’s cloud vision including SAAS, PAAS AND IAAS, partner enablement and driving collaboration with the field sales leadership which is key to the growth and development of the partnerships. Build and leverage the SI consulting practices and industry relations to best represent and win market share for Oracle.

My responsibilities included leading the Strategic Account Engagements with Cognizant and Infosys for Oracle at the Global Level. Lead the extended account teams to drive for transformation growth and revenue generation and increased wallet share leveraging Cloud platforms and innovation from Oracle across pillars and platforms. Provide thought leadership and Deliver success by aligning to customer priorities and transformational initiatives. Own and execute on the Multi-Year, strategic account plan, co-developed with Customer and focused on joint value. Drive Operational efficiency.

The role responsibilities included heading the Partner Sales organization in the region with multi-portfolios including the System Integrators’, Large Account Resellers and the Solution Partner community. Building practices and execution of partner led strategies to grow revenue share in the mid-market and corporate business segment. Lead with Microsoft’s vision and Build the cloud partner practices and ecosystem to Win the cloud (O365, Azure) and emerging technologies wallet share against competition. Identify and develop partners with solution delivery and consulting skills. Manage talent and mentor team members on performance management and groom for bigger responsibilities. Own and Drive team accountability for pipeline management, Scorecard attainment, compete initiatives, across three partner facing profiles for the South region. Contributed as a thought leader and led talent management initiatives for the region across business segments

As the Global Account lead, responsibilities included leading the worldwide customer relationship with Infosys Limited under the Microsoft Global Accounts Program. Responsible for all technology products, solutions and services sales into the account. Primary owner of the executive relationships between the two organizations. Orchestration of the engagement and execution of the sales model including revenue, pipeline and forecast accountability, customer satisfaction, winning key light house solution workloads an landing the One Microsoft Vision for the customer across their Global footprint. Create differentiators and win maximum wallet share of customers technology spend.

Led the downstream account management of two Global Corporations- Accenture and EDS in India. Owned Executive relationships, Orchestration of engagements, technology deployments, strategic initiatives execution and customer satisfaction across business groups in India. Executed on the Global growth plan and transformations initiatives relevant to assigned territory. Representation of the Microsoft Global teams and leadership to deliver on multi-geographic business guidelines and priorities for both organizations through local assets.

Responsible for sales and delivery of the partner led business in the Mid-market and SMB segment with ownership of revenue commitment for the territory, sales execution and development of identified partners and alliances in the region. Goals included positioning of Microsoft products and solutions sales, opportunity and pipeline management, Forecast accountability, leading partner initiatives aimed at the mid-market and small business segments in the western India region (2003-2005) and Southern India Region (2005-2007).

Set up and Led the Microsoft Alliance and product business management at Wipro Infotech in the domestic market. Successfully grew the business from $1Million to $25M in two years. Scaled operations, customer acquisition, product mix and led growth of Microsoft revenues and contribution margins across the India market through assigned shared field resources within regions and delivered assigned profitability to the business unit

Led the regional team and was responsible for sales of software product and services business in Bangalore region representing technology providers like Microsoft, Oracle, Adobe, CA and others with accountability around customer acquisition, key account management and owning principal and vendor relationships to fulfill both revenue and profitability goals.