Rajagopal Ramanujam

Fremont, CA, USA

Cell: 510-870-0182

rramanujam2012@hotmail.com

Professional Profile

  · Accomplished senior management professional in the cloud computing space with

specialization in cloud infrastructure and management solutions, enterprise applications

and virtualization.

  · 19 years of experience in the IT industry driving multi- million dollar global business and

technology strategy and operations.

  · Proficient managing global solutions and services portfolio driving product sales and

services revenue with increased margins.

  · Extensive experience in building and managing partnering strategy, technology alliances and

partner programs.

  · 12+ years of experience in building and managing high performing solution development,

technical pre-sales, professional service practice, product management and enablement

teams with a global presence.

  · Extensive experience in market analysis, identifying new market opportunities and business

models, defining product and solution strategy, and enabling customer adoption.

  · Work Status: US Citizen

Core Competencies

Business Operations – Technical & Sales

Solution Practice Management

Technical Sales

Program Management

Global Go-To-Market Sales Strategy

Global Technology Alliance Management

Global Organization & Offshore Models

Professional Experience

VMware Inc, CA

Director, Global Centers of Excellence

VMware Software Defined Data Center Solutions (SDDC)

Responsible for driving the development of go-to-market (GTM) solutions for SDDC as part of global

technology solutions organization. Led a global organization spread across US and EMEA,

responsibilities included solution development, go-to-market strategy, field and partner enablement

and global sales support. Spent 1.3 years on an India assignment building a global offshore strategy.

  · Responsible for building the integrated go-to-market solutions portfolio supporting the $2B +

SDDC enterprise license sales organization.

  · Worked with product management, solution marketing, field SE/PSO, partner channels and

alliances organizations to define, develop and deliver solutions that solve customer business

problems.

  · Focused on building solution selling and implementation offerings (including validated reference

architectures, solution toolkits, demo/POC/hands-on-labs and solution boot camps) to enable the

VMware field and partners to successfully sell and deliver, and for customers to successfully adopt

VMware SDDC solutions.

  · Managed a global team of 11 architect resources and an overall budget of $2.5M for global

solution programs and resources including an offshore model for solution development.

  · Key solution focus areas include data center virtualization (compute, storage, network),

management, BC/DR, data center automation and business critical applications.

Accomplishments:

  · Solutions portfolio developed includes 6 key VMware use cases: cloud service provisioning, cloud

IT Architecture & Strategy

Virtualization & Cloud Computing

Technical Marketing

Application and Infrastructure Solutions

Solutions & Services Development

Global SISO Partnering Strategy

Technology Startup Experience

Jul 2006 – Sept 2013

Feb 13 – Sept 13

Rajagopal Ramanujam

  · Trained the field specialist SE (sales/PSO) and global partners on the solution use cases by

delivering solution kits and solution boot camps.

  · Ongoing sales escalation support (SWAT team) for customer sales and PSO engagements

removing barriers to customer adoption, accelerating sales cycle and influencing revenue.

Director, Global Solutions & Services Engineering

Jan 09 – Jan 13

Managed the global solutions and services (S&S) product management, development and enablement

teams as part of the global technology solutions organization. Ownership for building business

solutions, technical reference architectures, solutions and services go-to-market (GTM) portfolio,

solutions and services toolkits to support selling, implementation and service delivery by VMware SE,

PSO and partners. Drove solution partnership with key partners for building joint GTM solutions.

  · Started the VMware solutions team as its business solutions manager and then promoted to

manage `all solution and service development efforts.

  · Responsible for developing the new services portfolio around cloud infrastructure and

management, business applications and core product adoption.

  · Managed a global team of 32 resources with multiple managers and an overall budget of $8M-10M

for global S&S programs and resources including an offshore model for continuing solutions and

services development to support global IP efforts.

  · Key solution focus areas include cloud infrastructure & management solutions, business

application virtualization, end user computing solutions, cloud application and industry solutions.

  · Responsible for driving comprehensive enablement of VMware field and partners for sales

readiness around the GTM solution and services portfolio.

  · Drove solution partnership with key partners for building joint GTM solutions. Key partner solution

engagements include EMC, Cisco, VCE, NetApp, HP, CSC and Accenture.

  · VCE platform strategy and solutions: Primary responsibility for driving all VMware related

architecture and engineering efforts for the Vblock solutions (joint cloud initiative between Cisco,

EMC and VMware).

Accomplishments:

  · Grew solutions team from 1 to 32 (2009 – 2012).

  · Solutions & Services portfolio managed included 14 GTM solutions, vCloud and vFabric reference

architectures, 50+ service offerings for solutions and core product adoption - supporting and

influencing 2B+ enterprise license sales revenue and 300M+ services revenue.

Increased PSO Margins to 30%+ for packaged and repeatable service offerings.

  ·

  · Global offshore IP development model: reduced cost of solutions development by 20% and

increased operational efficiency.

  · Roadmap success: responsible for quarterly/yearly roadmap of solution and services initiatives

delivering new solution services meeting schedule and scope with 97% success rate.

  · Business application virtualization: Delivered robust pipeline for 2010-12 with 700+ customer

opportunities for business application virtualization solutions on VMware.

  · Drove complete solution content support for partner program competencies and enablement

trainings consumed through partner solutions portal and enabling all levels of partners recruited.

Go-To-Market Solutions Leader, Global Strategic Partners

April 08 – Jan 09

Go-to-market (GTM) solutions program ownership and management. Led different VMware wide

solution initiatives and responsible for defining the strategy, process, content and rollout framework

for the development of the GTM solutions.

  · Built SI/SO joint solutions development and GTM program.

  · Managed the global solutions and sales efforts with global system integrators, outsourcers and

strategic ISVs.

  · Responsible for building the integrated solutions and services portfolio supporting the $2.3B +

sales and PSO organization.

management, business application virtualization, disaster recovery, virtualization monitoring and

management, resource management.

∙510-870-0182

∙rramanujam2012@hotmail.com

  · Responsible for building comprehensive solution architectures and delivery tools for partners and

overall sales enablement.

Rajagopal Ramanujam

  · The GTM solution bundles consist of sales, implementation and services tools that provide GTM

enablement to VMware field SE, PSO and channel partners.

∙510-870-0182

∙rramanujam2012@hotmail.com

  · Managed the core architect resources to drive joint GTM solution efforts with key SISO partners.

  · Responsible for defining the market and communication strategy for partner solutions including

ownership of content for solutions portal accessed through VMware partner program.

Accomplishments:

  · Delivered as part of the global team responsible for $100M+ quota for revenue through global

channel partners including system integrators and outsourcers.

  · Strategic solution selling: part of the core executive team tasked by CMO to formulate the overall

sales and technology solutions strategy (virtualization journey strategy) and help accelerate

customer adoption of VMware solutions by building sales and technical tools.

  · Built framework for content consumption – partner solutions portal prototype which drove the

current design of the VMware partner solutions portal. View prototype @

http://vmwarepartnersolutions.com (passwd: n0chance).

  · Recruited top 4 VMware SI partners to build solution offerings around VMware GTM solutions

(Accenture, HP/EDS, IBM GS, CSC).

ISV Solutions Manager, Global Partner Solutions & Marketing

Jul 06 - Mar 08

Managed the ISV solution engineering team responsible for solution development and technology

integration activities with global application alliance partners (Oracle, SAP, IBM, BEA etc.).

  · Worked with VMware alliances, professional services and field organizations to develop go-tomarket

solution initiatives.

  · Delivered sales and solution toolkits (including whitepapers, deployment guides, best practices

and reference architectures) for sales and partner enablement.

Accomplishments:

  · Built VMware – ISV technology alliance solutions strategy for joint partner engagements.

  · Rolled out the design, deployment and performance guides for SAP, BEA, Oracle and IBM S/W.

  · Built the technical partner enablement framework to enable validation and support of VMware

solutions by volume application ISV partners.

  · Supported 50+ customer deployments and increased penetration into enterprise application

markets by delivering technical enablement solutions.

  · Drove the overall application ISV workload characterization and benchmark efforts working with

leading h/w vendors.

Intel Corporation, CA

Apr 2005 – Jul 2006

Senior Technical Architect, Advanced Data Center Solutions Practice

Senior architect responsible for pre-sales, development and delivery of next generation data center

solutions. Part of the advanced data center solutions practice in the Intel Software & Solutions group.

  ·

IT strategy consultant and technical advisor to CXO level executives of top Intel customers.

  · Responsible for virtualization and business continuity competencies in the utility computing

practice.

  · Program management for strategic solution selling and customer adoption strategy initiatives.

  · Defined and delivered various GTM enablement activities for VMware field, partners and customers

including trainings, sales support, events and demand generation plans.

  · GTM solutions delivered include: enterprise application solutions (SAP on VMware, Exchange 2007

on VMware, SQL on VMware), datacenter solutions (green IT, data center migration), desktop

solutions (desktop as a service) and hosted offerings on VMware.

  · Drove Intel technology and solution adoption across major vertical markets including healthcare,

Financials and Transportation.

Rajagopal Ramanujam

Accomplishments:

∙510-870-0182

∙rramanujam2012@hotmail.com

  · Closed $1M+ of strategic consulting revenue for Intel Solution Services (ISS) in FY 2005-06. Major

customer wins include PG&E, Caltrain, Gap, Fremont Rideout healthcare, Charles Schwab and

Silicon Valley Wireless task force.

  · Delivered IT infrastructure assessments, gap analysis, architecture roadmap and IT strategy for

major healthcare and financial customers.

  · Built the business continuity practice methodology for ISS strategic services offering around utility

computing solutions.

  · Built the business model and solution approach for municipal wireless solutions which was

leveraged to deliver the Silicon Valley Wireless RFP.

Sun Microsystems, CA

1997 – 2005

Technical Manager, Global Siebel Competency Center

As practice leader of the Global CRM Siebel practice, led a diverse team of staff based across Asia,

Europe and Americas.

  · Responsible for technical pre-sales support, technology alliance and competency development.

  · Delivered solution reference architectures, performance benchmarks and customer proof-ofconcepts

to accelerate Siebel solution sales on Sun platform.

  · Additional responsibility for Oracle data warehousing competency center.

  · Prior to leading the Siebel practice, worked as Sr. Technical Architect with the Sun Peoplesoft

competency center (2+ years) & supply chain solution center (1 Year).

Accomplishments:

  · Started the Siebel pre-sales competency team and was part of the go-to-market sales team that

grew Sun revenues from $10M in 1999 to $155M in 2004.

  ·

  · Technical sales excellence award recognition in 2001.

  · Led the team that built the Sun-Accenture CRM reference architecture and delivery toolkit as part

of the $450M joint go-to-market alliance strategy between Sun and Accenture.

  · Responsible for managing the solution competency center labs including h/w procurement, POC

engagement processes and virtual lab team members.

Fujitsu ICIM (Zensar) Ltd (India/USA)

Sr. Systems Analyst (USA)

Systems Analyst (India)

Performance benchmarks driven include: 14000 user Siebel 6.2.1 benchmark on Sun-Oracle which

then was a world record for Siebel, Peoplesoft HRMS 7.0.3 with Oracle 8.1.3 for a (then) world

record of 13000 users on Sun E6000 series, workload characterization and sizing guidelines for

Seibel 7.x solutions on Sun Solaris and E10k and SF12/15k series.

1994 – 1997

Aug96 – 1997

Technical consulting with Oracle Corporation, Redwood City, CA Worked as part of the design and

migration services team at Oracle. Performance benchmarking with Oracle databases and enterprise

application packages (JD Edwards, Peoplesoft).

June 94 – 1996

Member of Technical Staff (product operations - R&D). Customer and application benchmarking, presales

and post sales (escalation) support.

Technical Knowledge

Virtualization and Cloud Computing Solutions (VMware), RDBMS (Oracle, Sybase), Enterprise

Applications (Peoplesoft, Siebel, Oracle), Application Servers (BEA Weblogic, IBM Websphere),

OS ( Solaris, Linux, Windows), Associate Business Continuity Professional Certification 2005 – DRII

Education

B.E (Hons) Civil, Birla Institute of Technology and Science (BITS), Pilani, India

M.Sc (Hons) Biological Sciences, Birla Institute of Technology and Science (BITS), Pilani, India