Veeresh APAC GTM Leader | Sales, Partnerships & Ecosystem | 0->1->10 Build &

Director, Industry GTM, Specialist Sales & Alliances, APAC

SUSE

Jun 2024 - Current (2 years 1 month)

Scope: Regional GTM, partner ecosystem, sales specialists, multi-industry motions • Built industry solution sales GTM : Packaged cloud-native platform plays (Rancher + embedded ISV apps + GSI delivery) into turnkey offers, shortening presales by ~1–2 sprints and lifting win probability in follow-ons. • Ecosystem & pricing: Activated joint MDF with strategic partners (hyperscaler/GSI/OEM); helped launch industry-tailored price books and stage-gates; maintained 4~5× pipeline vs target and cleaner stage progression. • Retail displacement wins: Led platform migrations that displaced incumbent container platforms at flagship retailers (India & ANZ), —now reference blueprint for replication. • Vision AI/ML (hybrid/edge/multi-cloud): Packaged CCTV

Director, Industry GTM, Specialist Sales & Alliances, APAC

SUSE

Jun 2024 - Current (2 years 1 month)

Scope: Regional GTM, partner ecosystem, sales specialists, multi-industry motions Built industry solution sales GTM: Packaged cloud-native platform plays (Rancher + embedded ISV apps + GSI delivery) into turnkey offers, shortening presales by 1-2 sprints and lifting win probability in follow-ons. Ecosystem & pricing: Activated joint MDF with strategic partners (hyperscaler/GSI/OEM); helped launch industry-tailored price books and stage-gates; maintained 4-5x pipeline vs target and cleaner stage progression. Retail displacement wins: Led platform migrations that displaced incumbent container platforms at flagship retailers (India & ANZ), now reference blueprint for replication. AI/ML (hybrid/edge/multi-cloud): Packaged CCTV/high-speed ca

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Head of GTM & Business Development - AWS Hybrid (Local Zones, Wavelength and Outposts)

Aug 2020 - Apr 2024 (3 years 9 months)

Scope: Multi-country GTM for Outposts, Local Zones, Wavelength; cross-functional leadership • 0→scale: Built the APAC AWS hybrid business from inception to a high-8-figure run-rate, balancing direct + partner-led motions and marketplace influence. • Public sector outcomes: Co-sold with telco and ISV partners to deliver city-scale traffic safety/analytics in Australia; supported sovereign-cloud initiative in Singapore & Thailand (dedicated AWS local zone / infrastructure model); contributed to modernization programs in Malaysia public sector. Directed and scaled AWS Wavelength alliances with SKT, KDDI, Telstra, Singtel. Launched Local Zones in Thailand, Philippines, India and ANZ • Security & sovereignty (Vietnam): Co-built Hanoi/Ho Chi Minh

Regional Sales Director, Cloud Sales & Alliances

Ericsson

Aug 2017 - Aug 2020 (3 years 1 month)

Scope: Regional sales leadership, NEP/cloud/ISV alliances, telco-to-enterprise plays • Edge & platform GTM: Built telco-edge and cloud modernization sales motions with carrier partners; integrated WAAP/security at the edge; created repeatable plays for enterprise offers. • Pipeline & governance: Standardized MEDDPICC, stage hygiene, and exec inspections—lifted forecast reliability and improved time-to-close on strategic pursuits. • Co-innovation: Worked with carriers and ecosystem ISVs/GSIs to shape enterprise offers (connectivity + edge compute + apps), unlocking net-new routes-to-market. Tech themes: Telco cloud/edge, 5G/MEC-adjacent offers, carrier co-sell, WAAP/security attach, partner route-to-enterprise.

Sales Specialist Director - APAC

Edgio

Mar 2011 - Jul 2017 (6 years 5 months)

Scope: Regional specialist sales; security & performance (WAAP, DDoS, bot, CDN); partner build-out across ASEAN • Top enterprise security logo (APAC): Grew a leading ASEAN airline from first meeting to multi-million ARR (web acceleration + WAF/DDoS/Bot) within ~24 months; acted as account advisor with executive access. • 0→1→scale: Early APAC hire; enabled in-country partner resources; grew regional revenue ~250% over tenure through repeatable value-selling and joint pursuits. • Go-to-market: Initiated hyperscaler & ISV co-sell for combined performance + security stacks; aligned pre/post-sales to turn launches into measurable renewal uplifts. Tech themes: WAAP, DDoS, bot protection, API security, CDN performance, co-sell motions.

Solution Sales Director

Edgio

Mar 2011 - Jul 2017 (6 years 5 months)

Scope: Regional P&L leadership for CDN and security services across APAC markets, player-coach sales motion with cross-functional team engagement. Customer transformation ($200K->$2.5M peak): Landed & Grew an ASEAN airline customer from $200K seed to $2M@24-month milestone reaching $2.5M ARR peak (Philippines' largest carrier) through CDN+Security bundling. Delivered 40% bounce reduction enabling digital transformation from 15% to 50% B2C revenue mix in <4 years (beating CIO's 5-year 45% target). Proved security attach by design creates 20% average deal value uplift. Security bundling & attach: Pioneered WAAP (Web Application & API Protection) + CDN solution bundles establishing repeatable security attach motion. Led multi-threaded pursui

Manager, Solutions Enginnering

InMobi

Aug 2010 - Mar 2011 (8 months)

• Recruited and managed a globally distributed team of six Solution Engineers as part of expansion strategy. • Implemented efficient processes and integrated the CRM and ticketing tools, enhancing productivity and yielding a 20% reduction in operational expenses.

Technical Project Manager

Akamai Technologies

Jul 2007 - Aug 2010 (3 years 2 months)

Scope: Professional services delivery, launch readiness, cross-functional value realization • Delivery & upsell: Exceeded services quota by ~25% via packaged acceleration/launch-readiness engagements; built SE+CSM+Support loops that lifted year-1 renewal upsell by ~20%. • Foundation for security attach: Led multi-threaded pursuits across app, network, and infra stakeholders, establishing performance-first edge architectures that later enabled security attach in multi-vendor designs.

Team Lead - Product Consultants

Genpact Headstrong Capital Markets

Dec 2006 - Jul 2007 (8 months)

Successfully managed communication with key stakeholders resulting in a 25% reduction in reported bugs. Managed code deliverables, change management, reviews, and release to ensure timely and high-quality delivery, resulting in increased efficiency.

Team Lead - Product Development

Genpact Headstrong Capital Markets

Dec 2006 - Jul 2007 (8 months)

Successfully managed communication with key stakeholders resulting in a 25% reduction in reported bugs. Managed code deliverables, change management, reviews, and release to ensure timely and high-quality delivery, resulting in increased efficiency.

Engineer - Product Development

Symphony Teleca

Jun 2005 - Dec 2006 (1 year 7 months)

Managed code deliverables, change management, reviews, and release to ensure timely and high-quality delivery, resulting in increased efficiency. Implemented quality review process, resulting in 100% defect-free releases.

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Programmer Analyst

Physmark Inc Numark India

Jun 2004 - Jun 2005 (1 year 1 month)

• Designed new J2EE application for company’s flagship product, traditionally built on Oracle forms. • Developed, implemented and maintained a staging environment for pre-pre-production changes. • Coded new features and enhancements for production systems.

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Managing Partner

Avant Garde Tech

Nov 2002 - Apr 2004 (1 year 6 months)

• Product conceptualization, market research, sales and channel development. • Managed budgets identified market size to define product road map and launch

Veeresh

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