ROHIT KAPOOR
Summary
SaaS GTM & Cloud Growth Expert – Revenue Leader & Alliance Architect – Tech-Driven Innovator – Board Confidante ₹100+ Cr Revenue Driven via Strategic GTM, Partner Ecosystems & Govt Wins Visionary business leader with over 25 years of success in leading high-growth initiatives across cloud infrastructure, SaaS, observability, and digital transformation. A proven builder of scalable go-to-market strategies, high-performance teams, and robust partner ecosystems, with a strong track record of delivering revenue acceleration, operational excellence, and market expansion. Spearheaded large-scale B2B cloud and managed services engagements, forging synergistic alliances with GSIs, OEMs, and Hyperscalers, and driving ecosystem-led growth that accelerates market penetration and competitive advantage. Adept at navigating complex enterprise sales, driving channel-led growth, and leading cross-functional teams to execute on business transformation, market entry and customer acquisition strategies. Equally effective in entrepreneurial and enterprise environments, with a deep understanding of partner enablement, technology adoption, and value-driven customer engagement. Recognized for cultivating C-level relationships, securing high-impact partnerships, and steering organizations through phases of rapid growth, innovation, and strategic reinvention.
Overview
26
26
years of professional experience
Work History
HEAD ALLIANCES AND SALES
cloud4india.com (C4I SOLUTIONS)
11.2023 - Current
- Pioneered a disruptive cloud infrastructure platform specifically engineered to address the critical pain points of SME customers seeking cost-effective alternatives to premium cloud providers while maintaining enterprise-grade performance and scalability.
- Cloud Innovation, Market Disruption, and Revenue Acceleration Through Agile Infrastructure and Strategic GTM Execution:
- Spearheaded the launch of Cloud4india.com, a scalable, customizable cloud infrastructure platform tailored for India’s underserved SME segment, addressing a key market gap in high-cost public cloud offerings like AWS and Azure.
- Established Cloud4India.com with NIL investment to address requirement of self-provisioning cloud by aligning capabilities of key partners: a hosting company and Cloud company.
- Secured early adoption from B2B product-based clients (VUNET, Binary Flux), leading to ₹2 crore in revenue within 6 months of soft launch.
- Built a modular cloud offering with pre-authorized payment and flexible deployment models, enabling SME clients to transition away from rigid hyperscaler platforms toward bespoke, cost-efficient solutions.
- Enabled 24-hour rapid server deployment without capital expenditure by forging strategic alliances with top-tier data center partners (Controllers, Yotta, Netmagic), ensuring unmatched agility and scalability.
- Launched a frictionless, scalable business model featuring pre-authorized payments & an automated billing ecosystem—accelerating customer onboarding and unlocking sustainable revenue streams.
- Laid the foundation for ₹30–₹40 Crore growth within 6 months by capturing high-value B2B clients across key growth hubs (HSR Layout, Coimbatore, Noida, Mumbai) through a highly focused acquisition strategy.
- Accelerated multi-fold revenue growth for Kairo Global, generating ₹12 Crore in IT hardware and services within six months by empowering partners through CRM optimization and cross-portfolio sales enablement across Cloud, IoT, MPLS, and SaaS offerings.
- Consultant for India’s counter drone company from ₹150 Crore to a projected ~₹1,000 Crore in defense tech revenue by spearheading strategic growth for IIO Technologies, Kairo architecting a winning tender and operational excellence framework
- Leveraging a vast network of PSU liaisons with State & Center Ministries (Defense, MHA, and Finance) to drive a joint venture with India’s first counter-drone company.
- Forged high-impact synergy between a defence vehicle manufacturer (8,000-vehicle installed base) and a counter-drone solutions provider, unlocking a scalable vehicle upgrade pathway and positioning the alliance for exponential market capture.
- TEAM SIZE: 80 (DIRECT) | 650+ (INDIRECT)
DIRECTOR – ALLIANCES AND SALES
ESDS SOFTWARE SOLUTIONS LIMITED
04.2024 - 11.2024
- Orchestrated business development initiatives and strategic alliance formation in preparation for the company’s IPO trajectory.
- Strategic Wins, Boardroom Influence, and Partner-Led Growth Across APAC & MENA Region:
- Secured strategic wins in the government sector—including high-stakes engagements like the Ministry of Water Affairs—by engineering complex bid strategies and positioning the firm as a formidable challenger to industry incumbents.
- Led strategic alliances across Cloud Orchestration Sales, e-Governance application deployments, Data Center (DC) buildouts, Cybersecurity solutions, and Managed Services, driving revenue growth and expanding service capabilities.
- Increased partner-driven revenue generation across APAC and MENA by mentoring sales and presales teams, personally leading high-impact engagements, and crafting scalable partner enablement strategies tailored to regional dynamics.
- Demonstrated exceptional executive influence and trust-building acumen, culminating in board-level relationships—one of which led to a 50% equity partnership in a subsequent entrepreneurial venture, underscoring relationship capital as a strategic asset.
- Developed a pipeline with top-tier partners across multiple verticals, including GSIs (TechM, Coforge, Orange Business), DC brokers (CBRE, JLL), APM/Observability (Dynatrace), OT Security (Huntmetrics), and PSUs (Railtel, BEL)–also served as a mentor.
BUSINESS CONSULTANT
HUNTMETRICS Private Limited
11.2023 - 04.2024
- Strategized B2B operations for Cybersecurity practice, SOC services and endpoint security resulted in the acquisition of Corporate customers and revenue growth resulting in the acquisition of Huntmetrics in just one year operations.
DIRECTOR – CHANNEL SALES
MAPLE LABS SOLUTIONS PRIVATE LIMITED (Snappyflow – Full Stack Observability)
01.2022 - 01.2023
- Architected and executed a partnership ecosystem strategy, transforming the organization from direct sales dependency to a scalable partner-driven growth engine.
- Global Revenue Growth, Strategic Partnerships, and Market Penetration Through GSIs & Ecosystem Alliances:
- Drove global deals by strategically onboarding and aligning with top-tier Global System Integrators (GSIs) and Cloud Aggregators, including Coforge, TechM, Edgeverve, LTI Mindtree, AWS, Azure, and ESDS, resulting in significant business growth in FY’2022-23.
- Secured landmark deals with Philip Morris International ($1.5M) and UK Post Office, delivering a combined $4.5M in revenue.
- Established the company’s first formal partner ecosystem, aligning with key players like Coforge, TechM, ESDS, and Infosys, accelerating market penetration and boosting sales capabilities to drive substantial business expansion.
- Developed and executed impactful go-to-market (GTM) strategies, optimizing partner segmentation for scalable revenue growth and empowering partners through training, use cases, and integration initiatives.
DIRECTOR – ALLIANCES AND PARTNER SALES (INDIA, NORTH AFRICA, SOUTH ASIA)
HEAL SOFTWARE INC.
01.2020 - 01.2022
- Demonstrated leadership attributes for revitalization of strategic accounts and partner ecosystem for an APM solutions provider.
- Strategic Growth and Partner Engagement Leadership:
- Secured high-value partnerships with leading Global System Integrators (NTT, Coforge, Edgeverve) and regional SIs, expanding the company’s reach and market presence.
- Revitalized a critical relationship with Infosys, securing company’s primary revenue stream through strategic stakeholder engagement, ensuring long-term account optimization and revenue stability.
- Recorded a 62.5% growth in enterprise accounts by expanding the client portfolio from 8 to 13 strategic accounts within six months, demonstrating exceptional customer acquisition and retention strategies.
- Drove partner engagement for the Heal solution in AI Ops-based APM, securing bids from at least 3 partners per worldwide deal.
- Key achievements include closing a 5000-node APM deal in FY’2021-22, driving 300% YoY partner business growth and 100% growth in the customer base, and negotiating a 40% net margin improvement with zero customer churn in FY’2020-21.
- Orchestrated a landmark app. ₹60 Crore deal with SBI through a strategic partnership with Dimension Data, executing a high-stakes partner substitution to secure a 5,000-node implementation, significantly enhancing competitive positioning and business impact.
TATA GROUP
01.2012 - 01.2020
INDIRECT CHANNEL CONSULTANT
TATA COMMUNICATIONS TRANSFORMATION SERVICES
01.2018 - 01.2020
- Ooredoo Oman Project is an alliance of TCTS and Ooredoo Oman on revenue revenue-sharing basis for B2B business.
- Business Transformation and Revenue Growth Strategist:
- Developed a business model for sustainable revenue growth, underpinned by competitive analysis and on-ground due diligence. Achieved a remarkable 12x growth within 24 months (FY’2018-20), significantly expanding business reach across the Middle East.
- Transformed B2B operations by devising and executing a Go-to-Market strategy, expanding from a limited 2-partner model to a competitive 10-partner ecosystem, driving significant market penetration and sales growth.
- Engineered a 24x revenue increase, scaling monthly revenue from 200 to 24,000 Riyals, through strategic partner enablement, resource management, and market development, ensuring long-term growth and operational success.
- Expanded solution offerings by introducing IoT and Smart City initiatives for Duqm, diversifying revenue streams and strengthening the company’s market positioning with advanced, consultative product development strategies.
REGIONAL CHANNEL SALES LEAD – KA
TATA TELESERVICES LIMITED
01.2016 - 01.2018
- Multi-Crore Revenue Growth, Strategic Alliances, and Market Leadership:
- Strategically built and led a team, drove early wins & scalable success; delivered the highest national MPLS order closures in FY’2016–17, contributing to 34% YoY growth for TTSL, and surpassed AOP by 138% with a USD 0.15 Mn Bigratvy CDN deal in FY’2015–16.
- Played a pivotal role in restructuring Cloud and MPLS business; driving MPLS closure, contributing to over 60% of MPLS revenue, while also delivering 80% of TCL’s CDN business, significantly boosting company performance and market share.
REGIONAL BD LEAD – CLOUD SERVICES – TN, KL
TATA TELESERVICES LIMITED
01.2012 - 01.2016
- Regional Revenue Growth and Cloud Services Leader
- Drove substantial regional revenue growth across Tamil Nadu and Kerala by spearheading business development for Cloud Services and MPLS, consistently surpassing targets and securing transformative deals with enterprise and government clients.
- Pioneered multiple first-of-their-kind wins, including Tamil Nadu Police’s inaugural IoT deployment, a landmark 16-product bundled order with MHS valued at ₹3 Crore, and a high-scale MPLS rollout across 1,200 KLTN locations, achieving 188% of the target.
- Accelerated early cloud adoption by closing high-value SaaS and IaaS contracts—2500-user Google Apps deployment and a $280K VMware-based IaaS deal with TCL—cementing leadership in next-gen technology enablement.
Deputy General Manager
Fedders Lloyd Corporation Limited
01.2010 - 01.2012
Manager – Business Development (North)
Appnomics Systems
01.2008 - 01.2010
Business Development Manager
CSS Software India Private Limited
01.2006 - 01.2008
Business Development Manager
Net4 India Limited
01.2003 - 01.2006
Pre-sales Consultant
Iridium Interactive Limited
01.2002 - 01.2003
Key Account Manager
Smile Multimedia Private Limited
01.1999 - 01.2002
Education
MBA -
IILM
01.1999
B.Sc. - undefined
Agra University
01.1997
Skills
- Strategic Alliance Development Partner Ecosystem Architecture New Business Setup Initiatives Revenue Growth Channel Sales Enterprise Sales Go-to-Market Strategy Complex Deal Negotiation Business Development Cross-functional Leadership Market Expansion Cloud Infrastructure Solutions Technology Partnership Management Customer Relationship Excellence B2B Sales Engineering Data Center Operations Strategic Business Transformation Sales Technologies (Salesforce, Rocket Reach, Apollo)
Timeline
DIRECTOR – ALLIANCES AND SALES
ESDS SOFTWARE SOLUTIONS LIMITED
04.2024 - 11.2024
HEAD ALLIANCES AND SALES
cloud4india.com (C4I SOLUTIONS)
11.2023 - Current
BUSINESS CONSULTANT
HUNTMETRICS Private Limited
11.2023 - 04.2024
DIRECTOR – CHANNEL SALES
MAPLE LABS SOLUTIONS PRIVATE LIMITED (Snappyflow – Full Stack Observability)
01.2022 - 01.2023
DIRECTOR – ALLIANCES AND PARTNER SALES (INDIA, NORTH AFRICA, SOUTH ASIA)
HEAL SOFTWARE INC.
01.2020 - 01.2022
INDIRECT CHANNEL CONSULTANT
TATA COMMUNICATIONS TRANSFORMATION SERVICES
01.2018 - 01.2020
REGIONAL CHANNEL SALES LEAD – KA
TATA TELESERVICES LIMITED
01.2016 - 01.2018
TATA GROUP
01.2012 - 01.2020
REGIONAL BD LEAD – CLOUD SERVICES – TN, KL
TATA TELESERVICES LIMITED
01.2012 - 01.2016
Deputy General Manager
Fedders Lloyd Corporation Limited
01.2010 - 01.2012
Manager – Business Development (North)
Appnomics Systems
01.2008 - 01.2010
Business Development Manager
CSS Software India Private Limited
01.2006 - 01.2008
Business Development Manager
Net4 India Limited
01.2003 - 01.2006
Pre-sales Consultant
Iridium Interactive Limited
01.2002 - 01.2003
Key Account Manager
Smile Multimedia Private Limited
01.1999 - 01.2002
B.Sc. - undefined
Agra University
MBA -
IILM
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