Subendu Das

• Leading a team of experienced & technical hands on Tech Cloud Consultants and Architects who are responsible for showcasing the entire IAAS, PAAS stack of Oracle through opportunity support, Pipe generation, Proof of Value , Onsite and Remote Workshops , Presentations and Seminars Also working closely with Marketing , Business Dev and Partner Development teams to plan , execute events and digital campaigns. Directly mapped to the sales leadership in terms of execution and support. Also responsible for cloud usage, expansion and adoption by customers. Customer success is a part of my teams KPI.

Oracle Digital Prime is an expansion to the commercial/mid-market space targeting both Install base and new logos for rapid cloud adoption. The key focus areas are –

• ü IAAS – Compute Cloud , Lift and Shift , Cloud Native applications and competitive takeouts
• ü PAAS Services - DBCS , OIC , Oracle Autonomous Solution Stack, Oracle Autonomous Data Warehouse with Oracle Data Visualization Services and Micro services
• ü Oracle Public Cloud – OCI GEN2 architecture
• ü Working very closely with SPM (Sales Programs), Marketing and channels for supporting them on
• o Cloud Workshop Execution, CIO Roundtables, Industry Events, Partner Enablement and Customized 1:1 Workshops
• ü Working hand in hand with the accounts team , Cloud Architects are responsible for usage , adoption and expansion into existing cloud accounts and new customers on boarding witb the CSM team
• ü Customer Success Managers are a part of my team which also consists of Cloud Architects

ü Key Highlights

1. “Doubled the Cloud Consumption business from FY20 to FY21 and on track to even double that no in FY22 “

2. “Lot of successful competitive take out from AWS/AZURE to OCI “

3. “ Highest customer satisfaction rating across the Mid Market business in APAC ”

4. “Managed a team with the lowest attrition “

5. Cluster of the quarter award winner multiple times

Leading a team of experienced technical hands on pre-sales Consultants who are responsible for showcasing the entire Core technology stack of Oracle through Proof of Concepts, Proof of Value, Onsite and Remote Workshops, Presentations and Seminars. The focus is to make sure customers are adopting, using and aware of the latest Oracle Technology stack to make them succeed.

Support large key accounts in North America region (& their Captive setups in India) working closely with a counterpart team in US. The key focus areas are –

ü IAAS , Benchmarking on Engineered Systems - Exadata , Supercluster

ü Lift and Shift of Oracle Applications to Compute Cloud

ü Private Cloud , Oracle Public Cloud , Virtualization

ü DBAAS Setup and Provisioning on Oracle Public Cloud

ü Database Security and Business Continuity Solution

ü Enterprise Manager, Multi-Tenant architecture.

ü Also responsible for hiring/mentoring Cloud Customer Success Manager resources

Responsible for heading Technical sales and pre-sales support for the Oracle Direct Sales organization in ASEAN , ANZ and India

Area of Responsibilities:

ü Managing a team of 30 Technology Consultants and 3 Managers across India , SG and Australia.

ü Responsible for the license target base of 100 million + USD in FY14.

ü Primary goal is to qualify , upsell , position and cross sell the Oracle Technology product stack in the key accounts and SMB space through detailed customer engagements like – Presentations , webinars , demo , white-spacing , responding to RFI/RFP and ROI analysis.

ü Key Domains handled – BFSI, Govt and MRD.

ü Key Solution areas – Data Security, HA/DR, Cloud Management Weblogic Server, SOA , Management Packs, Information Security , BI

ü Executed and ran focused campaigns on Data Security solutions recorded one of the fastest growth in FY12-FY13

ü Works closely with the sales,pre-sales and BD organization to devise coverage plans , campaign , go to market strategies.

ü Work closely with the Demand Generation team for planning and execution of the Demand generation campaigns which includes activities like Power Day / Power hour.

ü Responsible for technology enablement of the sales organization and the demand generation team .

ü Responsible for hiring, mentoring and retaining people in the technology team with overall P&L responsibility.

Major Achievements:

ü Promoted to head the APAC sales Consulting team for India , ASEAN and ANZ in FY13.

ü Ensured that the team is at full strength in the all the three regions

ü Ensured significant YOY growth in all the three regions with ASEAN and ANZ regions exceeding their budgets in the first half of FY13. Finished FY14 with almost 98% of the budget..

One of the handful of people working in the India team to have an APAC responsibility

Responsible for delivering Technical pre-sales support for the Oracle Direct Sales organization in India

Area of Responsibilities

ü Setting up the Oracle Technology Pre-Sales team in India to a team of 10 consultants

ü Supporting a revenue base of 30 million + USD of Database and Options

ü Primary goal is to qualify , upsell , position and cross sell the Oracle Technology product stack in the Named accounts and SMB space through detailed customer engagements like – Presentations , webinars , demo , white-spacing, architecture roadmap and ROI analysis

ü Key Solution areas – HA/DR, Cloud Management, Performance, Management Packs, Data Security and BI.

ü POC , SOW on areas like Data Security and Infrastructure management.

ü Worked closely with the sales organization to devise coverage plans , campaign , go to market strategies.

ü Responsible for technology enablement of the sales organization and the demand generation team .

ü Responsible for Hiring, mentoring and retaining people in the technology sales consulting team in India.

ü Identification of new product marketing strategies, coverage strategies and competitive analysis.

Major Achievements:

ü Exceeded the Budget for Tech Database for 6 quarters in row from FY10Q4 till FY12Q2.

ü Doubled the options attachment rate in ORD India – A key KPI for the team . Security solutions attained the maximum growth.

ü Was promoted to Director – Technology Sales Consulting after FY11.

ü Promoted to head the APAC sales Consulting team for India , ASEAN and ANZ in FY13 Q1.

Responsible for partner enablement and Pre-Sales Technical support to preferred partners in the SMB space as a part of Oracle’s expansion into Tier-2 cities across APAC reporting to Vice President based out of Singapore.

Area of Responsibilities

ü Setting up the China / India and ASEAN operations for SMB Tech

ü Team consists of 20 people including China Manager reporting to me.

ü Developed and implemented initiatives and programs targeting technology enablement of partners in the SMB space for Oracle Technology product stack

ü Planning , Strategy and execution of major Tech events in the SMB space which includes partner enablement and demand generation events.

ü Developed strategies for technology re-use .

ü Implemented GTMi strategies with the GTMi team for SMB

ü Cross LOB alignment of plans with the Alliances and Channels team/PDM team for execution for planning and execution of demand generation events

• Major Achievements:

ü Implemented partner enablement programs in a short space of a quarter, which way ahead of schedule

ü Setting up the team in place in India and China ahead of schedule

ü Attended Oracle Club Excellence 2007 (Kota Kinabalu, MY) on the basis of contribution to the SMB team performance

ü Setting up and establishing the COE/POC practice team for technology products serving customers across APAC and then focusing on India. The team internally was called ITECH

ü Managed a team of Pre-Sales developers concentrating on Oracle Databases and Middleware sta

ü Developed and showcased POCs on IDM, Database security, business continuity and Performance management solutions.

ü Responsible for Proof of concept (POC) development and demo delivery for major deals in the IN and ASEAN region on Oracle Databases , Oracle 9i/10g AS portal , Identity management

ü Relationship management with internal field Pre-Sales and the Sales team

ü Established broad based small business plan to improve delivery and effectiveness of Proof of Concept .

ü Responsible for solution show casing with partners like INTEL in Major events like Oracle Open World.

ü Re-use strategy for major POC developed and show cased over the years

ü Pre built templates running on Oracle OVM which can be showcased at a short notice

.

• Astral Systems
• Responsible for setting up and managing the infrastucture for Atesto (sister concern for Astral) which was a startup focusing on development of online testing tools
• Setting up of the Servers , Databases for managing the infrastructure for Atesto
• Interacted with vendors, Data center people for escalation and management
• Worked in a 24/7 environment
• Responsible for day to day Unix System administration Participated in Black Box testing ., Clara
• Aos Mountain
• Responsible for providing Unix Support and Consultancy to various clients of Taos
• Customers worked for included Sonics Inc – Mountain View , California USA
• Setting up of Unix Servers Designing a effective backup policy
• Security and setting up of Mail Servers like Postfiix and Sendmail End user support – User maintenance and provisioning
• Consultant based out of California
• Irlasoft
• Successfully managed Oracle instances in E Trade of the pioneers of Online trading in the US
• Handled day to day DBA tasks and reporting for E trade MIS dept
• Was responsible for AOL points program campaign in E Trade
• Implemented a system for points award from a OLTP to a offline based system and then to AOL.

• (DEC)
• Supported Large Accounts /key deals in the eastern region by providing tech support for implementation
• Was also responsible for providing Pre-Sales support for the DEC Alpha server line of products and also Oracle
• Delivered presentation and seminars on technologies like High availability, RAID , Oracle Parallel Server , VLM concepts
• Installed and configured Oracle RAC on Digital Unix Servers
• Provided end user training on DEC unix to corporate customers
• Competitive positioning of DEC/COMPAQ high end servers/storage vis-à- vis competition
• Major Achievements:
• Provided pre-sales support for breakthrough deals in the eastern region like Paradeep trust which was the second Oracle Cluster solution on DEC Alpha Server line of products
• Qualified for DEC 100 in Phuket Thailand in 1998 which honours the top 100 performers in the APAC region
• Executive - Sales/Pre-Sales
• Astek
• Solution support to customers in eastern region for Ingres Database
• Also did sales for couple of quarters for the Custom made ERP solution of Mastek
• Did product presentation and demo to prospects in the eastern region
• Responsible for market development , prospects in the eastern region

Executive - Sales/Pre-Sales

Mastek

ü Solution support to customers in eastern region for Ingres Database

ü Also did sales for couple of quarters for the Custom made ERP solution of Mastek

ü Did product presentation and demo to prospects in the eastern region.

ü Responsible for market development , prospects in the eastern region