Viveck Parekh
Pune
Summary
With 17+ years of experience in business development and alliance management, I offer a dynamic perspective on driving growth and fostering partnerships in today's fast-paced business landscape. Currently serving as a Senior Partner - Strategic Alliances at Apexon, I provide invaluable support in cultivating relationships with industry-leading partners such as Databricks, Snowflake, Salesforce, Google Cloud, and new age Niche Partners.
Renowned for exceptional communication and relationship-building abilities, as well as analytical and problem-solving prowess, I am deeply passionate about helping businesses thrive in today's ever-evolving marketplace.
Overview
17
17
years of professional experience
Work History
Senior Partner - Strategic Alliances
Apexon
08.2022 - Current
- Building and developing commercial and strategic relationships with key targeted partners - Databricks, Google, Evolute IQ, iceDQ.
- Work with Apexon's Top Account Teams to help increase penetration of Alliance solutions with current customers.
- Own and manage strategic relationships with leading Alliance Partners, such as Databricks, Snowflake, Salesforce, Google Cloud, Evolute IQ, iceDQ and Salesforce.
- Drive incremental pipeline growth, sales, and revenue from Partner technologies, by collaborating with Apexon Sales Teams to nurture and support Must-Win Deals and grow opportunities in our top focus accounts
- Strategize and explore new ways to grow current partnerships, identifying opportunities through partners and bringing them early into the sales pipeline.
- Provide team members with information regarding Training programs provided by the Partners.
- Set strategy with relevant practices and alliances for joint Go-To-Market (GTM) initiatives, value proposition development, marketing activities, and internal enablement
- Support the development of joint commercial and marketing activities, as needed
- Monitor and measure activity, conduct periodic reviews, and ensure a positive impact on Apexon and its customer base
Associate Director - Strategic Alliances (AWS)
Cognizant Technology Solutions
03.2019 - 07.2022
- Manage the Amazon Web Services partner business at Cognizant with all-up and end-to-end accountability for driving sell-with activity with building C-level, field, and channel relationships with goals for pipeline, growth, and certifications in North America (2019-2020) and Europe (2021 - 2022)
- Surpassed revenue achievement and Team targets for all 3 years including 2021
- In the absense of a Dedicated Global AWS Alliances Leader, acted as a Global AWS Alliance Lead from Jan 2022 - Aug 2022.
- Collaborate with client-facing teams and senior executives across various business units to strategically leverage the AWS partnership
- Coordinated activities with a core team for North America and a broader team supporting the other Geographies (Continental Europe and APAC)
- Provide support in terms of engagement, opportunities, incentives and funding, proposal validation, end-to-end support, partner preferences, and other relevant areas
- Formulate comprehensive account plans to effectively manage and monitor the progress of each customer engagement, ensuring alignment with overall service goals
- Responsible for aligning Senior Executives from both organizations i.e. Cognizant and AWS
Senior Sales Manager - Cloud and Infrastructure Services
Cognizant Technology Solutions
07.2015 - 02.2019
- Owned a portfolio of $25M+ in ACV for Healthcare Customers for Cognizant's Cloud and Infrastructure Services business in Northeast and Mid-Atlantic Accounts in North America
- Act as the primary point of contact for all clients regarding requests related to Infrastructure Services, existing commercials, and contracts
- Engage with Leadership and Operational Managers to identify and explore opportunities for further account growth
- Conduct thorough reviews of client deliverables, including Statements of Work (SOW), commercial agreements, contracts, and legal documents
- Participate in business review meetings to provide updates on the current state of the business on Cognizant's scope of work
- Collaborate with Technology Partners to foster deeper growth and synergies within the client accounts.
Senior Business Analyst - Cloud and Infrastructure Services
Cognizant Technology Solutions
08.2012 - 06.2015
- Owned response creation for Infrastructure RFPs ranging from $500k - $30M TCV for US-based Healthcare and Life Sciences customers
- Coordinate with multiple cross-functional teams (vertical pre-sales, technical groups, Legal, Compliance, etc.) to carve out the best solution for customers
- Drive solution development, proposal, and associated deliverables to meet the customer's business and technical requirements in line with Cognizant's objectives, business rules, and standard processes
- Conduct opportunity review calls with the teams to drive bid strategies and win themes.
- Ensure compliance with all relevant aspects of the Solution Design and Delivery process, business control, executive reviews, and a timely closure of approvals before bid submission
- Draw financial models with Finance and Sales leads to find the best financial proposition for the winning strategy
- Provide formal progress/status reports published to the Bid and Leadership team
Senior Account Manager, APAC, Desktop Virtualization
Oracle India Pvt. Ltd.
06.2007 - 08.2012
- Managing Key Accounts for Oracle within the APAC Region. Field Sales Manager for India region.
- Requirement gathering and analysis through discussions with system integrators, understanding the customer requirements and filling in the gaps by interacting with the customer or visits to the client.
- Work within the Oracle ecosystem and Channel Partners, nurture the opportunities to closure.
- Worked with organizations in Media, Banking, Manufacturing, Telecom, and Government
- Building & maintaining relations with clients, generating business from the existing accounts and achieving profitability & increasing sales.
- Involved in reaching out to focused partners in select markets for business expansion
- Organized in-office training sessions and on-going strategy meetings with partners to effectively target customers
- Worked with Channel partners such as HCL, Wipro, Accel Frontline, Ashtech Infotech, etc. within India
Senior Business Development Executive, UK and UAE, Oracle EAS
ZenSar Technologies
05.2010 - 02.2011
- Inside Sales Business Development Executive responsible for generating leads for ZenSar Field Sales Representatives in UK and the Middle East. Focused on building leads on Oracle Technology and Application Solutions.
- Business Development activities for ZenSar Technologies’ EAS (Enterprise Applications Services) in UK and MEA region
- Organizing and executing promotional campaigns.
- Ensuring maximum brand visibility and capturing optimum customer mind share.
- Managing / arranging for corporate communication, brand image building & product awareness campaigns.
- Developing and executing effective campaigns with Top-Level Executives and Line-Of-Business (LOB) Managers on the benefits of Zensar’s Solution Offerings.
Education
MBA - Marketing and Finance
The Indian Institute of Planning And Management
Pune05-2007
B.Com. - Marketing and Advertising
Indira College of Commerce
Pune06-2005
Skills
- Strategic leadership
- Operational Excellence
- Data-driven decision-making
- Strategic Planning
- Business Development
- Global Mindset
- Cultural Intelligence
Notable Achievements
- Won the 1st Catalyst Award for innovation brought in business methods FY’08
- Won Synergy Award for Best Pursuit award for Q2 FY’15
- Won GAPS Award 2015 - Solution Excellence - MSSC NA LSHC Team
- Star Performer of the month - Nov 2015 and Jan 2016
- Triumph Award - Top Deal of the Quarter - Q3, 2015, and Q1, 2016
Personal Information
Date of Birth: 02/27/85
Learning Programs
- TAS - Info Mentis - London
- John Costigan - Sales Methodologies
- David Sandlers - Sales Techniques
- Cognizant Sales Masterclass
- AWS Cloud Practitioner - Foundation
- Generative AI - Foundations
Hobbies
- Photography
- Finance
- Food
- Travel
Timeline
Senior Partner - Strategic Alliances
Apexon
08.2022 - Current
Associate Director - Strategic Alliances (AWS)
Cognizant Technology Solutions
03.2019 - 07.2022
Senior Sales Manager - Cloud and Infrastructure Services
Cognizant Technology Solutions
07.2015 - 02.2019
Senior Business Analyst - Cloud and Infrastructure Services
Cognizant Technology Solutions
08.2012 - 06.2015
Senior Business Development Executive, UK and UAE, Oracle EAS
ZenSar Technologies
05.2010 - 02.2011
Senior Account Manager, APAC, Desktop Virtualization
Oracle India Pvt. Ltd.
06.2007 - 08.2012
MBA - Marketing and Finance
The Indian Institute of Planning And Management
B.Com. - Marketing and Advertising
Indira College of Commerce
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