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EXPERTISE IN BUILDING WORLD CLASS SERVICES AND SALES

ORGANIZATIONS TO FACILITATE GROWTH AND CUSTOMER
SATISFACTION

Rajat Kaura (MBA,CSM, PMP)

Fremont, CA • (408) 368-6983 • rajat_kaura@yahoo.com

Creative and entrepreneurial result-driven Sales and Services Executive focuses on delivering value-added
business solutions that increase customer satisfaction, sales and services revenue, and profit. A resourceful
technology strategist, skilled in driving year-over-year sales growth, developing businesses and managing
profitable partnership programs in highly complex competitive markets. Advised CXO’s on trends and
emerging databases (Oracle, MySQL) and applications integration, Salesforce, cloud, BigData, Cisco UCS,
data storages (EMC,HDS,Netapp) and capacity optimization solutions. Commended for perseverance,
efficiency and project management skills. Proven track of achieving and exceeding revenue goals and
ensuring satisfied customers.
Key Career Highlights:

Business Transformation: Recently built a services sales organization from the ground up, creating a services-focused,
growth-oriented, customer-centric organizational culture, generating 60%+ YOY sales growth.

Revenue Growth: Drove $8M+ sales growth for Aptare through relationship building, new client and add-on sales,
and by moving existing clients to new solutions. Played an integral role in driving overall Netapp and SUN
Microsystems Services Sales in West Region revenue from $3M to $50M+ in just 3 years.

Solutions Delivery: Instituted optimization solutions for databases and business applications for Fortune 1000
customers’ most significant technology problem and enabling it to keep pace with rapid business growth.

Repeat Business: Nearly doubled MSP and S&M renewals, from 45% to 90% of worldwide bookings, over two years at
Aptare by significantly sharpening customer value messages and building ROI models to justify business cases.

Diverse Leadership Experience: Years of customer facing experience, architecting solutions, promoting product
value with a proven ability to define and execute winning business strategies, create and expand product and
Services offerings.

Consistent Top Performer: Tireless in the Pursuit of Excellence and lauded for innovative thinking and year-after-year
top performance. Received Excellence Award (2013) in Aptare, Sales Presidential Club designation (2005), and
Outstanding Contribution Award in Network Appliance (2005) and in SUN Microsystems (2002).

Expertise across Technology and Business Domains



Strategic Business/Planning/Execution
Operational Efficiencies/Process
Improvements and Optimization
Project Management
Customer Relationship Management




BigData, Hadoop, Databases,
CRM
Risk Assessment
Sales, Cost / Benefit Analysis
Consulting





Cost Control
Certified Agile Scrum Master
Team building
Vendor Management
Budgeting

A History of Organization Building and Revenue Growth
KEYSTONE LOGIC, INC., Fremont, CA – Technology startup BigData software company specializing in BigData optimization solutions.
SALES/BUSINESS CONSULTANT (PART-TIME), 2015,March – Present
Working as a business partner in promoting BigData and predictive analytics technology sales. Focused on targeting
high-value prospects and expanding existing opportunities. Closed two services sales opportunities totaling $100K+.

APTARE, INC., Campbell, CA – Technology startup data storage (SAAS) software company specializing in cloud optimization solutions.
DIRECTOR SERVICES | BUSINESS DEVELOPMENT, 2011,Feb – 2015,March

Built Professional Services organization from ground up, grew services sales, and expanded Aptare’s customer and
partner community across the US, EMEA, and APAC regions. Defined product vision, Services pricing, hired and
managed pre-sales and post sales consultants, launched new Services offerings and products, developed best
practices methodologies and reference architectures. Managed global partners (HDS, Forsythe, Dell) relations.
Promoted data integration solutions, managed Services pipeline, projects, Services VSOE, quotes, RFPs and SOW
contracts. Owned P&L.

Revenue Growth: Drove Services sales revenue from $100K to $4M+ over the past three years while increasing the
software license sales renewal rate from 45% to 90%.

Rajat Kaura

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Solutions Delivered: Proposed and architected a cloud solution to provide downloadable reports to customers;
enabled clients to leverage the cloud for business advantage. Managed projects over $10M+ related to data
integration and automated capacity usage SAP billing solutions for enterprise customers such as Bayer and GE.

Top Performance: Earned Outstanding Achiever awards (individual and team) in FY 2013 for highest customer
satisfaction and increasing license renewal rates; earned the award in FY 2012 for closing $5M+ in license sales and
services for key strategic customers. Form strategic alliance with enterprise customers such as Dell, JPMC.

GROUPWARE TECHNOLOGIES (VAR), INC., Campbell, CA – Specialist in promoting data center solutions, design, and integration.
TECHNICAL PRESALES | BUSINESS CONSULTANT, BARCLAYS GLOBAL, 2009 – 2010
Brought in to grow regional data storage sales and build a profitable data management (Assessments) practice. Led
initiatives to boost sales figures and customer satisfaction ratings, supported pre- and post-sales efforts, cultivated and
managed strategic alliances (Barclays Global, AAA, eBay, and other Fortune 500s). Provided subject matter expertise to
managers, directors, and CIOs on Cisco UCS integration and emerging solutions on Flash, Block and NAS storages.

Organization Building: Built Assessments practices from the ground up.

Transformational Leadership: Performed assessment for Barkley Global’s technology and operation organization for
CIO that transformed into a scalable technology organization and improved applications SLA’s.

Solutions Delivery: Presented business applications ROI on Oracle database and applications on private cloud.

Revenue Growth: Played key role in procuring new clients and generating $7M+ YOY sales growth. Proved concepts
for new accounts in Portland and Seattle contributing 16% of total sales growth.

FINISAR CORPORATION, Sunnyvale, CA – Technology leader in fiber optic subsystems and components.
INFRASTRUCTURE SERVICES MANAGER, 2007 – 2009

Managed 5 global datacenters with a focus on improving business applications and infrastructure uptime. Defined
technology strategies and infrastructure, aligned technology with business operation and goals, identified and
recommended IT investments, developed and managed organizationational (CAPEX/OPEX) budgets, implemented IT
controls and governance. Presented quarterly review plan to CXOs. Led up to 20 direct/indirect reports including PMs.

Transformational Leadership: Architected Finisar/Optium global IT merger, integrating 200+ new employees and
saved millions of dollars by revamping organizations and business processes for Finisar and delivered IT acquisition
integration project with $4M+ below budget and with zero system issues at launch.

Process Improvement: Improved business applications (ERP) and Oracle databases uptime from 60% to 100% within
the first six months, improved SLA’s, automated disaster recovery and transformed IT to a strategic business partner.

NETWORK APPLIANCE, INC., Sunnyvale, CA – $1B+ data storage company specializing in cloud solutions and data management
PRACTICE MANAGER, 2004 – 2007

Recruited to establish SAN practice and promote applications solutions for SMB and enterprise customers on storage
platforms. Defined practice strategy and built customer relationship and solutions for performance, scalability, and
availability. Supported commercial and enterprise sales teams, pre- and post-sales through customer presentations and
RFP process. Founded steering committee comprising of sales and services. Managed 15+ direct reports and $10M+ P&L.

Transformational Leadership: Developed Rapid and custom services delivery programs that helped sales to promote
and customers to save significant time in deploying Oracle database and Microsoft business applications on block
based Netapp data storages.

Solutions Delivery: Presented ROI of Healthcare, financial, consumer and manufacturing business applications on
Network appliance. Coached sales team on block-based Netapp storage integration solution with business
applications.

Top Performance: Earned coveted Professional Services Excellence Award (2006), Sales Presidential Club
designation (2005), Outstanding Contribution Award (2005), and top 5% ranking in focal review.

Previous Experience
ENTERPRISE SOLUTIONS ARCHITECT, Sun Microsystems, INC. (acquired by Oracle), 2000 – 2004

Key Wins: Presented ROI of E-commerce applications solutions on SUN Enterprise servers for Philips Corporation &
ticketing E*fare solutions for Cedant (US Airways) resulted in total of $60M+ of follow up sales and services.

Education
MBA, Entrepreneurship, Finance and Strategy, Babson College, F.W. Olin Graduate School of Business, Wellesley, MA
BS, Electronics Engineering, Walchand Institute of Technology, India