Ashwani Sharma

Unique blend of Sales/GTM, Consulting, Product, Engineering, and Leadership experience in the Technology Space. Significant experience in Customer-facing roles requiring excellent Communication and Presentation skills in front of Senior Management and C-level executives. Global achievements driving multi-million dollar revenue growth in the Cloud, SaaS and Enterprise technology sectors driving metrics like GRR in range of 95% and NRR in range of 120% with account based marketing, campaign based Dem-gen, sales methodology and tools.

Proven track record of scaling sales organizations leading diverse, cross-functional teams up to 100+ resources with 10+ direct reports to sell and deliver timely, cost-effective solutions to high-profile clients. Consistently achieves high levels of Customer Satisfaction. Domain accomplishments in Google Cloud Platform Products/Services, AI/ML, GenAI, SaaS, IT, Telecom/Media, IOT, Networking, Security, Managed Services, and Business Consolidation/Integration.

Full P&L responsibility for budgets of $500M+ Annual Recurring Revenue and EBITDA growth of up to 40% annually.

CUSTOMER EXPERIENCE (CX) / GOOGLE CLOUD CONSULTING LEAD (North America) at GOOGLE (2022-08 – Present)

Recruited to critical role providing strategic support to high-profile Enterprise AI and Data ISV (Independent Software Vendor) accounts. Supervise team of 45+ professionals, including eight direct reports in guiding clients' senior IT and business executives in the accelerated adoption and onboarding of Google Cloud products and services. The position requires knowledge of GCP Platform including Data, AI/ML, Gemini Enterprise, Analytics/Big Query (BQ), BI/Looker, Compute, Storage, Security, and Gen AI/Agentic frameworks.

Working with Google's sales, engineering, product, support, and professional services teams; tasked with developing strategic and technical solutions to ensure customers achieve their business goals and realize the business value of Google's offerings and in turn revenue growth with new workloads.

• Lead partner engagement in reselling/co-selling/marketplace and implementation of Google's services.
• Lead cross-functional teams to accelerate client adoption of Google Cloud and AI products/services. Develop and implement strategies that center on achieving client goals by showcasing products' relevant capabilities (API's & Applications, Databases, Infrastructure Modernization, Capacity Planning, Productivity & Collaboration etc.), cost-effective usage, and other performance attributes.
• Operating on both technical and business sides of client interactions, regularly work with the product and engineering team to craft solutions, including pricing offers, to provide clients with incentives to purchase additional products/services.
• Scaled Annual recurring revenue from $50M to $100M for Data ISV Client within initial 18 months of 5 year commit, overall 30% year-over-year revenue growth, 100% Incremental Annual Contract Value (iACV) in subscription bookings, and a 100% Customer Satisfaction (CSAT) rating.

CUSTOMER SUCCESS EXECUTIVE (Americas & APIC) at CISCO (2019-11 – 2022-07)

Recruited to highly strategic role leading the team serving Global Enterprise accounts. Worked directly with upper-level IT and Telecom executives at client companies. Supervised team of 50+ professionals, including 10 direct reports focused on ensuring customers onboard, adopt, use, and derive value from company's products and solutions.

Assignment encompassed account management, sales, and customer advocacy to achieve customer success and satisfaction. Member of Cisco's Engagement Advisory Board.

• Improved average Net Promoter Score (NPS) by 59%, GRR in range of 95% and NRR in range of 120% by creating Customer Success Plans specifying priorities, adoption barriers. Established quarterly review cycle and called on cross-functional teams to ensure customers receive necessary instruction and are able to successfully employ Cisco's SaaS, Networking, Observability, Security products, and services.
• Demonstrated superiority of Cisco's Digital Network Architecture (DNA) to telecom and enterprise companies, prompting the purchase of additional SaaS licenses, security solutions and the signing of a 200% iACV worth multimillion-dollar Enterprise Agreement.

DIRECTOR, SALES & BUSINESS DEVELOPMENT (Americas Region) at TATA COMMUNICATIONS (2014-09 – 2019-11)

Recruited to lead Americas sales efforts with Communications Service Providers (CSP's) including AT&T, Verizon, Bell Canada, America Movil and with Over the Top (OTT) media services (e.g., Google, Meta). Managed team of 70+ resources including eight direct reports selling technology services including telecom network services and business enablement as well as professional engagements such as process management, operational performance improvement, benchmarking, and security audits.

• Generated 40% annual YOY revenue growth (2016-2019) by positioning the company as a business process authority and by forming alliances with other Tata subsidiaries to present integrated, advanced solutions to target customers.
• Drove sales of process management, performance improvement, and business transformation engagement to large CSP customers. These initiatives transformed the unit's services portfolio and delivered a 40% increase in EBITDA.
• Provided expertise, planning assistance, and equipment to clients enabling them to employ newer technologies, generate additional revenue streams, and offer subscription services through capabilities such as IOT, optical/transport networks, and Mobile Virtual Network Operator (MVNO) solutions.
• Improved average NPS by 56% over four years by addressing client challenges and delivering valuable solutions.

General Manager / Engineering Executive at AVION SYSTEMS (2012-10 – 2014-08)

Working under contract for Avion Systems, engineered a successful new venture in the prepaid wireless market for AT&T. Worked with AT&T's IT and Engineering teams to leverage AT&T's platform for a distinct prepaid solution, termed "AIO Wireless". Within a short time, AIO Wireless was serving 100,000 customers in five states.

Sensing an opportunity to further penetrate the prepaid segment, AT&T acquired the Cricket Wireless business in 2013. Thereafter, tasked with guiding the integration of AIO Wireless into the larger Cricket operation.

V.P., Strategy, Engineering & Operations at GCI COMMUNICATION, CORP. (2012-03 – 2012-10)

Served as company's V.P., Strategy, Engineering & Operations.

Responsible for two significant work streams: 1) Developed detailed plans to integrate the recently acquired wireless assets of the Alaska Communications System Group, Inc. (ACS) consisting of 100,000+ accounts into GCI's wireless network and 2) Managed all engineering and operations functions of the combined wireless business serving 350,000 retail customers in addition to commercial and enterprise accounts.

• Managed team of 75+ resources including directors, managers, engineers, operations, and support services staff and a $250M budget.
• Restructured organization by integrating previously siloed teams of engineers, operators, and system designers. Restructure achieved valuable job enrichment, cross-training, and efficiency benefits.

General Manager / Executive Director at AXIS TEKNOLOGIES, LLC (2011-02 – 2012-02)

Took on General Manager/Executive Director role responsible for selling engineering services, managing engineering projects, and maintaining client relations for a major AT&T network upgrade generating $50M in annual revenue for Axis.

Project Director / Network Upgrade Project Lead at TECH MAHINDRA (2010-03 – 2011-01)

Contracted through LCC later absorbed by Tech Mahindra. Responsible for delivering large-scale network upgrade project for T-Mobile in Michigan. Supervised 3 Project Managers and 11 engineers in planning, designing, and implementing 3G network.

System Engineer / Project Lead / Regional Product Lead / Regional Manager / Senior Manager / North America Regional Services Product Manager at NOKIA (1996-02 – 2010-02)

Joined Nokia as a System Engineer and was promoted to Project Lead and Regional Product Lead at two-year intervals. In 2002 promoted to Regional Manager responsible for the 8-state Southeast Region, and in 2005, was named Senior Manager for Service Delivery throughout the Eastern U.S. Three years later, promoted to North America Regional Services Product Manager responsible for sales, service and product delivery to U.S. and Canadian Network Carriers.

Managed P&L of business and 75 on-shore and 25 off-shore engineers, product managers, designers, developers, and support personnel. Planned, deployed and operated first GSM wireless network with Escotel in India for three states.

Telecom Engineer / Product Manager at ESCOTEL (1996-02 – 2010-02)

Early career experience with Escotel in India for telecommunications projects.

MASTERS OF BUSINESS ADMINISTRATION (M.B.A.) in International Business – Keller Graduate School of Management

BACHELOR OF ENGINEERING (B.E.) in Electronics and Communication Engineering – Deenbandhu Chhotu Ram University of Science & Technology