Pankaj Raina

About Pankaj Raina

Scaling Enterprise Growth Through Strategic Alliances and GTM LeadershipI am a senior alliances and go-to-market leader with a proven track record of building, scaling, and monetizing partner ecosystems across global markets. My experience spans both product and services organizations, with deep, hands-on exposure to enterprise software platforms—most notably through leadership roles with both SaaS products and IT services organisation.Blending Product Insight, Partner Strategy, and Execution ExcellenceI specialize in designing and running high-impact partner-led GTM motions that accelerate market adoption and revenue growth. My background managing enterprise application portfolios and partner-led sales motions has enabled a strong understanding of partner products, roadmaps, and SaaS commercialization dynamics. From scaling early-stage alliances into multi-million-dollar license and services businesses to establishing market leadership with tier-one technology platforms, my work focuses on turning partnerships into revenue generating growth engines.Career highlights include:• Built and scaled global partner ecosystems across SaaS and enterprise software markets.• Converted nascent partnerships into multi-million-dollar license and services revenue streams.• Led co-sell, resell, and managed services motions aligned with product-led growth strategies.• Served as a trusted advisor to GSIs, MSPs, and resell partners, improving partner rankings and long-term engagement.Enabling Sustainable Revenue Growth Through Partner-Led ModelsRecognized for my ability to rapidly scale partnerships and deliver consistent GTM outcomes, I work closely with product, sales, and partner leadership to align strategy with execution. I bring a commercially grounded, product-informed approach to alliances—helping organizations strengthen their partner ecosystems, accelerate revenue realization, and build long-term market advantage.

Experience

1. Global Head Servicenow Alliance

   Tata Consultancy Services

   Dec 2023 — Present

   I am leading the global strategic alliance with ServiceNow, shaping partnership strategy across multi-motion sales models, market expansion,and brand elevation initiatives. My expertise lies in driving pipeline growth by expanding into non-ITXM areas, AI adoption, unlocking new markets, and securing new logos across regions. I am strengthening market leadership by deepening C-suite relationships, and elevating GTM excellence and thought leadership globally.

Education

• Barkatullah Vishwavidyalaya

  MSc (Electronics), Computer Networking

  1995 — 1997

• Bharati Vidyapeeth

  MBA, Systems & Marketing

  1997 — 1999

• Dewan Badrinath

  Higher Sec

Skills

• Pre-Sales
• Go-to-Market Strategy
• Business Development
• Selling
• Solution Selling
• Management
• Erp
• Channel
• Competitive Analysis
• Positioning
• Business Planning
• Business Alliances
• Negotiation
• Crm
• Integration
• IT Service Management
• Sap
• Leadership
• Sales Management
• Sales
• Business Intelligence
• Business Analysis
• Team Management
• Customer Relationship Management (Crm)
• Enterprise Resource Planning (Erp)