Sumit Kapoor
Global Partner Alliances Leader | Strategizing Collaborative Successes
- Role
- Global Partner Alliances & India Sales Leader at Tech Mahindra
- Location
- Bengaluru, KA, IN
- LinkedIn followers
- 500 followers
About Sumit Kapoor
Strategic business leader with 20+ years of cross-domain experience in enterprise…
Experience
Global Partner Alliances & India Sales Leader
Sep 2023 — Present · IN
Lead a high-performing India GCC team of 5 executives (Sales, Pre-Sales, BD, Marketing) focused on 15 BFSI GCCs, targeting $10M+ annual revenue with 15% YoY growth. • Designed and institutionalized scalable GTM frameworks for India verticals, unlocking ~$12M annual opportunities through OEM partner product sales. • Negotiate and close multimillion-dollar GTM and services deals with two OEM partners valued at $75M+, ensuring governance, compliance, and delivery alignment. • Expanded global alliances footprint for IFS & Thomson Reuters (ERP, EAM, FSM, Tax Engines, Einvoicing), adding Africa & LATAM to existing coverage in APJ, ME, UKI, Europe, and USA with regionally focused GTM strategies for both alliances. • Built a $15M+ annual revenue pipeline through joint GTM programs with hyperscalers (Microsoft, IBM, Google Cloud, AWS), integrating partner-led license/service sales. • Enabled cross-functional execution by aligning sales, marketing, and delivery teams for global IFS programs in UK, Netherlands, and Canada (clients: Marshalls, Amtrak, Covia Corp). • Scaled India’s sub-distribution partner ecosystem, onboarding and enabling 9 partners, delivering $1.75M in closures — 150% YoY growth. • Directed partner marketing & CXO engagement strategy, leading joint campaigns, sponsorships, and executive forums for brand elevation and demand generation.
Education
Symbiosis Institute of Management Studies
Independent Directors certification
2016 — 2016
Navigation Training School, IAF
Qualified Navigation Instructor, Flight Instructor, Educational/Instructional Technology
2006 — 2008
Jawaharlal Nehru University
B.Sc, Physical Sciences
1993 — 1996
Indian Institute of Management Bangalore
General Management in Aerospace /Aviation, Aeronautics/Aviation/Aerospace Science and Technology, General
2015 — 2016
Air Force Administrative College
Junior Commanders Course, Military and Strategic Leadership, Administration
2002 — 2002
Symbiosis Centre for Management Studies- Pune
PGDBA(HR), Human Resources Management/Personnel Administration, General
2004 — 2008
TBS Education
Master of Business Administration (MBA), Aeronautics/Aviation/Aerospace Science and Technology, General
2015 — 2017
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