Gaurav S.
Executive Cybersecurity Strategic Alliances Manager
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Gaurav S. is a seasoned leader in strategic alliances and partner ecosystems, with over 20 years of experience across cybersecurity, cloud infrastructure, and enterprise platforms. Based in Stockholm, he has built a $100M+ pipeline and achieved quota attainments of up to 215%. Serving as General Manager of Strategic Alliances at HCLTech since 2022, Gaurav architected a global cybersecurity partnership spanning EMEA, APJ, Africa, and the Middle East, delivering revenue attainment of 205% in FY2023. Previously, at Bahwan CyberTek, he drove OEM and GSI partner revenue growth by 16x. At VMware and Palo Alto Networks, he earned top recognitions, including the President's Club, for outstanding partner-led revenue achievements. His education includes an MBA from LUISS Business School and a B.Tech in Computer Science, and he holds certifications like AWS Cloud Practitioner and SCJP Java. Gaurav's career features strategic roles with major enterprises such as Volvo Group, Siemens, and Equinor, emphasizing his capability for high-value enterprise pursuits.
Experience
General Manager, Strategic Alliances
HCLTech · 2022 — PresentDesigned a global cybersecurity alliance partnership, building a $100M+ qualified pipeline in 36 months while implementing frameworks used across EMEA, APJ, Africa, and the Middle East. Achieved 205% revenue attainment in FY2023 and 155% in FY2024, maintaining a position among the top global alliance performers. Managed enterprise-scale pursuits within Nordic strategic accounts, facilitating complex deals from C-suite engagement to closure. Created and executed co-sell and joint GTM strategies with global cybersecurity ISVs to enhance pipeline velocity and partner-sourced ARR. Established a cross-functional alliance governance model to coordinate field sales, pre-sales, and marketing around partner-led revenue initiatives.Senior Sales Manager, OEM & GSI Alliances
Bahwan CyberTek · 2020 — 2022Increased OEM and GSI partner revenue from $80K to $1.3M per quarter over 18 months, showcasing a significant growth trajectory. Developed strategic alliances with Big 4 consultancies and Tier-1 SIs, structuring a resell and co-delivery ecosystem. Initiated investments into a Partner Centre of Excellence to facilitate joint solution development and enhance enterprise integration revenues.Regional Partner Business Manager
VMware · 2017 — 2019Directed the partner ecosystem strategy for VMware SDDC solutions throughout Southeast Asia and Korea, achieving over 35% YoY growth in the strategic partner portfolio. Led a sales acceleration program in collaboration with Intel to broaden co-sell efforts and expand joint pipeline generation across the region. Earned recognition as a President's Club Winner, denoting top 5% global partner performance in relation to partner-led revenue.Territory Sales Manager
Palo Alto Networks · 2013 — 2017Contributed to the initial commercial team for market expansion in ASEAN, playing a key role in developing Palo Alto Networks' cybersecurity presence in Southeast Asia. Attained 215% of quota, receiving President's Club, APAC Century Club, and Worldwide Summit Club honors. Developed and oversaw a partner-led territory coverage approach, enhancing enterprise platform adoption across financial services, government, and manufacturing sectors.OEM Sales Manager (QlikView)
Qlik · 2012 — 2013Formulated OEM partnerships to integrate QlikView analytics with partner applications, successfully broadening indirect revenue channels and expanding ISV ecosystem coverage.
Skills & Expertise
Education
- MBALUISS Business School
- MBANational Institute of Business Management
- B.Tech, Computer ScienceGalgotia's College of Engineering & Technology