Open to opportunities

Rajat Raina

@rajatraina

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Senior Director, Global Sales and GTM Leader| 25+ yrs| Oracle, Adobe - SaaS, DB, MW, Opensource

India

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What I'm looking for

I am looking for a role that challenges me to drive strategic growth while fostering a collaborative and innovative team environment.

With over 25 years of experience in global sales leadership, I have a proven track record of driving multimillion-dollar revenue growth across North America, EMEA, and APAC in the enterprise tech sector. My tenure at Oracle saw me scale the open-source business from $43M to $151M TCV, while also doubling new business in APAC within just two years. I am recognized for my expertise in GTM strategies, building high-performing teams, and fostering C-level partnerships that lead to significant competitive wins.

As a Senior Director at Oracle, I manage a $174M portfolio and lead a 40-member team, achieving 136% revenue attainment in FY24. My leadership style is characterized by a people-first approach, focusing on mentorship and team performance metrics. I have successfully implemented strategic initiatives that have improved forecast accuracy and driven record quota attainment, showcasing my ability to align sales operations with overarching business goals.

Experience

Work history, roles, and key accomplishments

Current

Senior Director - Sales, Asia Pacific & North America

Current

Oracle Corporation

Jun 2021 - Present (4 years 1 month)

Spearheaded Oracle Linux & Virtualization sales across APAC and North America, managing a $174M portfolio with a 40-member team. Defined GTM strategy and doubled APAC new business revenue in 2 years, growing the APAC install base from $12M to $23.5M. Mentored sales leaders, implemented QBRs, KRAs, improving forecast accuracy and team performance metrics like Avg. deal size, rep production & rep pa

GTM Strategy Key Account Management Oracle Linux Virtualization

Director - Sales, North America

Oracle Corporation

Oct 2015 - May 2021 (5 years 7 months)

Managed Oracle's North America sales for Linux & Virtualization, leading 30 Inside and 8 field sellers under 4 regional leaders based in India & Austin, USA. Executed strategic territory plans for SMB, mid-market, public sector, higher-education and enterprise segments. Developed partner co-sell strategies, expanding reach and improving partner-led revenue contribution.

Sales Management Territory Planning Business Development Revenue Oracle Linux Virtualization CRM Sales Operations Team Leadership

Manager - Inside Sales, Global Key Account, EMEA, NA

Adobe Systems

Jun 2013 - Oct 2015 (2 years 4 months)

Led global Inside Sales for Adobe's print & publishing products across Top 300 Accounts, EMEA and North America, owning a $45M target. Managed a 28-member team of account managers and BDMs reporting to 3 regional managers. Closed multiple $1M strategic deals with enterprise clients through structured pipeline and performance management.

Inside Sales Key Account Management Pipeline Management Performance Management Sales Contests Employee Retention Adobe Enterprise Sales

Regional Manager - Business Development, North America Public Sector

Oracle Corporation

Jul 2010 - Jun 2013 (2 years 11 months)

Directed a 17-member team selling database and middleware to US Federal and Canadian government agencies. Built strategic campaigns models tailored for public sector verticals. Drove campaigns for new product launches like Oracle Database Appliance ODA and surpassed 100% attainment for 7 consecutive quarters.

Business Development Public Sector Sales Campaign Management Product Launch Quota Attainment Team Leadership Government Sales Oracle Database Appliance

Manager - International Sales

Saigun Technologies

Jun 2009 - Jul 2010 (1 year 1 month)

Led Americas sales for EmpXtrack, a SaaS based HCM solution, acquiring 21 net-new customers in a span of 1 year. Managed a team of 5 New Sales Account Managers. Implemented SPIN Selling techniques to maximize revenue on every deal.

International Sales SaaS Sales Account Management SPIN Selling Team Leadership Business Development EmpXtrack

Manager - Business Development

Ngenox Technologies

Sep 2006 - Oct 2008 (2 years 1 month)

Led global sales and business development for proprietary software. Defined GTM strategy, branding, IPR and launch. Developed marketing content, brochures, and digital media assets.

Business Development GTM Strategy Branding IPR Product Launch Digital Media Sales Leadership

Assistant Manager Customer Care

Ideal Cellular

Jan 2006 - Sep 2006 (8 months)

Assisted customers with their inquiries and provided support for cellular services. Managed customer accounts and resolved issues efficiently. Ensured customer satisfaction through effective communication and problem-solving.

Customer Care Customer Service Account Management Problem Solving Communication Customer Support Service Delivery Client Relations Telecommunications

Team Leader Operations

Convergys India

Nov 2003 - Jan 2006 (2 years 2 months)

Led a team of customer service representatives, overseeing daily operations and ensuring service quality. Provided coaching and feedback to team members to improve performance. Managed escalated customer issues and ensured timely resolution.

Team Leadership Operations Management Customer Service Quality Assurance Coaching Performance Improvement Call Center Operations Customer Relations Service Delivery

Customer Service Representative

Wipro Spectramind

May 2001 - Nov 2003 (2 years 6 months)

Provided customer service and support to clients, addressing inquiries and resolving issues. Maintained accurate records of customer interactions and transactions. Collaborated with team members to achieve service targets.

Customer Service Customer Support Data Entry Team Collaboration Problem Solving Communication Customer Relations

Education

Degrees, certifications, and relevant coursework

ICFAI University

MBA, Business Administration

Completed a Master of Business Administration from ICFAI University. This program provided a comprehensive understanding of business principles and management strategies.