Sameer Nori
Head of ISV Technology Partner Marketing at Google Cloud
Sameer Nori
Head of ISV Technology Partner Marketing at Google Cloud
San Jose, California
Overview
Work Experience
Head of ISV Technology Partner Marketing at Google Cloud
2022 - Current
Currently managing a portfolio of approximately 20 ISVs and Technology partners in the Infrastructure and DevOps segment. Key segments include AI, Infrastructure, Storage, Backup & DR, Observability & DevTools. Started the DevOps and observability segment to build co-marketing & GTM strategy with ISVs like Datadog, Chronosphere and GItlab. Built thought leadership for Google Cloud in the ISV observability and Dev Tools ecosystem, incorporating Generative AI as a strategic focus. Key partners include Nvidia, VMWare/Broadcom, NetApp, Datadog, Gitlab, Intel, AMD, Harness, Synk and Dynatrace among others. Defining and driving key initiatives and programs across partnerships, product marketing and partner marketing across product partnerships, co-sell and co-marketing to propel growth of ISVs/SaaS companies with Google Cloud
Data and Analytics Global Alliances Leader
2020 - 2022
Grew and developed ISV partnerships in data and analytics several hundred percent, including hyper-competitive partnerships like Elastic and Redis. Developed Elastic partnership from scratch to where it drew attention from CEO's of both companies. Other partners included ThoughtSpot, Matillion and MicroStrategy. Worked closely with ThoughtSpot through their transition from an on-premises appliance sales to a SaaS solution on AWS. Laid a strong foundation for a strategic collaboration agreement with Redis.
Head of Global Partner Marketing
2019 - 2020
Hired to build out partner marketing. Developed and executed strategy for cloud, ISV alliances, reseller and MSSP marketing. Led cross functional team to enable partner and channel segment to grow 100% YoY and contribute 20% of company revenue. Increased traction with AWS & AWS Marketplace through focused sales plays, alliance engagement & co-marketing resulting in several million $$ in new sourced pipeline and influenced & sourced revenue. Launched ISV Partner Program to enable ISV’s to develop integrations with the Sumo Logic Platform, resulting in 30% YoY growth of new apps on the platform. Helped raise $450K in partner sponsorships for annual user conference from 18 partners, highest ever in company history. Covid-19 brought my tenure to an abrupt end. Sumo Logic went public in Sep 2020.
Director Product Marketing
2017 - 2019
Responsible for the cloud portfolio of products & solutions at Cohesity and partner GTM. Launched several new cloud archival, backup and disaster recovery solutions on all 3 major cloud platforms, enabling sales to position Cohesity as a cloud-first platform and improve win rates to be nearly 70%. Built an entire BOM for those solutions including presentations, web content, FAQ’s, sales tools & enablement material. Presented with several marquee customers at AWS re:Invent and Microsoft Ignite, increasing awareness for Cohesity in the cloud ecosystem. Helped Cohesity attain AWS competencies in backup & storage and co-sell status with Microsoft Azure.
Director of Product and Solutions Marketing
2014 - 2017
Developed and executed GTM & marketing strategy for 2 products in the MapR portfolio and built solutions & industry marketing from ground up. Promoted from Sr Manager to Director due to consistently high performance in solutions and product marketing. Ideated and launched the MapR Quick Start Solutions product line enabling a more solution focused selling motion. Introduced horizontal solutions for data warehouse optimization, recommendation engine and security analytics, resulting in $10M in new revenue in the first year of introduction. Led product marketing and demand creation for the analytics portfolio of products including Spark and SQL-on-Hadoop resulting in revenue growth of approximately 300% YoY. Quarterbacked several digital and demand creation programs for analytics portfolio as part of the MapR platform. Led industry marketing, created a GTM plan and executed on the plan for financial services, healthcare and oil & gas increasing pipeline and revenue for the company by 400%.
Director, Technology Alliances & Partner Marketing
2013 - 2014
Responsible for go-to-market and field engagement with all technology alliances of Attivio, with a key focus on partnerships with leading visualization vendors such as Spotfire, Tableau and QlikView. Developed partner marketing program from ground up to increase co-marketing with tech partners. Achieved 150% of influenced revenue quota for the year. Increased pipeline by 47%.
Senior Technical Product Marketing Manager
2010 - 2013
Re-launched AWS version of the Jaspersoft product evaluation, with a focus on user experience resulting in approximately 30% increase in cloud trial evaluations. Led a project to launch an evaluation-focused microsite called Evaluation Accelerator, enabling prospects to be self-sufficient during evaluations, resulting in approximately 20% decrease in customer acquisition (CAC) costs. Developed various tools for the sales team including presentations, competitive data sheets and a series of videos and demos showcasing different use cases of the Jaspersoft BI platform. Jaspersoft was acquired by Tibco in 2014 for $185M.
Industry Solutions Manager
2009 - 2010
Product marketing role focused on competitive analysis and marketing programs. Revamped competitive analysis for various competitors. Built a comprehensive competitive replacement program with unique product & service offerings resulting in approximately 20% increase in migration inquires and leads.
Solutions Architect
2004 - 2009
Drove top line revenue totaling approximately 2.5M$ while in pre-sales at Business Objects,post acquisition by SAP. Managed several projects ranging from 200-500K while in consulting and developed and architected several business intelligence and analytics solutions for clients in various industries including financial services and manufacturing.
Independent Consultant
2001 - 2004
Business Intelligence, IT Strategy and Product Management consulting with clients in the commercial and public sector space.Created revenue generating partnerships during entrepreneurial stint with consulting firms and software companies.