Akila Kumar

Akila Kumar

Objective: Director Level position in Partner & Alliance Management

Summary

Best in class partner programs are an ecosystem of strategic partnerships that empower and delight customers in new ways. 

Unique 3 in 1 experience in product marketing, strategy and partner programs/channel helps me anticipate  Industry/technology trends, recruit/foster key partnerships and build differentiated products/services to achieve market leadership. 

Highlight: Built next-generation ISV partner program for Hewlett Packard Inc. generating $1B+ in revenue with 30% annual growth. Voted best partner program for 2 years in a row. Grew Mail Order Channel by 10% from negative growth and built a new SMB channel that increased sales by 35%. 

Key Strengths:

  • Experience: Ability to understand current and future customer/industry needs
  • Passionate advocacy (internal and external)
  • Drive organizational change to win

Skills

  • Building Best-in-class partner program
  • Anticipating Industry/Technology trends
  • Successful on-boarding through effective recruiting  
  • Driving strategic competitive advantage through partnerships
  • Partner Product Development through SDKs
  • Growing sales with’ and ‘through’ partners
  • Annual partner event management
  • Channel Development & Management
  • Channel Strategy & Planning
  • Experience with VARs, Distributors & DMRs
  • Marketing Plan Development & Implementation
  • Channel Analytics & Trends
  • Multimillion-Dollar Budget Administration
  • C-Level Relationship Management

Work History

Work History
2010 - 2015

Head of Strategy 

HEWLETT PACKARD, INC., Palo Alto, California
  • Consumer Monitors: Built Turbo Growth plan to reach market leadership in 3 years driving consensus with regional teams on revenue expectations, product road-maps and GTM.
  • Warranty: Strategic plan to double HP’s Printing and PC warranty business in 3 years. Program managed ideation/business case prioritization and negotiating across large organizations to drive consensus and implementation.
  • SI Services: Built new $50M document management professional services business partnering with select system integrators (SI).  SVP funded initiative. Launched portfolio of targeted document management solutions in FSI, Manufacturing, Public Sector, Education, CME and Healthcare. Unified delivery through a common reference architecture.
  • $15M budget management.
2013 - 2014

Worldwide SMB Marketing Manager

HEWLETT PACKARD, INC., Palo Alto, California
  •  Business goal to grow PC sales  by re-positioning HP hardware to address SMB needs.
    • Market research: Focus groups in US, Germany and China to uncover needs and messaging.
    • First ever solutions based SMB website on hp.com
      • Branding a new name.
      • Launched website with messaging/videos/competition
      • Generated traffic and sales with a Media/Social plan. Metrics were tracked and the pay-back period was ~2 months.
      • Agency management with funding ~2M
2007 - 2010

Head of Business Partner Program

HEWLETT PACKARD, INC., Palo Alto, California
  • Built partner program that drives more than $1B in revenue with 30% year-over-year growth. Increased share of wallet from 58% to 67% while boosting HP revenue 20% (2009) and managed print services revenue 35% (2010) with 75% of deals including partner solutions.
    • Partner program was voted “best in the industry” for two consecutive years.
    • Maintained brand quality by supporting creation of industry’s first accreditation and certification program.
    • Designed new resource prioritization/optimization processes to maximize ROI and bring new vertical solutions to market.
2002 - 2007

Channel Program Manager

HEWLETT PACKARD, INC., Palo Alto, California
  • Generated 10% growth in sell-through via mail order channel by effectively engaging channel and building targeted GTM marketing plan for each DRC partner.
  • Increased SMB revenue 35% by recruiting 250+ re-sellers at minimal cost for HP’s DesignJet business. Engaged and leveraged distributors to reach targeted resellers.
1999 - 2001

Management Consultant  

Independent

Consulting services to multiple start-up clients for end-to-end product marketing.

  • Re-positioned Portal Wave’s offering from Enterprise Application Portal to Collaborative Commerce Solution for the supply chain.
  • Created application development strategy for HP-UX IPF. Managed education and awareness campaigns, including analyst briefings.
1998 - 1999

Senior Product Marketing Manager

ORACLE, Redwood Shores, California 
  • Launched Oracle WebDB that became the #1 selling tool in Oracle history and is now their Oracle Enterprise Portal
  • Full product development lifecycle from code to market.
    • Identified customer needs through surveys and focus groups.
    • Implemented product launch plans coordinating marketing, engineering, support, training, and sales teams. Partnered with Gartner and Forrester on product positioning, kicked off successful press tours, and managed agencies responsible for creating web content, white papers, and sales training kits.
    • Managed team of 4 professionals.
1992 - 1999

Marketing

Symantec, TRW, HCL

Prior experience as Senior Product Marketing Manager with Symantec, Co-Founder of Intranet Business Solutions, Systems Consultant with TRW Financial Systems, Inc., and Marketing Manager with HCL-Hewlett Packard. Highlights include:

  • Managed $4M marketing budget and team of 4 marketing professionals in launching Visual Café for Java product family. Achieved and maintained market leadership position against major competitors, such as Oracle and Microsoft. Doubled sales to corporate accounts. (Symantec)
  • Generated $30M+ in sales by selling high-end imaging solutions to USPS and banking institutions. Program managed the creation of $3-$20M proposals. (TRW Financial Systems)
  • Sold PCs in India and Singapore markets, growing sales 500% in 2 years. (HCL-Hewlett Packard)

Education

Education
1989 - 1991

Master of Science   

Golden Gate University, San Francisco, CA

Finance and Banking

1984 - 1986

MBA

BIM, India

Computer Systems and Marketing

1981 - 1984

Bachelor Of Arts

Ethiraj College, India

Economics

 Affiliations & Certifications

Certification & Training

Enterprise Content Management (ECM) Certification – AIIM

Program Management for Experienced Project Managers – Georgetown University

Technical/Business Courses • Stanford, California

Professional Affiliations

Association for Information and Image Management (AIIM) • Professional Business Women’s Association

The Commonwealth Club