GURPREET (GARY) MULTANI

Livermore, CA 510-589-7252/C multani22@yahoo.com www.linkedin.com/in/gmultani

Business Development Product Management Sales Strategy Partner Alliances IT Executive

Forward thinking global business professional with a solid record of facilitating corporate success through effective
launch of new business models and taking high-growth areas to the next level. Possess unique ability to bridge
communication gap between technology and strategy. Sought out by leadership to overcome diverse business
challenges, develop innovative new products, and implement technology solutions.
Cloud
Hosted Services
Managed Service
Executive Selling
Team Building and Management

XaaS
R&S/LAN/WAN
Unified Communications
Go To Market Strategy
Cross Functional Leadership

Data Center
Partner Management
Pre-Sales
Process Improvement
Contract Negotiation

Characterized as go-getter & adaptive team player.

PROFESSIONAL EXPERIENCE
CISCO SYSTEMS, INC., San Jose, CA
(1999 Present)
Senior Manager, Business Development, Cloud and Managed Services Sales Organization
(2011 Present)
Lead high-level strategic planning, new market growth, business development and service creation efforts for firstof-its-kind, flagship product. Challenged to identify and capitalize upon lucrative partnerships and new revenue
opportunities with global industry leaders. Interface, collaborate and negotiate extensively with company-wide,
functional divisional heads in sales support, product marketing, and financial projections.

Leveraged logic, experience, facts and passion to lead Cloud BDM team in helping book over $500 million in
Collaboration as a Service (CaaS) revenues.
Contributed to $31M in Hosted Collaboration Service Services sales (against a target of $23M) in first year.
Developed a pipeline of qualified opportunities to reach $1 Billion in revenue.
Lead a high-performing globally distributed team of BDMs in US, India, Singapore & Japan to capture many
growth opportunities.
Took initiative to train Sales Champions and Partners to help understand and position the Cloud Collaboration
offer and the impact on the customer business outcome.
Products: Communication Manager, Unity Connection, Jabber, Telepresence Video.

Business Development Manager (BDM), Unified Communications Practice, Cisco AS

(2008 2011)
Lead BDM for Cisco Hosted Cloud Collaboration and Partner Enablement Activities for HCS platform in Americas.

Expedited HCS services proposal creation and delivery from 2 to 4 weeks to 1 to 5 days by creating multiple
templates and securing their approval by cross functional teams.
Helped define an adaptive Go to Market strategy for Cloud Collaboration and took the Cisco DC hosted delivery
model from zero to launch.
Responsible for transforming CaaS vision into a dynamic and agile offering roadmap.
Drove the ecosystem solution with appropriate partners for a complete CaaS offering.
Managed multiple partner MSA negotiations & end customer engagements.
Formulate strategies for renewing existing UC services contracts & penetrating new accounts.

Systems Engineer (SE), Cisco Federal Sales, Federal Civilian Agencies

(1999 2008)
Drove Ciscos technical sales direction within specific Federal Civilian Agency accounts to identify and develop
opportunities within the account. Acted as a technical advisor to customer resources and account team in areas of
LAN/WAN, Wi-Fi, Unified Communications, Digital Signage and in overall new technologies and trends. Federal
Civilian Accounts: GSA, FRB, EPA, IRS and FAA.

Playing a lead role in Cisco winning several multi-million dollar Network Transformation Contracts.
Exceeded revenue goals by 40% in 2008, turning around previously flat accounts.
Lead SE in Cisco winning $140M Network contract with General Services Administration (GSA).
Responsible for the positioning Ciscos L2-L3 network products portfolio.
Member of the Green initiative team that reduced product packaging and shipping costs.
Earned Sales Achiever Award for 2008.

SPIRENT COMMUNICATIONS (Startup formerly Netcom Systems), Calabasas, CA

(1998 1999)
Developed high performance test automation system software supporting critical TCP/IP, ATM, Frame Relay, and
Ethernet product lines.

EDUCATION
MBA in Business Administration
Haas School of Business, University of California, Berkeley, CA
MS in Electrical Engineering
University of California, Los Angeles, CA
BE in Electronics & Electrical Communication
Punjab Engineering College, India

CERTIFICATIONS
Hosted Collaboration Specialist Certification, CISSP, CCIE-Voice (W), CIPTSS, CIPTOS, CCNP, CCDP
Languages: Fluent in English, Hindi and Punjabi.
Hobbies: Sports: Cricket & Basketball, Avid hiker, travelled extensively, Social Networking, music.