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BALAJI (BALA) PITCHAIKANI

2053 Grant Road, Los Altos, CA 94024


bpe09e00@westpost.net
650-776-1006
Formatted Resume at: www.aspecialfamily.org/bala_resume.pdf

PRODUCT MANAGEMENT, MARKETING & BUSINESS DEVELOPMENT LEADER


Result-Oriented 'can-do' attitude with technical and business experience at star
tups and large companies

P&L Responsibility, Product Strategy & Execution, Technology Integration, Partne


r & Channel Marketing Alliances
Product Launches, GTM Programs, Marketing Campaigns End User, Channel & Partner
Programs
For Next-Gen Datacenters / Cloud Computing / Security / Wireless / HPC / SaaS, P
aaS, ITaaS / Virtualization

SUMMARY
* Over 18 years in product management, marketing and business development delive
ring increased YoY revenue
* Delivered multitude of networking products to Fortune 1000 like JPMC, Intel, B
MS, Disney, Tier 1 service provider like Sprint, ATT, BT, NTT and cloud provider
s like Google, Yahoo, Facebook, SAAVIS, Rackspace, Terremark
* Nurtured and consummated multitude of business alliances with companies like B
rocade, Cisco, Microsoft, Intel, HP, IBM, channel partners like Arrow and deliv
ered integrated solutions through IBM, Accenture, CSC, PwC
* Master at balancing opportunity with risk, strategy with practical execution,
M&A with organic growth, and marketing with operations to drive forward new busi
ness initiatives that result in solid revenue/profit growth
* Proven ability in revitalizing/diversifying solutions and market value to effe
ctively compete in the market place
* Ability to train and lead in a team setting; Friendly and flexible team player
that increases company communication
* Demonstrated multi-tasking, problem solving consensus builder that manages and
prioritizes to timelines and budget
* Adept in developing finite marketing and GTM strategies with versatility and i
ntuition to enhance the bottom line
* Excel in building high-performance cross-functional teams and world-class proc
esses to define and deliver first to market technologies in record time, with un
ique marketing messages to drive immediate sales and profit results

TECHNICAL COMPETENCY AREAS


* Datacenter Virtualization
* Private & Public Cloud Solns
* HPC, Grid, Cloud Computing
* Lossless Ethernet, DCE, CEE
* Storage & Server Virtualization
* Datacenter Automation
* L2: STP, RSTP, MSTP, PVST
* Unified, SAN, NAS Storage
* FC & IP Storage Networking
* L2: LACP, R-/D/S/MLT, TRILL
* DPI, LEA, 5-tuple analysis
* Branch / WAN Optimization
* L3: OSPF, BGP, RIP, ISIS
* Traffic & Policy Management
* Data Mining & Business Intelligence
* DiffServ, IPv6, MPLS
* Lossless Ethernet, DCE, CEE
* SOX, HIPAA, PCI, CoBIT, ISO 17799
* L4-L7, Load Balancing
* VoIP, Unified Communications
* NAC/NAP & AD/LDAP Intg
* Firewall, IDS, IPS, UTM
* VDI, Cisco ACE, WAAS, ADC
* 802.1x, 802.1p, 802.1q, 802.1ad, .1ax

PROFESSIONAL EXPERIENCE
High-End & Next-Gen Product Manager (Dir / Sr. Mgr. Level) NetApp Sunnyvale, CA
2009 - Present
Storage Product Manager in the Core Business Unit Delivering Virtualization & Cl
oud Solutions
* Created a new product bundle, built collateral to reinvigorate the product por
tfolio and generated around 30% QoQ growth for two consecutive quarters with an
overall 100% YoY growth in revenue.
* Conceptualized & implemented an early access program to accelerate adoption, s
ecure performance metrics, case studies, white papers, production deployments, q
uotes and references for a Tier 1 'rolling thunder' launch.
* Developed NDA presentations and specifications to seed key customers from 6 ta
rget markets including enterprises deploying virtualization in their data center
s and service providers deploying cloud strategies.
* Started work on building competitive solution ROI calculator, reference archit
ecture designs with alliance partners.

Next-Gen Datacenter Product Line Manager (Dir / Sr. Mgr. Level) Nortel Networks
Santa Clara, CA 2007 - 2009
Datacenter Virtualization & Services Platform for the Enterprise Networking Busi
ness Unit - bankruptcy
* Delivered company-wide data center strategy, aligned execution to ramp revenue
10x from '09 to '10 to $210m
* Spearheaded datacenter energy efficiency & TCO calculator, significantly incre
asing deal attach & close rate
* Structured a business model to leverage 3rd parties in delivering certified se
curity & L4-L7 services on Next Gen platform in 90 days. Product was chosen as t
he finalist for 'Best of InterOp 2009' in Las Vegas

VP of Product Management, Strategy & CTO Nomadix (now DOCOMO InterTouch) Newbury
Park, CA 2005 - 2006
Service Provider Security & Wireless Networking Startup - revitalized & sold to
Docomo in 18 months
* Launched a location-based intelligent advertising SaaS solution that created a
'canopy effect' to reach new markets
* Overhauled a money-losing product strategy and marketing plan to ultimately ge
nerate over $100m in market cap
* Leveraged global footprint of 26,000 hotspots to establish joint deployment, m
arketing and roaming agreements with Boingo, Google, GoRemote, Motorola, Sprint,
Symbol, Tropos, VeriSign, Verizon, Vodafone and others
* Introduced a global advertising/business directory model for metro wireless, h
otels, convention centers and service providers; Partnered with Google, Adbrite,
Yahoo, Double Click, CaratFusion and leveraged market footprint

Co-founder, VP of Product Management & Marketing (& initially Engg) Secure Campu
s Fremont, CA 2004 - 2005
Enterprise Security and Data Center Virtualization Startup - shutdown, competiti
ve pressure from large companies
* Infused Global 2000 CIO needs/insights into design and commercialization of an
industry leading network security and data center virtualization solution. File
d 4 network security patents.
* Secured beta trials with several major customers such as CitiGroup, Morgan Sta
nley, LSI Logic, Disney, NetApp based on products' customer value proposition an
d early lab trials
* Forged relationships to sell/license technology assets to companies like Cisco
and Microsoft.

VP of Product Management & Marketing (& previously Engg) Apogee Networks Bloomfi
eld, NJ 1998 - 2003
Enterprise & Service Provider Networking Software Startup
* Drove revenue from virtual start-up to $6M+ in 4 years, capturing Fortune 1000
and global contracts across the communications, education, entertainment, finan
cial services, high-tech, other enterprise market verticals
* Opened new business and deployed inside data centers of British Telecom, Disne
y, Fidelity, Intel, JP Morgan, and other blue chip US and multinational corporat
ions; Early in reducing development cost by 80%+ for startups
* Played a critical role positioning Apogee as an IBM Global Service Select Stra
tegic Alliance Partner and the only small business to participate in a $10B glob
al contract with JP Morgan accounting for 25%+ of incremental revenue
* Launched an industry-first charge-back solution in 6 months and simultaneously
delivered 5+ products across 4 product lines and 2 market verticals while openi
ng up opportunities as OEM provider to Network Associates and HP

Co-founder, VP of Product Management & Engineering Asyst Software Fremont, CA 1


995 - 1998
Enterprise Software Spin Off /Startup (joined as Director of Business Developmen
t) - sold to corporate investor
* Outlined a comprehensive build vs. buy strategy, spearheaded 3 acquisitions to
add new technologies and gain immediate market footprint, and drove 175% organi
c revenue growth year over year for 3 years
* Transformed technology assets and led marketing efforts resulting in multitude
of million dollar customer contracts
* Built and led product development teams in 4 countries, and established organi
zational, process and communication structures to optimize US design, offshore/o
utsourced development and global delivery to major customers

Group Leader (joined as Sr. SW Engineer) Bay Networks (now Nortel) Santa Clara,
CA 1990 - 1995

EDUCATION
BS, Electronics & Telecommunications - AMIETE/IIT, Madras, India
BS, Mathematics - University of Madras, India
Networking & Automation Patents - #5619615, #5684988, #6061505, #6470227, #68102
94
Network Security, Automation and Advertising/Content & Business Relationship Mod
el Patents Pending - 9 total

MORE TECHNICAL COMPETENCY & PROFICIENCY AREAS


* FC & IP Storage Networking
* Energy Efficiency Calculator
* FC, iSCSI, iWARP, ToE Influences
* Application Delivery for MSFT, Oracle, PeopleSoft, SAP
* Network Identity; SAML, WS-Federation, OASIS Integration
* SaaS, SOA, SONA, SOAP, BPEL, XML, Web 2.0
* Open Grid & Super Computing
* Sequential / Random Workloads
* Genome / Protein Analysis Soln
* FPGA Synthesis
* Low Latency Networks
* Factory, MES Automation
* Datacenter Switching
* PBB / PBT / PLSB / TRILL
* Fixed Wireless Roaming
* Ad Insertion / Monetization
* Branch Mobility Solutions
* Wireless Net Mgmt, EMS
* HLR, AuC, LSN, SDB, OTAF
* Fixed Mobile Convergence, WCC
* NAC/NAP & AD/LDAP Intg
* Element Management
* Carrier / Service Provider Solns
* WAAS, ACE, VDI, ADC
* Vulnerability Management
* Risk & Compliance Solutions
* Security & Encryption
* Graphics Rendering
* Tape Out / Verification Soln
* Datacenter Orchestration
* Financial Monte-Carlo Models
* GEM / SECS-I & SECS-II
* Charge-back Solutions
* SaaS, PaaS, ITaaS
* 3GPP / WiMax / WiBro
* WISPr, UAM, IRAP
* MNO, WISPs, Hospitality Solns.OSS / BSS Integration
* Inter-Carrier Roaming/Settlement
* Lawful intercept, DPI, LEA Solns
* VoIP, Unified Communications
* Network Management
* Hosting Providers Solutions
* Caching, WAN Optimization
* Quarantined Access
* Algorithmic Trading
* Option / Derivative Pricing Applications
* ROI Calculators
* Enabling Monte-Carlo Simulations
* Promis, Consilium Integration
* Content-based Billing
* IP TV, Triple Play, Quad Play
* HSPDA, CDMA2000, LTE, Mesh
* Wireless Broadband Access
* Fixed Mobile Convergence, WCC
* 802.11/b/g/n, 802.11i, WAP, WPA
* W-CDMA, HSPA, 3GPP, 3GPP2
* SGSN, GGSN, PDG, EPC
* PCRF, OSS, BSS, Settlement Policies
* Billing, Auth, Subscriber Mgmt
* Network Orchestration & Automation
* Security Info & Management (SEIM)
* Wireless / Wireless Authentication
* Software-as-a-Service
* Platform-as-a-Service
* Infrastructure-as-a-Service
* Direct & Channel Programs
* Network Virtualization
* Sales Playbook
* Product Brochures
* MRD, PRD Development
* Executive Communications
* Mid-Market Channel Marketing
* PBB / PBT / PLSB / TRILL
* Lead Generation
* Storage Virtualization
* Datasheets
* Technical Reference Manual
* Market TAM, SAM Analysis
* Product Launches
* ROBO, MSE Programs
* SaaS, PaaS, ITaaS
* Sales & Channel Enablement Tools
* Server Virtualization
* White papers
* Quick Troubleshooting Guides
* Strategy & Tactical Implementation
* End User Programs
* 2 & 3-Tier Channel Distribution
* Network Virtualization