Shankar Subbaraman
Head Of Deal Pursuit, Southeast Asia, India And Korea At Google Cloud
Singapore
Summary
Experienced professional with a strong background in business strategy, operations, and complex deal pursuit. Skilled in leadership and people management, consistently driving teams towards success. Proven track record in client engagement and account management, ensuring high levels of customer satisfaction. Proficient in pricing and commercials, effectively optimizing revenue streams. Adept at risk management, identifying and mitigating potential threats to business operations. Experienced in contract negotiation, securing favorable terms for the organization.
Overview
2025
2025
years of professional experience
5
5
years of post-secondary education
4
4
Certifications
3
3
Languages
Work History
Head of Deal Pursuit, Southeast Asia, India and Korea at Google Cloud
Google
7 2021 - Current
- Leading a team of professionals, structuring and negotiating cloud deals, including the largest and most complex transactions for customers across Southeast Asia, India, and Korea region.
- Provide strategic vision and direction in developing and managing a successful Deal Pursuit team. Provide input and quality assurance, and support direct reports' development.
- Lead the internal processes and relationship management of stakeholders to obtain the needed approvals required for agreements. Serve as a trusted advisor and partner to the internal stakeholder groups.
- Build productive relationships and feedback loops with teams to accelerate agreements and drive continuous process improvement, attending forecast calls, staff meetings, and business reviews to keep apprised of priorities.
- Work collaboratively across the global organization to formulate and advance key initiatives, which ultimately result in efficiently closing agreements, operational excellence, and change management.
- Act as an escalation point for resolving in-scope issues within assigned allocation. Mentor and coach internal and external facilitation resources to drive territory success and career growth.
Director - Client Services
Armor Defense
06.2018 - 06.2021
- Company Overview: Armor Defense is a Managed Detection and Response Service provider headquartered in Texas and operating globally. Armor sits within the ST Telemedia family, which is wholly owned by Temasek.
- Responsible for prospecting new businesses, as well as maintaining strong business relationships with existing clients and business partners.
- Prepare commercial and technical service proposals, and ensure that such proposals are technically and commercially sound.
- Develop and maintain strong relationships with key business executives and other stakeholders in prospect and customer organizations.
- Work closely with the Sales Engineering, Customer Solutions, Order Management, Operations, and other key ecosystem team members to drive successful and meaningful customer experience.
Regional Director
Fidelity Information Services, FIS
4 2015 - 5 2018
- As a Regional Deal hub lead, I was responsible for leading and structuring large, complex deals for FIS.
- This includes structuring deals, developing end-to-end processes, change management, sales support, and leadership and coaching.
- Engage directly with the customer on commercial and contractual terms.
- Close commercial transactions: brief senior management and coordinate internal and customer stakeholders.
- Execute deal and competitive structures: maximize the value of opportunities consistent with FIS objectives and requirements.
Head of Bid Management - Asia Pacific, Middle East & Africa
BT Global Services
7 2014 - 3 2015
- The role demands managing and developing a Bid team that supports the account teams in delivering proposals to customers on time and to specification.n
- Influence bid/account strategy via data insights and analytics.
- Line management responsibility for the team of in-country, region, and sector Bid Managers.
- Play a pivotal role in shaping and delivering the vision for Bid Management in its drive for world-class performance.
- Responsible for developing end-to-end business case and commercial response for all proactive sales initiatives, RFPs, and RFIs supporting the customer's business/IT initiatives.
Manager - Deal Pursuit
Fuji Xerox
08.2009 - 10.2010
- Leading virtual deal teams to develop best-in-class Global Service proposals that will enable us to increase the number of profitable mega-deals we win in support of our global services led strategies and growth targets
Multiple Leadership Role (In India and Singapore)
Hewlett Packard
11.2000 - 8 2009
- Profit and Loss Analysis and Decision making on High-Volume and High-Dollar Deals, Strategic Consulting on price approvals, including business plan & sales strategy development
- Responsible for overseeing country financial planning and analysis activities (Revenue of over US$ 250 million a year)
- Ensure that actual monthly, quarterly, year to date performance have been reviewed and variances accounted for
Education
MBA - Strategy, Finance, Organizational Behavior and Leadership
The London School of Economics And Political Science (LSE)
London 05.2021 - 08.2021
MBA - Finance and Marketing
S P Jain School of Global Management
01.2006 - 01.2008
Bachelor of Commerce (BCom) - Commerce
Bangalore University
01.1997 - 01.2000
Skills
- Business Strategy and Operations
- Cross-functional Team Leadership
- Deal Pursuit Strategy
- Deal Pricing
- Business Transformation
Certification
Google Cloud Digital Leader
Timeline
MBA - Strategy, Finance, Organizational Behavior and Leadership
The London School of Economics And Political Science (LSE)
05.2021 - 08.2021
Director - Client Services
Armor Defense
06.2018 - 06.2021
Manager - Deal Pursuit
Fuji Xerox
08.2009 - 10.2010
MBA - Finance and Marketing
S P Jain School of Global Management
01.2006 - 01.2008
Multiple Leadership Role (In India and Singapore)
Hewlett Packard
11.2000 - 8 2009
Bachelor of Commerce (BCom) - Commerce
Bangalore University
01.1997 - 01.2000
Head of Deal Pursuit, Southeast Asia, India and Korea at Google Cloud
Google
7 2021 - Current
Regional Director
Fidelity Information Services, FIS
4 2015 - 5 2018
Head of Bid Management - Asia Pacific, Middle East & Africa
BT Global Services
7 2014 - 3 2015
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