Muralee Kanagaratnam
Perth,WA
Summary
Results-driven executive with forward-thinking approach cantered on company success and competitive growth. Demonstrated record of success in building successful teams and managing profitable operations.
Held various leadership positions with responsibilities across the Asia Pacific, Middle East, and South America regions. A strong foundation in executive level strategy, sales, channel management, partner relationships, marketing, operations, and finance. Notably, led successful business development initiatives, built and grown market-leading vendor portfolios, and cultivated a culture of innovation and high performance within organizations.
Overview
23
23
years of professional experience
Work History
Channel Sales Leader (T&C) – APJ
Amazon Web Services
05.2023 - Current
- Stretch role responsible for driving training sell-thru motions with AWS Partners (GSI & SI) in APJ.
- Built mechanism to identify and convert $50M+ incremental pipeline via Partner Private Pricing Agreement (PPA) attach, Partner Migration attach and inclusion into Strategic Collaboration Agreements.
- Collaborate with AWS Partner Sales, Partner Development and Partner Core as T&C APJ conduit.
- Support partners across Commercial and Public sector customers on workforce/ human capital transformation.
- Led cross-functional teams to achieve company-wide goals, fostering culture of collaboration and innovation..
Enterprise, Global and GFS Lead – T&C ASEAN
Amazon Web Services
02.2021 - Current
- Responsible for Business Development of top 20 largest Enterprise, Global and Global Financial Services (GFS) customers in ASEAN.
- Collaborate with regional Strategic Account Managers to help their customers develop AWS skills and deliver $2M+ in ARR.
- Build C-level relationships and drive engagements to help uplift utility usages across all accounts driving increase in 20%+ downstream impact.
- Develop and execute mechanisms to deeply understand needs, gaps, and opportunities within customers.
- Collaborate with AWS sales leaders (country and regional) and AWS Partner Network.
Head of Business Development – T&C ASEAN
Amazon Web Services
08.2020 - 02.2021
- Led a team on 10+ BDMs and responsible for setting and executing AWS' Training & Certification (T&C) sales strategy in ASEAN.
- Built and executed 45-day plan in first 2 weeks that delivered impact achieving >50% of annual number in Q4.
- Executive sponsor for all C-level engagements with Public Sector/ Commercial customers and Account teams.
- Forged key stakeholder relationships internally with sales, finance, marketing, legal, operation leaders.
- Drove cultural shift from reactive service model to strategic sales co-sell motion.
Director, Offer Management & Strategy
Schneider Electric
04.2018 - 05.2020
- Responsible for ~$600M SGD via both direct and consulting/partner ecosystem (sales of UPS solutions).
- Responsible for creating and executing the Home & Business Networks (HBN) / Edge strategy.
- Led 10+ high-performing direct reports by providing mentorship, guidance, and opportunities for professional growth.
- Line of Business (LoB) leader for International markets (APJC, India, MEA, Caribbean, South America and Chia (from 2019).
- Work with direct and indirect teams to deliver on strategy and programs to help sales in market.
- Member of Global Leadership team in charge of driving innovation.
- Subject matter expert to help with positioning of power management and “On-premise vs Cloud”.
General Manager – Channels, Alliances & Operations Pacific
Schneider Electric
02.2015 - 03.2018
- Responsible for APC by Schneider Electric's partner sales strategy across Pacific (Australia & New Zealand).
- Led team of 50+ (12 direct BDMs, 40 indirect Operations team in Cavite, Philippines).
- Budget responsibility of $60M AUD through alliance, consulting and services partners/customers.
- Grew market share by 32% in 3 years to market leader of 33%.
- Executive sponsor into strategic Global/ System Integrators (G/SI) and Alliance partners.
- Member of zone Senior Leadership Team (SLT) responsible for setting vision and strategy.
- Regular cadence with key stakeholders with respect to people, financial (P&L) performance, marketing, strategic planning, operations, risk management and business reviews.
Head of Channel Sales A/NZ
Adobe
12.2013 - 01.2015
- Lead Adobe's regional channel sales team and strategy in Australia and New Zealand (A/NZ).
- Led team of 9 Channel Account Managers in Enterprise and Retail.
- Budget responsibility of over $100M AUD across all routes to market, with focus on SMB sales.
- Transformational leader in Adobe's aggressive transition to cloud and implemented corrective actions to resolve concerns.
- Implemented Customer Lifecycle Management (CLM) strategy to support subscription model.
- Member of APAC channel leadership with advisory role into global headquarters/executives.
Distribution Channel Manager A/NZ
Adobe
03.2013 - 12.2013
- Responsible for Adobe's Distribution strategy for Australia and New Zealand.
- Managed 5 distribution partners across Australia and New Zealand with $40M portfolio.
- Streamlined distribution and responsible for moving Australia and New Zealand respectively to single distribution model.
- Member of A/NZ channel leadership and acting Head of Channels during sabbatical.
Branch (Regional Sales) Manager
Express Data (Dimension Data Group)
02.2012 - 03.2013
- Manager of mangers, led sales team of 15 (8 direct Sales Manager, Enterprise/Mid-Market/SMB Account Managers and 7 indirect Coordinators).
- Overall responsibility for Profit and Loss (P&L) of NSW region of $175M.
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships with Microsoft, Oracle, Cisco, Good Technology, SAP, Autodesk, CA, M86 Security, APC, Novell, Telstra, RSA, Wyse, ShoreTel, StorageCraft, Bluefire, Insentra, Plantronics, Symantec, Adobe and Citrix.
Vendor Alliances Manager – Software
Express Data (Dimension Data Group)
08.2010 - 02.2012
- Lead business unit of 11 Product Managers and their respective software vendor portfolios
- Developed long-term strategic partnerships with key vendors, enhancing collaboration and creating mutual benefits with Microsoft, Oracle, Symantec, IBM, Adobe, Citrix, SAP, Autodesk, CA, M86 Security and Novell.
Sales Manager – Business Development
Express Data (Dimension Data Group)
08.2010 - 02.2012
- Provide leadership and coaching to team of 22 national (Australia) Business Development Managers.
- Increased sales revenue by developing and implementing effective sales strategies with overall revenue managed of $500M+.
- Managed key accounts with strategic planning and relationship building, resulting in increased customer loyalty and repeat business with Microsoft, Oracle, Cisco, Citrix, Adobe, RSA, APC, Telstra and Hitachi Data Systems (HDS).
National BDM – Virtualization
Express Data (Dimension Data Group)
12.2006 - 09.2008
- Developed, executed and manage Virtualization strategy for Express Data nationally.
- Identified new market opportunities, analyzing industry trends and competitor activities to gain majority market share of 60%+.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit with Citrix, Microsoft and Wyse.
Education
Transforming Schneider Leadership – Innovation (Executive) -
INSEAD
France02.2017
MBA -
Macquarie Graduate School of Management (MGSM)
Australia01.2010
Bachelor of Engineering
University of Technology, Sydney (UTS)
Australia01.2003
Skills
- Motivating Teams
- Data-driven decision-making
- Profit & Loss
- Continuous improvements
- Influencing Others
- Coaching abilities
- Effective Decision Making
- Operational Excellence
- Customer Focus
- Strategic Visioning
- Financial Acumen
- Executive Presence
- Talent Development
- Organizational Leadership
- Business Development
- Strategic Partnerships
Accomplishments
- Founder – Expats Give Back (Singapore/ Australia)
- 10x Ignite Finalist (Amazon)
- ARN Emerging Leader Finalist
- ARN Sales Excellence Award Finalist
- Scholarship (Telecommunications Engineering) – University of Wollongong
- Dean's List (UTS) – Outstanding Academic Performance
- Board of Directors – Ondru (Charitable Organization)
- CompTIA/ Engineers Australia/ Sydney City Chambers
Timeline
Channel Sales Leader (T&C) – APJ
Amazon Web Services
05.2023 - Current
Enterprise, Global and GFS Lead – T&C ASEAN
Amazon Web Services
02.2021 - Current
Head of Business Development – T&C ASEAN
Amazon Web Services
08.2020 - 02.2021
Director, Offer Management & Strategy
Schneider Electric
04.2018 - 05.2020
General Manager – Channels, Alliances & Operations Pacific
Schneider Electric
02.2015 - 03.2018
Head of Channel Sales A/NZ
Adobe
12.2013 - 01.2015
Distribution Channel Manager A/NZ
Adobe
03.2013 - 12.2013
Branch (Regional Sales) Manager
Express Data (Dimension Data Group)
02.2012 - 03.2013
Vendor Alliances Manager – Software
Express Data (Dimension Data Group)
08.2010 - 02.2012
Sales Manager – Business Development
Express Data (Dimension Data Group)
08.2010 - 02.2012
National BDM – Virtualization
Express Data (Dimension Data Group)
12.2006 - 09.2008
Transforming Schneider Leadership – Innovation (Executive) -
INSEAD
MBA -
Macquarie Graduate School of Management (MGSM)
Bachelor of Engineering
University of Technology, Sydney (UTS)
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