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Ashwani Sharma
Director-level Customer Success & GTM leader specializing in Cloud, AI, and Enterprise SaaS
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About
Commercial/GTN leader with GCP experience managing multi-year, multi-megawatt AI/GPU infrastructure commitments, owning segment P&L and governance for take-or-pay/reserved capacity. Drove a major client partnership scaling ARR from $50M to $100M in 18 months by aligning Product/Engineering, GTM, and infra teams and building flexible, margin-protective commercial structures. Known for speeding hyperscaler procurement/security reviews (FedRAMP/SOC2, IAM, data residency) and operationalizing multi-region delivery with landing zones and IaC.
Experience
Education
Key Strengths
- Scaled ARR from $50M to $100M in first 18 months of a 5-year commitment
- Structures multi-year GPU/capacity deals beyond credits into value-driven frameworks
- P&L ownership with margin-protective incentives (volume discounts, milestone credits)
- Builds governance to manage consumption vs commitment gaps for reserved capacity/take-or-pay
- Exec-level relationship building by translating capacity decisions into P&L/ARR impact
- Accelerates procurement/security cycles (reported 30% faster) via pre-approved security architecture packages
- Aligns multi-region delivery with feasibility reviews, capacity reservation gating, and operational landing zones using IaC
- Applies FinOps practices (tagging/monitoring) to manage multi-year spend and underutilization risk
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