Mrunal Patwa
Global Cloud & AI Strategy & GTM Leader
ex-AT&TCustomer‑focused Cloud & AI GTM leader with deep experience partnering directly with enterprise and mid‑market customers to drive adoption, accelerate time‑to‑value, and unlock complex cloud transformation scenarios.
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At Microsoft, I lead global Cloud & AI GTM and enablement initiatives that support high‑impact customer engagements, reduce adoption friction, and scale technical and sales readiness across the I bring an end‑to‑end perspective spanning product strategy, pricing and incentives, partner GTM, and customer execution — working closely with Sales, Product, Marketing, Engineering, and Partners to translate technology into clear business outcomes. Known for driving alignment across stakeholders, influencing senior leaders with customer insights, and building repeatable, customer‑centric GTM motions that deliver measurable growth and long‑term impact.
GTM Index
- MICROSOFTJOB
- Cloud & AI GTM Strategy &…1Y 9M
Cloud & AI GTM Strategy & Customer Success Lead
Microsoft
- Cloud & AI Business & GTM…3Y 3M
Cloud & AI Business & GTM Strategy Lead - WW Customer Success
Microsoft
- Led cross‑company programs to accelerate cloud consumption for top strategic customers, driving 20% product gap closure improvement. - Built partner‑led cloud consumption and attach motions, generating $5M+ incremental revenue in one quarter and reducing time‑to‑value by ~3 months. - Grew cloud VDI market share 15% YoY through joint customer success strategy and partner product architectures. - Delivered executive‑level insights on customer usage, pipeline, and trends, influencing product roadmap and GTM investment decisions.
- Cloud & AI Partner GTM Lead2Y 8M
Cloud & AI Partner GTM Lead
Microsoft
- Designed and led partner incentive programs driving $50M+ through‑partner Azure revenue and a 10% increase in partner profitability in one year. - Enabled 150% YoY partner‑influenced Azure revenue growth by launching scalable customer acquisition programs and guiding partners on Azure investments and profitable cloud business models. - Increased partner attach to cloud deals by 25% YoY by strengthening awareness of top Azure partners (Expert MSP, Advanced Specializations) across field sellers and customers. - Drove 15% YoY growth in Azure Marketplace adoption by launching targeted Marketplace incentives and simplifying partner offers for sellers and customers.
- AT&TJOB
- Product & Commercial Strat…1Y 4M
Product & Commercial Strategy Manager - SMB Fiber Broadband
AT&T
- Led pricing and vendor promotion strategy for the SMB Fiber Broadband portfolio, driving $15M in incremental market share within one year. - Enabled 10% QoQ digital sales growth by developing and delivering sales and partner‑ready product content and training across direct and indirect channels. - Launched customer service delivery enhancements to remove operational bottlenecks, reducing service lead times and improving CSAT. - Increased web and mobile channel penetration by streamlining digital purchase flows using analytics‑driven product positioning and journey optimization.
- CITIJOB
- Product Mgr - Cloud Platfo…9M
Product Manager - Cloud Platforms & Analytics
Citi
- Launched Citi’s first in‑house Data Analytics as a Service platform, delivering 10% annual IT cost savings and reducing reliance on high‑cost compute resources. - Enabled cloud migrations for core banking applications as part of IaaS offerings, driving 25% reduction in customer OPEX and improved CSAT. - Influenced product roadmap priorities by identifying critical feature gaps through customer feedback and usage insights. - Defined and operationalized unit economics, SLAs, and operating models for infrastructure platforms in partnership with product engineering and operations teams.
- ERICSSONJOB
- Customer Delivery Lead- En…1Y 11M
Customer Delivery Lead- Enterprise Software (Strategic Stretch Assignment)
Ericsson
- Drove incremental revenue through deployment of customer‑specific Big Data software solutions. Increased service delivery margins by 30% through strong execution and KPI‑driven delivery. - Maintained >75% customer satisfaction by exceeding delivery and performance commitments. - Identified and converted add‑on opportunities through strategic customer roadmap alignment, growing the sales funnel by 10%. - Renegotiated vendor support terms to cut issue resolution timelines by 20%.
- Strategic Account Mgr - Cl…3Y
Strategic Account Manager - Cloud, SDN & NFV
Ericsson
- Drove pipeline growth and portfolio expansion through strategic customer engagement, delivering 30% growth in services portfolio. - Led competitive RFP strategy and pricing differentiation, displacing incumbents and strengthening long‑term customer trust. - Closed $5M+ in software revenue through value‑based selling and complex contract negotiations. - Built executive‑level account plans and growth models to increase visibility and alignment across a $400M+ cloud and network solutions portfolio.
- SABRE AIRLINE SOLUTIONSJOB
- MBA Consultant - Product M…3M
MBA Consultant - Product Management & Strategy
Sabre Airline Solutions
- Built consumer behavior dashboards that shaped product strategy and executive decision‑making - Drove identification of 10 high‑impact feature gaps via benchmarking and field‑led customer insights - Secured a 20% funding uplift by prioritizing high‑ROI product investmentsI projects
- IBMJOB
- Program Mgr - Data Center…3Y 7M
Program Manager - Data Center Operations (Leadership Development Program)
IBM
- Selected for IBM’s flagship Leadership Development Program, completing rotational assignments across Southbury (CT), T.J. Watson Research Center (NY), and Dallas (TX). - Drove $200K+ cost savings through operational efficiency improvements and vendor governance. - Supported $10M+ in enterprise deals and led $1M+ infrastructure initiatives improving data center resilience to 99.995% uptime.
- VERIZONJOB
- Senior RF Eng1Y 2M
Senior RF Engineer
Verizon
- Optimized wireless network performance across assigned territory, reducing dropped calls and ineffective attempts to <1.5% and driving a 15% reduction in customer churn within six months. - Proactively resolved network equipment issues by analyzing call traffic anomalies and coordinating targeted field interventions to restore service reliability. - Expanded the cellular network footprint by 15% by leading high‑CAPEX initiatives including site activations, antenna upgrades, and in‑building coverage, while directing a team of 10 field technicians.
- CON EDISONJOB
- Electrical Eng Intern3M
Electrical Engineering Intern
Con Edison
Enhanced the power distribution of traffic management system in Manhattan/New York City by analyzing traffic distribution data and implementing optimization of data flows
- Job: Microsoft — Cloud & AI GTM Strategy & Customer Success Lead · 2025-01 – present · 1y 7mo
- Job: Microsoft — Cloud & AI Business & GTM Strategy Lead - WW Customer Success · 2021-10 – 2025-01 · 3y 3mo — - Led cross‑company programs to accelerate cloud consumption for top strategic customers, driving 20% product gap closure improvement. - Built partner‑led cloud consumption and attach motions, generating $5M+ incremental revenue in one quarter and reducing time‑to‑value by ~3 months. - Grew cloud VDI market share 15% YoY through joint customer success strategy and partner product architectures. - Delivered executive‑level insights on customer usage, pipeline, and trends, influencing product roadmap and GTM investment decisions.
- Job: Microsoft — Cloud & AI Partner GTM Lead · 2019-02 – 2021-10 · 2y 8mo — - Designed and led partner incentive programs driving $50M+ through‑partner Azure revenue and a 10% increase in partner profitability in one year. - Enabled 150% YoY partner‑influenced Azure revenue growth by launching scalable customer acquisition programs and guiding partners on Azure investments and profitable cloud business models. - Increased partner attach to cloud deals by 25% YoY by strengthening awareness of top Azure partners (Expert MSP, Advanced Specializations) across field sellers and customers. - Drove 15% YoY growth in Azure Marketplace adoption by launching targeted Marketplace incentives and simplifying partner offers for sellers and customers.
- Job: AT&T — Product & Commercial Strategy Manager - SMB Fiber Broadband · 2017-09 – 2019-01 · 1y 4mo — - Led pricing and vendor promotion strategy for the SMB Fiber Broadband portfolio, driving $15M in incremental market share within one year. - Enabled 10% QoQ digital sales growth by developing and delivering sales and partner‑ready product content and training across direct and indirect channels. - Launched customer service delivery enhancements to remove operational bottlenecks, reducing service lead times and improving CSAT. - Increased web and mobile channel penetration by streamlining digital purchase flows using analytics‑driven product positioning and journey optimization.
- Job: Citi — Product Manager - Cloud Platforms & Analytics · 2016-10 – 2017-07 · 9 mo — - Launched Citi’s first in‑house Data Analytics as a Service platform, delivering 10% annual IT cost savings and reducing reliance on high‑cost compute resources. - Enabled cloud migrations for core banking applications as part of IaaS offerings, driving 25% reduction in customer OPEX and improved CSAT. - Influenced product roadmap priorities by identifying critical feature gaps through customer feedback and usage insights. - Defined and operationalized unit economics, SLAs, and operating models for infrastructure platforms in partnership with product engineering and operations teams.
- Job: Ericsson — Strategic Account Manager - Cloud, SDN & NFV · 2013-08 – 2016-08 · 3y — - Drove pipeline growth and portfolio expansion through strategic customer engagement, delivering 30% growth in services portfolio. - Led competitive RFP strategy and pricing differentiation, displacing incumbents and strengthening long‑term customer trust. - Closed $5M+ in software revenue through value‑based selling and complex contract negotiations. - Built executive‑level account plans and growth models to increase visibility and alignment across a $400M+ cloud and network solutions portfolio.
- Job: Ericsson — Customer Delivery Lead- Enterprise Software (Strategic Stretch Assignment) · 2015 – 2016 · 1y — - Drove incremental revenue through deployment of customer‑specific Big Data software solutions. Increased service delivery margins by 30% through strong execution and KPI‑driven delivery. - Maintained >75% customer satisfaction by exceeding delivery and performance commitments. - Identified and converted add‑on opportunities through strategic customer roadmap alignment, growing the sales funnel by 10%. - Renegotiated vendor support terms to cut issue resolution timelines by 20%.
- Job: Sabre Airline Solutions — MBA Consultant - Product Management & Strategy · 2013-05 – 2013-08 · 3 mo — - Built consumer behavior dashboards that shaped product strategy and executive decision‑making - Drove identification of 10 high‑impact feature gaps via benchmarking and field‑led customer insights - Secured a 20% funding uplift by prioritizing high‑ROI product investmentsI projects
- Job: IBM — Program Manager - Data Center Operations (Leadership Development Program) · 2008-09 – 2012-04 · 3y 7mo — - Selected for IBM’s flagship Leadership Development Program, completing rotational assignments across Southbury (CT), T.J. Watson Research Center (NY), and Dallas (TX). - Drove $200K+ cost savings through operational efficiency improvements and vendor governance. - Supported $10M+ in enterprise deals and led $1M+ infrastructure initiatives improving data center resilience to 99.995% uptime.
- Job: Verizon — Senior RF Engineer · 2007-06 – 2008-08 · 1y 2mo — - Optimized wireless network performance across assigned territory, reducing dropped calls and ineffective attempts to <1.5% and driving a 15% reduction in customer churn within six months. - Proactively resolved network equipment issues by analyzing call traffic anomalies and coordinating targeted field interventions to restore service reliability. - Expanded the cellular network footprint by 15% by leading high‑CAPEX initiatives including site activations, antenna upgrades, and in‑building coverage, while directing a team of 10 field technicians.
- Job: Con Edison — Electrical Engineering Intern · 2006-05 – 2006-08 · 3 mo — Enhanced the power distribution of traffic management system in Manhattan/New York City by analyzing traffic distribution data and implementing optimization of data flows
- School: University of Texas at Dallas - Naveen Jindal School of Management — Master of Business Administration (MBA), General Management, Finance, Strategy
- School: Rensselaer Polytechnic Institute — BS, Electrical Engineering
Skills
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