Rohit Goyal

San Francisco3.1k followers

Zscaler

ex-Amazon Web Services (AWS)

ex-Nutanix

Enterprise GTM Leader focused on revenue, adoption, and execution with a bias toward solving ambiguous I build and scale enterprise go-to-market systems for cloud security, compute, and digital experience platforms.
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My work sits at the intersection of product truth and field reality, translating complex systems into positioning, enablement, and repeatable What differentiates my approach is When something “isn’t working,” I do not treat it as a messaging I treat it as a systems Recently, I took vague feedback around an AI-assisted product and broke it down operationally by mapping workflows, telemetry structure, and interaction patterns to isolate where variability was introduced. The outcome was not just better messaging. It was a structured usage framework that improved demo consistency, troubleshooting clarity, and field I am drawn to work where:• The signal is unclear• The feedback is noisy• The path forward is not obviousThat is where structured thinking creates ⸻🔹 Proven ResultsStartup exits and IPOCore GTM contributor through two acquisitions and one IPO, scaling product marketing, sales enablement, and competitive strategy during high-growth Enterprise compute and cloud platformsLed GTM for large-scale compute services, using weekly operating reviews and measurable metrics to drive prioritization and Security and digital experienceOwned GTM strategy and field enablement for enterprise security and monitoring platforms, improving adoption and increasing win rates by more than 25 ⸻🔹 AI as an Operating LeverI use AI daily, but not as a I use it to:• Stress-test positioning frameworks before customer validation• Build structured playbooks that reduce ambiguity in the field• Pressure-test adoption paths and scenario-plan GTM risks• Prototype clearer ways to explain complex systemsAI reduces low-value execution It increases the time I spend on judgment, structure, and ⸻🔹 How I OperateI build GTM systems that are:• Structured• Measurable• Repeatable• Usable by real teamsI listen closely to customers and I review results I adjust AI supports this approach. It does not replace If you are building enterprise platforms where the story is complex and adoption requires clarity, I am always open to a conversation.

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GTM Index

ZSCALERJOB
1. Senior Dir PMM
  2Y 2M
2. Dir of PMM
  2Y 2M
AMAZON WEB SERVICES (AWS)JOB
1. Principal GTM, Compute
  1M
2. Sr. GTM, Compute
  1Y 5M
NUTANIXJOB
1. Dir of PMM
  2Y 2M
2. Senior PMM
  2Y 6M
VEXATAJOB
1. Senior PMM & Technical Mktg
  1Y
DELL TECHNOLOGIESJOB
1. Group Technical Mktg Mgr
  3M
MAGINATICS,JOB
1. Technical Mktg Mgr (Acquir…
  9M
2. Systems Eng Mgr - Western…
  1Y 3M
GOODWINJOB
1. Sr. Network Eng
  3Y 8M
FIDELITY INVESTMENTSJOB
1. Principal Network Eng
  1Y 11M
CYPRESS SEMICONDUCTOR CORPORATIONJOB
1. Senior Systems Administrator
  11M
SMAL CAMERA TECHNOLOGIESJOB
1. Network Administrator (Acq…
  3Y 11M

Job: Zscaler — Senior Director Product Marketing · 2024-08 – present · 2y — Promoted to Sr. Director of Product Marketing, expanding ownership of Zscaler’s DEM marketing strategy while collaborating with Product, Sales, Product Sales Specialists, Core Marketing, Business Development, and GSI teams to drive market adoption, pipeline growth, and product innovation. Key GTM & Marketing Initiatives: •Strategic GTM & Pipeline Analysis → Deliver weekly pipeline analysis with clear GTM insights, optimizing demand generation, sales execution, and customer adoption. •Customer Workshops & Product Influence → Host monthly customer workshops to educate users, test messaging, and capture product feedback, ensuring insights drive product roadmap enhancements. •Sales Enableme…
Job: Zscaler — Director of Product Marketing · 2022-05 – 2024-07 · 2y 2mo — GTM Strategy | Sales Enablement | Digital Experience Monitoring | Cloud Security •Drive global GTM strategy for Digital Experience Monitoring (DEM) and cloud security solutions, increasing enterprise adoption by 40% YoY. •Develop persona-driven messaging frameworks for CISOs, IT Ops, DevOps, and Engineering leaders, strengthening competitive positioning. •Enable sales teams with battle cards, competitive analysis, and objection-handling playbooks, leading to a 25% higher win rate in competitive deals. •Execute targeted ABM and segmentation strategies, improving demand-gen performance and increasing conversion rates by 30%. •Collaborate cross-functionally with Product, Engineering, and…
Job: Amazon Web Services (AWS) — Principal GTM, Compute at Amazon Web Services (AWS) · 2022-04 – 2022-05 · 1 mo — Accelerated Promotion: Principal GTM in Just 1 Year (vs. Typical 2+ Years) Promoted to Principal GTM at AWS Compute within one year—a fast-track promotion in a role that typically takes 2+ years to attain. Achieved this by delivering high-impact GTM execution, strategic partner expansion, and revenue growth, resulting in a 6-pager of achievements in under 12 months. Expanded Scope & Strategic Focus: •Leading Compute Optimization for Enterprises → Driving solution-oriented workflows that automate compute, network, and storage configurations, enabling faster customer deployments with pre-configured best practices. •One-Click Deployment for Research Personas → Spearheading initiatives to s…
Job: Amazon Web Services (AWS) — Sr. GTM, Compute · 2020-10 – 2022-03 · 1y 5mo — GTM Strategy | Customer & Partner Growth | Sales Enablement | ISV & Reseller Ecosystem •Owned full GTM strategy for Amazon Lightsail, driving revenue growth across top customers, key segments, and vertical solutions. •Developed a customer journey through ISV partnerships, collaborating with strategic customers, ISVs, and resellers to scale adoption and expand market reach. •Redefined segmentation strategy based on customer insights and market research, optimizing scale motions through reseller (distributor) channels with limited resources. •Led global sales enablement, delivering content, training, and multi-service solutions across segments and regions to enhance seller effectiveness a…
Job: Nutanix — Director of Product Marketing · 2018-08 – 2020-10 · 2y 2mo — GTM Strategy | AI & IoT Marketing | ABM | Partner & Ecosystem Growth | Digital & Analyst Relations •Led GTM strategy for commercial sales across all products, defining segmentation strategies for SMB vs. mid-market to increase deal size and velocity. •Drove ecosystem expansion by partnering with alliances and global system integrators (GSIs) to unlock new enterprise opportunities and accelerate pipeline growth. •Incubated an AI/IoT startup within Nutanix, leading all marketing functions independently of core teams to establish a new revenue stream. •Managed and executed a $1M+ annual marketing budget, delivering high-impact campaigns, events, analyst relations, digital ads, and social p…
Job: Nutanix — Senior Product Marketing Manager · 2016-02 – 2018-08 · 2y 6mo — GTM Strategy | Analyst Relations | Event Marketing | Security & Storage | Community Engagement •Led efforts for the 2018 Forrester Wave for Hyperconverged Infrastructure (HCI), positioning Nutanix as a Leader through strategic analyst engagement and competitive differentiation. •Successfully managed three Nutanix .NEXT user conference breakouts, coordinating 100+ speakers and 70+ sessions, achieving an attendee satisfaction score of 90%+. •Owned product marketing strategy across multiple Nutanix offerings, including hardware platforms, security, object storage, and a community edition of Nutanix hyperconverged software, driving awareness and adoption.
Job: Vexata — Senior Product Marketing Manager & Technical Marketing · 2015-01 – 2016-01 · 1y — GTM Strategy | Analyst Relations | Sales & Partner Enablement | Storage & Virtualization | Competitive Intelligence •Collaborated with industry analysts to refine Vexata’s market positioning, ensuring differentiation in the high-performance storage space. •Developed the corporate presentation with high-value messaging aligned to key buyer personas, improving sales and marketing effectiveness. •Led sales and alliance partner training on value propositions, competitive positioning, and storage workload optimization, enhancing field readiness. •Researched VMware VDI workloads (Composer, Snapshots, Linked Clones, Automatic Pools) to identify potential target market segments for high-perform…
Job: Dell Technologies — Group Technical Marketing Manager · 2014-10 – 2015-01 · 3 mo — Cloud Storage | Technical Enablement | Product & Field Marketing | M&A Integration •Served as a cloud domain expert, providing technical guidance to EMC’s product and marketing teams to enhance messaging and go-to-market strategies. •Led technical marketing integration efforts between Maginatics and EMC, ensuring seamless alignment of product positioning, messaging, and sales enablement post-acquisition. •Developed video assets and technical content for field enablement and customer education, improving adoption and sales effectiveness.
Job: Maginatics, Inc — Technical Marketing Manager (Acquired by EMC) · 2014-01 – 2014-10 · 9 mo — Cloud Storage | Technical Enablement | Product Integration | Backup & Disaster Recovery | Multi-Cloud •Developed a key integration video showcasing Networker and Cloud Object Storage, directly contributing to the successful acquisition of Maginatics by EMC. •Refined messaging and positioning to align with Storage Admin and Backup Application Admin buyer personas, improving market fit and sales engagement. •Created high-impact marketing collateral, including presentations, sizing tools, joint whitepapers, and video demos, in collaboration with partners such as EMC Atmos, Cleversafe, Scality, AWS (S3, EC2, ELB, Route 53, VPC), Google Compute Engine/Cloud Storage, and SwiftStack. •Produced…
Job: Maginatics, Inc — Systems Engineering Manager - Western Region (Acquired by EMC) · 2012-10 – 2014-01 · 1y 3mo — Pre-Sales Engineering | Cloud Storage | Software-Defined Data Centers | Enterprise GTM | Customer Engagement •First Systems Engineer hire at Maginatics, establishing the pre-sales function and technical proof-of-concept (POC) strategy for high-growth Bay Area technology companies. •Led strategic POCs with IT networking, infrastructure, and cloud personas, demonstrating the technical and business value of MagFS in software-defined data centers and cloud storage environments. •Secured the company’s first purchase order (PO), validating product-market fit and driving initial revenue. •Engaged with direct customers, partners, and OEMs to position MagFS as a secure, scalable cloud storage so…
Job: Goodwin — Sr. Network Engineer · 2008-09 – 2012-05 · 3y 8mo — Enterprise Network Infrastructure | Security & Intrusion Prevention | MPLS & WAN Optimization | Cisco & Checkpoint Led network design, deployment, and management for a 2,000-person global law firm across 10 U.S. and 2 international offices. Managed vendor relationships, contract negotiations, and procurement to optimize network investments. Developed and controlled the annual IT budget, ensuring cost-efficient project execution. Key Infrastructure & Security Projects: •Next-Gen Switching Infrastructure: Designed and deployed a Cisco-based switching architecture across major U.S. offices, improving network performance and resilience. •Intrusion Prevention System (IPS): Implemented a glob…
Job: Fidelity Investments — Principal Network Engineer · 2006-09 – 2008-08 · 1y 11mo — Enterprise Network Architecture | MPLS & Routing Protocols | Security & Compliance | Firewall Design Led network design and implementation for Probuild, a $7B private equity investment under Fidelity Investments. Designed and integrated 500+ U.S. locations into a private MPLS, ensuring secure, redundant, and scalable connectivity while enhancing performance. Key Projects & Achievements: •MPLS Network Integration: Led network design and integrated 500+ locations into a private MPLS, improving connectivity, security, and uptime. •Firewall Security Architecture: Designed and implemented front-end and back-end firewalls, strengthening Probuild’s network security posture. •High-Availability…
Job: Cypress Semiconductor Corporation — Senior Systems Administrator · 2005-09 – 2006-08 · 11 mo — Network & Systems Administration | Remote Monitoring | IT Infrastructure | Google Search Appliance •Managed network operations across Mississippi, Kentucky, Vermont, Pennsylvania, Texas, Arizona, and the Cambridge Design Center, ensuring high availability and performance. •Led the global implementation of the Google Search Appliance for Cypress worldwide, optimizing enterprise search and data accessibility. •Configured and deployed Nagios for remote monitoring and proactive issue resolution, implementing automated escalation procedures to enhance system uptime and reliability. Provided critical IT infrastructure support, ensuring scalability, stability, and optimized system performance…
Job: SMaL Camera Technologies — Network Administrator (Acquired by Cypress Semiconductor) · 2001-09 – 2005-08 · 3y 11mo — Email Security | Network Administration | Documentation & Process Optimization •Led a hardware mail relay project, successfully reducing spam and virus threats through enhanced email security measures. •Developed detailed upgrade procedures and Visio network diagrams, streamlining future system enhancements and troubleshooting. •Achieved a 97% spam rejection rate, with only 1.7% of emails successfully delivered, as validated by appliance data and positive customer feedback. Delivered secure and efficient email infrastructure, improving email reliability, security, and overall IT efficiency.
School: Worcester Polytechnic Institute — BS, Management Information Systems, General

Skills

Go-to-Market StrategyNetwork EngineeringNetwork Monitoring ToolsCloud ComputingDisaster RecoveryData CenterActive DirectoryEnterprise SoftwareDistributed SystemsIntegrationStorageVMwareSecuritySystems EngineeringVirtualizationProduct ManagementArtificial Intelligence (AI)ManagementNetworkingLinux

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Rohit Goyal

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