Sai Srinivas Gopalan
COO | ex-Google | ex-McKinsey | GTM Strategy & Operations | Scaling Businesses
ex-GoogleI lead Strategy, Sales Operations and Business Development for Google Cloud across our North Americas Business and am part of the North Americas Senior Leadership Team.
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In this role, I drive our GTM / sales strategy, key strategic initiatives, organization blueprint, sales operations, unlock early customer conversations and build pipeline at scale to grow our business. I lead a team of 125+ people. Before this, I led Sales Strategy and Sales Operations for Google Cloud for APAC and helped scale the APAC business 30X in 3 years. Prior to this, I led multiple roles across our Advertising Business and helped scale our YouTube business as well as drive overall strategy for our large advetiser segments across APAC and Japan. Before this, I was a Senior Engagement Manager at McKinsey & Company's Singapore office. I worked at McKinsey for 6 years and was a core member of McKinsey’s Asian Financial Institutions (FIG) and Business Technology practices. During this period, I focused on serving banks and insurers, across Southeast Asia, India, Europe and Japan, across multiple functional areas including strategy, operations, M&A and on leveraging technology to drive business growth. Prior to McKinsey, I worked as a Consultant with Reuters Asia Pte Ltd's financial / technology consulting division where I worked on pre-sales, functional consulting and project delivery of Reuters' treasury trading and Enterprise Application Integration (EAI) products Specialties: Enterprise IT, Sales Strategy, Sales Operations, Branding, Digital/ Digital Advertising, Online Video, Retail Banking Strategy, Banking Operations, Banking Organization design, Technology-enabled growth strategies, IT strategy and governance
GTM Index
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Lead business strategy, operations and business development within Google Cloud (COO) for the North Americas Cloud Business Business has a large field organization of X,000+ and $XXB in revenues, across the entire product set of Google Cloud. Directly report to the North Americas President and Business Leader. Business includes all vertical teams/strategic accounts, large enterprises, and mid-market/ corporate accounts. Member of North Americas Senior Leadership Team | Enabled $XXB Cloud business scaleup in 2 years | Unlocked early customer conversations and drove $XB+ qualified pipeline creation | Built and lead a 125+ member team. Key responsibilities 1. Define and drive Go-To-Market (G…
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Shape YouTube APAC go-to-market strategy and operational plans to drive transformational revenue growth in the region Influence global product strategy and product roadmaps with a clear view of APAC client / agency / sales needs (incl. articulating and prioritizing asks across 15 countries, building robust business cases aligned with APAC strategy/ market opportunities, engaging / influencing key global product stakeholders) Engage on a regular basis with senior global stakeholders and APAC Senior Management Group (VP, Country Directors) to evaluate progress vs. strategy and gain support for strategic initiatives / sales programs Designed and drove key sales / product adoption initiative…
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Led initiative to redefine APAC large customer segment sales and service model (client coverage/ service model, specialization) Supported VP of APAC/ Senior Sales Leadership on multiple business management topics – APAC 3-year aspiration, Annual planing, Objectives and Key Results (OKR) setting, Quarterly Business Reviews Led development of Japan 3-year sales strategy and priorities – worked with a cross-functional team across sales, product, finance organizations Acted as Chief of Staff / COO to Director of APAC Product Commercialization Organization on driving overall management agenda, cadence, cross-cutting initiatives, business management
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Core member of McKinsey’s Asian Financial Institutions (FIG) and Business Technology practices. Focused primarily on financial services institutions across Asia and Europe and worked on functional areas ranging from strategy and organization design to operations and business technology. Example engagements: - Led engagement with retail banking arm of leading Asian emerging markets bank to develop bottom-up banking revenue pools for 10 countries, define their 5-year strategic vision and redesign their corporate center organization - Led 10-member international team in conducting performance diagnostic of a bank’s Korean retail banking franchise and proposing improvement actions - Led Post Me…
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- Job: Google — Managing Director, North America Cloud GTM Strategy, Operations and Business Development · 2021-10 – 2023-07 · 1y 9mo — Lead business strategy, operations and business development within Google Cloud (COO) for the North Americas Cloud Business Business has a large field organization of X,000+ and $XXB in revenues, across the entire product set of Google Cloud. Directly report to the North Americas President and Business Leader. Business includes all vertical teams/strategic accounts, large enterprises, and mid-market/ corporate accounts. Member of North Americas Senior Leadership Team | Enabled $XXB Cloud business scaleup in 2 years | Unlocked early customer conversations and drove $XB+ qualified pipeline creation | Built and lead a 125+ member team. Key responsibilities 1. Define and drive Go-To-Market (G…
- Job: Google — Director, North America Cloud GTM Strategy, Sales Operations and Business Development · 2021-01 – 2021-11 · 10 mo
- Job: Google — Director and Head - APAC Cloud Go to Market Strategy and Operations · 2017-02 – 2020-12 · 3y 10mo — COO to the APAC Cloud Business | Enabled a 30X revenue scaleup (to $XXXM) and 20X organization scale-up (sales, professional services, technical sales teams) in 3 years | Built and led a 35 member team | Led all aspects of GTM strategy, strategic planning, driving the rhythm of business, resource allocation, organization blueprinting and running day to day operations
- Job: Google — Head of Brand Products, APAC · 2015-01 – 2017-01 · 2y — Shape YouTube APAC go-to-market strategy and operational plans to drive transformational revenue growth in the region Influence global product strategy and product roadmaps with a clear view of APAC client / agency / sales needs (incl. articulating and prioritizing asks across 15 countries, building robust business cases aligned with APAC strategy/ market opportunities, engaging / influencing key global product stakeholders) Engage on a regular basis with senior global stakeholders and APAC Senior Management Group (VP, Country Directors) to evaluate progress vs. strategy and gain support for strategic initiatives / sales programs Designed and drove key sales / product adoption initiative…
- Job: Google — APAC Head of Sales Strategy, APAC Sales Strategy and Initiatives Manager · 2012-11 – 2014-12 · 2y 1mo — Led initiative to redefine APAC large customer segment sales and service model (client coverage/ service model, specialization) Supported VP of APAC/ Senior Sales Leadership on multiple business management topics – APAC 3-year aspiration, Annual planing, Objectives and Key Results (OKR) setting, Quarterly Business Reviews Led development of Japan 3-year sales strategy and priorities – worked with a cross-functional team across sales, product, finance organizations Acted as Chief of Staff / COO to Director of APAC Product Commercialization Organization on driving overall management agenda, cadence, cross-cutting initiatives, business management
- Job: XA Network — Member · 2020-11 – 2021-07 · 8 mo — Formerly known as Xoogler Angels, Technology leaders investment network with the mission of providing smart capital to startups in Southeast Asia.
- Job: McKinsey & Company — Engagement Manager · 2004-05 – 2012-11 · 8y 6mo — Core member of McKinsey’s Asian Financial Institutions (FIG) and Business Technology practices. Focused primarily on financial services institutions across Asia and Europe and worked on functional areas ranging from strategy and organization design to operations and business technology. Example engagements: - Led engagement with retail banking arm of leading Asian emerging markets bank to develop bottom-up banking revenue pools for 10 countries, define their 5-year strategic vision and redesign their corporate center organization - Led 10-member international team in conducting performance diagnostic of a bank’s Korean retail banking franchise and proposing improvement actions - Led Post Me…
- Job: Thomson Reuters — Treasury Consultant · 2003-01 – 2004-05 · 1y 4mo — Pre-Sales/Implementation/Project Management for treasury solutions for automating FX corporate/retail transactions and branch connectivity.
- Job: Thomson Reuters — Enterprise Application Integration Consultant · 2001-06 – 2002-12 · 1y 6mo — Designed and implemented EAI Solutions with TIBCO technology. Worked extensively with TIBCO ActiveEnterprise, Business Process Management (TIBCO BPM), Portals (TIBCO PortalBuilder) and Messaging (TIBCO Rendezvous).
- Job: Thomson Reuters — Software Engineer · 2000-06 – 2001-05 · 11 mo — Software development of financial solutions for FX and equities trading. Design and development of adapters using TIBCO technology between frontoffice and backoffice systems.
- Job: Anaplan — SVP Go-to-Market (GTM) Operations · 2023-07 – 2025-03 · 1y 8mo
- Job: Palo Alto Networks — VP, Cortex and Cloud · 2025-09 – present · 11 mo
- School: University of Pennsylvania - The Wharton School — MBA, Finance
- School: National University of Singapore — B.Engg, Electrical Engineering
- School: PSBB
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