What role(s) are currently open on your team and where are they based?
Two roles and ideally both will be based at BSN HQ in Santa Clara. The first role is Director Business Development, WW Channels, which will be dedicated to defining and managing our reseller channel strategy, programs recruitment and developing and building Big Switch’s channel model.
The second role is Director Business Development, Strategic Partners, managing and growing the business of a large, strategic GTM partner of the company. For Big Switch -- strategic alliances are critical to our success, as we are primarily channel and partner driven. We go-to-market with large, strategic partners like Dell, are exploring other strategic partnerships and we are actively building out a global channel program.
Why should a prospective employee consider Big Switch if she/he is looking for a new opportunity? What makes the company unique?
Big Switch is a rapidly growing company, in a hot space within networking. This company will offer substantial career growth opportunities. Both roles are about helping Big Switch build something from scratch, if you are excited and motivated to build something new -- being involved from ideation to strategy to execution, at a global level, this is the role of a lifetime for you.
What would you consider to be the advantage(s) for a prospective employee choosing between an opportunity at a smaller company, like Big Switch, or a larger company with more market share?
In both roles, whoever steps into either will shape and define the role, from the strategy to the team, it’s yours to build. The impact these roles will have on Big Switch are significant, rather than just being one out of 50 working on the same thing, you’ll be leading and doing it all. Both roles offer expedited career growth -- as the company grows, the opportunity to build your career and grow with the company will be yours for the taking.
Can you tell me about your team, your management style?
My management style is hands-off, I believe in working with you to define overall strategy and set expectations about the results and timelines, but I don’t believe in micromanaging the team. I expect things to get done, but at same time, I have an open door and if you have a problem, bring it to me, ask for help when you need it. My goal is to help make you successful because it’s the only way the company is successful.
What do you think the biggest challenge(s) for a prospective employee stepping into the Biz Dev / Alliance team might be?
The biggest challenge is that you will be expected to do a lot with fewer resources than you may be used to, if you’re coming from a larger company. You will be expected to wear multiple hats and you won’t be able to dump something on someone else. If you see a problem, expect to own the problem to resolution. There will be people to help you but don’t expect to see the problem and pass it off.
Who would do well at Big Switch? What sort of disposition and experience are you looking for?
Someone who can see the bigger picture, but also can see the nitty-gritty details necessary for success in partnerships and relationships and be willing to work the details. If you can create the strategy, define the multiple steps needed to execute and then roll up your sleeves and execute it, you will be successful.
What does the next 12 months look like for Big Switch? What are you most excited about?
I am most excited about exponentially growing our business through existing and new GTM strategies in the BD group. The next 12 months is about Big Switch growth through existing and new partnerships at a global level. I am also excited about creating a world class partner and channel program.
For a candidate interviewing for an open role on the your team, what advice would you offer them?
Be driven, be aggressive, demonstrate that you can thrive in a small, fast paced environment. I am looking for someone with experience in building the channel, from OEMs to re-sellers to distributors, the right person will have a deep understanding of a channel and partner driven sales model. On the channel side, the right candidate may not have a networking background and that’s OK, but the right candidate will have experience in high tech -- anything in the data center infrastructure space would apply and be ideal. For the strategic partner management role, for the person to be really successful, we need someone with networking experience and pre-existing relationships.
Parting shot(s) for prospective candidates?
Both roles will have global responsibilities from the get-go, and as the company and business both grow, you’ll be empowered to build a team, you’ll go from an individual contributor to managing a full team rather quickly. As this thing grows, they’ll all report to you.
If this sounds like the place you want to be, we want to hear from you. Please reach out to firstname.lastname@example.org with cover letter / resume, or submit for an open role at: http://bigswitch.theresumator.com/
Susheel Chitre leverages his more than 20 years of business development and sales experience in the networking and data center industry to build Big Switch's ecosystem of OEM, Channel and Technology partnerships. Most recently, Susheel was the VP of Business Development at Embrane, acquired by Cisco in 2015. Before that, as Director of WW channels at Cisco he was responsible for Cisco's global OEM business development and their Cloud Go To Market partner strategy and programs. Prior to Cisco, Susheel was at Andiamo Systems driving their partnership and business development efforts with all major storage vendors and technology and ISV partners. He has held various roles from systems engineering, sales and strategic alliances in the data center space with Cray Research, Silicon Graphics and Brocade. Susheel holds MBA from the University of Chicago-Booth School of Business, an M.S in mechanical engineering from the University of Illinois at Chicago and a B.S in mechanical engineering from the MS University of Baroda, India.