Bimala Tanner Email & Phone Number

San Diego Metropolitan Area

Global cross functional leadership role inclusive of Sales, Pre-Sales SE, Professional Services, Customer Success, Sales Ops, and Partners. Success at Scale: designed, built and operationalized global success at scale processes, tools and operations. Transitioning 90% of customers from traditional CS to self service and account team based engagement. Key Deliverables: * Rapid deployment - 4 months from inception to build to transition to new model* SKO 2023 main stage presenter to kickoff company wide Customer Success at Scale initiative * Design and build of pre-sales (BVA) to post sales (BVR) toolset and processes to effectively capture and communicate prospect goals & related customer outcomes utilizing cross functional team * Enablement of sales, CS, partner teams on new Success at Scale processes, tools & operations* Partnered with Sales, CS and PS leadership to transition 90% customer base to customer success at scale resources and tools* Designed updated Customer on-boarding & at risk account process* Sponsored improved customer experiences through establishment of Community, Customer Center and SSO * Sponsored updates & build of self service enablement, How To Guides, service offerings and other tools for customers and account teams to utilized in support of successful customer growth. Delivery Partner Program: Integration of Delivery Partner program to support Success at Scale. Continued to grow and operationalize globally. Key Deliverables: * Grew from 4 initial global delivery partners to over 15 with continued momentum Post Sales Enablement: Established consistent enablement across customers, partners and internal PS to drive repeatable outcomes

Built global program that established the framework and operations for current and new Channel Partners to elevate their partnership to include specialized Lacework Delivery. Built and operationalized Deliver Partner Program in 6 months with 4 initial Partners globally. Key Deliverables: * Creation of Delivery Partner Guide rules and tiers * Designed and coordinated updates to existing systems (SFDC, Impartner) and contracts to track, report on direct partner services and subcontracting. * Built Lacework implementation certification path for Delivery Partners * Built and delivered enablement for Global Channel Team on program to drive growth of Delivery Partners * In partnership with Professional Services, built subcontracting process & tools* Integrated into Customer Success at Scale process and operationsKey Metric: * Scaled to 15+ Delivery partners representing Americas, EMEA and ANZ

Partner with AMS Sales Leaders & teams to drive revenue and consistent value based selling techniques across the sales teams. Sales Achievements:2021 provided Business Value ROI support to over 22 closed opportunities and 75% of total bookings in territory Top Business Value Consultant Americas 2021Key Deliverables:Support sales - strategy, business case creation, roadmap and executive presentation Enable Sales, SA, CSMs on identifying the business value associated to a Clients needs aligned to capabilities of the OutSystems solution - built & delivered materials in support CIO round tables, created and delivered multiple presentations at industry events in promotion of OutSystems and influence of lead generation

Identify and develop new opportunities for digital transformation across multiple business units. Business solutions developed included for IT, client facing revenue business lines, and contract billing environments. Sales Achievements:* 375% quota achievement (4m yearly revenue quota) * Top Global Strategic Account Director award 2019* Partnered with Client Business Leaders to develop solutions that awarded Client Business Leaders with 2019 Top Innovation award from their Global Executive TeamKey Deliverables:* Land and Expand Fortune 50 client through relationship and solution developmentRoadmap, Solutioning Yearly and quarterly outcomes focused with client stakeholders* Creation of Statements of Work for varying ServiceNow solutions *ITSM, ITOM, ITBM, HR, SecOps, CSM and custom applications* Service Design and User Experience, Organizational Change Management (Adoption)Program oversight across multiple program work streams and executive stakeholders

Greater San Diego Area

Drove ServiceNow platform success through partnership with Clients, Partners, Sales, Marketing and Professional Services leadership to create the Champion Enablement (CE) program (aka Success Center). The Community driven program provides proven framework and materials to all Clients & Partners to implement Organizational Change Management and Program Governance that drives adoption of ServiceNow platform. Key Metrics:* 75% of Client & Partners utilized materials* Proven to drive greater expansion and retention within those organizations utilizing materials * Integrated into every ServiceNow engagement through Services Implementation methodology Key Deliverables:* Designed and built Self-Service Community Center that drove adoption of ServiceNow licensing with over 120 pieces of content, workshops, & training to support the CE framework* Partnered with key Clients, Sales, Professional Services, Product Marketing & Management, Partner leaders to create framework & materials* Built and executed go-to market plan for Sales, Professional Services, and Partners that included marketing, communications, events, and training deliverables * Led global integration of CE framework in Platform Product, Professional Services & Partners standard implementation methodology* Presenter at Global Events & Executive Client meetings on how to run ServiceNow as a program

Greater San Diego Area

West Strategic Accounts (Fortune 100) – 2/2014 - 6/2015Southwest & Rockies Region – 1/2013 – 2/2014Sales Achievements:2014 * 7.6M Bookings (253% quota)* Top Bookings– Americas, club qualifier* Top Solution Development Manager – America2013 * 5.7M Bookings (285% quota)* Top Bookings - Global, club qualifier* Top Solution Development Manager – AmericasKey Deliverables:* Execution with Sales and Partners to drive additional license and Professional Services revenue across ITSM, ITOM, ITBM, SecOps, HR & Custom Apps* Strategy and solutioning for continued maturity across the platform, roadmap aligned to key initiatives * Create Statement of Work for delivery that included identified solution, resources required, and mix of Time and Material and Fixed Priced offerings* Develop and maintain close partner relationships to provide supplement solutions and resourcing to in-house resources

Greater San Diego Area

Key Deliverables:* Program Manage FedRamp cert with NIST, GSA and DoD partnership * Drove revenue through execution of advisory road mapping services * Established and ran Federal ServiceNow Community Group & Quarterly User Groups* Partnered with Sales and Services during sales cycles to support success discussions* Drove maturity in Federal Partner ecosystem and identify Partners for Clients

Responsible for selling Engineering Development Application solutions to the top tier accounts as part of End-to-end Platform for electronic engineers to design complex electronic devices. Focus accounts were Federal DoD and Fortune 100 Manufacturing.Sales Achievements: * 2011 Top Americas Sales Executive (FYE June 2011) * 1.2 million quota attainment (120%)* 2010 Rookie of the Year Key Deliverables:* Develop, execute and grow Federal vertical* Execute go-to market and enablement strategies for territory vertical* Licensing, training, services, partners* GTM new products, technology and identifying beta customers* Create and manage User Groups* Member of the "Culture Club" created to unite departments and ensure continuity of corporate values and overall corporate communications

San Francisco Bay Area

Enterprise software that focused on the quality assurance and monitoring of enterprise solutions. Acquired by HPE.Sales Achievements:* 160-180%+ of quota year after year* Yearly club qualifier * Top 10% of global account managers year over yearKey Deliverables:* Exceed 1M+ yearly quota* Land & Expand territory of 10 Fortune 500 customer accounts* Licensing, training, services, partners* Quick ability to understand unique technical environments, and help build custom solutions * Provided Demonstrations, Proof-of Concept, User Group meetings, and “Lunch and Learns” * Appointed to Round Tables to discuss market direction, new products and customer trends

Intellicorp was a direct partner of SAP ERP solutions. Intellicorp created Automated Modeling Solutions that would assist SAP clients design their SAP implementation, upgrades, or additional modules to fit their specific business needs and work-flow.• Aggressively pursued Fortune 500 companies through out the North East, South East and Canadian Territories • Worked directly with 3 Outside Sales Representatives• Directly responsible for opportunities of 50K and below• Consistently set appointments for the field for larger opportunities • 50-60 calls per day