Carlos Arbesu Villacorta Email and Phone Number

Managing the HPE Education Services business in Spain. Main focus was driving business development, pursuit activities, sales enablement and coordinating the delivery of our services. Accountable for P&L, business growth over all sales channels, service delivery quality, customer satisfaction and operational excellence.

Driving, as local liaison, the relationship between central teams (and central programs) with Southern Europe and LATAM Presales/Pursuit local teams. Enable and support Operational Services, Profesional Services and Advisory Services pursuit and solutioning activities, to reach success in Sales Opportunity management.

Main focus on Merger, Acquisition & Divestiture (M,A&D), and Restructuring activities, as needed to execute and implement company decisions and strategies into the Support Sales team (Acquisitions by HPE of companies as Aruba, SGI, SimpliVity, Cloud Cruiser & Nimble Storage)Main responsibilities in this area are:.- Drive organization readiness on new business, portfolio and/or processes related to M,A&D. .- Manage implementation of M,A&D activities under EMEA TS Installed Base Sales responsibility .- Ensure all stakeholders are clear on the changes and the new R&R .- Reduce escalations due to lack of clarity on the new model/business/portfolio/processesAlso PMO Led for the team providing Project Management and governance support for yearly plan of activities and initiatives (POR) in 4 selected towers: Develop Sales skills, Sharpen Sales Methodology, Accelerate Growth and Increase team efficiency.

• Lead transformation at Iberia level (selecting, reskilling and motivating) to phase out pure operational work and embrace Sales Enablement and Inside Sales activities, Phased deployment of new Sales roles and responsibilities in this area for full integration within local Sales organization. Phased transfer of previous operational accountability to central near-shore Hub.• Deployment to local market of new HPE e-Commerce tools for Partners and Customers, according to global strategy, to allow them to manage, review, quote or book their support agreement in a self-service mode. ACHIEVEMENTS: Best EMEA team, two years in a row (2014 & 2015) for "Customer Excellence & Passion"

• Provides leadership of team of 37 HCs across 3 teams and 5 geographic locations in the area of Support and Consulting Customer Operations at the Business group for Iberia.• Enable and support growth of business, its profitability and our customer's satisfaction. Leverage Global, Regional and Local programs and strategies, while ensuring Audit Compliance and relevant Business Controls according to Policies. Implement Global & Regional initiatives to improve operational excellence and to ensure smooth convergence towards new infrastructures and new capabilities. Reach agreed performance with Sales and Business. Drive for standardization and adherence to Global & Regional process definitions. ACHIEVEMENTS: Engagement Employee Index (EEI) improvement by 20pp for the Iberia TS Customer Operation team as measured by company wide internal Voice of Workforce (VoW) exercise between 2012 and 2016

• Operations Partner of the Subregion Manager (Portugal & Spain) taking care of governance processes (Rev, GM, KPIs) for a 300M$ business (50M$ coming from consulting services) to outperforms against yearly defined quota, targets and objectives.• Project Management Office (12 HCs) for strategic Business initiatives defined to increase performance and efficiency, maintaining market share, reduce erosion in mature portfolios and grow in new and expanding ones.ACHIEVEMENTS: Winner as Iberia team of the 2009 Worldwide Business' cup with 60% GM (8pp YoY), 104% Aspire (5pp YoY) & Customer Satisfaction (CSAT) improvement of 6% and Customer Dissatisfaction (DSAT) reduction of -15%.

• Manager of the Spain Project Manager group (15 HCs as Project Managers and Technical Consultants) responsible for Network Deployments, Systems Installation, Relocation Services, and Data Center's design and Support Services.• Engagement & Presales activities for quotation of project related to HP TS Support Portfolio.

Additional 11 years' experience at district and country level, as Manager or Individual contributor, at assignments as Project Delivery Manager, Support Delivery Manager, Account Delivery Manager, Consultant, Presales, Software Support and Field Engineer.