• Lead the AMER GTM Operations team to maximize the future revenue growth for the geography.• Lead AMER Geo Ops team in Annual Planning activities, quarterly comp exception process management and rules of engagement conflict adjudication; orchestrate all facets of sales planning within geography.• Develop quantified view of the market opportunity to optimize territory coverage, sales resource and quota planning accordingly.• Generate insights through advanced analytics and data mining to improve decision making and sales efficiency.• Optimize business processes and systems to track key performance metrics via dashboards and reporting.• Drive enhancements to SFDC and Clari to optimize the tools and user experiences to accelerate sales velocities• Build a management cadence and rhythm, resulting in forecast and sales predictability, accountability, and accuracy.• Implement comprehensive pipeline reporting tracking tools from top of funnel to customer value realization, account development and retention• Identify and deploy sales plays to stimulate demand with key customers and partners.• Partner with cross-functional teams to strategize, design and develop GTM approach, targets, kpi’s, and territory designs to achieve AMER business objectives in New and Incremental growth• Recommend and participate in the design of incentive programs that reinforce desired behaviors.• Lead cross functional initiatives with Finance, Sales Tech, Marketing and Central Operations to transform and streamline processes to drive improved sales productivity and velocity.

• Management of a team of world-class Sales Operations professionals supporting the Go-To-Market Teams within the VMware Security Business Unit (SBU) in AMER, EMEA and APJ• Responsible for all Forecasting activities within the Security Business Unit including weekly, monthly and quarterly cadence, inspection and reporting internally and to VMware executive leadership• Lead all Sales Planning activities for the SBU for quota development & deployment, territory planning & analytics and delivery of optimized sales territories across regions, segments and verticals.• Defining and managing Rules of Engagement across multiple sales groups within the business unit as well as broader VMware.• Develop complex deal structures to maximize revenue while maintaining compliance for large strategic deals• Act as point to guide sales teams through complex approval scenarios, non-standard customer negotiations and contractual challenges• Global Sales Operations Leader for the Security Business Unit of VMware, managing critical aspects of Sales Operations, supporting Sales Leadership and business partners to achieve and exceed business growth goals.• Act as change agent to continue to drive updates and improvements to Policies, Processes and Systems• Management of our multi-national Deal Desk who are responsible for GTM SFDC Sales Enablement, Q2C, Quoting and Opportunity Support, Process, Police and Documentation Management, Sales Communications and overall support of our global sales teams as we continue to navigate a protracted integration post acquisition.• Integration GTM Operations Lead for Change Management and Execution o Sales Process, Forecast and Pipeline management o Quota methodology development, Compensation planning and Territory Planning o Quote to Cash Process Management and alignment to Core VMware business practices• Collaborate with Sales Leadership to effectively deliver GTM targets through strategic decision-making and cross-functional planning.

• Management of a Global Deal Desk with responsibility for oversight and approvals of non-standard pricing, Partner & Customer Contracts, RFI’s and Non-Standard contractual terms for the $100M annual revenue CGBU Global Enterprise sales team.• Most favored nation pricing compliance review, risk analysis and mitigation• Review, analysis and approval of exceptions for potential Revenue Recognition issues• Subject Matter Expert and key contributor to the deployment of the Oracle Deal Approval System (DAS) to all CBGU sales teams• Developed and delivered new hire training for DAS for both direct and indirect sales teams on a quarterly basis• Trusted business partner for developing viable deal structures within the bounds of Oracle processes and policies• Increased efficiency of Deal Approvals by over 50% for the Enterprise business as compared to other CBGU regions• Managed Data Integrity project to validate and reconcile customer install base information • CRM - Process/Automation/Reports/Dashboards• Sales Process / Methodology - Design, Development and Deployment• Managed sales enablement activities during transition post-Oracle acquisition

Sales Operations Sr. Manager• Manage go-to-market strategy for the Northeast Commercial Sales and Newspaper Partnership organizations• Actively provide critical operational support for two sales executives and their combined $125M annual sales, driving efficiencies and effectiveness in their sales groups• Advise sales leadership in resource planning and deployment, performance metrics and analysis, capacity planning and goal setting• Management of Territory Assignment, Regional and Territory optimization and account ownership for 5 Districts and 6 Telesales Teams• Ad hoc KPI reporting and analysis for sales leadership relative to region and account management, sales trends, optimization opportunities and overall regional performance• Responsible for quarterly deployment and communication of quota methodology, sales policy and process• Provide strategic advice and tactical implementation of GTM strategy to the VP of NE Sales and SVP of Newspaper Partners • Successfully implemented and supported roll out of Telesales XL Program in 2007 and regionalized sales realignment of Field and Telesales resources in 2008• Successfully redeployed territories and headcount due to downsizing and realignment of sales territories from multiple Telesales Centers• Key representative commercial sales and partners on the Rules of Engagement Council• Successfully resolve cross channel sales credit disputes, manage sales policy and guideline implementation for all across multiple sales organizations• Key representative for sales on new product development committees, sales policy committees and sales enablement initiatives• Cross-functional committee participation, working with Reporting, IT, Cross Channel (verticals) and Sales to increase sales effectiveness

•Drove reporting and sales initiatives with Global Channel Sales Management, for SMB products •Identified and corrected operational inefficiencies within the reporting and analysis processes•Weekly Dashboard reporting of Distributor Stocking Program Metrics to key Stakeholders•Forecasted Large Opportunity Channel Deals for the AX150 SMB storage product line•Acted as liaison between Distribution partners, Field Sales Management, Manufacturing, Finance and Corporate Operations•Analyzed Run-Rate, ordering and inventory metrics for senior management for each geography•Drove Distribution Partner compliance with EMC Corporate Reporting requirements•Globally deployed new Oracle functionality to our Channel Partner Community, specific to the Tier 2 Distributor stocking program•Collaborated with Senior Channel Business Analyst and Global Distribution Director to identify and address areas for process improvement•Responsible for all Partner facing communications and deployment of all systems changes to Channel Express (Online Oracle ordering application) to Channel Partners in NA, EMEA and APJK•Authored all Partner facing communications and press releases in preparation for Oracle implementation•Coordinated all webcast and face-to-face partner trainings in all geographies•Supported Global Partner Support Center offices post implementation•Authored online Order Management training guide for Channel Partners•Developed and executed QA test scripts for all Partner and EMC Channel facing Oracle application changes •Conducted extensive training for all Partner Support Center personnel in NA, EMEA and APJK•Collaborated with Oracle developers to deisgn, implement and test mid-project changes to tech designs and application changes•Partnered with Accenture team in all phases of project management and implementation