Manage priority global partnerships within the AWS Center of Excellence and provide thought leadership on best practices for new programs and processes for the AWS partner network. The AWS COE was established around a small set of priority partners as an incubator or new processes and programs that once proven, will be rolled-out globally to the full AWS partner network.

I manage global relationships with some of the largest AWS cyber security and observability segment partners. I'm responsible for managing and driving partner success in their relationship with AWS across all geos. Measurements of success include revenue growth for AWS and growth for the partner in transacted revenue, TCV, value received through AWS programs, and co-selling success with AWS field sales. As part of my role I lead the definition of multi-year enterprise contracts with my partner's C-level executives including Strategic Collaboration Agreements. In addition, I also manage partner funding for joint marketing activities, field sales campaigns and partner incentive programs.

I provided business strategy advisory services focused on customer value attainment. To achieve this, I worked with client executives to develop Big Data analytics and AI/ML strategies aligned with IT operations, security and observability and then align the appropriate Splunk capabilities to help execute on these strategies. I help our sales teams develop and execute account-level and territory strategies. I also worked with sales leadership on deal pricing, negotiation strategy and deal positioning. I also provided sales enablement on reducing deal risk by focusing outcome-based selling, MEDDPICC and the 3 Whys.

Reporting to the office of the BMC CEO, act as the BMC client partner for a named set of BMC's largest and most heavily invested clients.Responsible for ensuring that the client's strategic, technical, and operational goals are achieved. Collaborate with client senior executives through to application owners on clear value and success metrics and definition of long-term enterprise and operational strategy enablement plans.

Value consulting leader for regional sales across multi-functional teams providing expertise on all phases of business case development for Cloud, Analytics, Monitoring and Automation software and consulting deals between $1M to greater than $50M. Provide expertise on deal risk identification, tracking, and avoidance/mitigation. Analyzing and ensuing compelling alignment between client enterprise/operational strategies with software capabilities. · Recognized leader and expert in driving internal and field sales operational excellence. Identify, track and mitigate deal risk for largest regional deals– MEDDIC, 3 Whys· Lead content development for and deliver global value-based selling training for sales and presales new hires · Global Value Consultant of Quarter award, 3 Value Consultant deal execution excellence national awards, 6 Value Consultant of the Quarter Regional awards

Partner with client executives and sales teams to identify and develop multi-million-dollar software and consulting opportunities. Consult on strategies for product development excellence and model and roadmap multimillion-dollar client business value opportunities. · Internet of Things (IoT) Subject Matter Expert, Senior Advisor IoT Transformation Advisory Practice· Deliver IoT innovation workshops for senior client executives to develop and clarify IoT strategy, identify candidate IoT programs, and define capability roadmaps supported by metrics and governance processes· Lead sales, pre-sales and consulting teams on client strategy development, value identification, modeling, metrics and skills development· Work closely with client management and business team to identify area of improvements and provide solutions on enterprise level strategy and business challenges.

Responsible for developing and maintaining executive relationships, driving sales and sales management for global product development consulting services for the US, Mexico and Brazil · Maintaining Client Partner executive relationships, tracking client satisfaction and value. Lead development of account growth plans. · Drive sales growth for a team of inside sales, marketing, outsourcing recruiting and field account managers o Achieved personal target of $4.5M in new billable revenue and a $20M goal for 2010 and 22% growth for 2011

Doug developed and delivered strategy consulting services for Fortune 1000 clients. Supply chain strategy, product planning, sales and distribution strategies• Managed project quality, client expectations and scopeo C-level executives, VP and Director relationships• Delivered S&OP and inventory planning and deployment strategy for Fortune 100 media company• Defined Asian automotive industry penetration and expansion strategy for Southern California automotive OEMs

• Client partner, business development and sales lead for largest automotive clients• Sold $4.5M vehicle distribution system development project • Led multiple successful automotive dealer and OEM programs including new dealer development and marketing, accessories and power equipment eCommerce sites, SaaS relationships for dealer parts catalogs • Built pipeline of >$30M and exceeded new sales quota of $2.5M • Developed roadmaps for key strategic products and services within the marketing, sales, service and distribution lines of business at automotive OEMs

Business process and functional design consulting in the High Tech industry – IT and supply chain management focused• Managed business and technical requirements gathering programs for major custom application and packaged application development and implementationso Service parts distribution, deployment and optimization (SAP and i2)o Supported developed of a professional services line of business: MRO for large commercial and military aircrafto Business analysis for enterprise implementations• Executed multiple Product Lifecycle Management value assessment and business development projects • Expert in process mapping, analysis, business requirement gathering and documentation