Impact Investing at the Fulcrum of Technology & Environment ®

Acquired by Schneider Electric

CHARTER:EMPOWER all consumers on EnergySage with trustworthy & transparent guidance throughout their buyer’s journey, helping them make smarter energy decisions, delivered by a highly capable network of installer partnersENABLE all installer partners on EnergySage with the most cost-efficient & effective customer acquisition platform, giving them and their preferred supplier partners an edge in the marketplaceELEVATE all supplier partners on EnergySage with the ability to build their brand and generate preference and demand directly with the consumer, enhancing their value chain controlSCALE the EnergySage platform rapidly across product categories, market segments and geographies for the benefit of all stakeholders

CHARTER: Recruited by President, Americas to build and scale the sales organization and routes-to-market required to enable the company to effectively access the small and medium C&I and residential market segments.ACCOMPLISHMENTS:• Established authorized distribution network and focused direct sales channel. Developed robust C&I project and residential run-rate pipeline fulfilled both directly and through channels. Delivered predictable and sustainable annual network sell-through of >345 MW• Instituted scalable sales process and installer-focused pricing methodology, driving targeted long-term volume commitments with strategic accounts while leveraging optimal channel value-add. Improved channel profitability >8% Y/Y• Spearheaded balance-of-system OEM partner strategy aimed at bringing a portfolio of value-added commercial and residential system solutions to market – Trina Pro | Trina Home

CHARTER: Recruited by VP, Sales & Marketing to drive the transformation of the outbound go-to-market approach of this US-based PV module manufacturer across all routes-to-market with particular focus on distribution:ACCOMPLISHMENTS:• Overhauled distribution engagement model. Rationalized and rebalanced network coverage. Increased annual distribution network run-rate by 49% to >320 MW• Realigned and optimized sales coverage effectiveness by refocusing primary sales efforts at the installer level regardless of fulfillment mode. Significantly improved sales process control• Enhanced marketing support effectiveness by building distributor and installer enablement and demand generation capabilities through an integrated channel & field marketing approach

CHARTER: Lead the team responsible for guiding the company’s outbound GTM strategy during a period of hyper-growth with revenue increasing 4.6x from ~$91M to >$416M. Build a scalable and adaptable channel architecture, pricing & sales programs framework, coverage model and GTM infrastructure that ensure operational scalability and enable rapid geographic expansion.ACCOMPLISHMENTS:• PRICING & SALES PROGRAMS – Built and led Global Pricing function driving the systematic optimization of profitable revenue by insuring pricing cohesion and transparency across all routes-to-market and predictable account-specific profitability across the entire price waterfall from list price to pocket price• CHANNEL OPERATIONS – Ensured accurate, transparent & timely budget accruals, program results calculations and payments globally across >10 programs and >500 partners with an annual budget >$32M• INSIDE SALES – Built and led Inside Sales function tasked with the recruitment, onboarding, enablement & ongoing coverage of ~1,500 mid-tier Installers responsible for ~21% of revenue at a highly effective cost-to-serve ratio of <1.8%• GTM INFRASTRUCTURE – Guided the deployment of key IT infrastructure capabilities enabling significant operational scale of functional core processes. Materially enhanced ease-of-doing-business both internally and for Partners

CHARTER: Build and operate a global B2C eCommerce Channel as a highly profitable route-to-market that enhances the company’s multi-channel go-to-market ecosystem and drives the optimal monetization of Seagate.com web site traffic across all audience segments & product categories.ACCOMPLISHMENTS:• Accelerated direct online revenue growth by >5x Y/Y at significantly higher operating margins than any of the company’s alternative channels• Grew indirect revenues for current products through online & in-store partners from 0 to >$2M annual run rate, by seamlessly integrating a “comparison shop” affiliate mechanism into the online customer experience• Improved asset recovery by almost 3x over legacy disposition venues, by selling end-of-life products directly to the end customer via the Seagate Outlet Center, leveraging a reverse auction methodology

CHARTER: Recruited by VP, Global Marketing to lead an integrated company-wide go-to-market effort aimed at leveraging a first-to-market “ingredient” technology into a sustainable competitive advantage – improving the company’s position in the value chain and brand relevance at the end customer level.ACCOMPLISHMENTS:• Established company-wide Storage Security GTM strategy across multiple business units, resulting in a cohesive, impactful, customer-centric value proposition for the Seagate Secure™ portfolio of self-encrypting hard drives• Defined “Storage Security Marketing” team charter | organizational structure | roles & responsibilities and recruited | onboarded | ramped 3 new team members into a fully operational core team in less than 2 months• Executed a multi-national end customer awareness & demand generation campaign and co-marketing activities with key OEM partners, resulting in > 2,700 SMB & Enterprise end customers purchasing systems for in-house evaluations

CHARTER: Maximize the value of the company’s distribution franchise and optimize partner ROIC through continuous improvement of the company’s business proposition for its global multi-channel distribution network of ~70 Distributors and ~67K Indirect Partners through a comprehensive portfolio of programs, policies and T&Cs, while delivering profitable revenue >$4.0B/Y.ACCOMPLISHMENTS:• Consistently assured partner-specific attainment of quarterly unit volume & product mix targets through a highly effective portfolio of performance incentive programs – governing quarterly payouts of >$15M• Built and led an outsourced Inside Sales function covering ~4,500 mid-tier accounts with a revenue base of >$150M per year – increasing annual revenues by over 18% through targeted outreach at a cost-of-sales of <1%• Optimized distribution coverage and channel integrity across all regions & product lines and significantly improved the franchise value for all partners through systematic performance management of all active distribution franchise holders

CHARTER: Lead a cross-functional/regional team to drive demand and long-term preference & loyalty for the company’s product portfolio across all tiers & segments of its global multi-channel distribution network. Optimize the impact of limited demand generation resources through globally leveraged / regionally effective programs, campaigns, processes & enabling infrastructure.ACCOMPLISHMENTS:• Built a Global Channel Partner Program – providing differentiated, tier/segment-specific program & support entitlements aimed at improving channel customers’ overall cost & ease of doing business with the company• Spearheaded the development of global demand generation campaigns, including campaign strategy, target audience segmentation, creative brief, program development, localization and execution• Deployed integrated CRM infrastructure & processes that enabled accurate customer profiling, tiering & segmentation, as well as real-time tracking of program performance and the capability to continuously adjust the marketing mix accordingly

CHARTER: Reinvigorate Field Sales Coverage for Mexico, Central America & the Caribbean to ensure ongoing market development and sustained revenue growth. Consistently attain revenue quotas, design wins and overall customer satisfaction through a systems & vertical market-oriented, consultative selling approach.ACCOMPLISHMENTS:• Successfully established and cultivated long-term strategic partnerships with key distributors, value-added resellers, system integrators and OEMs throughout the region and consistently exceeded assigned revenue quotas by > 23%