Keith Hornberger Email and Phone Number

• Responsible for forecasting/driving distributor performance and growth of Lifecycle Services in Southwest Region, resulting in FY22 YE order performance of 105.2% to Goal / 13.9% YoY.• Established quarterly review meetings with distributor services/sales director leadership to drive accountability and review performance, wins, funnel, and top targets/opportunities.• Conducted Services Workshops/Summits with distributor partners and sales leaders to increase competency in Lifecycle Services offerings aligned to customer business outcomes.• Collaborated with Customer Success organization to achieve on-time renewal goals, growth in expansion of customer ARR service contracts, and distributor adoption of LAER model.• Provided feedback/insights to Lifecycle Services portfolio team for contract enhancements and next generation contract offerings based on customers desired outcomes and vertical markets.

• Accountable for enablement, growth and performance management of largest distributor in California Territory, resulting in FY21 YE bookings performance of 103.1% to Goal / 6.0% YoY.• Collaborated with distributor executive leadership (Division and Region) on strategies regarding Services First Culture, Automation Appointment 2016/2021, and APR acquisition.• Achieved 4 quarterly Olympian Awards for unyielding efforts at partner-led accounts, driving changeover of a distributor acquisition, and exceeding sales performance.• Drove distributor core services performance resulting in FY21 YE core order performance of 102.4% to Goal / 8.0% YoY and leveraged commercial programs within Lifecycle Services.

• Led overall distributor performance for largest distributor within California Territory.• Improved disciplined sales process and alignment with strategic growth initiatives by establishing cadence meetings based upon role types (sales, management, and domain experts).• Developed and managed partner ecosphere tool to provide visibility to sales and distributor teams and to leverage partners by industry, skills, and partner program participation.• Increased distributor sales and leadership competency by providing support and aligning key resources to present at Services Summit, Software Summit, and distributor customer events.

• Achieved consecutive quarterly Olympian Awards for exceptional performance in driving sales issues to resolution and customer complaint resolution process.• Improved distributor inside sales operational competency by creating/conducting monthly Distributor Inside Sales Connection (DISC) calls and leveraging customer care resources.• Increased on-time order deliveries by 20% for largest North American single-site OEM, through leveraging key relationships within product business units and manufacturing organization.

• Managed channel performance of largest distributor within Pacific Southwest District.• Drove disciplined sales process by establishing bi-monthly joint target account planning meetings with distributor and sales teams.• Mentored and coached Rockwell Automation new hires on field sales assignments.

• Exceeded quota and grew services to 19% YoY two years in a row by providing leadership, influencing sales and distributors, and leveraging commercial programs.• Collaborated with sales and distributor teams across 5 distributor ownership groups to identify targets, qualify and close opportunities, and execute services business plan.• Increased sales and distributor competency by conducting Services Green Belt workshops and utilizing Customer Centric Selling techniques.

• Surpassed AOP by managing field labor business, collaborating with sales and distributors, and instilling performance driven culture with 17 FSE direct reports across 3 sales districts.• Leveraging industry verticals within sales districts, assisted sales teams in identifying, proposing, and winning field labor contracts and hardware/software conversions.• Improved service contract agreement renewal rates from 81% to 95% by periodic customer reviews of ROI and field service engineer summary work order reports.

• Ranked top 5 in billable utilization due to diverse product skillset, willingness to take on challenging assignments, and ability to quote/deliver service contracts and conversions.• Met deadlines by providing project management and engineering support for installation of the first Rockwell Automation PrintLogix systems in the US at Los Angeles Times.• Reduced customer downtime and secured contract renewals by conducting regular preventive maintenance visits with service contract customers.