Jennifer Parrish Email & Phone Number

• Working with industry leading pharma manufacturer to redesign company application development environment and design, dev and promotion processes to take advantage of advances in technology and innovations in process methodologies allowing greater scale, more resource efficiency, higher quality code and faster time to market.• Worked with global software organization to establish highly productive sales strategies & execution methodologies. Follow up projects were executed to develop world-class operations execution. • Worked with agile software development consulting organization to establish go-to-market ready partner organization, establishing tools and processes from partner vetting, onboarding, enablement and to joint go-to-market analysis and planning.

United States

• Responsible for Sales, Operations, IT and Communications functions of largest US political watchdog organization.• Developed highly responsive systems for managing 10k+ volunteers daily in coordinated efforts across 100’s of locations across the US.• Developed tools & applications to support over 40,000 local members, volunteers and local groups and group leadership.• Developed data analysis engines to target volunteers and donors and maximize sales.• Developed first-of-their-kind real time decision engines to inform policy recommendations, position papers and media strategy. Required responsiveness in an environment where news and public opinion and changed the shape of these decisions on an hour by hour basis. Led to significant legislative reform in 2013 and massive election victories in 2014.• Developed world-class information engines and control dashboards to coordinate volunteers, staff and donors nationwide during elections and major policy making cycles. 90% success rate during those cycles.

Worldwide

Activities:• Led a cross-geo Sales Transformation team with the leaders of operations in all three geos to analyze sales processes and corporate strategic imperatives. • Worked with geo leadership to identified causes of low productivity & specific geo areas of concern, and developed a set of prioritized recommendations to address these concerns within within an innovative go-to-market sales approach.• To gain buy in at the geo level, and to effectively leverage existing resources deployed globally, interviewed sales resources (good, better and best) to understand the challenges faced and to identify patterns across sales teams that were not as successful with full product penetration. • Identified most successful sales teams globally, interviewed them to capture repeatable processes (sales plays), that were then deployed globally to the sales organization.Results:• Designed, developed and deployed VMware’s sales methodology utilizing highly integrated processes and tools to support the maturing organization and reduce redundancy arising from siloed leadership objectives.

Worldwide

• Based on the premise that VMware should not only advocate for server consolidation, but should broaden its strategy to show how server consolidation fits into larger solutions that represent more significant IT initiatives, Jennifer was greenlighted to create VMware’s first solution organization to product & sales strategies through solution go-to-markets. • Authored & executed a strategic go-to-market model to utilize innovative customer best practices as a means of driving overall corporate strategic direction and enabling the sales force (field and partner) to better drive the adoption of VMware technologies. • Conducted over 120+ customer executive interviews globally, analyzing the qualitative research data to establish relevant trends, integrated the findings with future VMware product features, and ultimately authoring the VMware Customer Adoption Journey – VMware’s roadmap for product development, go-to-market communication and customer adoption.• This strategy changed the face of direct and partner sales at VMware from product feature sellers to reference sales, contributing to a 30%+ increase in virtualization adoption over the following 12 months.• Responsible for designing, developing and delivering VMware’s Worldwide Sales Kickoff 2011 – VMware’s only bi-annual sales training event.• Designed, developed and implemented VMware’s 2010 Technical Summit – VMware’s single largest technical enablement session of the year.Special Projects:VMware Future of Infrastructure• As datacenter transformation, driven by the disruptive phenomena of cloud computing and the software defined datacenter, was gathering steam, Jennifer was tapped by VMware’s CEO, Paul Maritz, to drive the VMware Future of Infrastructure project for VMware’s CEO, assessing VMware’s product strategy alignment with strategic customer priorities, ensuring VMware’s direction was in line with customers’ IT Future state and addressing any gaps.

Worldwide

• Recruited to establish a VMware presence with the largest System Integrators and Outsourcers globally, Jennifer and her team re-branded VMware with GSI’s and outsourcers, establishing a differentiated solution model focusing not merely on server consolidation but on virtualization as an enabler of strategic solutions for integrators.• Responsible for developing senior executive relationships with partners, providing field enablement, go-to-market solution design & integration services, and sales support for selected global system integrators and outsourcers, including mission-critical infrastructure and extended enterprise application services.• Doubled GSI partner sales year over year in this organization, which partners attributed to better understanding of how to sell virtualization by understanding how it fit into their existing offerings.

Greater New York City Area

• Client Executive and business analysis lead for a multi-100-million dollar software engineering and outsourcing project to re-architect and redesign an existing mainframe central reservation in an SOA / J2EE environment at Starwood Hotels & Resorts - HP’s largest consulting project to date• Worked directly with the CEO, CIO and VP-level executives at Starwood to capture and refine strategic business and technology priorities for the project.• Responsible for leading strategy, design and implementation teams consisting of 60+ analysts, designers, and developers distributed in multiple geographic locations (Boston, New York, and Bangalore India)• Conducted sales and executive speaking engagements throughout HP C&I and HP EAMs to educate them on the technique used to close the large/strategic deals. Later tasked to develop a training arm to HP sales and consulting to deliver this education as a standard methodology.

Worldwide

• Hired to transform HP Services similarly to IBM, Jennifer developed the business plan, funding and compensation models, market opportunity and first reference accounts• Developed an operating model, business plan, and hired 20+ industry-known Enterprise Architects, CIO’s, and partner-level consultants to lead HP’s most strategic C-level engagements and to position HP as a leader in strategy, architecture, and IT Transformation.• Focused on moving HP’s most strategic accounts along the road to running IT to maximize business outcomes and to establish HP as a true trusted advisor.Special Projects:Merger Liaison Between HP C&I and HP IT and Compaq• Developed a cross-organizational solution framework to integrate services from HP C&I, Compaq and HP Software into one selling & delivery model for increased scale & profitability. Used to eliminate process and methodology holes within C&I as well as to establish new paradigms of thinking between Compaq and HP Software.• Member of the newly merged HP Office of the CTO and a key contributor to the design and execution of HP’s Data Center of the Future – 86 data centers down to 3, collaborated with HP IT's CTO office to integrate the skills and unique experience of HP IT into C&I’s core business and consulting practices• Co-Sponsor and key-note presenter with HP CTO, Randy Mott, at HP’s premier strategic customer conference. Topics: “Datacenter of the Future” and “Architecting a Successful Corporate Merger”• Established consulting and training organizations to develop, manage and bring to market newly merged AMCI’s major 2006 solution investment campaigns

Greater New York City Area

HP Customer Project: Starwood Hotels and Resorts WorldwideActivities:• Sold, architected, and led a $120M software engineering and outsourcing project HP’s largest-ever consulting and product deal, at Starwood Hotels & Resorts, to re-architect and redesign an existing mainframe central reservation in an SOA / J2EE environment at Starwood Hotels & Resorts.• Worked directly with the CEO, CIO, and VP-level executives at Starwood to capture and refine strategic business and technology priorities for the project.• Responsible for leading strategy, design and implementation teams consisting of 100+ analysts, designers, and developers distributed in multiple geographic locations (Boston, New York, and Bangalore India).

United States

• Responsible for creation and implementation of services strategy and vision focused on complex solutions including legacy migrations, B2B marketplaces, CRM, ECM and eCommerce.• Developed the consulting organization’s business plan and services methodologies, created initial service offerings, and hired 150+ consultants.• Worked with venture capital firms to obtain initial seed funding, managed organization to business plan and investor goals, and worked with attorneys to initiate a corporate IPO

Worldwide

• Built a world-class competency in eCommerce design and implementation services, consisting of over 100 senior architects and designers.• Established IBM’s largest and most profitable (to date) eCommerce services organization, developing the organizational model and business plan and managing a $220M yearly P&L to consistently exceed targets. • Responsible for overall project revenue and growth, building client relationships and hiring and mentoring business consultants, solution architects, project managers, DBA’s and system admins within the practice.• Personally spearheaded the design, development, testing and eventual hosting of Macys.com - one of the first retail eCommerce sites ever built in the world, and the largest of its size and integration capacity in existence at that time; provided strategic direction on the design and operation of their award winning, mission critical ecommerce site – macys.com.• Primary focal point for eCommerce technology platforms back to the Net.Commerce labs in Toronto. The team helped developed many of the functional components in IBM’s existing eCommerce products.

Worldwide

• Grew the delivery team from 1 employee to over 121 consultants, project managers, architects, and developers, driving more than $1.2 million per month in revenue.• Worked closely with customers including Alamo Rent-a-Car, Delta Dream Vacations, Lucent Technologies, Riverwood International, Sony, and Scientific Games.• Established and staffed satellite offices in both Chicago and Washington D.C.• Authored “The Best Opportunity to Dominate Commerce Technologies in the e-business Industry” – a white paper study of the e-commerce industry and how to position a company for success. • Designed business case for and developed US-based training organization. Initially designed for deep enablement of specialist sales & technical consulting resources, later specialized in bringing new market opportunity sales (eCommerce) to predominately product sales. Grew the organization to 35 people.Special Projects:• Early graduate of Jack Welsh’s Six Sigma program being developed at GE. Achieved Six Sigma Brown Belt.

United States

• Consultant in the Consulting Strategy Practice• Lead multi-year strategy engagements for clients such as Holiday Inn Worldwide, Delta Air Lines, and Blue Cross and Blue Shield.