Jim Pedersen Email & Phone Number

Miami, Florida, Us

Anaplan (NYSE: PLAN) is pioneering the category of "CONNECTED PLANNING". Our platform, empowers our customers to PLAN, COLLABORATE and ACT—in real-time AND to stay one-step ahead of critical business events, while rapidly modeling potential impacts and course correcting on the fly. With Anaplan’s cloud-based platform and planning applications, our customers can more easily connect their PEOPLE, PLANS, DATA and spend to new market opportunities, giving them a distinct competitive advantage in rapidly changing business environments. Target audience are business leaders in Finance, Sales, HR and Operations roles.

Raleigh, Nc, Us

Responsible for helping enterprise accounts successfully adopt Red Hat's complete portfolio of solutions including Platform (RHEL), Cloud (PaaS, IaaS, Containers, Virtualization), Management, Middleware (JBoss) and Storage (Ceph, GlusterFS).Red Hat is the world's leading provider of Open Source enterprise IT solutions for cloud, Middleware, operating platform, storage and virtualization. We deliver a comprehensive portfolio of secure products and services using the same open, collaborative business model, and an affordable, predictable subscription model."Our mission is to be the catalyst in communities of customers, contributors, and partners creating better technology the open source way."Red Hat helps create relevant, innovative technologies uniquely positioned to harness the power of Open Source which liberate resources for growth and prepares our customers for their own Digital Transformation journey and the Future of IT.

Santa Clara, California, Us

I am responsible for and support a dozen Fortune 500 Named Enterprise accounts in PA, NJ & NYHortonworks is in the business of helping enterprises harness the power of open source technology to create successful business outcomes.Hortonworks is the industry leading innovator that creates, distributes and supports enterprise-ready open data platforms and modern data applications that deliver actionable intelligence from all data​: data-in-motion and data-at-rest. Hortonworks is focused on driving innovation in open source communities such as Apache Hadoop, NiFi and Spark. Along with its 1,600+ partners, Hortonworks provides the expertise, training and services that allow customers to unlock transformational value for their organizations across any line of business.Hortonworks Value:• 100% Open Innovation, focusing on innovation at the Core.• Hortonworks provides world-class technical support, training and consulting.• Hortonworks solutions capture the most innovative capabilities by embracing the latest technology advancements from the Apache community.• Hortonworks fills enterprise gaps and contributes the code to an Apache project for the good of the community.• Key member of Open Data Platform initiative (ODPi) along with IBM, Pivotal Software, and 12 other technology vendors. • Customers have come to rely upon Hortonworks to deliver the best the open source community has to offer across ALL of the Hadoop ecosystem of projects. This allows Hortonworks to focus on our customers’ success rather than trying to sell them specific, proprietary extensions.• Hortonworks employs the most Apache committers focused on enterprise Hadoop needs across data access, security, operations and governance.• Hortonworks remains focused on providing partners with on-ramps to ease integration across operations, security, and governance. • As a result of all of these advantages, we are adding Hadoop customers at a more rapid pace than any other distribution.

Palo Alto, Ca, Us

Special interest:• Thought leader in Sales Enablement and Sales Effectiveness solutions. • Developed scalable account profile workbook built to support more rapid sales on-boarding, dramatic improvement in efficiency of territory account planning, while enabling faster and more accurate day-to-day territory analysis and decision making providing the deepest insights into historical buying patterns, leading to increased sales. • Account profile workbook helps maximize likelihood of meeting sales targets for overall bookings, revenue, and targets for specific product / service offerings. • Simple “what if” planning leveraging industry standard Microsoft Excel platform, which includes both internal, external and "tribal knowledge" sources. RESULTS: • H2 2014: Achieved 108% on $1.5+M Target Goal.• 15H1 Closed first Software-defined Networking solution (NSX) deal in district• 100% ELA Renewal rate

Palo Alto, Ca, Us

Responsible for maximizing VMware solutions sales to named accounts in assigned territory, while primarily leveraging both VMware and channel sales teams responsible for identifying, selecting, developing, leading and managing all VMware sales opportunities. Additional responsibilities for this Hybrid Sales role include the following.:Co-develop a partner strategy for the territory and execute on the strategy with specific revenue and profitability targets.Effectively communicate and coach ideas and concepts to external partner representatives on how to position and close VMware opportunities.Coordinate appropriate and limited enablement resources to support partner community within the territory.Orchestrate territory coverage with both internal and external partner teams to achieve high level results.Create and maintain effective partner relationships with partner principles located in assigned territory.Supports and provides guidance to both field and partner marketing events and activities.Accurately assesses general contract terms, customer requirements, and product capabilities to ensure VMware is chosen as the preferred vendor.Accurately forecast license bookings, specific products revenue, professional services bookings and new accounts on a weekly, monthly and quarterly basis.

Palo Alto, Ca, Us

Managing one of VMware's largest and most diverse channel territories in East, covering states PA, DE, MD, DC, VA & Carolina's for Enterprise, Commercial, State, Local & Education Segments. Main sales and marketing liaison VMware sales teams and top strategic VAR's,inc Solution Provider, Corporate Resellers, OEM's and Alliance channel partners.Key Responsibilities inc: • Revenue: Responsible for driving VMware License and Services revenue with Solution Providers, Corporate Resellers, OEM and Alliance partners as resellers and influencers of VMware Virtual Infrastructure and associated services offerings.• Enablement: Market current programs and contracts that provide partners ability to easily and effectively resell VMware products, and adopt VMware Virtual Infrastructure IP. • Solution Offering: Work with current and target Partners to understand current offerings and amend to include VMware Virtual Infrastructure as part of their core offerings or dedicated solutions practice. • Mapping: Responsible for working with partners on account mapping, go to market strategy, and facilitating partnering efforts with VMware Field Sales teams.• Develop and implement marketing plans and events with select partners.RESULTS:123% on $13+M Plan in 2011 (1/2 year)109% on $10M Plan in 2012 (first full year)32% Growth on $5.4M H1 Revenue Growth Target across 5 Focus Partners, resulting in 128% QoQ Growth of Revenue Target.

San Francisco, Ca, Us

• Sold Software as a Service (SaaS) rules-based solution to the Nuclear Industry for Continuous Improvement Workforce Management. • Within first 9 months, closed 3 Net New deals worth approximately $1M in software and services.• Sales lead for new product launch campaign for cyber security solution offering addressing top industry concern regarding Cyber Security.

Redmond, Washington, Us

SELECTED ACCOMPLISHMENTS:• “TOP DRIVER" award for leading district project in creating a single source sales resource reference workbook containing complete account and virtual team information, select product & annuity information, opportunity tracking, as well as crucial managed and unmanaged partner intelligence, saving partner and account team members hundreds of hours of research time.• “ONE MICROSOFT” award for leading successful campaign around Partner-led Virtualization Proof-of-Concept (PoC) engagements with MICROSOFT key virtualization partners, HP, EMC and DELL, resulting in deeper synergies with select global partners and 7 net new wins worth over $1M in Net New software revenue. • East Region Enterprise and Partner Group “COMPETE” award for Virtualization PoC wins with Hewlett-Packard at Microsoft Worldwide Partner Conference.• “OUTSTANDING CONTRIBUTOR/INNOVATION" award for MICROSOFT/SAP DUET Opportunity profiling analysis.• Helped deliver #1 Worldwide Partner Team Ranking in FY09 MICROSOFT Annual Global Partner Satisfaction Survey, resulting in a world class customer satisfaction score of 190, which resulted in back-to-back 17 point increase over previous two fiscal years.• Member of district team that helped develop and execute on district plans to integrate partners into the business resulting in FY09 “TOP DISTRICT OF THE YEAR AWARD” for the entire MICROSOFT US Subsidiary and Commercial Business.• Best Practice recognition in 2 years in a row by the MICROSOFT US DELL Director, for Account Whitespace Target Analysis which helped MICROSOFT and DELL account team overachieve on wins revenue and services targets in CORE Infrastructure Optimization and Unified Communication-Messaging opportunities.• On track to deliver against assigned revenue/wins and partner-led solution revenue goals. • Exceeded FY08 revenue attainment goals by 133%, and Partner-led revenue by 118%.

Redmond, Washington, Us

• Managed the overall relationship, business, and sales/services revenue generation. • Tenured Account Manager with over 7 years experience in developing, communicating and executing on account plans and strategies within a highly complex and matrixed sales environment. • Developed deep industry experience in industry verticals such as Manufacturing (Chemicals/Utilities), Professional Services, Finacial Services & Healthcare. SELECTED ACCOMPLISHMENTS:• 300% Attainment Award winner for full year attainment against plan. • East Region “Outstanding Contributor Award” for the following sales wins: Windows 2000/SQL Server competitive replacement of Unix/Sybase solution, Server Revenue growth of 571%, 30% attach rate of Microsoft services to software product revenue and closing Global Technical Account Manager valued at $370K, while demonstrating exceptional Sales & Services teamwork.• East Region “Hero Award” recognizing "superior performance in servicing my customers and partners" and the highest customer satisfaction score of any MICROSFT major account in the US through exceptional account management. • Fostered long-term customer loyalty and recognized by customers for understanding their business drivers and presenting relevant solutions that translated in to strong year-over-year sales/revenue growth of key MICROSOFT server products.• “Customer Satisfaction” recognition from Corp VP of MSNA Sales and Marketing for achieving highest satisfaction rating for quality of account management from all of my customers in recognition of my outstanding customer support, exemplary leadership, and trusted advisor status. • Implemented first successful Sales/Services integration model.

• Responsible for Large Account Management and sales of the IT analysis industry's first web-based IT analysis services solution, as well as traditional IT Analysis consulting services.ACCOMPLISHMENTS:• Presidents Club Award, recognizing 110% territory growth in just first nine months.• Achieved highest average sales volume per sale, and largest single order in company history.• Represented the Mid-Atlantic Region at GigaWorld IT Forum• Developed customer "Quick Reference Customer Training Tip Sheet" for web-based delivery tool.

• Sales of computer book and online training services to Fortune 500 companies in Eastern PA and NJ territories.ACCOMPLISHMENTS:• "Impact Award Winner", prestigious annual award recognizing out-of-the-box thinking and execution excellence.• Presidents Club for outstanding quota achievement and top territory YoY percentage increase of 125%• Sales Achievement Award, recognizing outstanding YoY growth of 100% over previous year• 100% Achiever's Club

Kennesaw, Ga - Georgia, Us

• Sold traditional service-bureau, and new In-house tax software, as well as tax and legal research solutionsACCOMPLISHMENTS:• Master's Club all 7 years• Quadrupled territory weekly sales average in first full year.• East Region Rookie of the Year award, 117% of quota in only first 8 months.• Set company record for Accelerated Net Revenue growth of 27% over quota of $1.6M• US Top PreProforma Sales Award 1989-90• Consistently ranked in Top 10 percentile on new sales and revenue growth, averaging 112% growth over 5 straight years• Helped develop and customize first company-wide CRM and customer contact tracking system using ACT! ver 2.0

• Responsible for direct sales of packaged patient billing solution to physicians and hospital ancillary departments using mini-computer and PC-based systems.

Atlanta, Georgia, Us

• New account development and team sales responsibilities for fault-tolerant mainframe-based hospital billing solutions/systems.

Bs, Marketing

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