Jonathan Phillips Email & Phone Number

Austin, Tx, Us

San Jose, California, Us

Strategy & Planning Execution • Leading the strategic vision for Deal Management:• Represent Deal Management in Strategic Initiatives, Pricing Committee, M&A activities• Representing DMT as a stakeholder and approver in NPI processes to ensure successful integration of new products into the deal management and quoting workflows.Lead to Cash & CPQ• Driving CPQ to streamline deal structuring, pricing, and quoting processes.• Provide mentorship and support in the implementation, testing and optimization of CPQ Policy & Governance:• Design, deploy policy & process governance for Q2C processes• Developing, implementing, and maintaining policies and procedures that govern deal management processes and quoting

Palo Alto, California, Us

Post Broadcom's November 2023 acquisition of VMware, I lead a large global strategy & operations organization driving VMware by Broadcom's 12B+ monetization and pricing strategy and L2C lifecycle. Focused on multiple business divisions' pricing and packaging offer readiness, price FX strategy and managing diverse rout to market GTM execution. Including Two-tier channel, OEM and embedded software partners. During my time leading this organization, we focused on a significant transformation post the Broadcom acquisition of VMware. My team lead major transformation across the software offers pricing and packaging, pricebooks and revamped partner programs and RTMs. Implemented attribute based pricing models for SaaS and Subscription. Focus included re-tooling offers, program and policy for reseller, distributor, OEM and embedded software partner channels.Pricing, Packaging & Monetization:* Delivered on higher deal velocity, increasing low, no-touch transactional volume* Improved price realization* More accurate measurement of pricing performance* Developed strategically aligned sales/sales operations behaviors* Delivering PnP consistency across a large, complex offerings portfolio* Ease of doing business for channel partners and direct sales

Palo Alto, Ca, Us

Led high-performance, cross functional teams delivering strategy, planning, and operations, on strategic initiatives. Oversight for our worldwide SaaS business strategy & annual planning functions for a multi-billion business. Including SaaS & Subscription revenue planning & 3-year growth strategies, organizational design & optimization, strategic investments, competitive insights, and governance operating models.Revenue Operations:* Developed and executed the revenue operations strategy to drive sustainable growth and achieve financial targets.* Led the design and implementation of processes for sales forecasting, pipeline management, and performance analytics.* Oversaw the integration and optimization of sales and marketing technologies to enhance operational efficiency.* Collaborated with ELT & senior leadership to align revenue operations initiatives with broader business objectives and strategic goals.* Managed and mentored a team of revenue operations professionals, fostering a culture of continuous improvement and high performance.* Analyzed key revenue metrics and market trends to provide actionable insights and recommendations for strategic decision-making.* Ensured effective cross-departmental coordination between sales, marketing, finance, and customer success teams.* Drove the development and enforcement of best practices and standard operating procedures to enhance revenue generation and operational excellence.Results:delivered success on a comprehensive transformation strategy and design on customer buying programs, customer Incentives, upgrade, and migration offers, delivering over $3B of SaaS and Subscription revenue yielding a 24% YoY growth. Our Subscription & SaaS portfolio: Tanzu and Cloud Management, Cloud Infrastructure, and End User and Secure Edge offerings.

Palo Alto, Ca, Us

Led the strategy and program execution for a cross solution & industry Universal Cloud GTM for SaaS and Subscription Business Transformation: Collaborate across corporate teams to integrate work across the GTMs and build our area execution plans to effectively land GTMs through integration product design, program execution, and Field and Channel/Partner execution. Led building and adoption of new Customer Success SaaS/Subscription KPIs.* Responsible for building and delivering C-Level executive presentations, including QBRs and regular deep-dive sessions. * Lead, coordinate and refine weekly sales forecasting processes driving predictability. Develop and action productivity and performance reporting of sales management, individuals, and account opportunity. * Oversaw global sales team productivity and track critical KPIs (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.). * Conducted historical reviews of account performance, account segmentation, prioritization, and oversee win/loss analysis and other predictive analytics. * Drove field sales and annual ecosystem planning, including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans. * Supported and optimized the GTM strategy, including core sales processes and productivity drivers, infrastructure and automation, regional performance* Managed the sales pipeline by monitoring deal flow across stages and conducting performance reporting. * Established sales asset needs, support development, and determine asset utilization and deployment guidelines.

Palo Alto, Ca, Us

Led Strategy, Planning, and Operational Readiness for GTM sales strategies and transformation. Driving key business and sales programs across the Worldwide Channel and Commercial organizations. Driving a segmentation strategy, a go-to-market planning team, driving key business and sales priorities across the Worldwide Commercial & Channel organization at VMware. Designing, building, & executing highly successful global programs and strategy at scale. Driving the Analysis of the sales cycle, channel mix and customer segmentation formulating plans & approaches to optimize the selling process across different customer segments and personas.* Led strategy design & program implementation for the WW Commercial Segment operating model & GTM Sales Acceleration programs driving increased YoY sales efficiency, market share and bookings growth attainment.* Managed segment marketing demand generation strategy with customer insights & targeting sales, co-sell motion planning for direct and channel sales improvement. * Led a Product and Solutions BU market fit strategy with planning for Commercial segment targeting land and expand programs leading to market growth.* Drove delivery of analytics and data insights to land strategic sales acceleration Initiatives & sales plays program, operating model and governance planning.

2Scale ConsultingDigital Transformation ConsultingCore focus areas and recent work:Senior Practice Partner – leading a Sales & Marketing Go-To-Market Strategic consulting service. Including -Executive coaching, product positioning, sales and marketing planning, evaluation and consulting. I spend time working with clients building unique, customized client strategy around - go-to-market (GTM) planning, market entry insights, and industry analysis. Helping customers develop the right "Sell to and Sell through" strategies. Consulting organizations on end-to-end marketing plans including product marketing, thought leadership, demand generation, sales pipeline, events and AR/PR execution.

Round Rock, Texas, Us

Managing Director Marketing Strategy – North America Enterprise and Commercial MarketsLed the CoE (Center of Excellent) organization for North America Marketing organization. Responsible for GTM execution of end-to-end marketing & demand generation programs for $6B~ business portfolio. Delivering consistent, plan obtainments with increases in market share growth, customer share of wallet, profitability - gross margin, and customer retention/ NPS outcomes through:• Responsible for designing and delivering go-to-market strategy for key business growth Initiatives increasing market share growth and annual revenue/bookings attainment plans.• Oversight for all aspects of marketing to both prospects and existing customers -- from targeting and segmentation to awareness, messaging, and demand generation.• Demand generation including ABM, and product marketing, CXO engagement programs, digital nurture campaigns, and marketing contributed pipeline attainment. Built a strong team to innovate with a modern marketing technology stack growing customers for life.

Round Rock, Texas, Us

Prior to my role as expanded leader for Vertical Practice at Dell, I was General Manager of Education Worldwide, supporting schools and universities across our global regions.Led a global organization Education Vertical supporting the marketing, business development and Go-to-Market strategy for a $2+B Public Education Vertical Industry business. The team was comprised of highly diverse skill sets including Product Managers, Messaging, Business Intelligence, Events, Programs and Marcom. During this time, I helped launch the company’s cornerstone education programs. Leading solutions strategy, business development and end-to-end marketing for Higher Education, K-12 and state and local government business segments. Led the team that conceived, planned and executed all content for Education vertical events - global customer event, with an audiences comprised of an aggregated $10B in buying power. Responsible for Strategic Solutions GTM in Cloud, Infrastructure, Analytics and Mobility for global theater execution. Managed teams leading Dell’s comprehensive, highly complex GTM product marketing, messaging, business intelligence, events, programs and marcom execution for ESL. Led partner management portfolio for key Education Vertical partners. Lastly, was a member of the executive steering committee which conceived, planned and designed, customer/partner communication and Go-to-Market planning for Public Markets GTM.

Newark, Ohio, Us

Software services & business consulting firmBuilt a software services and business process consulting practice offering software as a service (SaaS) solutions and business consulting focused in the higher education marketplace. Lead and directed product development teams serving organizations and regulatory agencies with software solutions for accreditation, regulatory matters, and business process. Consulted on technology implementations, brand expansion and business process improvement strategies.

Us

As a senior member of the Executive leadership team, Led strategy, planning and execution for North America Consumer & SMB business. Executive leader for sales and marketing organization and North America field operations.• Managed Americas Field P/L, strategy planning and Revenue execution. Led field sales teams and corporate marketing team driving campaigns and Consumer and SMB business development. Drove product launches adjacent market growth strategy and execution. Also led field operations for a 30 institution locations in 17 states and online delivery operation teams, communications, media relations and industry channel partnerships teams.• Led national accreditation strategy successfully taking company’s prime field locations through the rigorous national accreditation process.

Co-founder, President and Chief Operating Officer of this startup Internet software company, led an organization and set of teams responsible for architecting a services consulting business and recurring revenue solutions. Led operations and marketing strategy for multi-million dollar SMB Training and communications solutions portfolio and software offering focused in compliance/regulatory matters and certifications.

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Learning enterprise training solutions and digital content distributorOversaw product development teams that built corporate workplace eLearning software products. Deployed successful software development models, including an outsourcing strategy to successfully reduce development costs, maintain quality and improve speed to market.

International publisher of business and information technology books and digital content solutions Managed the division’s (Que Education & Training) top revenue product line (Computer Science & Technology), ascending to a top tier market position. Guided the build of a large suite of web based and CD/ROM e-learning products and ancillary tools. Managed the business planning process, P/L, title/product strategy, and large author network. Developed and Managed the division's strategic relationships with software and technology partnerships.