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Accomplished strategy and operations executive with a strong entrepreneurial background. Broad & diverse GM experience in building, inspiring & leading business development, sales, end-to-end marketing & product management, teams. Strong track record of delivering results in market share, revenue & margin growth success. 20+ years experience in strategy & business, planning, and building transformational frameworks in highly matrixed environments. Solid understanding of Partner ecosystems, software sales cycles, and customer lifecycle models. Strong experience leading large global teams driving pricing and packaging strategy/execution. Demonstrated exceptional leadership skills with the ability to create and drive vision across organizations. Strong interpersonal and team-building skills; proven ability to work with a diverse team and influence and drive change across functional and business boundaries. Passionate about continuous learning, building brands, customer-centric focus, and driving strategic transformations. Building & motivating diverse & inclusive teams, achieving exceptional performance. Currently leading strategy & operations for Cohesity worldwide. Recently, as a leader at VMware by Broadcom, I drove high velocity, accountability, and excellence across corporate teams across multiple functions leading a global organization responsible for Pricing/monetization. Shaped and lead the vision and strategy for VMware’s transformation to a subscription ARR and SaaS company. focused on operationalizing new sales motions and commerce systems as well as partner and customer success motions. My teams drove the definition and developing the strategy to achieve business goals, while establishing a structured and disciplined operating model to ensure we are bringing the best set of industry LOB solutions & capabilities to market.I've served as Managing Director for Dell Technologies - North America Marketing & Business Development. Leading an organization responsible for strategy and go-to-market (GTM) execution for a 6B+ market. Leading both a business development team field team -delivering industry consulting services, as well as, a North America marketing team, Including end-to-end marketing planning: thought leadership, demand generation, pipeline, lead development,.Strength Areas: Strategy Design, Market Planning, Pricing & SaaS NPI, Product Management, Product Marketing, Go-to-Market Launch Planning, Business Development, Leading Sales teams, Enterprise Sales, Channel and Partner Marketing.
Cohesity
View- Website:
- cohesity.com
- Employees:
- 7742
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Senior Director - Strategy And Operations DmtCohesityAustin, Tx, Us
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Senior Director - Strategy & Operations DmtCohesity Dec 2024 - PresentSan Jose, California, UsStrategy & 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
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Senior Director - Sales & Revenue Operations, Monetization & PricingBroadcom Software Nov 2023 - Sep 2024Palo Alto, California, UsPost 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 -
Senior Managing Director Ww Strategy, Customer Operations Saas & SubscriptionVmware Nov 2021 - Nov 2023Palo Alto, Ca, UsLed 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. -
Managing Director, Strategy Gtm Planning & Operations Multi-Cloud Saas ProgramsVmware Sep 2020 - Nov 2021Palo Alto, Ca, UsLed 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.
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Managing Director, Ww Sales Strategy, Planning And Operations - Commercial And ChannelsVmware Mar 2019 - Sep 2020Palo Alto, Ca, UsLed 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.
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Board MemberLake Travis Education Foundation May 2018 - May 2020
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Managing Partner2Scale Consulting Oct 2017 - Mar 20192Scale 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.
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Managing Director North America - Business Development, Sales And MarketingDell Technologies Jan 2015 - Oct 2017Round Rock, Texas, UsManaging 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. -
Director, Worldwide Education & State & Local GovernmentDell Technologies Aug 2011 - Jan 2015Round Rock, Texas, UsPrior 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.
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Managing PartnerCyanna Education Services Jan 2009 - Feb 2011Newark, Ohio, UsSoftware 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. -
Executive Vice President Sales MarketingTechskills, Llc Jan 2003 - Jan 2009UsAs 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. -
President & CooEdgia, Inc. Mar 2000 - Apr 2003Co-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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Director Of Product StrategyCourse Technology - Thompson Learning Jan 1999 - Feb 2000UsLearning 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. -
Executive EditorMacmillan Publishing Usa | Que Education & Training 1993 - 1999International 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.
Jonathan Phillips Skills
Jonathan Phillips Education Details
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Ball State UniversityCommunications And Marketing
Frequently Asked Questions about Jonathan Phillips
What company does Jonathan Phillips work for?
Jonathan Phillips works for Cohesity
What is Jonathan Phillips's role at the current company?
Jonathan Phillips's current role is Senior Director - Strategy and Operations DMT.
What is Jonathan Phillips's email address?
Jonathan Phillips's email address is jp****@****ign.com
What is Jonathan Phillips's direct phone number?
Jonathan Phillips's direct phone number is +142355*****
What schools did Jonathan Phillips attend?
Jonathan Phillips attended Ball State University.
What skills is Jonathan Phillips known for?
Jonathan Phillips has skills like Leadership, Enterprise Software, Business Intelligence, Consulting, Business Process Improvement, Business Development, Analysis, Business Process, Brand Management, Fundraising, Higher Education, Software As A Service.
Who are Jonathan Phillips's colleagues?
Jonathan Phillips's colleagues are Gabe Long, Kaushik Pulgari, Luca Turi, Pamela Tippins, Alexander Daschner, Raksani (Beau) Khunamas, Durga Nayak.
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