Lars Thorsen Email & Phone Number

San Jose, Ca, Us

Led the Cisco/AWS GTM partnership from inception to delivering $1B+CY23 Cisco recognized as AWS Global ISV of the YearFY22-24 AWS Partnership Cisco Eco System Partner of the yearFY21 Strategic Partner Executive of the year award winnerFY24 Leadership Excellence Award

San Jose, Ca, Us

2020 Cisco Systems Inc. Ecosystem Partner of the Year- AWS Strategic PartnershipDelivering 32% Y/Y Business GrowthDelivered 10 figure Business plan for growth accelerationDrive GTM strategy, sales alignment, route to market approach, and go-to-market motion with the partner. Manage and facilitate the relationship between AWS and Cisco sponsors.• Accelerate Cisco revenue by driving GTM, field sales support, incremental offer development, contract management, program governance, and mindshare within Cisco and across AWS.• In concert with Strategic Partner Marketing, Geo Partner Leads, Business Units and others, participate in developing the vision, strategy, and success metrics for the partnership. • Achieve joint success metrics for the partnership, such as revenue, pipeline growth, and increased market share.• Provide guidance to regional Cisco sales leaders, maintaining regular interlock with Cisco’s regional partner and sales teams. Help connect Cisco and AWS field sales teams opportunistically.• Effectively articulate and evangelize the joint value proposition of the partnership to Cisco partners, Cisco field sales, and customers

Santa Clara, California, Us

Sr. Director Strategy and Planning Global Customer Success. Veritas is a $2B industry leader helping companies store, manage and protect their critical data through software and appliance solutions. Directed the development and implementation of key programs and initiatives to grow and protect $1B in recurring maintenance revenue. Delivered $71.9M in incremental revenue in FY17 via key business growth strategies Developed and implemented policies to protect and grow recurring revenue stream Transformed renewal sales motion to include new business lead generation and services sales initiatives with exemplary results Customer Success GTM aligned to transition from perpetual license model to subscription and consumption based business model Spearheaded a Bain & Company consultancy, which entailed a $100M profitability initiative

San Jose, Ca, Us

- Held responsibility for $28B in product and service bookings annually. Oversaw US and Canada Partner/Channel Operations, Public Sector Customer Operations, Enterprise Customer Operations, and Commercial Customer Operations. • Triggered a >20% Service sales productivity return and an international sale operation standard, through the implementation of a revolutionary engagement model and sales initiative.• Effectively engineered an operations hybrid service quoting support model, which generated 98% Cycle Time accuracy while improving sales satisfaction from 3.8 to 4.8.• Directed project SOAR (Simplify and Optimize Annuity Revenue), which entailed the digitization of the company’s global commerce engine business rules and ultimately reduced business rule triggers by 66%.• Significantly enhanced Cisco's $16B Services Commerce experience by 25% and produced >600,000 hrs of productivity to Partners and Sellers, through effective change management. • Played an integral role in the delivery of 12% Sales productivity, through the establishment of shared services customer and partner operational support model for Cisco’s Commercial Business.• Proficiently utilized resource optimization and business model transformation in order to consistently attain >10% OPEX saving.

San Jose, Ca, Us

Led Regional Operations team delivering high touch operations covering $9B in Product and Service BookingsProject One- Sales Model Transformation Operations Lead. Aligned operational support model to Sales motion evolution delivering sales productivity and process optimization

San Jose, Ca, Us

Leader Regional Operations Americas Service Provider and US Commercial Operations covering $10B in Product and Service annual bookings.Americas Lead- Right Touch Operating Model transformation initiative. Advanced Services Ops: Qtr Opex run rates reduced 26% while optimizing the business absorbing 50% increased volumes

San Jose, Ca, Us

Leader of Regional Operations covering $5B in annual Technical Services and Advanced Services bookingsDelivered bifurcated operations coverage model spanning high touch global accounts to high volume commercial business. Led the development and transformation of differentiated operational engagement model interlocked with sales motion, which is now the global standard for sales operational deal supporto Delivered >20% Service sales productivity return

San Jose, Ca, Us

o Led strategy development and implementation across a blended workforce of 380 sales resources delivering renewal sales optimization and customer success Grew organizational revenue contribution from $300M to $1.1B Through 3X Sales Growth responsibility reduced Cost of sales spend by 10% Increased renewal rates from 33% to 66% via implementation of End Customer focused GTM strategies in partnership with our Channel organizationo Americas VirtualSales Organizational Transformation Leader (Services 2010) Led Virtual Sales Model Transformation delivering standardized roles and responsibilities aligned to deliver optimized sales productivityo Developed and directed the launch of NBM (New Business Model) Sales Rapid Response Team for FMV revenue recognition initiative.• $100M Cisco Impacto Launched standardized forecasting system and process to deliver improved business visibilityo Directed the development and launch of Sales Communication skills training program designed to improve customer experience and stickiness of business valueo Developed and implemented Pay for Performance Vendor strategy yielding an 8% lower COS (Cost of Sales) while increasing renewal rates 23% o Budget responsibility of $26M annually with <1% variance to plan

 Managed customer relationships to promote and sell hazardous materials management services to Fortune 500 companies

Bachelor Of Arts (B.A.) Environmental Science, Environmental Science And Political Science

Bs/Ba, Environmental Science And Political Science