Marco Marinelli Email & Phone Number

Anz

Leading the LogicMonitor ANZ Channel and Alliances business; we are building an ecosystem of strategic Partners and Alliances that want to grow with the leading cloud-based Infrastructure Observability Platform.Ownership and responsibility for the channel strategy across ANZ, helping LogicMonitor to become the most profitable monitoring tool for our customers and partners.

Australia

Led the Nutanix OEM Alliances for the ANZ territory. The position held accountability for driving growth through Nutanix OEM Partners Lenovo, HPE and Dell. Established trusted relationships with OEM Leadership teams in building and executing a joint GTM strategy.Results: - Exceeded Sales Quote 9 of 14 Quarters. - Led OEM and Nutanix sales teams in the acquisition of 3 ASX100 Accounts. - Grew ANZ OEM sales to over 65% ANZ business - 2x Recipient Nutanix APJ All Star Award. Winner Global OEM Sales Award FY20

Australia

DataCore is a leader in software-defined storage, backed by 10,000+ customer sites globally.As ANZ Sales Director I was responsible for building and maintaining a high performance sales team and building a channel ecosystem to support regional growth plans.Results - Established DataCore practice with the GSI, Global and regional partner base. - Acquired net new Enterprise and government accounts - Exceed annual sales plans 2016, 2017

Melbourne, Australia

Transitioned across to Dell as part of their acquisition of the Compellent Storage business, this role evolved as Dell embarked on strategic acquisition and growth in the Enterprise storage market. With accountability for growth in Vic, SA, WA, Tas and NZ, the challenge in this role was to drive the business through strategic acquisition and ongoing development of opportunities within the enterprise business.Results:- Achieved a high win rate for data storage tenders. Working in partnership with pre-sales professionals, technical writers and managers to calculate winning strategies and methodologies. - Drove the acquisition of enterprise accounts that delivered outstanding growth for the business as well as established ongoing strategic partnerships for the Dell Enterprise Solutions group.- Established a solid reputation for Dell products within businesses, including challenging relationships and perceptions to increase the opportunity for organic growth.- Established relationships with C level executives to influence from the top down.- Exceeded sales quotas in 7 out of 8 quarters, including achieving unprecedented sales results in excess of 150% of target expectations for the Compellent products.- Mentored new and up and coming sales professionals within the IT sector. Influenced their career through direction and guidance on core employability skills.

Promoted to the role of BDM for IaaS solutions across the South Pacific region, responsibilities included driving forward the go to market strategy for the new service solution. Key initiative was to look to the current industry opportunities, drive engagement in organic and new business opportunities and focus on aligning business requirements to the service offering.• Achieved unexpected success within the first quarter following the effective implementation of the go to market strategy and on the ground engagement.• Worked in close partnership with other business units and departments to establish a common approach and to increase the reach of business opportunities.• Managed all pipeline reporting including analysing expectations and managing the development of the pipeline for the opportunities. • Drove acquisition activities for non-HP accounts and increased engagement through the unique value proposition of the product line.• Led the development of the channel business, including managing channel engagement and capabilities. Achieved in excess of AU $2million within the channel for the 1st quarter.• Assisted in establishing the business structure around the product, including developing case studies, managing overall engagement and driving marketing initiatives.

Taking on the new challenge at a senior BDM level, this position provided the opportunity of moving in to working with the premuim HP service offerings across Mission Critical Services. Accountability included the delivery of sales outcomes whilst establishing a solid pipeline of opportunities, driving acquisition and managing the ongoing engagement with existing accounts. • Managed the development of business strategies and a regional business plan focused on both traditional and organic business development.• Negotiated at C level to drive engagement whilst taking a proactive approach in managing sales opportunities. Facilitated all customer facing activities within accounts.• Undertook extensive market analysis and research to increase competitor awareness and to benchmark HP against direct and indirect competitive product lines.• Led the negotiation of complex and high value solutions, including:o Retail sector: 5 year Mission Critical services deal (worth $2.2M) on HP BCS platform for Australia’s largest retailero Manufacturing: $2.9M Services deal for Mission Critical Partnership. A complex services proposition to build best practice IT service capability and achieve ISO2000 certification. o NZ Network Equipment Provider: $3.9M Mission Critical services solution to support national signaling platform. • Exceeded market growth expectations in 2007, 8 & 9 with double digit YOY growth including FY07 11%, FY08 10%, FY08 16%.• Managed the development of pricing strategies, including analysing margin and revenue targets whilst looking at strategic win opportunities. • Drove the conversation on ROI expectations, and supported in increasing the businesses engagement across the HP product lines.

Melbourne, Victoria, Australia

As Technical Account Manager, I led the delivery of HPE's premium support service, Mission Critical Support, for tier #1 accounts, including: ANZ Bank, Telstra, Coles, Fosters Brewing and National Foods. I was able to drive engagement at all levels of business, from IT managers to CIO's. I achieved trusted advisor status with each of my accounts through professional delivery and consistent quality of service. Today I continue to have a strong network of relationships with each of my assigned accounts.• Led the technical engagement for assigned Tier #1 accounts. Managed services delivery as well as driving new business development opportunities.• Focused extensively on the ability to manage relationships and increase the reliance of accounts on HPE services and product lines.• Drove and supported complex business negotiations, including defining technical solutions as well as driving the engagement across various business units in the account.• Implemented a detailed account strategy that incorporated business drivers engagement requirements, growth and challenges. Undertook a detailed SWOT analysis within all major accounts.

This position was a technical leadership role managing the requirements and delivery of a team of UNIX systems engineers. Core focus was on the management of mission critical applications and the delivery of best of breed IT services and support management.• Manage the strategic objectives of the business unit, including controlling operational and capital expenditure and workforce requirements.• Focus on the upskilling of technical team members to meet the demands and expectations of the business units. Challenge them through professional development and mentoring.• Support the translation of business requirements in to technical expectations and needs. Address the importance of these with the business to ensure prioritisation of resources.• Collaborate across the business to understand and interpret tender responses and business challenges. Identify best of fit solutions whilst minimising risk through mis-alignment. • Manage the relationships with vendors and vendor representatives. This included negotiating vendor supply and support agreements and managing the delivery to terms.• Establish all business policies and procedures to effectively manage the business operation. Work at a strategic level to drive forward business engagement.

Initially employed by the organisation in the role of Telecoms engineer, throughout the 12 year period I undertook a number of new challenges and business opportunities. These included developing core capabilities in IT management and developing skills including: • Unix systems engineer • Oracle DBA• Business analyst• Project Management• Applications development and support • Telecommunications engineer supporting Telecom’s PSTN network