Nancy Lam Email & Phone Number

Boston, Massachusetts, Us

San Jose, Ca, Us

Developed the global VMware partnership across the company as a key strategic initiative.Results: Customer wins for the joint solutions. Developed new co-innovation initiatives to develop differentiated offerings for incremental revenue opportunities.Partnership Development & Governance:o Defined vision and strategy; aligned internally with the cross-functional team and executives.o Expanded executive engagement and orchestrated CEO/Executive Summits. Go-to-market strategy:o Drove executive sales engagement to align org structures and engagement model.o Orchestrated across marketing teams to develop alliance brief, joint solutions briefs and customer success stories.o Identified and executed new “Easy Button” opportunities to enable incremental sales. Initiated an ecosystem of development partners to add value to the joint solutions via open source software (Stackstorm).o Engaged with SIs such as Accenture for Route-to-market opportunities.Technology co-innovation:o Developed new engagements around Telco NFV and Storage (standards and analytics). o Investigated End-user Compute and IOT collaboration opportunities.

Mountain View, California, Us

Developed GTM strategies and engagements to accelerate sales through a portfolio of hardware partners. Results: A pipeline of new hardware partners (Supermicro, QCT, and Alpha Networks) as new RTM. Drove reference-sell partnerships to OEM engagements.

San Jose, Ca, Us

Develop strategies and solutions to accelerate sales through portfolio of strategic partners. RESULTS: New Cisco/SAP IOT solution architecture with a target list of vertical customers. A portfolio of Hadoop partners and field resources to support GTM.INTERNET OF THINGS ENGAGEMENT WITH SAP:● Drive sales engagements and focused around selected verticals.● Drive co-innovation to demonstrate technology integration and Cisco end-to-end relevance.● Develop joint Point-of-View and identify target customers for Proof-of-Concepts.BIG DATA PARTNER STRATEGY:● Lead cross-functional teams to establish partner portfolio strategy and go-to-market plans.● Identify Global System Integrator partners as Routes-to-Market. STRATEGY AND PLANNING:● Drive sales interlock with Country Leaders globally.● Provide executive summary of cross-company efforts around Cisco Integrated Infrastructure.

San Jose, Ca, Us

Developed the SAP global partnership from its nascent stage to key strategic focus across the company. RESULTS: Cross-functional, global business plan to target $500M in revenues by 2015. Managed team that built incremental revenue run-rate of $50M in 2013. Drove new co-innovation initiatives to develop differentiated offerings for incremental revenue opportunities.ALLIANCE DEVELOPMENT:● Defined vision, strategy, and execution. Developed internal global business and GTM plans.● Identified areas of alignment and drove co-innovations in Data Center, Mobility, Security and Internet of Things/Everything to broaden the solution portfolio to drive greater sales impact.GO-TO-MARKET STRATEGY:● Drove Cisco relevance within SAP sales teams by building relationships with SAP’s Alliance Sales Directors and inserting Cisco to present at Regional Sales VP staff meetings and QBRs.● Developed best practice around engagement with SAP’s Public Sector.● Targeted and engaged SAP Consulting Integrator partners as influence partners for Cisco.● Developed sales plays and webinars in collaboration with Sales and Marketing teams.● Provided incentive programs to Global SIs to drive sales leads for SAP on Cisco.ALLIANCE GOVERNANCE AND OPERATIONS:● Orchestrated the first Executive Summit between the companies where senior executives agreed on areas of alignment and opportunities to broaden the partnership. ● Established new executive peering relationships.● Developed governance structure including quarterly executive business reviews. ● Developed cross-functional teams, defined roles and responsibilities, and led the coordination between the teams to drive cohesive Cisco strategy for the SAP Partnership.

San Jose, Ca, Us

Responsible for evaluating, developing, incubating new partnerships including relationships such as Apple, EMC, Dell, and Intel. Activities include OEM contracts, driving technology collaboration, marketing, and sales enablement to drive towards innovative GTM models. RESULTS:• Intel -- $40M run-rate in influence revenue and $7M in Joint Marketing Fund (10:1 ROI)• Dell – Drove OEM agreement that resulted in a $100M run rate business.• EMC – Drove OEM agreement that resulted in a $300M run rate business.

San Jose, Ca, Us

Developed partnerships in the area of Operation Support Systems (OSS) and billing solutions for the company’s H.323 voice over IP products and softswitch packet telephony solutions. RESULT: A portfolio of partners to support the company’s H.323 VoIP product.• Developed the partner strategy and identified the key partnerships to deliver the end-to-end solution. Managed and positioned the partnerships on an on-going basis. Developed go-to-market plans.• Defined the partnership program for Billing and OSS solutions that included partnership agreements, interoperability test guidelines, joint-beta, marketing collateral and out-bound marketing activities.• Led a cross-functional internal team to commit resources to deliver the partner program.

Bachelor, Computer Science

Master Of Business Administration - Mba