Philip Gutierrez Email and Phone Number

Lead the Americas Modern Work GTM Team.

Lead the Americas Go-to-market strategy for generative AI (Microsoft 365 Copilot)- key focuses include seller enablement, Business Value, Industry, and Compete• Lead development and orchestration of an Americas go-to-market plan, incorporating key product releases, marketing moments and field/partner investments• Contribute to Americas revenue, adoption and share by building plans to achieve targets; help to identify gaps in performance and collaborate to develop corrective actions• Provide insights to leadership team during regular business reviews• Be a strong advocate for the Americas Modern Work business to the WW team, influencing product roadmap and marketing/partner investments• Drive demand in the Americas for Modern Work AI, leveraging the full menu of global programs and content and supplementing with local initiatives in partnership with marketing teams

Sales Enablement for Microsoft Americas: Serve as the overarching Voice of the Field for the Modern Work revenue business. Unblocking, driving alignment, and accelerating business performance while simultaneously serving as the connective tissue between the sellers, programs, and product teams.• Deliver simplified, consistent, and strategic business outcomes to propel market share growth• Believe in simplifying, support, and enabling our customers, partners, and sellers to deliver successful business outcomes• Bring together the strategy, investments, programs, and processes in order to net positive revenue growth

Own the Modern Work Sales Plays in the US. This includes building deep expertise in how the sales plays are defined, building the execution strategy and landing plan for Microsoft US.Highlights:- Developed and led internal go-to-market plans that operationalized the scaling of key M365 product initiatives. These plans were delivered to all Microsoft US sales teams (1000+ employees) and led to exponential growth across the correlated products- delivering unprecedented results. The go-to-market plans are now a blueprint that is being used for the upcoming fiscal year and being used across other subsidiaries worldwide. Impacted M365 product categories:o Employee Experience: Vivao Enabling Frontline workers: FLW licenseso Modernizing via the Cloud PC: Windows 365- Rebuilt and revitalized the Frontline Worker category in the US via a simplified GTM approach that provided high propensity account data, orchestration guidance, and proactive resources across the entire sales cycle that enabled the US sales team to accelerate their pipeline to close. This architecture led US YoY growth of 24%- exceeding budget growth expectations by 10 percentage points.- Initiated, co-designed, and implemented a compete campaign that promoted proactive outreach via compete telemetry for account targeting, field resources that were seamless to use, and programmatic tools for partner enhancement in pilots and deployment ease. This campaign drove incremental Microsoft E5 Compliance deployment that resulted in YoY category growth and gave us compete wins across over 100 accounts in the US (40% win rate vs a 10% win rate prior tothe campaign).- Developed and led an internal Microsoft Modern Work and Security contest that accelerated new product revenue across focal product categories, drove quota attainment across 1000+ sales team members, and promoted investing time in readiness to better equip the sellers in understanding how to sell via solution-based outcomes with their customers.

Duties and Responsibilities:•Lead and manage a team that is responsible for US and Canada product and go-to-market strategies.•Define, articulate and champion the product portfolio vision to team, peers, stakeholders and executives•Communicate a clear vision to senior executives and other stakeholders that simplifies complexity and generates excitement•Define goals and KPMs for short-term and long-term results and drive the team to achieve them•Maintain strong relationships with key business partners and senior executives to ensure product plans are aligned with company objectives/plans•Maintain a deep understanding of consumer behaviors, the competitive landscape and technology trends to shape strategic decisions, plans and priorities

Duties and Responsibilities:•Evaluate regional market & customer needs and lead regional efforts to drive outgrowth of the product line. •Lead the regional business development activities for Docking, Data Protection, & Rugged Cases product lines. •Acquire & retain comprehensive knowledge of regional competitive positioning and competitor strategies. •Support development of product strategies/roadmaps and lead execution of the Product Plan for the region; including positioning, managing product, segment & channel mix and developing targeted value propositions. •Implement strategic pricing in region-including the management of all P&L analysis. •Support resolution of the commercial and technical issues that occur in the region for the product line.•Monitor regional product profitability for each product line and recommend changes to meet Kensington top and bottom line objectives. •Work with cross functional Product Category Team members to propose prioritization of product development activities.Highlights:• Docking stations: Successfully cemented Kensington-US as a key player in the docking station arena. Launched 10+ skus in 1.5 years resulting in a record breaking 70%+ YoY growth in the category, as well as driving our market share to the highest it has ever been in 3P docking to 16% share (from 6-7% the year prior- via NPD).• Data Protection: While holding our place as the share leader in mechanical locks, we were able to re-position our brand towards an emphasis around Data Protection- specifically honing in on our biometric authentication fingerprint readers. This resulted in incremental growth and partnerships with fortune 500 level & global IT entities.Key Product Knowledge:• Data Protection- Biometric Authentication (Windows Hello,FIDOU2F/2, MFA), mechanical locks, and locking stations• Docking Stations- USB 3.0, USB C (Driverless and Displaylink), and Thunderbolt 3• Rugged Cases- CaC and non-CaC

Duties and Responsibilities:• Responsible for revenue generation of targeted Samsung regional retail accounts• Manage communications, sales promotion development, and training as required to stimulate and facilitate the sale of Samsung's products. • Establish high-level as well as tactical relationships with key accounts, field sales, marketing and product teams. • Manage cross-functional teams towards the launch and promotion of new solutions.Highlights:• Successfully launched 3 new Home Appliance regional accounts direct with Samsung in the Pacific Northwest. Total annual revenue $10M • Created and managed an in-depth Samsung promotional pricing roadmap for all regional Pacific Northwest accounts• Promoted from Sales Manager II to Sales Manager III in October 2017 transitioning to a new role managing the largest regional west account for Samsung Home ApplianceKey Product Knowledge:• Home Appliances• Connected Home via smart home appliances (IoT)

Duties and Responsibilities:• Define strategies and initiatives that drive Belkin revenue and market share within the business-to-business & commercial channel/segment.• Own the channel P&L for Belkin product categories within the B2B channel.• Develop a deep understanding of the product category, including competitive landscape, technical specifications, market conditions, and consumer behavior.• Work closely with VAR, Distribution and DMR Sales teams to drive roadmap and business objectives.• Collaborate daily with Sales, Product Management, Marketing, Finance, and Demand Planning to deliver on product pricing, positioning, placement, promotions and sell through.• Perform ongoing channel market research and analysis through customer contact, surveys, trade show attendance, journals, sales evaluation, industry trends, etc. • Track and monitor market conditions, including periodic analysis of competitors’ products and pricing within the channel.• Develop business models and analysis to drive market share growth with key customers within the B2B channel while meeting or exceeding corporate profit objectives.• Work with Product Management team members to influence product roadmaps (concepts, features, specifications, etc.) and develop winning strategies for the channel.• Support the Sales organization by developing and delivering materials (including competitive landscape analysis, channel trends, product portfolio, new product details, etc.) to achieve best-in-class channel execution.Highlights:• Organized and conducted a B2B wide strategy to gain market share in the Belkin cable and power categories. Results have concluded exponential YoY growth (>30%)• Reestablished Belkin as a premiere B2B partner in both the DMR and Distribution channels. Activities included (but not limited to): align pricing for over 2000 skus, establish channel specific NPIs, create product launch tools and channel wide strategies

Duties and Responsibilities:• Focus on Belkin’s Original Equipment Manufacturer (OEM) business & SP (Service Provider) business. • Achieve efficient and profitable sales in our Belkin, Linksys, & WeMo verticals.• Manage all account finances- including: program accruals, distribution rebates, and customer product costs• Provide expertise in the following product segments: power, cable, KVM, home automation, and networkingHighlights:• Met aggressive OEM & SP account sales quota in Belkin's fiscal year (2015 Target $10M)• Trained over 1000 account reps in all Belkin/Linksys/Home Automation products• Implemented multiple pricing strategies, utilizing Profit & Loss statementsKey Product Knowledge:• Consumer Power Products• Cables/Adapters• KVM (consumer and secure)• Home Automation- IoT• Consumer Networking• SMB Networking

Duties and Responsibilities:• Responsible for the growth and discovery of OEM accounts (75+) in the Los Angeles Area.• Manage end-user relationships, as well as distributior level relationshipsHighlights:• Exceeded sales quota; increased quotes and orders by 5%• Learned client and system needs by working closely with the company engineers• Researched and communicated with prospective clientele – regularly gave product presentations to customers Key Product Knowledge:• Electrical Distribution• PLCs• Variable Frequency Drives• Machine Automation- Software Platforms

Successfully completed a comprehensive year-long Sales Development Program. Program included the following main objectives: • Quotations for OEM and Power Distribution Sales • Project Management for OEM and Power Distribution Sales • Distributor Training • Sales Training specifically with Oil and Gas, Panel Builders, Machine Builders, Water Waste Water, & HVAC• Sales Training- SPIN

• Supervised and helped instruct students in a variety of casting methods, such as lost foam, wax, and sand• Assisted in teaching students in basic AutoCad

• Wired programmable logic control (PLC) modules• Designed project manuals for customers• Basic Auto CAD design updates• Created business form templates including calibration sheets• Designed project manuals, submittals and proposals for customers• Database Management Calibration and monitoring of water pumps at job site