Ray Dean Email & Phone Number

Key Accountabilities:● Responsible for providing leadership to 2 direct report Regional Alliance Managers aimed at supporting field activities for 4 Global Alliance Managers, 70+ Field Sales Reps and 30+ Account Managers● Relied upon to create Go-to-Market strategies for partners, events and top of funnel pipeline development ● Effectively hired, onboarded and trained personnel; included employee development and performance reviews● Meticulously created/managed monthly and quarterly KPI Reporting of all Americas-based Alliance activities and revenue for Board updates and formal presentationsKey Accomplishments:● Rebuilt trust with key partners and secured Apptio solution’s position as a part of their GTM Strategy; resulted in “on target” bookings and 2x annual pipeline quota attainment by the end of Q2 (2020)● Successfully exceeded 100% 2019 annual quota after being below 25% of quota at the halfway point of the year● Skillfully built hybrid training and onboarding programs for Regional and Global Alliance Managers, which included both live boot camps and online curriculum aimed at educating sales best practices

Denver

Key Accountabilities:● Responsible for providing leadership to 13 direct report personnel; included Pre-Sales engineering, Inside Sales, Sales Operations, Client Success and Marketing employees● Relied upon to grow direct and channel revenue by effectively orchestrating sales operations and efficiently managing the P&L● Enriched organizational capabilities by championing innovation and driving new product development● Contributed integration strategies for multiple system integrations across Sales, Finance and Client Deployment, as well as Managed Services and Client SupportKey Accomplishments:● Orchestrated sales operations of Faction’s 1st DRaaS product, a solution comprised of using VMware Cloud on Amazon Web Services (AWS) and Faction storage for hybrid disaster recovery● Expertly created marketing and product sales plans that resulted in cultivating the largest sales pipeline in company history (Q4 2018)● Successful rebuilt a comprehensive Channel Program, as well as a top performing Channel

Denver

Key Accountabilities:● Responsible for providing leadership to 14 direct report personnel and 34 total personnel; included Sales, Networking & Communications, Administration, Project Management, Engineering and Managed Services● Relied upon to drive sales revenue and profitability by creating highly effective Go-to-Market strategies and implementing best practices to enhance operational efficiencies and create new lines of revenue● Elevated the performance and capabilities of personnel by bolstering professional development programs and facilitating insightful mentorshipsKey Accomplishments:● Proficiently led the system change from 3 disconnected homegrown CRM, ERP and quoting systems to a fully integrated system comprised of Salesforce, VarStreet and E-Automate● Diligently built a thriving relationship with Cisco and became a Top 5 Regional Partner in Commercial and Select segments; built scalable sales campaigns that led to 25+ Unified Communications Deployments● Seamlessly collaborated with CTO to build the framework and sales processes for Managed Services offerings● Transformed operational systems to a fully integrated solution that focused on client lifecycle management from opportunity identification to ongoing support; reduced order entry time by 70%● Exceeded revenue targets 7 out of 8 years with year over year growth each year