Richard Grainger Email & Phone Number

Birmingham, England, United Kingdom

* Owning, Defining & Executing EMEA Sales DC Networking Strategy, Plan, Thought Leadership & Aspiration: Reporting to WW VP DC Networking & EMEA VP* Holding Peer Level Engagement With Regional & EMEA VP's & Directors Planning Across: Business Reviews, Marketing, Business Development, Enablement & Opportunity Plans - Including With Strategic Alliance Partner Regional MD of AMD* Co-Ownership & Reporting Of QBR Reviews With WW Business VP, SVP & EVP * Responsible For Driving Growth & Deal Engagement Of DC Networking Team Across EMEA * Responsible For Driving Industry Leading Business Development Activities & Programs Driving $xxxM Significant Sales Stage 0-1 Funnel Growth* Helping Sales Team Establishing Credible Close Plans To Win Net New Accounts & Take Market Share Off Biggest & Established DC Networking Competitors Across Sales Stages To Successful Outcome* Engaging Directly With Customers To Sponsor & Assist With Successful Customer Outcomes* Public Speaking At Major Public & Private Events & Sharing Strategy, Thought Leadership & Roadmap * Delivered 16% YoY Growth & Budget Against $xxxM Quota & Hitting Budget & Exceeding $xxM Services Budget

United Kingdom

- Defining & Driving GWE & UKI Channel Strategy & Plan & Security Business Strategy & Plan- Reporting To & Assisting UKI GM & Sales Director- Managing & Working With Largest Network Detection & Response (NDR) Customer & SOC Provider- Winning First Net New EMEA NDR Customer- Presenting Strategy & Thought Leadership With Customers & Channel Partners- Owning & Driving Growth & Strategy For $300m+ Channel UKI (Distribution, SI, MSP & VAR)

⦁ Defining UK&I Channel & Acquisition strategy, vision & planning driving growth in line with business expectations⦁ Creating & accessing new channels to enter new market verticals & new product lines ⦁ Redefining the role of channels in Arista Networks, identifying gaps in capabilities & delivering effective enablement to address ⦁ Delivering channel marketing activities for & with partners to exceed ROI metrics ⦁ Right sizing the new & existing channel as well as distribution to create a value orientated channel model with strategic engagement whilst fixing legacy direct & indirect route to market issue

⦁ Owning, defining & execution of UKI plan, budgeting & strategy for Industrial & IoT⦁ Stabilising & de-risking a declining business⦁ Quickly & successfully building out a UKI IoT Team⦁ Acquiring 160 new customers including a new multi-million dollar customer I/IoT solution⦁ Core business growth 25% YoY & New portfolio growth by 22% ⦁ Creating a new channel for I/IoT⦁ Increasing event leads taken by 98% YoY⦁ Utilising matrix management, driving scale & new opportunity⦁ Implementing successful criteria for evaluation, negotiation & setting of commercial terms for winning internally, with partners & customers⦁ Giving back: Leading volunteering & charity engagement, core to our values

⦁ Owning, defining & execution of UKI plan, P&L & strategy growing revenue & margin ⦁ Encouraging the team to hunt for new opportunities leading to winning net new customers through new strategic partnerships & ecosystems ⦁ Working with the team to create new & grow existing CxO level engagements by defining & delivering clear HPE & market thought leadership⦁ Improving the P&L by encouraging the team to be more aware of opportunity commercial terms

Emea

⦁ Owning & leading account team strategic relationship & business plan with four of HP's largest global accounts at CxO level across EMEA⦁ Effective matrix management of leveraged resources across the UKI & EMEA⦁ Delivering 11% & 23% YoY Growth with largest account by leading the team to create advocates within the customer & by leveraging innovative commercial models⦁ Delivering 14% & 21% YoY Growth across portfolio of accounts, by coaching the team to create strategic relationships & to leverage executive sponsorship⦁ Leading the team to win a £2.8m+ managed service outsource with primary account⦁ Delivering successful team Executive Briefing events with a major automative manufacturer, leading to our CTO engagement in helping define their strategy with their then CEO ⦁ Team disruptive wins inc. $350K & $300K compute with two key customers

⦁ More than doubling YoY Revenue of $4.2m to deliver $8.8m⦁ Exceeding target: 198% leading to Top Achiever Club & EG Night of Stars Achiever⦁ Mentored 1 x Sales School Graduate to successfully win a HP Sales Role⦁ Identified & delivered key vertical propositions to market leading to significant wins⦁ Leading the UK Talent Management Programme FY15/16 whilst participating

November 2012 to November 2014: Partner Business Manger - HP Networking Platinum Partners⦁ Successfully recruiting EMEA’s largest reseller to sell HP Networking⦁ Year one delivered $1.6m from zero, second year in role delivered $8m ⦁ Exceeding marketing fund ROI Targets: 16:1 Yr1, 100:1 Yr2 & funnel to 2:1 close rate⦁ Exceeding targets 128% & 182% years respectively November 2011 to November 2012: Partner Business Manager - HPN Gold E-tailer Partners ⦁ Growing established partners by 8% then 9% YoY & 14% then 12% respectively⦁ Growing partner to No.1 HPN partner from 10th & to number 3 from 9th⦁ Over-achieving marketing ROI ratio, typically delivering 50:1 +⦁ Assisted in recruiting & leading a team of 5 funded headsJune 2010 to November 2011: Partner Business Manager - HP Networking, Silver & Preferred Partner Development⦁ Recruiting new partners with acquisition of 3COM/H3C delivering 296% YoY Growth⦁ Executing on additional projects on behalf of Channel Manager leading channel programmes & integration of processes of Procurve/3COM into HP⦁ Successfully building & executing on joint plans with broader HP stakeholders⦁ Creating new & successful channel programmes & incentives delivering net new business

⦁ Managing 96 partners, Delivering 21% YoY growth & 37 net new accounts

Hewlett Packard - Creation (2 years)June 2007 to June 2009: Partner Business Manager - Personal Systems Group⦁ Managing 40 HP Gold Partners to 20% YoY growth in first year & 138% of target⦁ Exceeded FY08 quota & delivered $62,000,000 of revenue with 4% YoY growth⦁ Delivered over $5.2m of new margin rich products representing 2.8% year on year growth

Evesham Technology Ltd Dec 2004 to Jun 2007: Business Development ManagerDec 2003 to Dec 2004: Internal Account ManagerMar 2003 to Dec 2003: Outbound & Inbound Call Centre Manager

Diploma Of Education, Neuropsychology, Distinction

Diploma Of Education, Sports Psychology, Distinction

Education record

Education record