Scott Koehler Email & Phone Number

Houston, Texas, Us

Director, North America High Performance Computing and AI Manage the Profit and Loss for HPE’s High Performance and AI solutions, a $1.9B business. HPC and AI business exceeded quota in FY21.• Develop market segment and vertical industry specific full stack solutions utilizing High Performance Computing and AI/ML technology• Manage team of Category Managers that develop and execute GTM initiatives for HPC and AI/ML solutions• Train and enable HPE sales force and Partner community on HPC and AI solutions• Create and execute Sales and Marketing campaigns to drive demand generation and awareness

Houston, Texas, Us

Responsible for bringing HPE’s products and solutions to Public Sector customers. Work with sales and channel partners to solve customer challenges using HPE’s solutions. Build relevant marketing plans and collateral that resonate with Public Sector customers.• Developed sales strategy and tactics to rapidly respond to new and evolving customer needs from the COVID-19 pandemic• Successfully engaged customers via workload based and consultative selling to solve Public Sector customer challenges• Resident expert on impact of Federal COVID funding stimulus and impact on Public Sector customers. Utilized this knowledge to develop sales campaigns and strategies to increase sales success.

San Jose, California, Us

Responsible for developing and executing strategies to achieve P/L targets for SMB segment in United States and Canada.Built business case and executed investment plan to create a 85 person Inside Sales team targeting customers from 500 to 1000 employees. Developed coverage model, sales training, sales processes, coselling model with channel partners, and customer analytics to create effective and efficient sellers. Created simple and fast partner sales model for channel partners selling into SMB customers. Removed bureaucracy and overhead from sales process to enable partners to respond quickly to their customers. Implemented new pricing strategy specific to SMB partners.Built Go to Market plan for networking products for the SMB market segment. This includes sales strategy, product positioning and pricing, targeting of channel partners, and awareness/demand generation to partners and customers.2019 ResultsConsistently overachieving quota, 103% YTD attainment ($180M annual quota).Grew Aruba's promotional business to $26.3M in last quarter, up 53% YoY. Engaging and inspirational leader who developed career growth plans for 85 person sales team.

San Jose, California, Us

Responsible for developing and implementing Aruba's Go-To-Market (GTM) Strategy for Small Medium Business customers. The GTM strategy includes:- Creation of Aruba's SMB opportunity analysis: Total Addressable Market, Sales Strategy, Product Strategy, Channel Strategy, Marketing Strategy, and Competitive Assessment. Identified profit pools in the SMB networking market and developed action plans to capture profit and market share.- Developed and implemented Sales strategy to cover SMB customers in an effective and efficient manner. Launched Aruba's SMB Inside Sales team to increase overall coverage and built collaborative selling model with outside sales and channel partners.- Utilized big data and analytics to create Aruba's first scorecard to measure progress to plan for achievement of Aruba's SMB goals and objectives. Created customer and partner sales plans by mining Salesforce.com along with partner data and customer purchase information.- Collaborated with key channel partners to create targeted joint business plans to grow Aruba's SMB business.

Houston, Texas, Us

Quoting Processes and EffectivenessImplemented a new transactional business model targeted to channel partners in 42 countries driving $1.1B in revenue and $220M in incremental margin from over 50k net new ordering partners•Winner of HP’s Presidential Quality Award, HP’s highest achievement in quality•Completed NYU Stern School of Business Leadership Development •Identified as Key Talent in Sales Operations at HP

Houston, Texas, Us

Led Strategy and Planning for a division in HP, supporting a Senior Vice President with 9000k employees and $300M budget.- Reduced OPEX in organization by 25% without operational disruption or service degradation.- Aligned organization to goals and objections utilizing portfolio management techniques to prioritize investments and projects.- Selected to participate in HP's Align Leadership Development program. This is a selective development program for HP's top talent executives.

Houston, Texas, Us

Program Manager for development and implementation of $250M eCommerce sales channel. This program was the first project to successfully deploy an eCommerce sales channel in China.- Managed all phases of project including management communications, eCommerce vendor selection, business case modeling, budgeting, resource management, scheduling, risk mitigation, IT development requirements, testing, training, and launch.

Houston, Texas, Us

Accountable for global roll out of direct sales motion with $2.3B revenue and $1.2B in customer customized revenue.- Set direction for Direct Sales roadmap across HP's Business Groups, Sales, Regions and IT- Instituted a global Lean Six Sigma program that led to $400M incremental rev and reduced OPEX by $1M/yr.

Houston, Texas, Us

Led team to achieve $1.6B in Business to Business (B2B) eCommerce revenue and $20M in operating cost savings.- Leader of HP's web service technology strategy and investments.- Developed HP's Financial Gateway business strategy, a fraud and risk management online payment and processing system. Platform processed over $1B in online transactions.- Member of HP's integration team for Compaq/HP merger. Responsible for product roadmaps, play books, resource plans, and IT architecture post merger.

Created eCommerce team and grew Storage Product Division eCommerce online sales revenue from $0 to $200M/yr.

Led team of Product Managers with $5B in P/L responsibility. Developed Operational Excellence program that removed $5M/yr in cost from product lines and increased inventory turns from 6 to 60.- Responsible for merger planning for Compaq and Digital Equipment Corporation (DEC).- Selected to participate in Duke's Fuqua School of Management Leadership program. - Winner of Compaq's Outstanding Achievement award for driving the busienss results from the Operational Excellence program.

Mba, Masters Business Administration

Bs, Che Chemical Engineering