Developing Lenovo OEM Solutions & Sales for multiple markets and solutions which included: Medical, Oil & Gas, AI & Deep Learning, Digital Signage, Retail, Kiosks, Manufacturing, IoT.

Initiated & Led a Business Turnaround with a bias on progressive thinking and speed. Drove a new business plan by collaborating with resellers. The plan increased revenue by 30% and was based on a hyper-converged infrastructure and cloud strategy. • Managed sales representatives in the United States and Canada• Reorganized the team by hiring new progressive thinkers while developing and valuing the team as a whole.• Trained and empowered the sales team with new sales collaboration tools / Revegy/GovWin• Owner of all selling and management operations - Implemented an engineered sales methodology for pipeline growth and tracking• Fostered deeper relationships with reseller channel - Strategically Developed the partner, Alliance Technology and jointly defined growth objectives and new business targets: HPC and SI Initiatives, Cloud/FedRamp & Public Safety Video Surveillance• Led and influenced a project team with indirect team members

Managed a team of Global Sales and Alliance Managers in the United States, EMEA, India and Japan. Developed the team and expanded into new vertical markets to achieved growth. Front Porch Digital was acquired by Oracle based on the expansion into Media & Entertainment. During this 4-year period, a $79 million quota total was exceeded by $10.4 million.• Managed OEM partnerships with: HP, Fujitsu, Hitachi, Teradata, Unisys• Innovated solutions that uniquely met customer needs. o Drove a joint development project with Hitachi to develop an Archive Appliance that simplified sales targeted for all Hitachi group companies. o Focused on the partner, Fujitsu Siemens, discovered how we could help them overcome their distribution issues (OEM versus Reseller) in Europe. • Aggressively recruited strategic partners to increase revenue by expanding into new vertical markets: Media & Entertainment & Public Safety Video Surveillance • Transformed the Sales Team into a more focused, results oriented, high performance unit by implementing pipeline management, business development and go-to-market activity• Responsible for managing OEM contract negotiations, sales operations, joint development and marketing efforts

In this influence leadership role, I owned the Global Storage Revenue business. Telco IT solutions were sold through Network Equipment Providers (NEP). By focusing on the partner’s business processes, global perspectives and building relationships and trust, I tailored training and simplified the integration that enabled a significant revenue increase from $65 to $140 million. • Championed Sales and Business Development with NEP accounts dispersed globally: Avaya, NSN, Alcatel Lucent, Siemens, Nokia, Ericsson, Motorola, Huawei, ZTE…• Thrived in coordinating a virtual team of sales and presales resources and strategically influenced behavior to double revenue while leading with the highest level of integrity – Influencing existing resources proved more productive than building a new organization. • Agile leadership was key to success. Understanding each team’s culture…motivators, attitudes, corporate politics was required to successfully influence behavior while monitoring and making quarterly adjustments

In this individual contributor sales role, IT solutions were sold through large IT alliance partners: Unisys, HP and Sun Microsystem via an OEM sales model. These were quota carrying positions ranging from $32 to $105 million annually. Quota achieved 3 of 5 years and 150% in 2005.• Responsible for managing relationships of “blue chip” OEM partners and the associated reseller channel. • Key skills: direct selling, contract negotiations, pricing and promoting• Initiating joint marketing and training events was key to gaining mind share and effective sales processes• Influencing existing resources proved more productive than building a new organization.