Timothy Bertrand Email and Phone Number

Responsible for growth of Nutanix business via indirect channels. Managing the relationship between Nutanix and assigned distributor(s). Working with distribution to co-develop strategy, business plan and execution motions in line with Nutanix core business development objectives. Key focus areas include but are not limited to the following:• Sales Execution: Collaboration with Nutanix partner and sales teams to develop and manage pipeline through distributor to meet targets. • Business & Sales Development: Measuring and improving front-end services (demand generation, sales support) for distribution.• Market Development: Identification and facilitation of go to market improvements between Nutanix and distributor(s) to maximize channel velocity. • Channel Development & Enablement: Working closely with distributor(s) on partner recruit, onboarding and enablement. • Operational Excellence: Measuring and improving back-end services (logistics, quoting, ordering). Collaboration with Nutanix channel, operations, and distributor teams to improve efficiencies.

Responsibilities are broken down into cross-functional areas: Inside Sales, Finance & Business Leadership, Sales Operations, and Channel Sales.Inside Sales:Recruiting, hiring, managing, developing, and leading a team of 10+ Inside Sales Professionals and presale engineers to drive Next Generation infrastructure sales for Arrow ECS. Ownership of quote to cash process for the Next Generation Infrastructure team. Identifying and nurturing high potential talent while building a talent pipeline for the organization at large. Development of team goals and day to day process within the greater strategic framework. Directing team to upsell value added products such as leasing, professional services and, education/training. Managing channel opportunity pipeline and leveraging team resources to drive opportunity closure. Finance and Business Leadership:Working with senior leadership to establish the strategic sales objectives for the Next Generation Infrastructure line of business. Responsibility for monthly and quarterly forecasting to corporate finance and business executives. Leading quarterly business reviews with both supplier and business partners. Sales Operations:Active collaboration with supplier and business partners to take develop and implement B2B/API/RPA automation. Participation in internal improvement projects. Overseeing config, quoting, and order booking process. Development of new processes to accommodate technology alliances and solution sales (Nutanix Mine with Veeam, Nutanix on HPE DX appliance, etc).Channel Sales:Partner recruiting and onboarding, Partner enablement using supplier partner programs, internal marketing programs, and internal tools/teams. Driving channel ownership of sales process for distribution managed partners; deal registration, sizing, config, supplier quote, disti quote, partner quote, to order booking all handled by distribution and partner. Use of Salesforce to track pipeline and engagements.

Responsible for managing the sales efforts of the ECS Advantage team and providing leadership towards the achievement of maximum profitability and growth in line with Arrow's vision. Assisted in building the team from scratch, and generating results quickly. The ECS Advantage team is responsible for engaging with small and medium size Arrow business partners on Arrow's value adds and product set, aligning the proper product/service to the business partner's needs, and enabling the partner to provide a solution appropriate for the end user and market. Creating and implementing the strategic and sales objectives for ECS Advantage. Representing the team internally and externally with an inside-out sales approach. Managing the workforce by making decisions on workload and setting priorities for the team. Over 100% achievement to plan.Responsibilities include:-Recruiting, hiring, developing and mentoring high-performing, high-potential talent. -Ensuring employee education and maintaining appropriate vendor certifications on the team. . -Serving as a point of escalation and the point person for sales team for strategy opportunities, problem resolution and escalated issues. -Relationship Management: educating partners how to register opportunities and transact business with Arrow and the vendor. -Collaborating with the in-house Marketing team on effective messaging and marketing campaigns. -Explaining the marketplace and opportunities for growth.

Managing the education services sales team to achieve organization growth targets. Making decisions on workload and setting priorities for the team. Recruiting, hiring, developing and mentoring high-performing, high-potential talent. Suggesting operational improvements, contributing to strategic objectives and team effectiveness. Forecasting and driving the education sales team to manage opportunities and sales. Responsibilities include:Overseeing the strategic and sales objectives for their teams;Creating tactical solutions to meet/exceed objectives;Actively enhancing team through recruiting, hiring and creating development plansIdentification of and nurturing of high potential talent; Monitoring process, progress, and results;Setting the team direction and priorities with ultimate accountability for team performance.

Responsible for the day-to-day sales and business development activities by focusing on growing and developing new business. Proactively calling and engaging partners to grow sales for assigned territories. Identify, enable, and develop high-potential and non-repeat partners. Determine and understand customer requirements for Arrow Financial Solutions offerings and services. Explains benefits of Arrow products and promotions to customers. Serve as a liaison between Arrow’s internal resources (field sales, inside sales, financial services, operations, marketing, and other corporate departments) and external customers (vendors, resellers, finance companies, banks). Establish and retain strong and influential customer, supplier and internal relationships. Proactively providing assistance to the team when the business requires additional resources. Forecasts effectively and has knowledge of the competition and Arrow’s standing in the marketplace. Participation business unit sales, partner, vendor events and planning sessions.

Driving lease revenue to Arrow ECS by building relationships with Arrow resellers and business partners to drive new and recurring leasing business. Quoting FMV and FPO lease plans to partners and resellers. Presenting and selling lease quotes along with benefits/features of the leasing product to end users. Maximization of revenue by increasing fees and targeting of opportunitues. Ticket sizes between $10k-$15mm, spanning Enterprise, Small/Medium business, Commercial, and Government entities. Selling leasing solutions such as IBM Global Finance, Hewlett Packard Financial Services, EMC Finance, and Arrow Enterprise Computing Solutions private label leasing.

Responsible for growing and retaining LAMCO's database of foreclosure industry professionals. Cold calling and prospecting of Real Estate Agents and Contractors.Up-selling and cross selling to members of the Network database.Contribution to marketing and advertising related to membership growth.

Liquidation of and recovery of post charge-off auto deficiency balances.Negotiation with borrowers for lump sum and monthly account settlements.Review and referral of non-cooperative borrowers to legal for wage garnishment or lien.Consistently meets and exceeds goal targets .

Achieved over 100% of monthly sales quota.Worked with hundreds of dealers in over fifteen industries.Responsibilities Included:Prospecting and Cold Calling: New dealer development.Customer Relationship Building: Maintaining and building on existing customer relationships.Negotiating lease rates and terms between end users and Marlin.Generation of all documentation and pre-credit screening.

Achieved 150% of YTD plan for mid and end of term sales of on lease equipment.Attained high level of residual realization on mid ticket and Government leasing portfolios.Sales of on lease equipment to lessee or third party.In place Remarketing.Negotiating fixed term FMV and CSA Renewals.Setting residual values on varied types of technology, capital, and construction equipment.Assistance with collection of month to month rental payments.Working with vendor partners such as NetApp, Unisys, Cisco, Dell, and John Deere.

Leading process improvement initiatives and projects. Reporting IRR and Yield metrics for upper management.Tracking of Contract Receivable, Unearned Income, and Initial Direct Costs for Direct Finance Leases.Gathering work requirements and assignment of work to subject matter experts.Ad-hoc and ongoing reporting (Access, Excel, and Sybase).Providing training on the LeasePak System to New Hires.Presentation of findings/reports to project sponsors.Generation of all accounting entries resulting from new business booking and mid/end of term Remarketing events.Writing test plans and cases for system enhancements/upgrades.Troubleshooting LeasePak system errors and analyzing process breakdowns.

Collecting delinquent and defaulted lease schedules; reconciliation of accounts where misapplied funds were present.

Weekly reporting of Commercial Portfolio to upper management.Following up with regional managers to ensure delinquent dealer accounts are collected.Working with advertising/media sales regarding make goods and verification of ad time to ensure proper and timely payment from advertiser.Coordination with collection agency on submitted accounts.Authorization of payable and credit hold on delinquent accounts.

Maintenance and Collection of all Accounts Receivable.Invoicing and Credit Memos.Account reconciliation and credit reporting.