Lead transformation effort of Telco Vertical team by developing operations capability to enable business unit structure. Working with all group functions to provide an integrated model across Dell services, products, and sales teams.

Manage Service Provider operations while evolving a business intelligence capability to support sales leadership in planning and opportunity focus. This analytics-based approach developed into a foundation exercise for annual sales planning and was used globally to support each theater to develop research and recommendations at the regional level.Impact: Continued Rapid Growth with Service Providers augmented with Business Intelligence  Profitable and growing from ~ $780M to ~$1.7BN in four year time period Continued support with market analysis, share metrics, and quarterly business reviews Business Intelligence capabilities added to support planning and ad hoc opportunity pursuit

A business development program. Helped to define and rollout an engagement practice for high value partners (Atos, DXC, NTT, IBM, Unisys, and others). Developed presentation materials, best practice and operating models for engagements along with governance, executive sponsorship, and quarterly business reviews. Created individual business plans, joint pipeline approach, and partner metrics and dashboards.Impact: Established engagement practice to accelerate revenues and build strategic partnerships Grew the program from (3) partners with ~ $200M in plans to (10) partners with ~ $1.2BN in plans in four years Created portfolio analysis and metrics for executive reviews and to drive results Defined back-office systems to capture and manage sales results based on plan initiatives

Selected to establish the initial global program office across sales, marketing, solutions and a partner program. Required to set operating and selling models for a new market segment along with system and process changes followed by enablement and training. Worked across the organization to develop alignment with functional areas that support revenue and business success. Also managed reporting, metrics, and market intelligence to define opportunity and growth.Impact: Established framework and process to move the business from Start-up to Rapid Growth  Profitable and growing from ~$70M to ~$780M in four year time period. Developed business plans, P&L, and quarterly business reports to measure and guide activity. Supported annual strategy and business planning exercises