Sales Marketing

LAUREN ROBINETTE SAN JOSE, CA

*****************@*****.*** • linkedin.com/in/laurenrobinette/ • 408-***-**** VP / DIRECTOR – MARKETING / BUSINESS DEVELOPMENT / CHANNEL SALES Global Growth Strategies / Channel Development / Marketing Campaigns / Go-to-Market Strategy / Startups / Turnarounds / Business Transformations / Sales Enablement / Sales Operations / CRM / Market Penetration / Demand Generation / Strategic Alliances / Partner & VAR Programs / PRM / Budgets / Product Launches / Market Research / Business Intelligence / Competitive Analysis / Marcom / Collateral / e-Marketing / Best Practices / Branding / Positioning / Account Management / Market Expansion / Process Improvement / Web / SWOT Analysis / Client & Vendor Relations / Planning / Events / Communications / New Media / MDF / Team Building / Training An award-winning and highly sought-after sales and marketing executive, I have with proven history driving revenue and global market share growth for firms in the high-tech sector. I have pioneered innovative channel marketing and sales enablement strategies that generated record-setting results for industry giants such as Intel, Cisco Systems, Samsung and Hewlett-Packard and fast growing smaller companies and startups such as Xangati, ACG Research, Fortinet and Google’s Postini division. A versatile natural leader and inspiring motivator, I have propelled diverse multidisciplinary organizations to consistently surpass demanding corporate objectives while outmaneuvering competitors and outperforming market trends. I am recognized for bringing game-changing enterprise system, managed services, data center, Cloud, cybersecurity and other advanced solutions to market, generating hundreds of millions of dollars in revenue and new business funnels. At your organization I could make a strong impact by: r Devising & executing aggressive growth strategies r Developing new markets & growing revenue pipelines r Creating highly nimble change management roadmaps r Identifying & seizing untapped niches & emerging sectors r Forging profitable partnerships & win-win strategic alliances r Building & managing potent channel sales & distribution networks r Exploiting the benefits of advanced solutions to boost performance r Planning & implementing high-impact marketing & sales campaigns r Carving out & constantly honing a sharp edge in competitive markets r Driving successful go-to-market strategies for new products & services r Recruiting, mentoring & motivating top performing multidisciplinary teams Others have described me as a visionary strategist, astute analyst, synergistic collaborator, persuasive communicator, highly-effective negotiator and nurturing cultivator of next gen leadership talent. I have a keen sense of what sells, how to sell it and where the next great products and markets might emerge. My management style balances empowerment and accountability to deliver superior results. To sharpen my own skills and competitive edge, I constantly strive to stay abreast of the latest developments and best thinking in technology and management. My education includes degrees in computer science as well as studies and training in advanced marketing, negotiating, leadership development, strategic problem solving, process management, target account selling, team leadership and other topics at The Wharton School, Michigan State University, Siebel ABM, HP, Kepner-Tregoe and Grove Facilitation among other institutions.

LAUREN ROBINETTE PAGE 2

*****************@*****.*** • linkedin.com/in/laurenrobinette/ • 408-***-**** CAREER HISTORY & SELECTED HIGHLIGHTS

Data Center Modernization Manager, Intel, 2015-2018. Recruited to direct go-to-market, MDF and sales strategy for a software-defined infrastructure (SDI) hybrid Cloud solution. Successfully recruited hundreds of new accounts. Notable achievements include:

Generated 4x ROI on an MDF partner program. With an already dominant market share, Intel needed strategies to push new sales into existing accounts. Developed a fresh new image/story to promote the firm’s OEM software-defined infrastructure (SDI), virtualization and Cloud data center solutions. Signed 700+ partners with fully-paid MDF programs for 60 of them. Planned and executed 40 partner marketing campaigns that generated tens of millions in revenue and new business pipeline. Delivered a 400% return on the MDF investment. Director of Channel Development, Xangati. In 2015, prior to joining Intel, took on short-term assignment to drive sales and marketing improvements. Accomplishments include: Reengineered licensing, opening the door to a $34M new biz funnel. Recruited by Xangati to modernize its antiquated perpetual licensing model. Developed a new paradigm, moving away from one-off negotiated agreements to a standardized model with volume subscriptions and multiyear discounts. Enabled easier sales and renewals while providing more predictable future income streams. Re-signed dozens of partners and booked new deals worth tens of millions in pipeline, positioning the firm to rapidly grow past its $10M plateau. Sr. Manager, Partner & Channel Development, Samsung, 2013-2015. Recruited direct a B2B channel development and growth initiative for the Knox mobile solutions and security division. Inked deals with 164 global alliance partners. Key accomplishments include: Leveraged strategic alliances to generate $55M in new business. Samsung’s Knox division was searching for ways to drive global growth for its MDM solutions. Forged technology partnerships with numerous ISVs. Directed outreach to potential partners in 50 countries. Implemented an advanced partner relationship management (PRM) system to enable one-click contract acceptance. Inked deals with 164 partners that registered 11 million new licenses. Among other contracts, signed the firm’s largest ever deal with the FBI. Director of Channel Sales & Marketing, MokaFive, 2012-2013. Recruited to direct channel partner recruitment and reseller strategy, MSP programs and tradeshow presentations. Generated a $200M+ new business pipeline. Contributions include:

Transformed a struggling startup in a turnaround. With stalled revenues, MokaFive was rapidly burning through its VC funding. Recruited to stanch the rising flow of red ink. Spearheaded a transformation from a direct to indirect sales model. Developed aggressive marketing and sales strategies. Created new web marcom assets. Implemented a PRM/CRM platform to manage, motivate and communicate with partners. Enlisted 250 partners and booked

>290 deals around the world, taking the firm from <$7M in sales to a $200M pipeline in only eight months.

Principal Analyst, Cloud & Managed Services, ACG Research, 2010-2012. Directed B2B marketing strategy and alliance partner go-to-market campaigns for XaaS solutions. Managed lead and demand generation programs. Accomplishments include:

Developed monetization & sales enablement strategies for a tech giant. Juniper Networks engaged ACG to revitalize marketing for emerging technologies/managed services that failed to gain a market foothold in the telco sector. Led extensive research, including global surveys of major customers to identify impediments to adoption. Developed new processes, tools, content, messaging, branding, positioning and targeting, as well as a sales deck, to better tell the story of

“why to buy this technology.” Created a clear path to growth for Juniper’s new Junos Pulse and Junos Space platforms, enabling pipeline potentially worth tens of millions. LAUREN ROBINETTE PAGE 3

*****************@*****.*** • linkedin.com/in/laurenrobinette/ • 408-***-**** Director of Channel Sales & Marketing, Fortinet, 2009-2010. Directed MSSP service partner, learn & earn incentive, MDF and technical loyalty programs, as well as a partner summit conference. Delivered steep sales gains. Achievements include:

Staged a successful global channel partner summit. Following a successful IPO, Fortinet needed to up its game to build a partner network. Recruited to lead the effort, organized the firm’s first-ever summit conference for channel partners around the world. Developed curriculum and multimedia presentations to promote and educate attendees on the firm’s cybersecurity software/appliance solutions. Presented case studies and success stories. Explored new directions and upcoming products. Drew 200 partners to the event, cementing goodwill and helping to pump up growing revenue funnel.

Sr. Manager, Telco Loyalty Programs, Cisco Systems, 2005-2009. Directed marketing/sales programs for Cisco Inside and Cisco Powered services/Cloud partner/loyalty programs, generating hundreds of millions in incremental revenues. Contributions include: Pioneered a persona-driven loyalty-marketing program for a $20B segment. Cisco needed to strengthen loyalty and client retention in the all-important telco segment. Recruited to lead the effort. Assembled a dedicated team and developed strategic roadmap. Designed and launched a precisely-segmented, persona-defined marketing program. Created finely targeted dynamic web content aimed at 17,000 Cisco Powered Network telco users based on their unique technical requirements. Provided an information-rich experience for customers to drive steep growth of add-on, upgrade and renewal sales.

Innovated award-winning services program worth hundreds of millions in sales. Cisco left revenue on table by not aggressively pursuing update and renewal sales. Developed ARM

(attach/renew/multiyear), a program designed to a capture business from clients without coverage on IOS updates. Created training and promotional materials to increase understanding among partners that failed to exploit opportunities. Implemented incentives to drive sales. Generated three straight years of steep growth with $683M in total sales at 75% GPM. Won several ITSMA awards for the effectiveness of the program.

Earlier: Director of Channel Sales & Marketing, Postini (now part of Google); Director SMB Global Marketing & Sales, Avaya; Founder/Partner, Horizon3; and Director SMB Internet Business Development, Hewlett-Packard. Achievements in the earlier roles include: Sparked dramatic growth with a new reseller network. Following acquisition by Google, Postini needed ramp up marketing and sales of its breakthrough email spam/security solution. Seeing that sales through ISV channels were limited, developed a marketing, lead generation and sales enablement program to identify email domains of potential security resellers. Deployed the program to build awareness and visibility. Enlisted and onboarded 900+ reseller partners to penetrated enterprise accounts. In just one year, scaled sales from the reseller channels to match the total volume generated via ISVs such as Yahoo. Spearheaded global GTM for a game-changing tech platform. Avaya needed to launch an innovative IP office-in-a-box telecom solution for the SMB sector. Recruited to lead the go-to- market campaign. Directed all facets of the rollout, including creation of press, media, analyst roadshows and PR events, marcom and web content, and promotional incentives. Generated strong buzz throughout the Americas and EMEA markets. Built out reseller channels. Overcame the reputation that Avaya only served large enterprise accounts, quickly growing millions in sales. Developed a SaaS solution for political campaigns. Saw an untapped need among politicians for voter history and registration data and analytics. Directed a team at Horizon3 to develop a powerful web-enabled SaaS platform, IntelElect, capable of canvassing potential voters. Aggressively courted political campaign management leaders through online marketing and a national tour. Exploited hard- hitting demos to negotiate deals for 5,000+ SaaS licenses. LAUREN ROBINETTE PAGE 4

*****************@*****.*** • linkedin.com/in/laurenrobinette/ • 408-***-**** Propelled $1.1B in growth in just three years. HP wanted to grew sales in the SMB market of its full product line. Developed a comprehensive suite of solution guides and sales enablement tools tailored to solutions for healthcare, insurance, legal and finance sectors as well as tech/Internet startups. Assembled and trained an outsourced sales/marketing team. Generated 25% year-over- year growth across 30 product lines, going from $1.4B to $2.5B AWARDS & RECOGNITION

Named 2015 Channel Chief and as one of the 2014 Women of the Channel by Channel Reseller News (CRN).

Directed a services marketing program at Cisco that was honored with several ITSMA awards. EDUCATION & TRAINING

In addition to an AS degree in Computer Science from Bay Valley Technical College, my education includes studies in Global Marketing Management at University of Pennsylvania’s Wharton School and Leadership Development at Michigan State University; BS equivalent, as well as extensive ongoing professional development training including, Siebel ABM, HP, Kepner-Tregoe, Grove Facilitation and executive leadership investments from HP and Cisco.

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