Sales Executive

DOUG WHITE

Orange County, CA ● 714-***-**** ● ***********@*****.***

http://www.linkedin.com/in/whitedoug

BUSINESS DEVELOPMENT & STRATEGIC ALLIANCE EXECUTIVE Sales • Channels • Complex Solution Development

Providing transformational executive leadership for growth at technology software and service companies Akamai Technologies, Verizon Enterprise Solutions, BT Global Services, Computer Generated Solutions, ePresence. Ø Strategic executive with verifiable achievements in sales, business development, and the provision of complex solutions in cloud services marketplace. Experience spearheading innovative, cutting-edge OEM product bundles for large Global alliance partners.

Ø Track record of driving double-digit sales growth, penetrating new markets, elevating channels, building high- performance teams, selling complex opportunities, capturing large deals and top accounts, and securing customer loyalty.

Ø Drive adoption of solutions in surging and declining markets by leveraging deep history in the high-tech industry and expertise driving major transition from hardware to service model. Understand business, operations, and technology. Core Competencies Include

Sales • Sales Management • Business Development • Strategic Alliances • Channel Development • Strategic Marketing • Partner Enablement • Executive Relationship Development • Global Sales & International Contracts • P&L Management

• Pricing & Packaging • Complex Solutions Development & Architecture • Global Program Development • Mega Deal Pursuit & Development • Pipeline Development • Matrix Team Leadership • Managed Services • Cloud/SaaS/PaaS • Cybersecurity

PROFESSIONAL EXPERIENCE

Business Development & Channel Consultant, Orange County, CA 2017 – Present Independent consultant working with investment firms to identify industry trends, define market positioning & evaluate Go-to-Market strategies.

• Identify & validate market trends.

• Highlight new routes to market.

• Evaluate short & long-term sales strategies.

• Review recruitment, marketing & enablement plans. AKAMAI TECHNOLOGIES, INC., Long Beach, CA

Senior Director, Global Strategic Alliances 2015 – 2017 Promoted to lead newly formed Global Alliance program focused on strategic partners. Expanded strategic alliances into new and emerging markets. Lead member of senior management team. Responsible for developing & executing the overall strategy, growth plans, revenue targets, sales pipeline, partner business plans, quarterly business reviews, regular cadence, and executive communications.

• Successfully gained Executive sponsorship and investment to expand offerings globally.

• Developed strong global team to drive sales & strategy execution.

• Implemented new enablement and marketing campaigns that generated a 30% increase in partner leads.

• Improved pipeline by 50% through innovative pricing/packaging solutions leveraging partner GTM initiatives.

• Directed executive interactions, strategy development, solution development, product enhancements, professional services, pricing, contracts and implementation for new cloud offerings. DOUG WHITE 714-***-**** ● Page 2

Director, Americas Channels & Alliances 2010 – 2015 Recruited to lead sales and service delivery teams focused on System Integration (SI) partners across the Americas. Challenged to forge new ground with complex solutions development for embedded systems and new global programs with SI partners. Member of senior management team involved in overall strategy, growth plans, revenue targets, sales pipeline, implementation plans, partner business plans, quarterly business reviews, regular cadence, and communications. Partners include IBM, HP Accenture, CSC, and CGI as well as regional SIs (Trace3, Exceda, and Windstream).

• Harnessed proactive leadership skills in evaluating business and re-allocating/re-structuring team to meet performance objectives.

• Built strong team of top-performers to drive sales & strategy execution.

• Consistently delivered 110% of quota on aggressive double-digit targets and drove 17% YOY revenue growth

(2015).

• Drove new customer acquisition and target achievement for Channels groups.

• Doubled new customer base with new marketing/packaging campaigns.

• Developed new go-to-market (GTM) strategy that shortened the sales cycle (average is 45-90 days).

• Improved pipeline growth 25% through gap identification and innovative pricing/packaging solution leveraging strategic partners' GTM sales plays and motions.

• Led new cutting-edge global programs with System Integration partners (IBM, HP). Oversaw strategy and solutions development, product enhancements, professional services, pricing, contracts, marketing, market and gap analysis, risk management, matrix teams, and implementation of partner solutions. Established disciplined, large-scale project plans and processes. Negotiated with major partners and leveraged their existing assets to fit new SaaS model.

IBM OEM Project: Managed Akamai's first embedded solution with major global partner appliance (IBM Websphere). Led GTM efforts for opex model and team of 15 to roll out and execute plan globally.

HP Public Cloud: Drove business development, GTM strategy to embed solution into core functionally of HP's Public Cloud (Helion) to drive uptake and sales velocity. Headed strategic executive-level negotiations with HP prior to launch and production.

IBM Security Services Offering: Targeted top executives and led complex solutions development and GTM strategy to secure Akamai's first global Security offering with IBM, opening a significant new route to market with to Managed Security Service Provider (MSSP).

VERIZON ENTERPRISE SOLUTIONS., Santa Ana, CA

Strategic Outsourcing Executive 2009 – 2010

As company transformed global sales approach, stepped up to newly created position as solutioning lead for new large deal pursuit "swat" team focusing on large IT outsourcing opportunities with threshold of $100M in total contract value

(TVC). Led core team of 10-20 per project in matrix setting. Earned ITIL V3 Certification; worked with enterprise customers on life cycle management.

• Promoted to lead newly formed Managed Services group for large deal pursuits.

• Rolled out focus on transformational deals as Transformational Team Development Lead. Defined and developed positions, documentation, and tools for critical path function to become operational.

• Solutioned and closed multi-tower deals with large global enterprise customers. Delivered $1B+ the first year. Includes development of an innovative solution for large Healthcare company with projected cost reduction of 20%. Business Solutions Consultant 2007 – 2009

DOUG WHITE 714-***-**** ● Page 3

• Recruited to drive managed service solutions to closure. Drove 35% sales increase, outperforming peer group of 12 in the US. Increased customer base 15% YOY and delivered 90% in customer retention. Met/exceeded performance targets every year.

• Closed large multi-national outsourcing contract generating $12M with a top-5 global financial services firm.

• Drove new advanced tele-worker solution ($8M contract) for a leading global financial services company, reducing cost structure 20% of current solution.

• Developed and closed $10M data center management deal with a leading retail bank. BT GLOBAL SERVICES, Los Angeles, CA

Senior Director, Consulting & Integration Services 2002 – 2007 Joined Syntegra's Consulting and Systems Integration Business and transitioned to BT Global Services through corporate rationalization. Focusing on large outsourcing opportunities, originated/closed new business, and grew account base in the Western US with global contracts. Spearheaded large deal pursuits, global solutions development, complex solutions architecture, and pricing/packaging. Led matrix teams of 10-15. Deftly navigated rapid changes in technology and industry trends. Penetrated new markets and closed business with global Fortune 100 media and entertainment companies.

• Achieved quota every year and increased revenue 40% YOY by identifying solutioning and closing large global opportunities, including complete life-cycle of services of consulting, application development, system integration, and managed services.

• Increased existing customer business 12%. Grew pipeline 40%. Shortened sales cycle 45 days.

• Secured $10M key win application integration project with the #2 global entertainment company.

• Generated new contract with a top-5 manufacturing firm, reducing client’s existing cost structure 25%. COMPUTER GENERATED SOLUTIONS (CGS), Los Angeles, CA Vice President & General Manager 2001 – 2002

Recruited to revitalize operations with full general management and P&L responsibility for the western region. Then tasked to wind down and close Los Angeles operations as company consolidated business in NYC. Partnered with President, CFO, and SVP in restructuring business and delivering key performance metrics.

• Launched aggressive reorganization and growth plan, reconfigured core operations, and recruited new sales and service delivery teams.

• Returned business to profitability in 6 months and drove 35% sales increase. Client Partner, ePRESENCE, INC. (UNISYS), Los Angeles, CA, 1999 – 2001 Vice President, VOLT INFORMATION SCIENCES, INC., Los Angeles, CA 1998 – 1999 Director of Sales, BURTON GROUP, INC., Los Angeles, CA, 1996 – 1998 Account Executive, GARTNER, INC., Los Angeles, CA, 1995 – 1996 EDUCATION

Bachelor of Arts (BA), Communications, University of Oregon Miller-Heiman, Strategic Selling, Solution Selling, Spin Selling, Negotiation Skills, ITIL V3 Certification

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