Claude Pettus Dallas, TX • ad1z6k@r.postjobfree.com

346-***-**** • www.linkedin.com/in/claudepettus

SENIOR DIRECTOR/VP – Business Development, Presales Practice Director Digital Ecosystems Growth Transformation Senior Project Manager Telecommunications, Media and Technology Focus

Seasoned executive with proven success orchestrating global strategic initiatives that deliver record revenue growth and cultivate profitable partnerships in Technology, Automotive, Energy, and Healthcare sectors. Expertise in end-to-end Enterprise Sales Cycle Management, GTM Strategy, Business Development, Client Engagement, Partner Management, and Profit Optimization.

Broad knowledge across Industrial IoT technology, VAR/Channel partner development, and Presales SaaS/PaaS solutions director. Excel at exceeding ambitious targets, assessing market potential, leading high performing teams, streamlining processes, and securing multi-million-dollar agreements. Skilled in aligning core business, revenue, and growth goals to enhance ROI. I have extensive with C-level relationships across HCLS communities including CRO, Sponsors/Pharma, and sites. Extensive IT service and solution selling experience to Healthcare and Life Sciences customers.

Areas of Expertise

•Strategic Business Development

•Development of Partner Relationships – ISVs, GSIs

•Partner Ecosystem Management

•Continuous Process Improvement

•Automotive and Manufacturing

•Enterprise Cloud Solutions & Services

•GTM & Performance Management

•Cross-functional Collaboration

•Sales Strategy & Budget Management

•Effective Change Management

•Presales Practice and Delivery

•Telecommunications, Media and Technology focus

•SaaS / PaaS / IoT & Analytics

•KPI & Metrics Management

•Market Research & Analysis

•Team Building & Leadership

Signature Achievements

Generated $140M in new revenue opportunities per year (5) with Global System Integrators and Big 4 Accounting firms – Accenture, Deloitte, Johnson Controls and Atos: critical to enhancing existing the product portfolio and solution capabilities.

Orchestrated global partnership agreements with GE and Verizon, including Smart Grid Network Management, OSS Consolidation, IoT, software, and Smart Grid Cloud Solutions.

Proven international experience developing channel partnerships, go-to-market strategies, and Tier-1 OEM agreements for Siemens AG in Germany and the UK.

15 years Manufacturing Infrastructure and Automation with Global System Integrators and Telecommunications companies

Career Experience

Prometheus Government Veterans Administration– Dallas, TX and Washington, DC 01/2020 – Present

STRATEGIC ADVISOR/CONSULTANT

Designed Competitive Analysis Matrix to produce reports, KPIs, customer-facing documents and internal communications, aimed at guiding competitive positioning, messaging, and product strategy.

Key Achievements and Contributions:

•Developed GTM Strategies in the Healthcare, Public Safety, and Manufacturing sectors for Azure and SFDC.

•Delivered framework for startup funding from Veterans Administration, U.S. Air Force and DoD as part of the ‘Base of the Future’ program, in close consultation with key accounts – Accenture and Capgemini.

•Developed use cases related to disease detection and diagnosis from radiology imaging. Introduced use cases for Machine Learning and natural language-based transcription engine for saving hospital time and resources.

•Emphasized and developed guidelines and GTM strategies on Cybersecurity, Industrial IoT, Digital Identity, Predictive Engineering Analytics, Remote Monitoring & Diagnostics Solutions, M4.0, Digital Engineering Solutions on Edge platforms for Asset Performance Management, Digital Assisted Workers, Structural Health Management, Digital Twins, and Engineering Data Management.

Everbridge – Dallas, TX 05/2022 – 6/2023 Senior Director and Practice Director

Establish successful ISVs and GSIs Alliance partnerships and collaborate with various internal teams to identify, develop, and close new business. Lead development of business-value messaging, case studies/use cases, and other targeted materials to pitch, grow, and expand the business.

Key Achievements and Contributions:

•Successfully tripled the number of elite partnerships and achieved target revenue of $22M in North America and EMEA, $1.5M in LATAM, and $2.5M in APAC region.

•Focused on partnering with the ‘Big 4’ Accounting and Advisory firms, ISVs, System Integrators, Smart Building and Manufacturing, Consultants, Healthcare, Pharma, and Energy sectors.

•Initiate and manage global Fortune 100 partnership programs enabling end-to-end critical event management and location-based solutions that synthesize analytics with search capabilities to provide real-time date and asset tracking through geofencing technology.

•Successfully interface with partner organizations stakeholders to enhance client service portfolios, to quantify potential ROI, and provide go-to-market support for alliance partnerships.

•Targeted Elite Global System integrators, Consultants, Smart Building and Manufacturing, Healthcare, and energy sectors. Overlay to Sales, Presales Subject Matter Expert on Industry 4.0, IoT, Edge Compute in the North America and EMEA. Create Reference Architectures with Technology partners for Oil and Gas, Manufacturing, Pharma and CPG sectors.

Orange Business Services – Houston, TX 05/2021 – 05/2022 IoT and Industry 4.0, Presales and Project Director -Manufacturing and Energy Sector

Oversaw partner portfolio management for expanding client base to ISVs, System Integrators, Consulting, and Cloud Providers. Liaised with senior partner executives and aligned internal goals based on their priorities.

Key Achievements and Contributions:

•Conceptualized and led global initiative with technology practices – ISV, IoT and Analytics, Cloud Platform Enablement, and Digital Transformation of Oil Industry Services companies.

•Administered ecosystem partnerships across IoT, Sensors, MES, utilizing Factorylogix, Analytics, Digital Twin, and Cloud Solution Providers – Microsoft, AWS, Computacenter, ADI and others.

•Successfully interface with partner organizations stakeholders to enhance client service portfolios, to quantify potential ROI, and provide go-to-market support for alliance partnerships.

•Successfully led operational technology (OT) with information technology (IT) systems industrial control systems and SCADA.

•As a senior sales lead at Orange, I have successfully worked with Fortune 500 accounts and introduced them to Industry 4.0 concepts and strategies from Orange with partners. I have helped them leverage the latest technologies such as cloud computing, artificial intelligence, internet of things, and to optimize their business processes, enhance their customer experience, and increase their competitiveness. I have also built strong relationships with key decision-makers and stakeholders, and delivered high-quality solutions that met their needs and expectations.

Tech Mahindra – Houston, TX 10/2018 – 01/2020 VICE PRESIDENT, Alliances, Presales and Partnership Growth Leader - Digital Engineering – Manufacturing Infrastructure

Directed digital transformation services business across multiple industries, assessed customer challenges, established digital roadmap, delivered solution engineering plans, conducted client workshops, and served as trusted client advisor. Formulated Salesforce GTM strategies and sales involving Field Service Lighting, Automotive, Government CRM, Public Sector, and Health Cloud.

Key Achievements and Contributions:

•Successfully signed a key Global Oil & Gas Service Company for servicing major oil companies – Exxon and Chevron

•Successfully signed strategic partnership with Volkswagen (Audi) and Mercedes-Benz in Germany for 50 million Euros related to IoT and AI in their manufacturing plants.

•Increased total revenue with AWS, SFDC, and MS Azure to over $19.5M with joint partner, exceeding goal by 100%.

•Led 10-member team to incubate and govern multi-year, multi-million-dollar RM&D solutions and services for a global power generation and Manufacturing businesses.

•Administered ecosystem partnerships across IoT, Sensors, Analytics, Digital Twin, and Cloud Solution Providers – Microsoft, AWS, and Google, IT/OT integration projects with Energy and Oil company

•Developed a cross-functional team managing IoT, Data Transformation, and Engineering Systems and drive business opportunities with BHGE, GE, BP, (JV Accenture Siemens Omnetric Group) and Shell and Manufacturer Sector with M4.0

•2018-2019 Total revenue with AWS, SFDC and MSFT Azure, Managed Services 19.5M+ USD with joint GTM or secondary contractor. 200% of plan.

•Identify and manage Ecosystem partners in IoT, Analytics, Sensors, Digital Twin and Cloud Solution Providers – Microsoft, AWS, and Google. Forecasting budgets and expenses of 125MM, Conducted quarterly reporting to senior management.

•Implemented digital transformation services business for Multiple Industry verticals, responsible for understanding customer challenges/expectations, define/architect the digital roadmap, roadmap to solution engineering and become customer’s trusted advisor for their digital journey.

•Developed Salesforce GTM strategies and sales around Public Sector, Government CRM and Health Cloud

•Focused on implementing Industrial IOT, Predictive Engineering Analytics, Digital Identity, Remote Monitoring and Diagnostics Solutions, M 4.0, Digital Engineering Solutions on Edge platforms for Asset performance management, Structural health management, Digital Assisted workers, Digital twins, and Engineering Data Management.

Comtech Telecommunications – Milpitas, CA 11/2016 – 11/2018

SENIOR DIRECTOR, Industrial Strategic Alliances, Senior Project Manager for Programs

Led business development team in North America as well as governed global alliances and sales engagements with clients across automotive, transportation, government, enterprise, and industrial sectors.

Key Achievements and Contributions:

•Developed GTM strategies around MS Azure and Salesforce for the Energy, Manufacturing, and Public Safety sectors.

•Exceeded revenue target of $12M in 2017 to achieve 145% – MSFT Azure, Oracle, SAP, Salesforce, and Managed Services.

•Partnered with Fortune 500 companies such as Salesforce, Intel, SAP, IBM, Accenture, Infosys, Siemens, Schneider, GE, Honeywell, Fujitsu, Samsung, in addition to the US Government Homeland Security, DoD, Navy, and Coast Guard.

•Incubated and managed multi-year, multi-million RM&D solutions and services for global major in power generation business with 10-member team. As a technology and solutions advisor guided the teams to achieve significant productivity and quality improvement in the operations.

•Conducted Digital transformation workshops with various customers for bringing Asset performance management and operational efficiencies in their existing systems and process. Acted as advisor to the customers in generating the digital transformation charter and solution roadmap.

Atos (Nokia & Siemens JV) – Irving, TX, Munich, Germany 09/1997 – 04/2016

SENIOR DIRECTOR, Cloud Business Development

Defined company growth vision in association with SI (Accenture, Atos, Deloitte). Inked partner agreements with cloud service providers for reselling and hosting the collaboration platform.

Key Achievements and Contributions:

•Envisioned the North American GTM strategy and served as SME for Unify’s new SaaS collaboration platform.

•Positioned Unify platform as a market-leading collaboration solution along with Systems Integrators and Consultants.

•Increased business development opportunities by $15M with AT&T, Verizon, T-Mobile, and major cloud ERP/CRM partners such as Salesforce, SAP, and Oracle.

Excel Global Partners – Dallas, TX 01/2012 – 12/2013 ADVISORY BOARD MEMBER

Entrusted to increase revenue with OEM partners as well as develop partner & channel management strategies as appointed member of the Excel Global Partners Advisory Board. Collaborated with SAP partners in key RFP markets to facilitate SAP/Altos systems deployment with EMEA and NA partners. Championed business development for SAP/Oracle/Salesforce ERP solutions.

Key Achievements and Contributions:

•Expanded the business from $10M to $50M in ARR through joint solutions and pricing strategies with target accounts.

•Led $10M RFP for deploying SAP Solutions Field Service and e-business on demand across 15 global locations.

•Directed implementation of Oracle applications including iProcurement, Quoting, Trade Management, and HR-Limited in Estonia, Finland, and Germany.

Nokia Solutions and Networks – Irving, TX

HEAD OF BUSINESS DEVELOPMENT, Energy and Utilities

Developed and implemented sales and business development strategy, processes, structure, and best practices for North American commercial, partnership, and alliance initiatives. Established strategies on Telematics & Cloud Infrastructure and directed portal development with GE, SAP, and Oracle across Transportation, Energy, and Communication sectors.

Key Achievements and Contributions:

•Generated $540M revenue from Smart Grid Meter Data Management and Wireless Technologies by negotiating OEM agreements with two Fortune 500 multinational Energy Partners.

•Accomplished 125% of revenue target for new product partner solutions within North America and led development of IoT partner strategies with US Tier-1 & 2 service providers.

•Deployed 4G, HSPA+, LTE, and Optical technologies for strategic enterprise partners with technical solution sales team.

GLOBAL DIRECTOR, Regulatory Affairs & Investor Relations

Led efforts to cultivate relationships with key industry influencers as well as strengthen US market share across wireless, optical, and CX management technologies by devising effective product strategies. Determined direction and competitive position to favorably report on company services/products in collaboration with financial and industry analysts.

Key Achievements and Contributions:

•Instrumental role in winning the Sales Support of the Year Award and expanding company placement in the Gartner Magic Quadrant for Public Cloud & Soft switches for 2 consecutive years.

•Orchestrated strategic plans for financial/industry consultants’ events to ensure proper JV positioning with companies.

•Spearheaded competitive messaging through effective corporate communications, marketing, and product development.

Additional Experience

Sales Management Toshiba America information Systems

Business Development, Sales and Product Marketing Siemens Communications and Energy and AT&T

Education & Credentials

Bachelor of Science in International Business University of Phoenix (Ongoing)

Professional Development

•Financial Management Certification – New York University

•Organizational Design Certification – Duke University / Siemens Management Program

• Smart Grid Deployment Certification Technical Expertise – University of North Texas

Proficiencies

•Knowledge of Public Sector compliance frameworks, such as but not limited to FedRAMP, FISMA, NIST 800-53, etc.

•Knowledge of DISA Impact levels (IL2 - IL6)

•Knowledge of Controlled Unclassified Information (CUI) and it’s handling

•Experience with and understanding of Public Sector Procurement processes.

•Pharma GSIs and OEM Development

TECHNOLOGY: Service Now, AWS, Azure, SAP, Infor LN, IaaS, Salesforce/ MuleSoft, Workforce, Factorylogix, Silverlight, EPIC, HP Quality Center, HP PPM, MS SCSM, MS SCCM, MS O365 Jira, Jenkins, Plainview, and HP Service Center Mercury ITG, Clarify, Remedy, Mercury ITG, TBS, Citrix, Service Now, SolarWinds, and Configuration Management.

PROCESS/BUSINESS METHODOLOGY: Budgeting (Cost Containment), Vendor Sourcing Management, Strategic Roadmap

Development, CMMI, QA / ASQ testing standards/methods, ITIL Service Transition and Design, Release / Agile Rapid

Deployment, Business Continuity Planning, Portfolio/Program Management, ISO 9001, SOX, HIPPA, and PCI regulatory controls.

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