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James Roberts – VP of Sales Cloud Analytics / EDM

Introduction

With 20+ years of combined Sales, Business Architecture, Consulting and IT Management experience provides James with a deep understanding of complex technical environments of large customers and the inherent challenges they face to drive business value. Specifically, Mr. Roberts has an in-depth understanding of DevSecOps, Integration/Middleware, eCommerce, Supply Chain, CRM, Digital Media, Business Intelligence, Big Data and Data Warehousing. Mr. Roberts also has a history of architecting and managing large complex international sales deals. Recent Experience

GitLab, San Francisco, CA : Area Sales Manager Enterprise(Southwest) (2019/Current) Currently responsible for managing New southwest area (SoCal, AZ, UT, CO, Nevada and NM) team of six

(6) named and greenfield enterprise sales reps focusing on DevOps and security tools. Tasks include area quota/P&L attainment ($7.3M IACV) @ 112%, team training of Force Management/Meddic growth processes, localized sales strategy creation and governance, partner/alliance engagement/planning, on- boarding collateral, vertical alignment and messaging (including SDR team direction). With an area level focus on greenfield account acquisition – SW has gained 33 Net New Logos during his tenure. Salesforce.com / Griddable.io, San Jose, CA : VP of Sales and Marketing (2018/2019) Responsible for worldwide direct license, OEM/ISV and solution sales for Series A $8.6M data integration/ML/analytics SaaS start-up (purchased by Salesforce.com). As a sales leader/contributor ($2M personal quota, $6M team quota – 4 FTE’s + Outsourced Marketing) focused on expanding teams and growing ARR via Multi-level Go-To-Market strategies, detailed sales plans, and corporate development. Key skills and experience include:

Sales leader focused on growing ARR for real-time data integration/streaming startup (Series A) acquired by Salesforce.com. Key skills and experience include:

- Acting as player/coach for creating sales strategy, processes, coaching team and closing major accounts

- finding great talent, building teams and empowering sales team members

- managing and directing Marketing, Product Management and Pre-Sales teams

- managing and coaching on complex deals from prospecting to negotiation

- collaborating with other departmental leaders in Product development to achieve corporate targets

- defining and refining scalable sales models and processes

- supporting corporate development efforts including capital raising, financing and market fit alignment

- working with reps to navigate accounts, articulate unique value propositions and win deals

- managing and nurturing strategic relationships with Microsoft Cloud, AWS, VMWare, Swisscom and other Tier-1 cloud platform providers

Specialties: Enterprise Data Management, SaaS, iPaaS, ERP, CRM, MDM, Revenue Recognition, IoT/Edge Computing, Salesforce.com, legal negotiations, Sandler and Challenger Sales Integrationworx, Boulder CO : VP of Sales / EDM – USA (2017-2018) Responsible for new market expansion for direct sales and professional services, strategic planning, sales development and growth, P&L ($2M quota), and process implementation for an Enterprise Data Management technology reseller and services provider for Financial Services (Banking, Asset ads9lx@r.postjobfree.com / 949-***-****

Management, Trading), Healthcare and Manufacturing verticals. Specializing in SaaS, Big Data and IoT. Mr. Roberts as account management and owner is responsible for direction of marketing and pre-sales to achieve USA/Western team goals. Territory highlights included:

• Acquired 5 strategic net new logos with a combined subscription annual revenue of $1.1M for leveraging Informatica data management technologies (Data Quality, Integration, IoT and Streaming, Data Quality and Security).

• Launched 3 new Informatica Cloud connectors with a total value of $360k in services (development) revenue.

• Acquired 3 new ISV Partners for Informatica Cloud Ready program attaining $97k additional services revenue) and 6 new mid-maket accounts with $550k ACV subscription sales.

• Created and directed marketing programs for Finserv, IoT, GDPR (Data Quality), Cloud and Hybrid DI, MDM and PIM

• Presented at IoT Conference (Calgary) and IMPACT (Chicago) in 2017 Pervasive, Palo Alto CA: Director of Sales – Healthcare US (2016) Mr. Roberts was responsible for Healthcare sales (USA) for Big Data (Cancelled in 2016) and Data Quality with $2.2M quota @ 92% of License and Subscription. Leveraging Challenger Sales model, role included realignment of existing legacy Ingres accounts and team (3 FTE’s) for Big Data upsell, greenfield prospecting for Paraccel and restructuring and upsell of legacy Pervasive Data Junction accounts.

Informatica, Redwood City, CA: Strategic Account Executive (2013-2016) Mr. Roberts was responsible for selling into and managing greenfield and existing Informatica Corporate and Strategic Rocky Mountain/Canadian Accounts with a $1.1M Subscription Quota. Tasks include Account Management, Field Sales, Cloud Evangelism, and act as SME for Informatica on- premise and cloud products including ETL, IoT, Big Data, BPM, SOA, Data Quality and Master Data Management.

Additional tasks include: SME support for Manufacturing and Supply Chain, marketing campaign/promotion execution and outbound prospecting. Highlights: Consistently ranked within top three (3) Cloud Sales Executive within team of 13

• Ford – Q3 2015 ($422k Total ACV)

• Land Rover / Jaguar Brazil – Q4 2014 ($924k Total ACV)

• ESRI – Q2 2015 ($455k Total ACV)

• Prologis – Q1 2015 ($136k Total ACV)

Awards:

• Informatica Cloud Rookie of the Year (2014)

• Cloud Deal of Year – Q2 and Q3 of 2015

• Individually 2nd lead revenue creator in Canada ahead of 4 product lines JDA Software, Phoenix, AZ: Sr. Sales Specialist (2010 – 2013) Mr. Roberts provided direct account management for all cloud and on-premise supply chain applications

(subscription). Attained 103%, 97.5% and 105% of quota all three years ($800k quota) Functional focus areas included Demand Planning (with Analytics), Category Management/Floor Planning

(Intactix), Omni-Channel/Customer Engagement (RedPrairie/BlueMartini), Fulfillment, Sales and Operations Planning (S&OP), Collaborative Supply Execution (i2), Workforce Management (RedPrairie) and Warehouse Management.

ads9lx@r.postjobfree.com / 949-***-****

Progress Software, Bedford, MA: Principal Consulting Lead (2006 – 2010) Mr. Roberts was responsible for hands-on leadership of western region based Sonic Enterprise Service Bus Pre/Post-Sales Architectural and Implementation teams (up to 8 Consultants). Field Services support tasks also include consulting sales, staffing, SOW/Contract(s) development, knowledge management, team mentoring, whitepaper development, risk assessments and project oversight for new and ongoing engagements.

SOA Practice management tasks currently included:

o Project management and support for IT Consolidation (M&A), Transformation/Right-Sizing, Virtualization application in transformative engagements. Also responsible for SOW creation, estimates, budgeting and team mentoring of on-going projects. o Managed various project budgets up to 2MM.

o Architectural lead for virtualization/cloud efforts. o System and technical architecture assessments, risk management and vertical SME (Financial Services, Retail and Manufacturing).

o Acts as Liaison between Field Services Architecture teams and Product Management, Sales and Marketing teams.

o Partner development support.

Media Resource Exchange, Las Vegas, NV: Director of Technology/CTO (2004 – 2006) Mr. Roberts was the lead on the development and technology team of 26 – for 1000+ person Catalog Company (600 call center positions, 80M in gross sales). Responsibilities included system architecture, application framework development and project management Vincera, Austin, TX: Director of Engineering (2002 – 2004) Mr. Roberts was responsible for hands-on implementation (as technical lead), technical architecture with research and development responsibilities for product development. Tasks included documentation and creation of patent materials for 2 different unique content and CD/DVD copy protectiontechnologies Onuera Technologies, Las Vegas, NV: Systems Architect (1997 – 2002) Mr. Roberts was responsible for implementation, systems/technical documentation/architecture (Popkin Enterprise Architecture), business process and data modeling, performance engineering and support of internal and external (customer facing) consulting projects. He was also responsible for global MMOG risk management and reporting system. Tasks included implementation of star-schema data warehouse, self describing XML based queue/pub-sub data collection mechanism (Sonic MQ) and J2EE based reporting functions (Actuate). He designed and managed team of 6 implementing a CORBA/C++/XML/Solaris 8 based

(w/S&P hyperfeed option-chain interface) options pricing framework. TXS Corporation, El Paso, TX: Senior Application Architect (1996 – 1997) Mr. Roberts was responsible for hands-on-implementation, business process modeling and project leadership of a team of developers. Tasks include technical mentorship, SME support for Financial Services, provide industry/ domain thought leadership around new and emerging technologies and drive technical strategy. Technologies included BEA Tuxedo/MVS/CICS, Persistence Live Object Cache for position keeping/ticker, plant/entitlements, EDI(FIX) Gateway infrastructure and X/Motif 2.0 for system administration. He also served as chief enterprise architect for a USPS (logistics team) java based web enabling effort.

Merrill Lynch, New York, NY: System Architect (1994 – 1996) Mr. Roberts implemented, designed, and managed a generic financial modeling framework for CMO pricing that leverages abstracts database and asynchronous I/O from a model developed, using C++, Rogue Wave object-oriented libraries, map files, and SYBASE on SunOS 4.1.3, SOLARIS 2.4. ads9lx@r.postjobfree.com / 949-***-****

Deutsche Bank, New York, NY: Project Manager/Architect (1991 – 1994) Mr. Roberts was responsible for complete architectural and design for a trade capture and position monitoring and pricing. He designed a CUA-standard MOTIF and C++ user interface, wrote real-time derivative pricing and position/portfolio pricing, optimized money-at-risk and other proprietary models. He managed a team of nine software developers to design real-time interfaces to Great Plains and legacy systems, MVS, CICS and AS/400.

Amdahl/Fujitsu Corporation, Sunnyvale, CA: Architect (1990 – 1991) Mr. Roberts was responsible for data collection and monitoring applications including a Motif-based network traffic analysis rules based expert system. Tasks included Kernel and Device Driver implementation, and team leadership (3 developers). AutoArc, Fremont, CA: Robotic Systems Developer (1986 – 1990) Mr. Roberts was responsible for implementation of FORTH based multi-axis (Galil, NS Motion Controller) MIG, TIG and Plasma welding robots. Tasks included implementation of an industry first AVS (Automatic Voltage Control) to support MIG welding requirements. Ford / Loral Aerospace Corporation, Palo Alto, CA: Consultant (1985 – 1988) Mr. Roberts was responsible for the design and implementation of a loosely coupled distributed C3I expert system in COMMON LISP and C. Developed a temporally oriented expert system shell, including MMI, knowledge engineering, and resolution of intelligence fusion paradigm. Praxis Engineers, Milpitas, CA: Expert System Developer (1985 – 1988) Mr. Roberts was responsible for design and development of a process control expert system for the Kentucky coal cleansing facility, including a real-time transaction handler for IBM PC and Work In Process database.

Education

Mr. Roberts attended San Jose State University, Physics (Audit) Patents

Method and apparatus to generate a controlled copy of information stored on an optical storage media (Serial No.: 358054 Series Code: 10, 200******** )

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