The document summarizes the qualifications and experience of a candidate for an Enterprise Sales Lead position at Emerald Technology. The candidate has over 15 years of experience in enterprise sales of virtualization and storage technologies. They highlight their proven track record of success, strong leadership skills, and ability to accelerate growth. Their 90-day plan outlines priorities to onboard, review opportunities, meet with customers and partners, and refine sales processes to exceed revenue goals in the first quarter.

1. Emerald Technology
Where people and technology click

2. Your Next “Key Hire” EMEA
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

3. Why me
• Experience, Background & Credibility in Market – W, X, Y, Y – All Enterprise
• Varied Sales Leadership Positions but remains a “Direct Sales Professional
• Passionate about making a difference & Culture Fit
• I mitigate Risk – Self Sufficient, Resourceful, I know what works & make
informed decisions & results driven
• Well Connected – Enterprise Customers, Eco System
• Strong Leadership & Discipline around pipeline, deal reviews & forecast
accuracy
• Big Impact – Small Investment
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

4. Observations
• Company X can have the same disruptive impact as Company Y had to
compute virtualization in data centers.
• Whilst smart/game changing technology is key, this is CxO level
conversation and requires sponsorship.
• EMEA business is strong & interest levels high but execution, repeatable
Enterprise wins are imperative.
• Hired well, not classic storage sales reps but EMEA Team of 10 require day
to day leadership, Coaching & Development
• Appointment of Enterprise Sales Lead now will accelerate growth and build
solid foundation for future
• Hiring the best talent early is proven – A Class leaders Hire A Class sellers
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

5. Running the Business
• My Approach:
– Maximize time with Customers/Prospects – 80/20 Rule
– Weekly Pipeline/Forecast calls with sellers – Rolled up to X
– Set/Maintain Clear Goals with Team & Review Weekly/Monthly
• # of technical validations completed
• # of CxO Level Business Case Proposals Submitted/Approved
• # of early stage prospects 3X Quota base on ACV
– Own Commercial & Contract execution with team to grow deal size & win new logo accounts
– Bring best practice to the team – Accountability, Sales excellence, Mutual Respect
– Performance Management – regular reviews & feedback 1:1
– Leverage “Special Forces” contacts to build pipeline & scale sales foot print
– Support / Present Customer facing events/Demand Gen activities in EMEA
– Always Hiring – Build Pipeline of future candidates & leverage my own network
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

6. 90 Day Plan – High Level
30 Days
People – Connections - Priorities
60 Days
Engagement - Analysis - Impact
90 Days
Execution – Progress - Long Term Plan
• On-Boarding / New Hire Setup completed
• Learn/Practice/Deliver Corporate Presentation,
Value Proposition Deck & Messaging.
• 1:1s with Leadership Team – understand
business priorities for FY15.
• Meet 1:1 with my Team – understand Who they
are, Development, Risks, Top Talent
• Review Immediate opportunities for Q3/Q4 & Set
weekly pipeline calls with team to review
• Target 10 Customer/Partner meetings myself
/Joint meetings with each Seller.
• Set regular cadence for deal reviews with team
• Understand sales reporting and sales
methodology used and adhere to best practice
• Take ownership of Enterprise KPIs for team and
ensure goals are meet.
• Weekly Check-Ins
• Set time aside for Personal Development –
Understanding wider business.
• Target 15 customer meetings – Discovery/Pipeline
Building/Early Prospects.
• Refine/Review Pipeline for current quarter +3
quarters.
• Review with team – Top 10 “MUST WIN” Deals &
execute
• Review/Develop Close Plans with Team 1:1 if not
already in place.
• Increase # of Technical Validations/POC and
Business Case sign offs.
• First monthly 1:1 with team to review performance/
development & support needed.
• Understand & Input into Demand Gen activity for
EMEA.
• Follow up to previous months meetings and agree
next actions.
• Follow up meetings with wider stakeholders to gain
support for my success
• Identify 1-2 new case studies from previous wins that
we can reference sell, build pipeline of customer
evidence
• Month 1 review – Are we on Track?
• Set time aside for Personal Development –
Understanding wider business. What questions do I
still have?
• Target 15 customer meetings – Follow up &
New
• Looking back do we have enough pipeline,
conversion rate to POC – Refine, Increase &
Maintain.
• Weekly & Monthly cadence in place and
working
• Expectations set and being meet by me and
my team.
• Exceed/On Track Revenue Goals 1st quarter
• Second 1:1 with my team, Flag and put
corrective performance measures in place if
required.
• “Special Forces” Meetings with key
stakeholders – How we scale
• Hiring Plan for FY15
• Month 3 review
* Not in priority order and will refine once I have joined, but provides an outline
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com

7. Customer Impact
• Sample Reference Customers
• A -Mitsubishi - MR A - Executive Director, IT Strategy – ELA $1M Citrix Z –
• MR Z Group CIO - ELA $2M VMware
• Y – MR Y, Exec Director – ELAs at Both Citrix & VMware $1M+
• X – Outsource Home Office - Stafford Bond, CTO- ELA $.5M RES Software
• Personal References
• Mr X - VP Sales - Company x
• Miss Y - VP Channels Company y
• Mr Z – VP Channels – Company z
+44 (0)870 889 0300 Info@emerald-technology.com www.emerald-technology.com