1. Candidate Profile
Vince Pastore
2012

2. Areas of Focus
• Sales /Management Highlights 3
• Career Snap Shot 4
• Big Deals & Villages 5
• Intangibles 6
• Job qualifications 7
• 30, 60, 90 Day Plan 8
• Expectations` 9
• Calibration and Alignment 10
• Leadership Development 11
2

3. Sales/Management Highlights
 15+ years direct experience managing and working with partners to create and define joint
Go-To-Market strategies, nurturing partner ecosystems, managing and developing partner
plans to drive joint in market success, relevance and accountability.
 10+ years of direct and virtual team management experience leading sales professionals and
cross organization support resources. Demonstrated ability to lead, empower and motivate
direct reports, executives and virtual resource to take action. Successful track record in
coaching individuals by providing constructive and meaningful feedback. Ability to rapidly
identify team’s strengths and areas for improvement to drive desired outcomes.
 10 -15 years of direct selling and account management experience. A true student of the
“Solution Selling” approach and modeling that has resulted in promotions and recognition.
 Closed the three largest server deals in Microsoft (at the time of execution).
Respectively, these deals accounted for $20M in FY ’01, placing me at 132% of plan, and
$58M in FY ’02, placing me at 148% of plan and $88M in FY ’05 placing me over 100% of plan.
 Provided the level of thought leadership and business planning expertise that lead to the
development of 20 plus non-linear solutions that have driven over $200 million in solutions
revenue. Built partner based solutions leveraging Cloud, Mobility, CI, App Plat
and Business productivity workloads.
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4. Career Snap Shot
Global Alliance Manager
Responsible for the America’s time zone all up partnership revenue, product impact, executive cadence, partner PSP landing and
field readiness. Worldwide responsibility for Industry/Vertical and Global Accounts executive cadence, planning, all up global
revenue and go to market strategy. Chartered to drive year over year revenue growth, influence partner point of view, incubate
solution development and establish partnership rigor, accountability and joint strategic relevance. Create executive
briefings, strategy sessions, and architectural overviews to evangelize, educate and share the Microsoft strategy and vision with our
partners
Strategic /Global Account Manager
Responsible for the development of multiple large-scale revenue opportunities, maintaining close relationships with key decision
makers, negotiating large-scale, complex agreements, and managing extended virtual teams. Work with partners to develop
solutions that leverage the Microsoft platform and further enhance the business value proposition to our customers. Create
executive briefings, strategy sessions, and architectural overviews to evangelize, educate and share with our customers the future
vision of the .Net platform. Proactively engage Redmond based resources to address customer challenges and/or develop industry
solutions.
Solutions Specialist (Inaugural SSP program)
Responsible for identifying and developing LOB solutions that leverage the Microsoft .Net server family. Create senior executive
relationships within the Communication Sector accounts to demonstrate Microsoft’s commitment as a strategic partner in the
Network Service Provider industry. Work with partners to develop solutions that leverage the Microsoft platform and further
enhance the business value proposition to our customers. Create executive briefings to evangelize the vision of the .Net platform.
Proactively engaged Redmond based resources to address customer challenges.
TransPoint Incubation team manager/BDM
At TransPoint, a 1997 startup initiative, I was a Microsoft employee working on joint venture with MS, FDC and Citi Group. The
objective was to create a service that would rival the US post office, by utilizing the internet as the vehicle to connect fortune 500
companies with their consumer clients. Responsible for identifying billing opportunities and initiating contacts with Senior
Executives in Marketing, Finance, Operations, Customer Service, Development, and IT to uncover and present the value proposition
for the entities to implement the TransPoint Service. Manage team of 4 individuals to grow market awareness and win deals.
4

5. Big Deals & Villages
Built and implemented Partner Industry GTM strategy Clientelling (Retail) application GTM – In Store App
 Aligned partner, global accounts, Industry, BG, SBM  Largest Dynamics win in US in fiscal year FY’11 ($1.3
cross functional team to agree and sign off on Million Dynamics revenue)
strategy  Dynamics, SQL and Windows
 Increased joint revenue by $100M  Solution is being showcased at NRF 1/17/12 –
 Created the “Accelerate”, “Built” and “Incubate”  FY’12 & ‘13 solutions map
model that is being leverage across group to drive in
year revenue Sold and built the first 3yr licensing model for server EA’s
at Microsoft:
Developed App Plat Global Partner Strategy
 $20M in 2000 , $53M in 2002, and $88M in 2005,
 Gained agreement and buy in from BG, Partner and
SBDM to dedicated resource to build joint pipeline  Big Deals Services and Premier (VZ)
 Landed field level execution strategy  OLM Deal - $7M in OLM Sell Thru Revenue and $1.7M in
 Built CEO-COE and depend generation program by Sell too revenue for FY’09, 3 year $45M MSN deal, $3M
leveraging cross group resource investments IPTV deal.
 Gained net new wins of 70 globally with net new Cloud Enabled Supply Chain/HSF w/ Mobility
annual revenue of over $90M  P&G $2.1m SQL/AX FY’12 win (EA justification)
Win Mobile 8 Point of Sale Solution GTM – non linear  FY’13 Industry Solutions Map
application
 Being showcased at NRF 1/17/12 – Apple and Google
BIG Solutions Wins
complete  Implemented the first Communications Sector MS
 Ability to scan and sell merchandise via phone
SharePoint solution in 2003
 Closed the largest Notes to Exchange deal in FY’07
 Integrated with Dynamics CRM and Business Insights
applications  Created the solution now know as Iconsole $5.5M deal
 FY’13 Industry Solutions Map
(MS used Knowledge learned to create CCF)
 Built first Denali based vertical analytics solution
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6. Intangibles
 Tenure supporting MS Vertical, Global and District accounts (13 years and counting)
 Direct and indirect management experience
 Track record for motivating Partners & Customer to take action
 23 Years of practical Consultative/Solution selling experience
 Expert in Building Villages – Empowering cross org. teams toward a common goal
 Internal and External negotiation skills
 Vast experience securing Corporate and Field level resources to win deal and build GTM’s
 Strong presentation and executive correspondence experienced
 Understanding of Commercial, Industry and Public Sector business goals, objectives and
internal processes
 Appreciation for MS field rep challenges, bandwidth considerations and motivations
 Out of the box thinker – Ability build unique offerings
 Team Player – We row together for a common goal and unified success
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7. Role Specific Qualifications
Requirements Recent and applicable experience
Sales and Business Management • Consistently achieves or exceeds YOY sales goals
• Deep experience developing and executing successful GTM solutions
• Effectively manages direct and virtual sales teams
• Prioritizes how each team member works effectively – takes time to understand
strengths and weaknesses to customize environment of success
• Sets up structure and framework for individual success – team sites; Rhythm of the
Business; Open door policy; clear accountability; congenial working environment
Technical Sales Management • Manages end to end customer RFPs with business and technical responses.
• Annually defines and builds 4 to 5 PSPs from technical foundation up
People Leadership and • Currently mentor at leased 2 people each year with consistent promotion
Development Experience results
• Managed 6-8 people in past Management roles
Consultative Selling Experience • Developed and manages industry initiative portfolio for Infosys alliance :
• Joint opportunity development from identification to execution through a
proprietary solution lifecycle model
• In the trenches experience with Enterprise CXXs to close solution deals
Sales Teamwork • Effectively leads initiatives across various teams both within Microsoft and the
partner. Most recent role driving industry joint solutions – worked with the BG,
Incubation teams, Global Accounts, EPG Alliances, US field, PAMs and multiple
Partner roles. Direct Management experience .
Communication Excellence • Extensive experience presenting to all executive levels., via Meetings, E-mails,
presentations in formats such as: EBCs, Customer Events. Reviews Etc…

8. 30-60-90 Day Plan
30 Days 60 Days 90 Days
 Complete initial contacts  Fully engaged with the
 Ramp up and understand with stakeholders
team & customer on key
current ecosystem &  Debrief & engaged with
Infrastructure Field & Corp resources opportunities
 Outline FY’12  Validate and confirmed  Working toward mutually
commitments Plan Pipeline opportunities agreed upon milestones
 Set up meeting with virtual  Team actionable, focused  Pipeline is confirmed and
team members and and executing on existing POCs/Deals are fully
stakeholders plan (bi-weekly meeting are tracked
 Meeting with team formalized)
individually  Initiate dialogues with  Work with team and
emerging prospects Partners to ensure
 Establish initial meeting
with team  Formal Strategy/Plan opportunities are moving
 Ramp up on existing  Initiate ROB Pipeline calls thru pipeline
strategy  Ensure team is working to
 Assist in Closing key exceed FY’12 goals
projects/deals  Build plan for FY’13
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9. Expectations
Focus – Continue to evangelize technology strategy by helping our customers and Partners
exceed their goals and commitments to Shareholders
Passion – To meet the customer expectation, to leverage the virtual team and to meet the
Team’s goals
Enthusiasm – To communicate the corporate vision and determine how to best define new
revenue opportunities
Desire to Learn – Continue to further develop on my 18 years of field experience by taking
on new challenges interacting with the customers, peers and external industry experts
Integrity – To do what we say we will do with the highest level of honor and fortitude
Accountability – Sign up for stretch goals that are attainable
Player/Coach/Teammate – Support Team and Director in building out a
knowledgeable, professional and skilled group by sharing cross
industry, Account, Partner, Microsoft internal and professional knowledge acquired over my 23
year professional career
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10. Calibration and Alignment
• Prioritize
• Evangelize
• Mobilize

11. Leadership Development
• CXO – Art of winning
• MS Management training 1 & 2
• CPG Industry Forum
• Microsoft Online Manager Training
• Telecommunications Training –
• MBA Training Part I & II
• Covey “Time Management
• FDC Sales Management Training
• People Management Training
• GTE Management Training
• Empowering People
• Solutions Selling
• Management training Empowering People
• Solution Selling
• Franklin “Time Awareness”
• TRW Management Training
• MCI Management Training
• SEC Management Training and Ethics
• Anthony Robins “The Power to influence”
• Zig Zeigler