AVP, Global Business Development and Partner Ecosystems @
Operating Partner, Business Development @ Menlo Ventures
Senior Director of Global Strategic Alliances and Solution Marketing @
Bachelor of Science (BS) @
California Polytechnic State University-San Luis Obispo
Seasoned high-tech executive with 20+ years of experience that thrives in high-growth environments in both small / startup companies, in addition to larger $B enterprises. Played an active role in driving 2 IPOs, the first with Plumtree Software ($1M-$100M in revenue), which was later puchased by BEA, then Oracle. The second with Box ($2B+ valuation), the next
Seasoned high-tech executive with 20+ years of experience that thrives in high-growth environments in both small / startup companies, in addition to larger $B enterprises. Played an active role in driving 2 IPOs, the first with Plumtree Software ($1M-$100M in revenue), which was later puchased by BEA, then Oracle. The second with Box ($2B+ valuation), the next great enterprise software company. Was involved with a small document management company, iManage, where I played an instrumental role in the merger with Interwoven, now part of HP. I also have large company / scale experience, the most notably with NetApp, where we grew the company from $1B in revenue to over $6B within ~6 years. I also have management consulting experience working with Fortune 500 companies while at Deloitte Consulting. Started career with one of Silicon Valley’s early venture funded organizations, Varian Associates, which became a Fortune 1000 company. Finally, I contracted for Apple during 2 summers as an undergrad, which taught me the importance of corporate culture, something I value tremendously.
I have a deep passion for building world-class teams, consultative and solution selling, blending strategy with sustainable execution models, setting aggressive goals and hitting them, innovative technologies, building mutually beneficial partnerships that drive value and quantifiable revenue, driving international growth, and working with integrity and a sense of urgency focused toward the greater good. I believe people are truly the most important asset, and find there is often more to learn from your losses, as much with your wins.
Specialties: Solution and Consultative Selling • Strategy Combined with Sustainable Execution Models • Direct and Indirect Sales • Strategic Alliances and Partnerships • Channel Sales • Business Development • International Expansion • Leadership and Corporate Culture • Solution Marketing • Pipeline Development • OEM Sales • Enterprise Software • SaaS
Senior Vice President Global Channel Sales and Alliances @ Senior Vice President of Global Channel Sales and Alliances (2014 - present)
Vice President of Channel Sales (2012-2014)
Today I am responsible for defining and leading Box’s indirect sales strategy, having developed and launched from inception to industry prominence recognized SaaS Reseller, Service Provider, System Integrator, and Referral Programs. My team is responsible for driving global revenue and GTM programs with System Integrators, Value-Added Resellers, Carriers, ISVs, Solutions Providers, Distributors, and Referral partners. We have driven exponential revenue growth (triple digits YoY 3 years running) through a world-class team that has developed a global network of partners. We focus on enabling our partners to be tremendously successful, launching programs and services that stimulate our partners while making the process of working with Box easy and seamless. We continue to support explosive growth through and with our partners, and seek partners that understand how to develop solutions that meet our customer requirements. From 2012 to Present (3 years) Senior Director of Strategic Alliances and Solutions, Microsoft Business Unit @ Structured as a virtual GM, managed the GTM activities with Microsoft globally, including the strategic alliance, field sales and field/channel enablement, solutions marketing; while supporting the development of technical integrations/product roadmaps. Drove FY11 influence bookings of $3.096B through direct and indirect channels. Efforts resulted in the recognition as Microsoft’s Finalist for 2010 Partner of the Year in 3 categories (Virtualization, Server Platform, Infrastructure); 2011 Microsoft Private Cloud Solutions Partner of the Year Finalist; and in 2012 won the Private Cloud Partner of the Year. From 2010 to 2012 (2 years) Fortune recognized NetApp as a top 10 Best Places to Work - five years runningSenior Director of Global Strategic Alliances and Solutions @ Drove NetApp’s global strategic ISV alliances and solutions worldwide, such as Oracle, Microsoft, and SAP; as well as a variety of industry/technical ISVs. Lead solution marketing, global alliance mgt, technical integrations/product roadmaps, field sales, channel bundles, and enablement; drove FY10 influenced bookings for database solutions (Oracle/SQL) of $2.03B, messaging and collaboration solutions (MSFT) of $937M, and application solutions (SAP) of $223.8M. Managed a direct team of 25 alliance sales, marketing, and technical resources, and indirect team of 65+ field sales / marketing, engineering and product mgt resources. From 2009 to 2010 (1 year) Director of Global Database Alliances and Solutions @ Director of Global Database and Decision Support Solutions and Alliance (2008-2009)
Drove NetApp’s largest global alliances (Oracle/MSFT SQL Server) at the time, as well as the solutions marketing organization; resulting in Oracle related bookings for FY08 of $667.4M and FY09 of $841.9M, as well as SQL Server bookings for FY08 of $747.3M and FY09 of $783.1M. Spokesman for database and application related sales opportunities, conducting CxO level customer briefs to Global 2000 customers and prospects, traveling and speaking globally at field events, industry keynotes, user conferences, and 1:1 customer briefings.
Director, Oracle Global Alliance (2005-2007)
Managed NetApp’s largest and most strategic global partnership at the time, Oracle; responsible for all executive relationships, marketing and sales efforts, joint integrations, channel bundles, and service and support offerings. Drove Oracle related booking for FY06 of $390.2M and FY07 of $465.5M. From 2005 to 2009 (4 years) Director of Global Technology Alliances and OEM Sales @ Director of Global Technology Alliances and OEM Sales (2004-2005)
Director of Global Technology Alliances (2003-2004)
Achieved 114% direct OEM quota in 2005 and 132% of the ISV Sales quota in 2004. Drove the Global Technology Alliance partner team and ecosystem of partners, as well as the OEM sales team worldwide. From 2003 to 2005 (2 years) (purchased by Autonomy, then HP)Director of Business Development and GSI / Channels @ Built and operationalized the enterprise Business Development, System Integrators, and ISV program, including inbound and outbound OEM relationships. Structured and managed the strategic reselling relationship with Interwoven, which lead to Interwoven purchasing iManage. From 2003 to 2003 (less than a year) Director of Global System Integrators, Channel Sales and Alliances @ Director of Global System Integrators, Channel Sales and Alliances (2001-2003)
Director of System Integrators (2001)
Built, negotiated, and managed global alliances with key System Integrators, Resellers, Solution Providers, VARs, ISVs, and OEMs globally. Built and lead a team of Regional Partner Sales and Global Alliance Managers. Reported directly to executive staff (COO), defining global partner strategy and the channel sales forecast.
OEM Sales Manager (2000-2001)
Exceeded quota by 300%+, closing over $3M of net new OEM business in software, program fees, and upfront quota commitments; drove $6M of additional recurring revenue.
Western Region Consulting Manager (2000-2000)
Built and ran the Professional Services and Account Management group for the Western U.S. (25 consultants); full P&L responsibly. From 2000 to 2003 (3 years) Management Consultant @ Manager (1999-2000)
Drove enterprise sales and business development efforts. Managed a team of 10 involved in the global implementation of a Siebel/Trilogy solution for SGI and a team of 4 analyzing the distribution and transportation network of Pentium chips for Intel.
Senior Consultant (1997-1999)
Supported the developed of a logistics network strategy for Hewlett-Packard; assisted the CFO of Clorox Company undergo a significant process reengineering effort for strategically sourcing raw materials; conducted cost reduction study utilizing lean manufacturing techniques for Boeing’s aerospace & defense division. From 1997 to 2000 (3 years) Production Planner and Operations Analyst @ Operations Analyst (1994-1995)
Coordinated and introduced new product developments and design changes to the production floor.
Analyzed and reengineered quality and production processes across the entire manufacturing facility and supported one of the first SAP deployments in the Silicon Valley.
Production Planner (1993-1994)
Managed master schedule to meet $140M+ yearly manufacturing requirements, driving production workloads and procurement for entire organization. (Winner, Industry Week Top 10 Plants). From 1993 to 1995 (2 years) (originally Varian Associates before aquired by Agilent)Management Engineering Analyst @ Functioned as internal operational consultant, driving operational improvement and cost cutting programs. From 1992 to 1993 (1 year) Contractor, Public Relations @ Summers 1989, 1990
Although only contract work during 2 summers as an undergrad, the experience taught me the importance of corporate culture, something I value tremendously. From 1989 to 1990 (1 year)
Masters of Business Adminstration, General Management and Operations @ Vanderbilt University - Owen Graduate School of Management From 1995 to 1997 Bachlor of Science, Industrial Technology and Operations Research @ California Polytechnic State University-San Luis Obispo From 1988 to 1992 Executive Education, Marketing for Executives, 2008 @ Harvard Business School Executive Education Chris Penner is skilled in: Channel Sales, Business Alliances, Channel, Strategy, Product Management, Go-to-market Strategy, Strategic Alliances, Enterprise Software, SaaS, Cloud Computing, Channel Partners, New Business Development, Sales Enablement, Product Marketing, Lead Generation, Strategic Partnerships, Virtualization, Leadership, CRM, Solution Selling, Professional Services, Salesforce.com, Partner Management, Consulting, Storage, Managed Services, Multi-channel Marketing
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