Darren Laurie

Building and leading a new Partner and Ecosystem business unit focused on VARS, MSP, GSI’s and Telco’s operating in the VoiceAI (ConversationalAI,Agents,Assistants) Unified Communications (UCaaS), Contact Centre (CCaaS) or IOT markets enhancing customer interactions. An exciting opportunity for Partners to generate incremental revenue streams by attaching and integrating the Telnyx CPaaS portfolio of Voice/Elastic SIP, Voice AI, AI Assistants, Messaging and Wireless IoT to both existing and new Communications customers with a complimenting configuration, management and support and unique programmable Voice API services opportunity for partners with Professional Services Capabilities. Microsoft Teams, Zoom & Genesys, ServiceNow, SalesForce, Yeastar, 3CX Partners, there is an immediate customer need and use case you can address now via API integration of Telnyx enabled services. Any interested Partners please drop me a note for an informal discussion and more details

• Supporting the 2024 launch of VMware Edge Solutions Software Platform, addressing a new high-growth market opportunity across Retail, Manufacturing, Utilities, Transport, and Defence sectors to drive innovation for the fast growing IOT, IT/OT fusion market. • Built the Edge Route-to-Market Ecosystem sales strategy from the ground up, engaging and onboarding Managed Service Providers (MSPs), Global Systems Integrators (GSIs), Independent Software Vendors (ISVs), OEM and compute platform partners to drive pipeline growth. • Co-developed industry-led go-to-market (GTM) plans with lighthouse partners to foster incremental opportunities. • Played a critical role in organising and motivating cross-business and virtual teams within VMware’s highly complex matrix structure to achieve objectives and maintain momentum, ensuring progress amidst organisational challenges. • Contributed to the development of VMware’s new Titan Partner Program Framework and Alliance Program for MSPs, ISVs and IHVs.

• Influenced and directed the implementation and launch of a new Cloud-focused, partner-led market acceleration initiative augmenting the Hyperscalers. • Orchestrated cross-functional teams to develop a partner led Cloud ecosystem. • Onboarded and enabled CSPs, MSPs and GSIs to deliver new cloud and multi-cloud offerings. • Drove Annual Contract Value (ACV) revenue growth and created repeatable-scale impact with global and strategic partners. • Deeply engaged directly with partners at all levels aligning cross-business stakeholders. • Designed and executed strategies, GTM plans, and joint partner business plans for sales enablement. • Leveraged marketplaces as an innovative route to market, optimising revenue generation. • Managed end-to-end program delivery, from concept to revenue generation, establishing new routes to market that attach multiple service offerings to each end customer. • Role evolved April 2023 from whole VMware product portfolio to a dedicated Cloud solution focus. Key Achievements: • Overachieved FY23 sell through quota at 127% with $360m of revenue. • Launched new Cloud-managed services in collaboration with strategic partners. • Delivered enablement and monetisation strategies for Partner GTM and co-sell initiatives.

• Introduced as Versa Networks' first dedicated channel sales leadership role in EMEA, setting foundational strategies for growth. • Developed and managed key channel partnerships, focusing on strategy, portfolio alignment, and revenue enablement. • Delivered ACV and ARR revenue generation as a pre-IPO company. • Structured GTM and joint business plans to drive sales enablement and partner success. • Oversaw service development initiatives and collaborated on partner sales opportunities. • Engaged with executive and operational leadership across Versa and partner organisations. • Managed distribution relationships and aligned partner field resources for strategic growth. Key Achievements: • Achieved 2.5x ACV revenue bookings in the first year, with significant pipeline growth. • Established a scalable partner growth framework in EMEA. • Launched new SASE, Security, and UTM services with key partners. • Monetised and drove growth through EMEA channel partnerships.

• Led global partner sales strategies, delivering revenue growth and enabling Riverbed-powered managed services. • Directed sales enablement and GTM execution to drive innovation and market relevance. • Held global responsibility for strategic partners, including Vodafone, Telefonica, and T-Systems. • Enabled enterprise digital transformation by deploying advanced performance solutions. • Collaborated with product management teams to create new embedded and managed services. • Fostered C-Suite-level partnerships to drive strategic initiatives and align with business outcomes. Key Achievements: • Built new revenue streams in application optimisation and visibility, end-user experience management, SD-WAN, security analytics, and cloud/SaaS. • Achieved 132% of quota in 2018. • Recognised as Top Contributor for Global Partners EMEA in 2019, Presidents Club 2016