Jesse Chavez

KEY CONTRIBUTIONS: ~ Generated multi-millions in cost savings by leading a global transformation of a two-tier channel strategy consolidating 146 Oracle and 109 Sun channel distributors. ~ Reduced channel inventory, realizing a decrease from $120 million to $17 million in inventory in 2010.

KEY CONTRIBUTIONS: ~ Drove the reorganization of the Partner Sales Channel, securing strategy buy-in from key players and scoring an increase in indirect revenues from 58% to 72% while reducing the sales force 20%. ~ Successfully delivered the first Sun Global partner program on transparency and predictability in the channel, after launching the Sun Partner Advantage global partner program across all regions (Americas, EMEA and APAC). ~ Realized $1.1 billion in incremental revenue over 3 years from the global system integrators deployed in previous role. ~ Established $168 million in savings in FY 2007 by initiating channel margin improvements. ~ Scored a 5% market share by creating a new volume channel to boost X86 sales.

KEY CONTRIBUTIONS: ~ Skillfully designed and launched the Global System Integrator (GSI) programs. ~ Achieved 103% of revenue target by gaining executive management buy-in of strategy to align resources and investments. ~ Developed global teams and created comprehensive global coverage architecture for the top 10 System Integrators including, Accenture, Deloitte & Touche, Cap Gemini, EDS, CSD and Wipro. ~ Generated incremental revenue of more than $900 million over a 3-year period by building strategic alliances with Accenture, CSC, Deloitte and EDS.

KEY CONTRIBUTIONS: ~ Developed and launched a new Mid-Tier System Integrator Program, gaining 10 new partners and earning $100 million in incremental revenue. ~ Introduced 4 new SI initiatives with Deloitte Rightsizing, Accenture IT Transformation, CGEY Retail/CPF RFID and Deloitte Employee Lifecycle Management. ~ Member of the United States Coverage Committee, overseeing recommendations and executing sales coverage for more than 2000 employees in FY 2005/2006.

KEY CONTRIBUTIONS: ~ Successfully achieved sales and performance targets YOY from 2000 to 2003, earning multi-million-dollar revenues each year. ~ Fostered relationships with global clients, including eBay, Cisco, Applied Materials and Virgin Mobile. ~ Designed and developed the Network Equipment Provider’s (NEP’s) Reference Model and drove adoption of model for top 8 NEP’s. ~ Spearheaded hiring, training and retaining of peak-performing sales managers and professionals.

KEY CONTRIBUTIONS: ~ Built and grew strategic partnerships with Exodus Communications, @Home Networks, eBay, Hotmail, Netcom and Concentric, capitalizing on the internet boom and leading a high-impact team to position Sun as the recommended standard platform. ~ Earned $189 million in revenue, achieving 125% of FY 1997.

KEY CONTRIBUTIONS: ~ Won multi-million-dollar contracts with SAIC, and 3 OEM contracts valued at more than $24 million. ~ Contributed to the largest increase in percentage of revenue for a global account, Lockheed Martin.