Todd Cione

Audit Committee member and NED for Canonical Holdings Ltd, the provider of the leading open source software, Ubuntu.

Responsible for $600M and a team of 2,000 sales professionals across ERP, SCM, HCM, & CRM SaaS applications in North America.

Responsible for $1B and 750 sales, operations, partner, and marketing professionals.

Responsible for overall $4.1B revenue (cloud, perpetual, & enterprise services), market share, P&L performance, and customer & partner loyalty across Microsoft's end to end APAC business, including Enterprise, Mid-Market, Small Business, and Consumer customer segments. Focus on the overall orchestration of regional Go-To-Market sales, marketing, partner channel, and services strategy & tactics to achieve them. Also responsible for long-term growth planning, the management of the regional core business processes – balanced scorecard, fiscal and marketing planning, revenue forecasting, marketing budget management - market intelligence, competitive initiatives, integrated marketing communications and public relations.

• Growth: Drove 15% CAGR over three fiscal years, delivering $1.5B in software, professional services, & cloud services revenue across 1,300 enterprise customers in developed & emerging markets. Exceeded 10 of last 11 quarterly revenue targets, 90%+ green KPI’s, & 35% customer satisfaction increase to rank #1 against top competitors over three fiscal years. Results across core workloads: Data Center, Application Platform, Productivity, Desktop, & Business Solutions. • Organizational Capability: Augmented solution & cloud selling capability in 527 sales, technical, marketing, & channel resources across organization via systematic program, while driving 7% annual “good attrition”. Implemented formal sales operations model (Process, KPI’s, & Behaviors for improved: forecasting, deal management, pipeline management, growth planning, account planning, etc.). Maintained 90% favorable workgroup health index. Lead regional compete initiatives against: Google, VMware, Oracle, Cisco, and Salesforce.com. Executive sponsor for key regional & global customers. • Developing Senior Leaders: Recruited, hired (66% external) & activated 9 subsidiary (2nd, 3rd, & 4th line) senior sales leaders. Developed & exported 6 leaders to higher career stages. Implemented localized talent management framework program. • Transformation: Designed & implemented regionalized Technology Solutions Facility, centralized sales operations center, and accelerated growth resourcing model to accelerate SaaS (Office365 & Dynamics CRM Online) & PaaS (SQL & Windows Azure) results. Drove “Consumerization of IT” (COIT) market initiative to exploit MS consumer assets in the enterprise. • Channel Productivity: Activated new cloud partnerships, landed new solutions incentive program model, designed Korean SI program, & drove regional alliance relationships with key partners (HP, Accenture, Avanade, SAP, Dimension Data, etc.).

• Growth: Drove 12% CAGR over three fiscal years, delivering $475M in cloud services, software, professional services, and revenue across mid-west region of US. Consistently drove 90%+ KPI performance. • Organizational Capability: As a Manager of Directors leader, coached & built heightened solution selling skills (value documentation, political alignment, competitive strategy, & deal management) in 140 sales & technical resources in org. • Developing Senior Leaders: Hired & activated 7 managers &/or directors, and exported 5 leaders to higher career stages. • Transformation: Sold, implemented, & maintained the first Microsoft enterprise cloud productivity solution (BPOS: Business Productivity Online Solution) in the US. Drove org. realignment process via development and execution of mission, vision, and culture and product/service strategy. Maintained an 88% workgroup health index during the process.

• Growth: Drove 16% CAGR over two fiscal years, delivering $320M in software, professional services, & business applications revenue across 15,000 mid-market customers. • Organizational Capability: Manager of managers leader for a team of 22 sales, technical, marketing, and channel resources. • Transformation: Implemented a true “startup” business model within Microsoft to capture share & growth in the mid-market & small business customer segments. • Channel Productivity: Responsible for business management & strategy for partner channel ecosystem of over 300 partners in south central geography. Built the leading global chapter of International Association of Microsoft Certified Partners (IAMCP) to accelerate partner to partner business development. Innovated and built quarterly profitability curriculum and executed regional channel readiness sessions to augment business productivity.

• Growth: Sold & managed delivery of turn-key audit, tax and technology consulting solutions heavily focused on manufacturing and consumer packaged goods sectors. Key wins in application selections, ERP implementation, IT system strategic plans, and year 2000 application remediation. • Channel Productivity: Worked in close partnership with ERP vendors, including Oracle & SAP. Built & executed joint marketing plans and account/deal strategy plans.