Comparación tumores funcionantes y no funcionantes:

1729 Cedarwood Loop, San Ramon, CA 94582 408-398-1723 [email protected]

Corporate Development / Strategy

Strategy Executive with Execution Expertise. Accomplished business development and global strategic

alliances executive with a strong track record of delivering innovative solutions which drive bottom line

revenue. Natural leader with the ability to fully develop cross functional and multi-cultural relationships and an extraordinary talent to transition strategy into action and achievement.

EXPERIENCE

SAP, Palo Alto, Ca 2001 – Present

Senior Director, Business Development and Global Strategic Alliances (2011 – Present)

Manage all technology partnerships including HP, IBM, Dell, Fujitsu, Hitachi, NEC, Intel, Suse Linux, VMWare, NetApp, and EMC for the SAP HANA product line. Indirectly manage 15+ global partner managers. Develop SAP technology partner strategy and building new go to market initiatives. Interface regularly with SAP Board of Directors, CEO, and Division Presidents to pitch new co-innovation initiatives, new business models, short and long term partner strategy, and perform quarterly business reviews.

 On track to deliver 100M€+ in partner led revenue in 2012 (H1 @ 144% of plan) and 200M€+ in pipeline.  Drove 18M€ in partner led direct revenue and 29M€+ in pipeline within 6 months of product launch.  Launched new business models including OEM and VAR (Channel resell) programs.

 Generated over $11M in direct partner investments for marketing programs, sales incentives, hardware loaner systems, customer POC’s, etc.

 Selected as “High Potential” employee (less than 1% of employees are nominated for this program) multiple times.

Director, Business Development and Global Strategic Alliances (2007 – 2011)

Managed several partnerships including IBM, HP, Intel, Google, McAfee, and Suse Linux. Directly negotiated resell, OEM, and co-innovation initiatives. Collaborated across product management, marketing, sales, and industry vertical teams to create compelling co-innovation products. Expanded partner driven revenue and pipeline. Worked across development, product, marketing, and industry vertical to shape SAP strategy in addition to partner strategy. Successfully managed global, multi-cultural, and cross-functional virtual teams.  Created new joint cloud business model with $800M+ pipeline including a subscription based license  Drove massive changes to SAP sales compensation structure.

 Negotiated partnership worth $75+ Million over 3 years with HP, including minimum revenue commitments and software co-development commitments for the first time in the twenty plus year history of SAP and HP.  Executed a new partnership with Google and negotiated several new initiatives which drove $30M+ in SAP

revenue over 3 years.

 Developed revenue sharing program with Suse Linux for SAP Appliances.

Senior Program Manager, New Product Introduction (2005 – 2007)

Drove customer adoption of new SAP technology (Enterprise Services / Service Oriented Architecture). Envisioned and defined a new product, the SAP Discovery System, which created a tangible customer experience for back-end technology innovations and allowed customers to visualize the concept. Built a team, developed the product, negotiated partnerships, and launched the product within 8 months. Managed the go to market for the product until it was transferred into the standard development and product organizations.

 Obtained over $5M in funding from the HP, IBM, etc for a new product introduction and rollout.  Directly negotiated contracts with HP, IBM, Dell, Fujitsu, Microsoft, and VMWare.

Craig Cook – Page 2

 Created go to market initiatives, including a road show, to introduce and train our largest Strategic Integration Partners resulting in incremental adoption rates 20% higher.

 Influenced over 200M€ in SAP Software revenue over 18 months.

 Developed a new appliance delivery model for SAP, which resulted in the most successful SAP appliance to date with over 500 customers in 35 countries in less than 12 months.

 Formulated a detailed business strategy for appliances at SAP.

 Represented SAP at major industry conferences to increase customer awareness and adoption of new products.

Software Development Manager / Development Architect (2001 – 2005)

Responsible for several components of the SAP Enterprise Portal product development and QA.

 De-escalated critical customer issues by facilitating communication between development and the customer.  Managed worldwide projects with people in 5 different countries and remained within budget.

 Managed over 40 people in the United States, Germany, Israel, and India.

 Improved employee satisfaction ratings by 23% over 2 years as measured by ISR surveys.

 Designed, implemented and managed the global rollout of SAP’s internal enterprise portal to 36000+ users as well as their external portal (sdn.sap.com) for 100,000+ users.

 Handled and resolved several production issues and reduced their turnaround time by half.

TOP TIER SOFTWARE, San Jose, CA 2000 – 2001

IT Manager / Sr. Network Engineer

Managed Global IT team in the United States, the UK, and Israel. Directed all worldwide network operations.  Planned and executed the migration from NT4 based systems to Windows 2000 Active directory under

budget and ahead of schedule.

 Managed the global Microsoft Exchange landscape.

 Planned, managed and executed a network integration project to SAP’s infrastructure.  Implemented a disaster recovery plan which reduced costs by over 50%.

NORTHERN CALIFORNIA CANCER CENTER, Union City, CA 2000

End User Support Manager / Network Engineer

Developed and implemented a complete redesign of the network infrastructure. Managed a diverse 24x7 end- user support team that resulted in 15% decrease in end user complaints.

SIEMENS, Hayward, CA 1996 - 2000 Consultant / Project Manager

Managed large scale implementations of Siemens proprietary software application. Developed custom onsite applications.

CONTROL TECHNOLOGY SPECIALISTS, Sacramento, CA 1993 - 1996 Draftsman (AutoCAD) / Shop Manager

Managed a team of 15-20 employees. Negotiated directly with customers and suppliers

EDUCATION

KELLOGG SCHOOL OF MANAGEMENT, NORTHWESTERN UNIVERSITY, Evanston, IL MBA, 2012

UNIVERSITY OF SAN FRANCISCO, San Francisco, CA BS, Organizational Behavior and Leadership with honors