Sandi Thomas
Alameda,CA
Summary
Cloud Sales and Marketing Leader - Exceeds Sales Targets | Talent Magnet | Operational Excellence | Global Leadership Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
27
27
years of professional experience
Work History
Regional Director Strategic Sales
VMware
07.2019 - 02.2024
- Lead Strategic core sales team and specialists for West Region 10 client executives, matrixed to 35 specialists delivering value via Multi-Cloud, Virtual Cloud Networks, Digital Workspace and Code to Cloud Security solutions to 80 tier 1 named healthcare providers
- Team closed deals in excess of $8M ACV with ecosystem partners Kyndryl, Accenture, Microsoft, GCP, Oracle Cloud, AWS, Carahsoft, WWT
- Quota’d and compensated on growth and product mix (accelerators)
- FY24 +160% thru Q3.
Vice President, Product Marketing - Retail
Epicor
02.2018 - 05.2019
- Lead retail cloud software product GTM enabling SMB retailers to compete with “big box” retailers
- Identify retail verticals aligned to SaaS MVP solution
- Provide data driven marketing strategy and marketing programs for customers leveraging CRM, market research, and onsite operational research
- Created GTM strategy for SaaS products, targeting 60% of the thrift market to establish National Account and new vertical and revenue source for division.
Vice President of Product Management & SMB Strategy
Infor
01.2016 - 01.2018
- Led global cross-functional teams managing portfolio of enterprise commercial SaaS and legacy on-prem ERP products
- Spearheaded SMB product portfolioproduct investment strategy, roadmap, GTM planning, pricing, and product lifecycle management
- Championed Enterprise ERP cloud software suites for manufacturing, distribution, EAM (Enterprise Asset Management) and factory automation
- Drove digital transformation of GTM to maximize profitability
- Designed and Digitized GTM 100% channel delivery from demand generation through services delivery or stand up
- Built 3-year roadmap for 4 SaaS products with legacy migration challenges, working with customers, advisory councils, and internal stakeholders to prioritize product capabilities, features, pre-sales GTM and customer success.
Sales and Marketing Consultant
Independent Contractor
01.2012 - 01.2015
- Self-employed consultant paid to design ecosystems (and operational policies) for start-ups and PE Portfolio companies
- Delivered marketing and advertising proposals, expanding ecosystems for social mobile gifting company and a mobile field service applicationboth startups
- Established brand awareness and global partnerships as product positioning and GTM
- Provided advertising and marketing campaigns for retention marketing, reward programs, and campaign gifting
- Identified industry benchmarks framing data-driven market analysis, informing GTM strategies for private equity tech portfolio
- Negotiated partnership agreements to build SFDC connector launched on AppExchange, promoting growth and profitability of mobile-first field service SaaS application
- Rewarded with NetSuite Partner of the Year.
General Manager and Partner
Microsoft Corporation
01.2010 - 01.2011
- US Windows Phone Marketing
- Promoted to Partner
- Landed marketing programs and promotional campaigns deploying $75M marketing fund leveraging Telco and Retail Partners
- Brand management of Windows mobile phone, leveraging carrier/Telco partners and ecosystem to drive digital and social marketing
- Managed product launches, advertising, and retail POS promotions to increase brand awareness and drive sell thru
- Leveraged partner ecosystem by to deliver promotional BOGOs
- Drove integrated marketing campaigns with field marketing and partner assets, resulting in (POS, Social, TV advertising) resulting in 18% sales growth YOY; stabilized market share.
General Manager- Communications, Media and Entertainment Sector Asia Pacific
Microsoft Corporation
01.2007 - 01.2010
- P&L for $300M in sales revenue for telco, cable providers, and media enterprises in Asia Pacific (APAC)
- Increased revenue growth in South Korea market (hosting, software, services) by recruiting high-performance sales team
- Rebuilt ANZ direct sales team, leveraging consumer insights and partner assets to improve sell-through
- Telco, Cable and media partnerships-Telstra, Optus, Korea Telephone, SK Telecom, Singtel, Maxis, Grameen Phone
- Coached Southeast Asia team with core set of competencies on repeatable processes, Improving sales and marketing
- Obtained 28% revenue growth for APAC business through cloud-hosting partnerships: foundation for Office 365
- Achieved 12 consecutive quarters of double-digit revenue and sales growth through developing partner ecosystem and GTM strategies targeting Enterprise and SMB segments in telecom, cable, and content providers
- FY08 126%, FY09 98%, FY10 278% quota attainment
- 1 Global Sales team in FY10
- Programmatically achieved a 10-point increase in employee satisfaction through career coaching, brown bags, and creating development plans over 24 months.
General Manager- Enterprise Partner Group – SoCal and Hawaii
Microsoft Corporation
01.2003 - 01.2007
- Helmed cross-functional sales, solution engineering, field marketing teams achieving $300M annual revenue from enterprise software, support and services
- Landlord responsibility for 3 locations, supporting 350 employees
- Shadow P&L responsibility
- Revenue growth exceeded 20% for 5 consecutive years
- Achieved #1 sales team in the US for 2003 (146%), #2 in 2004 (123%), 2005 (106%), 2006 (121%), 2007 (110%)
- Rated in top 10% for customer satisfaction in the US for 5 years, #2 team in 2004
- Achieved 160% YOY growth by developing best practices for selling and implementing server software in 2003.
General Manager, Global Services and Technology Partners
Microsoft Corporation
01.2001 - 01.2002
- Transformed team focused on start-up investments to strategic partnerships with top 20 Global Services delivery and Consulting partners
- Deployed marketing budget of $50M and global team (partner managers, solutions engineering and marketing) of 55 to drive Microsoft partner relationships including Infosys, Wipro, Tata, Accenture, KPMG, Capgemini, E & Y, Fujitsu, PWC, EMC, Cisco, Intel, Dell and HP, influencing $10B enterprise revenue globally
- Onboarded Off Shore partners.
Chief Operating Officer
MSBET
01.1997 - 01.1999
- Founded MSBET, the #1 internet site for African Americans, a subsidiary of Microsoft and BET
- Led negotiations for JV Agreement, Distribution, Promotion and Licensing Agreements
- Managed product development delivering 3 UIs in 24 months.
Education
Bachelor of Arts (BA) - Political Science
Stanford University
Stanford, CASkills
- Growth-focused SaaS Selling
- Strategic Alliances and Channel Management
- Enterprise, SMB and Consumer GTM Marketing
- ERP/Cloud/Digital Transformation/Security
- Digital Marketing and Advertising
- Global Expatriate–Hong Kong, Singapore, and London
- CXO Client Relationships
- Exceed Revenue, Product Mix and Operational Quotas
Community Service
- Board of Directors, Los Angeles Urban League
- Trustee, California Science Center, Los Angeles, CA
- Board of Directors, California Chamber of Commerce
Timeline
Regional Director Strategic Sales
VMware
07.2019 - 02.2024
Vice President, Product Marketing - Retail
Epicor
02.2018 - 05.2019
Vice President of Product Management & SMB Strategy
Infor
01.2016 - 01.2018
Sales and Marketing Consultant
Independent Contractor
01.2012 - 01.2015
General Manager and Partner
Microsoft Corporation
01.2010 - 01.2011
General Manager- Communications, Media and Entertainment Sector Asia Pacific
Microsoft Corporation
01.2007 - 01.2010
General Manager- Enterprise Partner Group – SoCal and Hawaii
Microsoft Corporation
01.2003 - 01.2007
General Manager, Global Services and Technology Partners
Microsoft Corporation
01.2001 - 01.2002
Chief Operating Officer
MSBET
01.1997 - 01.1999
Bachelor of Arts (BA) - Political Science
Stanford University
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