Chris Hillock

Operating Partner - Head Of Portfolio Development - Ventures

2019 - Current

-Responsible for leading the Portfolio Development team at Dell Technologies Capital Ventures (formerly EMC Ventures.) Primary Platform functions include Business Development, GTM Consultation, Marketing, Events, & PR. -Source and actively manage a network of key industry executives and business partnerships for the firm. Provide consultation on industry trends, generate awareness of portfolio companies & partners that deliver solutions aligned to client’s key initiatives & business challenges. -Provide structured consulting to support portfolio companies strategic GTM initiatives. Formulate strategies and action plans to help remove barriers to growth, hone product market fit, & accelerate scale -Identify and manage scaling partnership opportunities for our portfolio companies. These include joint product development, OEM, channel & partner distribution, and co-sell / re-sell relationships -Support the strategy and execution of team’s marketing, content, and PR functions for the firm -Support partnership in deal sourcing and opportunity related due diligence activities

Board Member

2022

Board Member

2021

General Manager, Client Partner

2017 - 2019

-Responsible for developing a comprehensive strategy and leading operations of a coordinated, multi-year go to market program across Dell Tech’s 7 Strategically Aligned Businesses (Dell, EMC, VMware, Pivotal, RSA, Secureworks, and Virtustream) supporting one of our organization's largest and most strategic account partnerships (Citigroup) -Lead a global team of 200 individuals spanning sales, solution architecture, pre-sales, consulting, customer service, and service delivery across 7 strategically aligned business units -Grew Pan Dell Technologies Annual Revenue from $100 Mil to $380 Mil -Partnered extensively with senior customer stakeholders (CIO, CTO, CPO, Operations, Engineering, Regional Theatre Leads, & Capital Management) to develop and execute on large scale global programs; aligning enabling technologies and delivering execution plans against customer’s strategic priorities -Measured Execution of GTM plan against strategic corporate KPI’s (Revenue, Operating Income, Customer & Team NPS, Integrated / Transformative Solutions, & Trusted Partnership.) Reported execution of plan and alignment to program KPI’s to senior internal stakeholders including CEO, CFO, & President of Global Sales & Customer Operations -Oversight of Global P&L and Resource Operating Plan -Chairman’s Club Winner 2017

Managing Director - Area Manager - Financial Services

2016 - 2017

-Responsible for leading strategy and the go to market execution for one of the largest global accounts within EMC, with revenues exceeding $100 Mil annually -Formulated a focused account plan through coordinated engagement with Global client stakeholders and analysis of customer’s strategic technology goals and objectives -Established and managed the performance and quarterly KPI execution of 4 regional theatre leaders (NAM, APJ, LATAM, & EMEA) and over 150 sales, pre-sales, and product specialty resources. Successfully aligned customer’s strategic objectives to portfolio solutions focused on business outcomes, while driving a culture of delivering excellence across the total customer experience -Responsible for the ongoing coaching, management, staffing, recruiting, and development of the resource talent pool supporting the account. Managed global personnel decision making based upon active communication around expectations of the culture, capabilities, and brand associated with the team members supporting the account -Developed strong working partnership within the customer's operations, engineering, capital management, and strategic sourcing organizations globally -President’s Club winner 2016

District Manager, Media & Entertainment

2012 - 2016

-Responsible for recruiting, developing, and a leading diverse group of high performing senior sales representatives with focus on strategic enterprise accounts in the Telco, Media, and Entertainment & Sports verticals -District comprised of Direct management of 8 Senior account managers, matrix management of 35 specialty sales, presales, consulting, customer support, and solution delivery representatives. -Developed and Maintained Executive relationships with senior leadership across top accounts in the M&E landscape. -Drove balanced revenue growth aligned to corporate priorities scaling team from $80- $135 Mil (split district in 2014) -Actively drove integration, market adoption, and scaling of core solutions and key acquisitions including Avamar, Greenplum, Isilon, Documentum, Kashya, Syncplicity, ScaleIO, and XTremIO. -Expertise Driving multiple complex Enterprise Software Licensing Agreements - $50 Mil TCV -Presidents Club 2013, 2015, 2013 District Manager of the Year -MEDDIC Sales Process & Challenger Sale Practitioner

Global Account Manager

2008 - 2012

-Responsible for managing a global sales team across NAM, EMEA, & APJ growing total account revenue from $16 - $33 Million. -Coordinated the management of Product, Software, and Professional Services Sales campaigns and Project Delivery activities; with sales and implementation resources in the US, UK, Japan, Singapore, Australia, Mexico, and India. -Managed a balanced scorecard approach to delivering top line revenue growth across all key sales theatres; Storage Platforms, Backup and Recovery Systems, Content Management and Archiving, Cloud Computing, Virtualization, Consulting Services, Security, and Resource Management Software. -Responsible for the Solution Development and Contract Negotiating of multiple outsourcing and managed service contracts with hybrid staffing models supporting operations in the U.S. and Bangalore India, to assume responsibility for the client’s storage and backup operations. Contract values exceeded $35 Million in TCV. -Developed global reference architecture and associated pricing model for Capacity on Demand (e.g. infrastructure as a service) for storage and backup platforms, solidifying EMC’s 100% share of market segments within account and delivered more than $120 million in revenue. -Presidents Club Winner 2010 & 2011

Senior Key Account Manager

2006 - 2008

-Responsible for meeting and exceeding sales objectives across the core solutions platforms nationally; structured strategic sales campaigns and delivery activities nationally in client’s key business facilities including New York City, Hightstown NJ, Columbus OH, Troy MI, Dubuque IA, Denver CO, Monterey and Westlake Village CA. -Developed business models and technology platforms to facilitate deployment of technology resources as a service (e.g. utility model), and developed financial models to assist customers in increasing business transparency and total cost of ownership to support customer business products -Coordinated Primary sales activities, consulting and delivery engagements of account team comprised of two technical consultants, product specialists in Software, Unified Storage Platforms, Microsoft Solutions, Client Solutions Director, 2 Project Managers, Program Manager, and Service Account Manager. -Presidents Club Winner 2007 & 2008

Founder

2005 - 2008

-Founded e-commerce company -Responsible for managing company from concept to launch and scale. Executed strategic decisions associated with key technological, financial, sales, and marketing activities -Lead organization from $0 in $2.5 Mil in revenue -organically developed community of over 35,000 active participants

Senior Sales Executive

2000 - 2006

-Served in a variety of sales positions including Business Development Manager (new business acquisition), National Account Manager, and Multiple Product Specialist roles during 6 year tenure -Coordinated activities across team of 7 sales associates with focus on delivering year over year revenue growth, incremental equipment placements, and delivery of complex workflow solutions in the respective equipment market segments. -Responsible for delivering $2 - $7 Million Annually in Equipment Sales and Services Revenue, supporting Major Accounts in Financial, Retail, and Legal Industry verticals. -Considered the benchmark in solution selling and workflow reengineering; tying opportunities to customer’s key business objectives. -Consistently met 30-60-90 day forecasts by closely managing sales cycles and closing business as projected. -Chaired organization’s roll out of Lean Six Sigma program & initiatives for NY Metro region -President’s Club winner 2001, 2002, 2003, 2005, Employee Leadership Development Program