J O H N B AR N H AR T

Go-to-Market Strategist - Product Marketing Professional - Enterprise Solution Sales Enabler and Tactician

john_barnhart@outlook.com

https://www.linkedin.com/pub/john-barnhart/8/493/19 H: 512-863-4133 50505 Indian Creek C: 512-619-2953 Georgetown, TX. 78626

P L A N . M A N A G E . C O M M U N I C A T E . D E L I V E R R E S U L T S .

Accomplished and creative driver of highly successful enterprise technology sales and marketing initiatives

Purpose driven leader who believes that marketing and sales success is best achieved when it is inspired by customer-

focused outcomes, accurate competitive analysis and unique competitive differentiation.

S U B J E C T M A T T E R E X P E R T I S E

Go-to-Market Strategy Product Marketing Competitive Analysis Solution Selling Product Management Demand Generation Project Management Channel Partners Servers Storage Solutions Product Launch Technical Marketing

F A C T U A L A C H I E V E M E N T S

Managed the creation of the "Dell Enterprise Demo Tool" and "Dell PowerEdge CPU & Memory Selector" - www.dellenterprisedemos.com and www.poweredgecpumemory.com

Launched multiple enterprise products as part of a cross functional product marketing organization

Created marketing materials used to support billions of dollars in enterprise product sales

Created and delivered thousands of hours of sales and technical training world-wide

Enterprise marketing projects contributed to Dell's return to #1 in server market share

Sold over $500M in enterprise solutions revenue and margin

Maintained a 132% lifetime enterprise sales attainment average

Training and coaching resulted in over $128M in saved sales and an 800% increase in up-sell revenue

Received numerous awards/recognitions for sales, marketing and training accomplishments

P R O F E S S I O N A L P R O F I L E

eG Innovations Director of Product Marketing (Americas) 2014-Present

Providing the key strategic and tactical thought leadership for the planning, management and execution of all Americas outbound marketing and sales enablement for "eG Enterprise" application management and monitoring software. This includes the creation of new high-level executive decision maker focused messaging, message ladders, pillars, and related collateral. Dell, Inc. Sr. Product Marketing Manager 2013-2014 Responsible for the strategic and tactical plans for the development and deployment of software support offerings, go-to market tactics and strategies, business planning, marketing initiatives, product management, project management, research, sales enablement and sales motions. Dell, Inc. Technical Product Marketing Manager 2013-2014 Responsible for the technical marketing supporting the launch and sustaining of multiple Intel and AMD based 11th and 12th generation PowerEdge server products including converged infrastructure products PowerEdge VRTX and others on the future roadmap.

Provided in-depth competitive analysis, budget planning, competitive benchmark/workload test planning, internal and partner white papers, online content and sales enablement tools, creation and delivery of related enterprise training materials for all domestic and overseas business units as part of the go-to-market strategy and sales enablement initiatives. As part of my duties, I was responsible for understanding and maintaining the integrity of the EULA and partner agreements and understanding the performance advantages of partner products from Microsoft, Oracle, VMware, Redhat, Intel, Samsung, Micron, and others. I also represented Dell during focus groups, trade shows, technology analyst and executive customer briefings.

Managed the creation of dellenterprisedemos.com and poweredgecpumemory.com for sales and customer use Launched multiple PowerEdge server products as part of a cross functional product marketing organization Wrote thousands of competitive hardware and software performance claims including multiple world firsts Managed the planning and creation and or co-authored multiple white paper projects for Dell PowerEdge servers

including the R210, R620, R715, R720, R720xd, R815, R820, R910, and VRTX. Created marketing materials used to support billions of dollars in direct and online enterprise product sales Created and delivered thousands of hours of sales and technical training to Enterprise Technologists world-wide Enterprise marketing projects contributed to Dell's return to #1 in server market share Dell, Inc. Enterprise Solutions TSR III 2007-2010 Responsible for the planning, forecasting, business development and sale of PowerEdge rack, tower and blade servers, EMC, EqualLogic, Power Vault storage arrays, database, virtualization, collaboration software and enterprise services to high profile Global500 enterprise customers for use in their data centers and branch offices. Was responsible for maintaining $30M in quarterly sales quota, my customers included but were not limited to 3M, Cargill, Motorola, Fiserv, Supervalu stores and WellPoint. I also created and delivered Services Sales Training to existing and new TSR’s. Received one Quarterly Team Player award for creating a services sales team SharePoint Received multiple weekly Team Player awards Received two yearly awards for over achieving my attainment goals NOTE: from 2001 until 2010 I maintained a 132% average attainment over my Dell sales career (198% peak high) Dell, Inc. Enterprise Services Sales Rep IV 2006-2007 Responsible for the planning, forecasting, business development and sale of Dell enterprise hardware service and maintenance contracts for PowerEdge servers and EMC storage arrays for high profile Global 500 enterprise customers. Was responsible for maintaining from $5M to $10M in quarterly services sales quota, some of my customers included but were not limited to GM, Ford, Chrysler, Oracle, Dow Chemical, Lexis-Nexis, McKesson and NCR. Received two Quarterly Team Player awards for creating a team data share and the creation and delivery of Asset

Recovery Value Proposition Analysis and Training

Dell, Inc. Enterprise Sales Coach and Trainer 2004-2006 Managed the planning, creation, delivery and the metric results analysis of strategic enterprise server, storage, software and services training based on the Acclivus methodology and the Dell model of control. Was responsible for helping directly train and manage a 20 person save the sale post-sales queue and a 150-person international software and peripherals queue while retuning coaching and sales analysis for thousands of Dell sales queues in Texas, Oklahoma and Tennessee. Training and coaching resulted in over $128M dollars in saved sales and an 800% increase in up sell Trained and coached thousands of Dell sales representatives and account managers in the US and internationally Received two Quarterly Team Player awards for coaching and training and multiple Bronze, Silver and Gold

awards for customer experience Dell, Inc. Software & Peripherals Team Lead Sales Rep III 2003-2004

Responsible for the planning, forecasting, business development and sale of Dell server spare parts, client peripherals and printers as well as OS, back office, recovery and security software from Microsoft, VMware, Redhat, Oracle, Symantec to high profile enterprise customers. Was responsible for maintaining from $2M to $5M in quarterly sales quota, some of my customers included Electronic Arts, Lucas Arts, Lucas Film, Industrial Light & Magic, THX, Skywalker Sound and many others. In addition to my normal duties, I also created and delivered training on the use of a variety of Dell sales and support tools to new hires and fellow sales reps. Received one Quarterly Team Player award and multiple weekly Team Player awards Dell, Inc. Software & Peripherals Team Lead Sales Rep II 2001-2003 Responsible for the planning, forecasting, business development and sale of Dell server spare parts and client peripherals to the Dept. of Defense and various Government agencies and Universities. Was responsible for maintaining $2Min quarterly sales quota and training new hires and fellow sales reps on the use of a variety of Dell sales and support tools. Received two Quarterly Team Player awards and multiple Bronze, Silver and Gold awards for customer

experience Buzzword Enterprise Services Sales and Services Marketing Manager 1997-2001 Managed sales representatives, product marketers and related project managers, developed sales and marketing programs targeted at professional associations, state agencies, education institutions and small and medium commercial businesses in need of enterprise database, collaboration, contact management, web and IT solutions, negotiated service contracts, performed forecasts, and dealt with client escalations. Technical Interface Enterprise and Client Sales, Services Marketing Manager 1990-1997 Conducted and developed enterprise sales and marketing programs targeted at state agencies, local and state district courts, education institutions and large corporate branch offices in need of local database, contact management and IT solutions, negotiated service contracts, performed forecasts, and dealt with client escalations.

P R O F E S S I O N A L R E C O M M E N D A T I O N S Stephen McMaster – Sales Strategy and Transformation at Dell I wish to offer my unreserved recommendation for John Barnhart. I have personally hired him into sales roles working for me twice and over the years, his skills and abilities guided him to leading our VRTX launch last year. John has years of sales experience with Dell enterprise technologies as well as partner technologies. He leveraged that into his role in Dell's Product Group in running the VRTX offering/launch. John is a highly capable individual who is able to perform well around strategic initiatives with independent growth and little supervision. Brad Lawrence - Server Shared Infrastructure Product Marketing Manager at Dell “John has an excellent understanding of Dell’s entire Enterprise portfolio and comprehensive knowledge of Dell’s competitors as well. As the product marketing manager of the PowerEdge VRTX, I greatly benefited from his technical prowess as he drove a lot of marketing collateral for VRTX including white papers, competitive analysis, claims, and served as liaison to media outlets leading to excellent product reviews. John is a pleasure to work with, takes time to help and assist when asked, and oftentimes when not asked. He would prove a valuable asset to any team.” Jeff Armstrong – Product Marketing Manager at Dell “John has a strong and deep understanding of the enterprise compute space. Solid background in rack, tower and blade server market, coupled with good knowledge of storage and networking requirements, positions him well in a technical sales or technical marketing role. Easy to work with and works well in group environment” Richard Deck – Program Manager, Dell Quick Resource Locator at Dell “John is a remarkable combination of deep technical knowledge, mixed with a charismatic passion. He led the vanguard on many projects and programs while I worked with him. He was a source of momentum and direction for each of these endeavors, and a critical component of success”

Christopher Christian – Enterprise Solutions Group, Blade Server Marketing at Dell “John showed tremendous attentiveness to his duties as a Technical Marketer for Enterprise Tower and Rack solutions during times of extreme personal duress. [after the death of his daughter from suicide] During this time in Dell's Product Group, I wrote this note to his manager as I was personally humbled and challenged by his resolve: Rarely does behavior in the workplace get a chance to be characterized or described as “noble”, but John’s resolve and work ethic calls for it” Holger Schulze – Vice President of Marketing at eG Innovations “John is an outstanding Go-to-Market strategist and product marketing evangelist. He successfully embraces fact based marketing principles to establish competitive differentiation and create compelling messaging that speaks to the desired business outcomes, the executive decision making process, and the complete buyer’s journey.” Kevin Walkup - Vice President of Sales & Marketing at Samsung SDI America Inc. “While at Dell, I had the opportunity to work with John for several years. John's passion, exceptional aptitude for technology and desire to help others drive breakthrough results are three things that have always impressed me. I have been fortunate to observe John in a variety of roles. In each instance, he was able to deliver against objectives and identified new ways of improving outcomes. John is a man of high-moral character and I would not hesitate to recommend him for sales or marketing related roles.” Don Hoffman - Technical Writer, d-Cloud Collaboration group at Cisco Systems “John and I collaborated on several highly technical white papers while I was in the Server Performance Analysis team. I could speak with John as an engineer about all the details in the study. He understood all of it, he could go as deep into the engineering details as I could. John led the creative process for these papers and helped define what their desired impact would be, even before testing began. I cannot emphasize enough how rare a gift that is to be so proficient in the sales, marketing, and engineering aspects of these competitive studies. I have a tremendous amount of respect for John, his character, and his skill set. He was always leading multiple product launches and showed great commitment and determination in delivering these projects. I recommend John for any position with confidence, knowing that in a short time he will become one of your most valued and trusted employees”

Steve Williams - Pre-Sales Systems Engineer at Teradici “John is a results-focused and success-oriented product marketing professional. He is particularly effective at leveraging resources, both internal and partners, to effect his product marketing plans and to ensure successful launch and sustainability. John's results-driven focus and competitive tenacity makes him a consistent leader amongst his peers” C O R E C O M P E T E N C I E S

Cross Functional Collaboration Strategic Agility Tactical Agility Intellectual Horsepower Data Driven Decision Making Risk Mitigation Customer Advocacy Business Acumen People Development Direct Communication Style Answer First Mentality Unpretentious Nature A D D I T I O N A L C R E D E N T I A L S

PMP Trained

VMware VSP

EMC SAN Consolidation

EMC Data Backup Recovery and Archiving

Brocade SAN Networking

Dell iSCSI/FC SAN Administration

Dell Social Media Marketing University

Dell Product Marketing Phase Review Certified

Microsoft E-Commerce Sales Solutions

Acclivus Certified Sales Trainer

Western Governors University – Marketing and Leadership

University of Texas – Marketing, Mini MBA

Richland College – Integrated Marketing, Interpersonal Communication