Debbie Dunnam

Independent Non-Executive Director, Unit4 Board

Unit4

Nov 2021 - Current (4 years 6 months)

Advising global business, Unit4 - a leader in enterprise cloud applications for mid-market people-centric organizations - as an Independent Non-Executive Director. I was appointed as a Board Member in November 2021 to provide counsel, particularly around go to market, to the board of directors at an exciting and transformative time for the company.

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Director, EngageSmart Board

EngageSmart

Sep 2021 - Current (4 years 8 months)

EngageSmart's solutions are enabling digital transformation at scale for every single person who's ever wished there was a better way to pay a bill, find a healthcare professional, raise funds for a great cause or just run their business. There's no better use of technology than improving people's lives and I'm proud and inspired to be a part of ensuring EngageSmart delivers on that promise for all of it's customers and their communities. We empower more than 84,000 SMB and 3,100 Enterprise customers to focus their resources on initiatives that improve their businesses and allow them to serve their communities.

Chief Commercial Officer

Dropbox

Aug 2020 - May 2023 (2 years 10 months)

Led go to market team comprised of Sales, Marketing, CX and Sales Strategy and Operations. Empowering our sales teams, in support of SMB, mid market and enterprise customers, across acquisition, account management, customer success, solution architects and channel management roles and sales motions. Driving close customer and partner engagement , across the entire customer lifecycle, to deliver value and business outcomes that align with their key priorities and goals. Collaborate across the organization to curate and leverage deep understanding of voice of customer and partner to help ensure continued optimization of Dropbox portfolio, support and client and partner touch programs.

Chief Operating Officer

ServiceSource

Sep 2018 - Aug 2020 (2 years)

Led talented set of sales teams in 8 global sales centers, providing inside sales, customer success, sales enablement, channel management and revenue retention motions for a diverse set of clients. The sales teams provided delivery of revenue and customer delight on behalf of the ServiceSource clients, across their product and solution portfolios. Primary focus was on enabling the clients to transform their Customer Journey Experiences, leveraging data-driven insights to personalize the customer moments that matter. As the leader in outsourced, performance-based business to business growth solutions, the teams engaged to find, convert and retain more revenue for the clients.

Corporate Vice President, Inside Sales

Microsoft

Jan 2016 - Jun 2018 (2 years 6 months)

Built consultative sales capability for Microsoft across commercial segments, geographies and product lines. Leverage leading-edge technology, world-class infrastructure and a highly trained specialist sales force to create trusted partnerships with customers throughout their digital transformation journey. Envisioned and stood up inside sales model. nEed to end business model included selecting global sites for 7 sales centers, creating job specifications, compensation, models, hiring ~2,000 person sales and specialist team members, customized onboarding, training and certification approach. Sales roles included customer acquisition, account management, technical sales specialists and channel account management. Delivered innovative

Senior Vice President, Worldwide Services Sales & Global Customer Success

Cisco Systems

Mar 2012 - Dec 2015 (3 years 10 months)

Energized and led a diverse organization delivering technical and professional services sales across the United States, Canada, Latin America, Asia Pacific and China in both new and renewal revenue streams of $12B. Played a pivotal role in ensuring customer value, including adoption of best-in-class features, functionality and capabilities and driving renewals both directly and through the global partner ecosystem. In addition. Delivered outstanding growth by developing client relationships to deliver business outcomes and solutions. Ensured customers successfully adopted and leveraged the value of Cisco solutions, software, services and technologies

Vice President, Go To Market Shared Services

Cisco Systems

Jun 2010 - Mar 2012 (1 year 10 months)

Drove the formation of the first shared service in Cisco focused on operational engagements with customers and partners related to: ordering and booking, partner programs and settlements, deal preparation and readiness and sales goal processes. Re-engineered business, spurred innovation and policy changes that significantly reduced cycle times and response times. Results included: • Reduced outsource vendor spend by 13 percent • Improved call handling quality by 20 percent • Increased customer and partner satisfaction by 10 percent

VP - Services Sales, US Enterprise, Commercial & Canada Theater, Channels and Inside Sales

Cisco Systems

Sep 2006 - Jan 2010 (3 years 5 months)

Successfully led $2.6B Cisco Services revenue for enterprise, commercial and Canadian market segments, including all channels and Inside Sales for North America. Envisioned and implemented an innovative commercial coverage model delivering demand generation to create qualified sales leads. Led the design and delivery of a three-year business plan to support sales revenue goals. Key outcomes included: • Drove commercial growth of over 20 percent with record distribution performance in multiple quarters of greater than $100M, resulting in 35 percent growth overall • Created a new lifecycle consultant team to deliver partner expertise in services practices, increasing partner growth from 10 to 45 percent by segment • Spearheaded redesign a

Vice President/General Manager

Dell

Nov 2004 - Aug 2006 (1 year 10 months)

Led multiple sales teams and drove value-added selling models and methodologies. Invigorated the OEM sales model while building unique go-to-market and sales models that transformed traditional Dell approaches and strategies, leading to strong revenue growth. Maintained market share and contribution margin in the face of aggressive competition and significant shifts in government spending patterns, leading Enterprise Services sales, OEM and SI Sales teams to 20 – 40 percent growth rates.

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Vice President - Sales

HEWLETT PACHARD

Apr 2001 - Nov 2004 (3 years 8 months)

Designed complete business, strategy and organizational model for Americas Services $5.5B revenue stream, delivering engagement model to interlock with product field sales, customers and partners. Delivered $1.8B of revenue from three lines of business with single solutions sales force. Drove in excess of 20 percent year over year growth and improvement in both gross and contribution margin.

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Vice President - Sales

StayWell Health Management

Jan 1998 - Apr 2001 (3 years 4 months)

Drove integration of 7 companies into the StayWell Company, building the sales organization from 5 newly integrated companies into a single market segment focused team representing the StayWell solution portfolio. Drove 18 percent year over year growth from expansion of existing clients and acquisition of new clients and market segments.

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