Michelle Beck - Palomar College

Craig Cook
1729 Cedarwood Loop, San Ramon, CA 94582
408-398-1723 cgcook@gmail.com
Corporate Development / Strategy
Strategy Executive with Execution Expertise. Accomplished business development and global strategic
alliances director 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)
� Managed an $8B partnership with one of the world’s largest technology companies.
� Created new joint cloud business model with $800M+ pipeline.
Director, Business Development and Global Strategic Alliances (2007 – 2011)
� Managed SAP’s largest Global Partner, significantly expanded pipeline, and drove several new innovations
� Negotiated partnership worth $75+ Million over 3 years with one of the two largest hardware vendors in the
world, including minimum revenue commitments and software co-development commitments for the first
time in the twenty plus year history of SAP and the partner.
� Executed a new partnership with one of the most innovative technology companies in the world and
negotiated several new initiatives with the partner which will drive $30+M in SAP revenue over 3 years.
� Actively managed SAP’s largest global technology partners and increased partner satisfaction by over 12
points (per partner sat surveys).
� Shaped SAP’s overall strategy in collaboration with key stakeholders and multiple partners.
� Successfully managed global, multi-cultural, and cross-functional virtual teams.
� Selected as a “Top Performer / High Potential” employee (less than 1% of employees are nominated for this
program) multiple times.
Senior Program Manager, New Product Introduction (2005 – 2007)
� Envisioned a new product, designed a team to create and bring that product to market, and executed the
product delivery on time and under budget
� Obtained over 5 million dollars in funding from the biggest hardware providers in the world for a new
product introduction and rollout.
� Negotiated contracts with the top four global hardware providers.
� Created go to market Initiatives, including a road show, to introduce and train our largest Strategic
Integration Partners, driving incremental adoption rates 20% higher.
� Evaluated white space, created business plans, marketed them to executive management and integrated new
approaches into new and standard products.
� Formulated a detailed business strategy for appliances at SAP.
� 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.
� Created a reusable New Product Introduction Lifecycle from concept through field enablement.
� Represented SAP at major industry conferences to increase customer awareness and adoption of new
products.