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 LeadershipExperience is key. Xactly's world-class management team brings together sales, marketing and engineering experience from previous roles in the enterprise incentive compensation management arena.
Christopher Cabrera is a seasoned executive with more than two decades of successful senior management experience at both early-stage and public companies. At these companies, he has managed sales, marketing, operations and business development. Mr. Cabrera is a noted industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. He is also the co-author of Xactly Sales Compensation for Dummies (Wiley Publishing, 2006), as well as a contributing writer to such industry publications as destinationCRM.com, BusinessFinance, SandHill.com, CustomerThink, CRM Buyer and the Sarbanes-Oxley Compliance Journal. Mr. Cabrera speaks frequently at leading industry forums and events, such as salesforce.com’s Dreamforce end-user and developer conference, the Software Information Industry Association (SIIA) OnDemand Conference, SaaScon and Software 2007. Mr. Cabrera also serves as a board member of the San Jose Downtown Association. Prior to founding Xactly Corporation, Mr. Cabrera was the senior vice president of operations for Callidus Software (NASDAQ: CALD), an on-premise incentive compensation management company. At Callidus, he was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and strategic alliances with companies such as IBM, Accenture and Deloitte. Under his leadership, the company acquired more than 100 customers, contributing to the growth of annual revenues from zero to greater than $75 million and a successful IPO in 2003 raising more than $70 million. Before joining Callidus Software, Mr. Cabrera served as director of North American channel sales at Silicon Graphics (NYSE: SGI), a UNIX hardware and software vendor, where he was responsible for annual sales that topped $500 million. Mr. Cabrera earned a bachelor of science degree in business administration with an emphasis in entrepreneurship from the University of Southern California (USC) and a master’s degree in business administration from Santa Clara University.
Evan Ellis is responsible for managing Xactly Corporation’s global sales, client services and business development activities. Mr. Ellis’ 25 years experience in high technology sales, marketing and general management includes senior leadership roles in several high-growth companies. Prior to joining Xactly, Mr. Ellis served as COO at Serena Software where he was responsible for all customer-facing activities. During this tenure, Mr. Ellis was instrumental in more than doubling Serena’s revenues, achieving operating margins of 35 percent, and exceeding Wall Street expectations in 17 out of 18 quarters. Previously, Mr. Ellis served as vice president, Americas’ field operations for Brocade Communications (NASDAQ: BRCD), with responsibility for developing the company’s Western Hemisphere reseller channels and demand generation activities. Before that, he was president and COO of on-demand Internet commerce pioneer CyberSource where he quadrupled revenues, grew the customer base by a factor of 10, and exceeded Wall Street expectations throughout his tenure. Before joining CyberSource (NASDAQ: CYBS), Mr. Ellis held a succession of executive positions at Silicon Graphics (OTC: SGID), culminating with the post of senior vice president, Americas in charge of a 1600-person field force and achieving $1.7billion in annual revenue. Mr. Ellis began his career at IBM Corporation (NYSE: IBM), serving in a variety of sales and sales management positions, including the post of assistant to the senior vice president and general manager of US market operations. He holds a bachelor of science degree in Economics from the University of California, Los Angeles (UCLA).
Steve Klei is responsible for managing all aspects of Xactly's financial performance. Mr. Klei brings more than 20 years of financial and executive-management expertise to his role at Xactly. Having served as the CFO of two fast-growing Software-as-a-Service companies (one public and one private), Klei has been responsible for top-level functional and strategic management, with strong experience in financial roadmap development and management, private and public equity/debt financing, treasury functions and the IPO process. Prior to Xactly, he was chief financial officer and senior vice president, finance and administration at ZANTAZ, a leading provider of SaaS-based e-Discovery solutions, where he led the company's finance, legal, investor relations and administration activities. During his tenure, Mr. Klei helped grow recurring revenues from $30M to $125M. He then led the successful sale of the company for $400 million. Prior to joining ZANTAZ, Steve served as chief financial officer at ProBusiness, a publicly held provider of outsourced employee-administrative services, where he was responsible for the company's entire financial and administrative operations. After helping grow revenues from $7 million to $175 million, Mr. Klei led the company's successful initial public offering, secondary offering, and finally the sale of the company to ADP for $500 million. Mr. Klei previously served as corporate controller at Esprit De Corp, a leading manufacturer and retailer of apparel and accessories. He began his career with Ernst & Young, and spent six years in public accounting. Mr. Klei earned a bachelor's degree in business administration from Central Michigan University, and is a Certified Public Accountant.
With a proven track record for executing and delivering highly scalable, enterprise-level products, for over 10 years Satish Palvai has successfully built both world-class software products with J2EE and Internet technologies and strong technical teams. Previous to founding Xactly Corporation, Mr. Palvai headed core technology development as a senior member of the Callidus Software (NASDAQ: CALD) engineering team. Prior to this role, he spearheaded implementing a software engineering process at LookSmart (NASDAQ: LOOK) that improved the effectiveness of the development organization. Mr. Palvai earned a master's of science in computer science from Kansas State University and a bachelor's of science in computer science from Karnatak University in India.
Philip Peterson is responsible for building and managing Xactly Corporation's North American direct and indirect sales channels. He is a established, results-oriented sales leader who has consistently delivered outstanding revenue growth over his 17-year sales management career. Prior to joining Xactly Corporation, Mr. Peterson served as vice president of sales and field operations with Selectica, Inc. (NASDAQ: SLTC), a leading provider of high-performance enterprise software that enables customers to manage and sell complex offerings. During a six-year career that included a successful initial public offering, he was repeatedly named to the President's Club and was responsible for driving more than $40 million in annual revenue. Additional responsibilities included growing new sales territories, developing and managing strategic alliances and driving channel strategy. Before his tenure at Selectica, Mr. Peterson held vice president of sales positions at Vignette (NASDAQ: VIGN), a leading software provider that helps organizations harness the power of information and the Web for measurable improvements in business efficiency, and at Epicentric, which was a leading provider of business portal solutions for building networked business communities. Additional career sales management positions include his roles as regional sales director at Reply Corporation, a performance and compatibility software company, and director of sales at Dataquest, a leading market research firm, which today is a part of Gartner, the world's leading provider of research and analysis about the global information technology industry. Mr. Peterson received a bachelor's of science degree in marketing with a minor in business administration from Chapman University.
Dr. Jimmy C. Duan is responsible for building, managing and growing Xactly Corporation's implementation and support services and educational organization to support Xactly's customer base. He is one of a handful of industry executives who possesses the depth and breadth of skills in leading large-scale system implementations, business services and management consulting for sales compensation management. Prior to joining Xactly Corporation, Dr. Duan served as vice president of strategic services at Callidus Software (NASDAQ: CALD), a leading provider of enterprise incentive compensation management (ICM) solutions to some of the world's largest and most successful companies. He played a leading role in defining the strategies for services growth and end-to-end customer satisfaction. He also led the definition and rollout of solutions for streamlining and optimizing ICM processes and supporting Sarbanes-Oxley compliance. Earlier in his career at Callidus Software, he served as managing director, Western Region Consulting, and led the delivery of some of the largest and most complex ICM implementations. Additional professional service positions include tenures as director of business intelligence at Quovera, a full-solutions provider that delivered integrated e-business solutions; solutions manager at Talus Solutions (since acquired by Manugistics Group, Inc., NASDAQ: MANU), a leading global provider of software and services for pricing and revenue optimization; and management consultant for a number of companies and governmental agencies in the Asia Pacific. Dr. Duan holds a Ph.D. in industrial and systems engineering from Virginia Tech.
Steve DeMarco is responsible for Xactly Corporation's business development, as well as creating and managing a comprehensive ecosystem of successful sales compensation implementation, compensation strategy and technology partners. To Xactly Corporation he brings nearly two decades of high technology systems consulting, sales management and business development experience. Previously, Mr. DeMarco served as managing director of business development at Callidus Software (NASDAQ: CALD), a pioneer of enterprise incentive compensation management systems to global companies, where his team was responsible for recruiting and maintaining strategic alliances with key partners, including Accenture, Deloitte and IBM. While at Callidus Software, Mr. DeMarco served as managing director of sales, Western Area and Asia Pacific. In that capacity, he was responsible for greater than 100% growth year over year, while selling to Fortune 100 companies. He was named to the President's Club in 2001 and 2002, and named Managing Director of the Year in 2001. Additional executive positions include vice president of worldwide sales at Influence Software, a pioneer in analytics software (since acquired by Informatica Corporation [NASDAQ: INFA]). Prior to joining Influence, Mr. DeMarco was product sales manager for Adaptec, Inc. (NASDAQ: ADPT), where he was responsible for managing a worldwide sales team and distribution channels for the RAID controller product line. Earlier in his career, Mr. DeMarco held a variety of sales and sales management positions at SGI, also known as Silicon Graphics, Inc. (OTC: SGID), where he was named to the President's Club for four consecutive years, 1993-1996. Mr. DeMarco began his technology career with Andersen Consulting, now Accenture (NYSE:ACN). He received a bachelor's of science degree in industrial engineering with an emphasis in systems design from Cal Poly-San Luis Obispo.
Karen Steele is responsible for managing all aspects of Xactly's worldwide marketing. Before joining Xactly Corporation, Ms. Steele served as vice president of corporate marketing with Informatica Corporation (NASDAQ: INFA), a leading provider of data integration software and services. She was responsible for managing Informatica's global marketing operations, including directing the development and execution of corporate marketing strategy, brand strategy and awareness, positioning, analyst relations, public relations, marketing communications, demand creation and field marketing, corporate events, partner marketing and customer programs, including install base up-sell and cross-sell initiatives. Prior to her executive role at Informatica, Ms. Steele served as vice president of global marketing for Currenex, where she successfully introduced and positioned the online global currency exchange as a major, independent force in the world's largest financial market. Previous to this, she was director of corporate marketing for AlphaBlox, where she launched and positioned the company as a leader in the analytical applications software space. Ms. Steele began her career at Apple Computer, Inc. (NASDAQ: AAPL) where she spent 15 years directing worldwide marketing communications and consumer marketing and brand programs. She is the recipient of the 1998 American Marketing Association Sherman Award for Marketing Excellence for the "Best Start-Up Launch" and PRWeek's 2002 "Best Business-to-Business Campaign of the Year."
In Desta Buchowski's 10 years in sales and marketing for software organizations, she has been responsible for product management, product marketing, analyst relations, marketing communications, OEM partnerships and technical sales. Ms. Buchowski has worked as both a team leader and an individual contributor at large and small software development organizations, defining and managing products from inception through end-of-life. She has proven successful in managing, capturing and presenting requirements and concepts to different audiences from the executive to the end user. Prior to joining Xactly Corporation, Ms. Buchowski was director of product management at Callidus Software (NASDAQ: CALD), a leading provider of enterprise incentive compensation management systems to global companies. Previous to this role, she was director of product marketing and management at Selectica (NASDAQ: SLTC), a provider of enterprise configuration and pricing solutions. Ms. Buchowski also brings technical sales and marketing experience from Parametric Technology Corporation (NASDAQ: PMTC), where she led product management for the Simulation Products Division. Ms. Buchowski holds a bachelor's of science degree in mechanical engineering from the University of Minnesota. |
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Christopher W. Cabrera
L. Evan Ellis Jr.
Steve Klei
Satish K. Palvai
Philip H. Peterson
Dr. Jimmy C. Duan
Steve DeMarco
Karen M. Steele
Desta R. Buchowski