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 Leadership
Experience 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 Selling Power Magazine, 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 and SaaScon. 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).
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. Liz Cobb is responsible for managing Xactly’s small-to-medium business (SMB) initiatives, including the revolutionary Xactly Incent Express™, www.xactlycorp.com/express, a native Force.com platform application designed specifically for small-to-medium businesses that use Salesforce CRM.
Cobb brings nearly two decades of sales compensation expertise and leadership to Xactly. Most recently, she held the position of CEO and Founder of Makana Solutions, a leading provider of SaaS-based, self-service incentive compensation management solutions for SMBs. Cobb, who founded Makana Solutions in 2004, led the company from securing capital investment to product development and customer acquisition. Under her leadership, the company signed more than 200 customers and earned the distinction as a Gartner “Cool Vendor” in early 2009. Makana Solutions was named “One to Watch” in the 2009 CRM Market Awards for Incentive Management. Prior to founding Makana, Cobb founded Incentive Systems (Centive) in 1996. She was instrumental in evangelizing the market category – Enterprise Incentive Management. Cobb secured the first two rounds of financing before turning over the reigns as CEO. As EVP of Products she helped the company grow to over $22M in revenue. Cobb has a masters degree in Computer Science from Arizona State University and graduated magna cum laude from Vanderbilt with a double major in mathematics and computer science.
Steve DeMarco is responsible for Xactly Corporation's Sales Organization. Mr. De Marco brings nearly two decades of high technology sales, sales management, business development, and solutions consulting experience to Xactly Corporation. Previously, Mr. DeMarco served as managing director of Sales at Callidus Software (NASDAQ: CALD), an early pioneer of on-premise enterprise incentive compensation management systems to global companies. As managing director of sales, Western Area and Asia Pacific 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 2002 and 2003, and named Managing Director of the Year in 2002. Mr. De Marco also was responsible for business development at Callidus Software. 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.
Bernie Kassar is responsible for Xactly’s global customer support operations and customer-success initiatives. With extensive experience in customer advocacy, business development, field marketing and sales, Mr. Kassar brings to Xactly proven expertise in driving customer satisfaction and ensuring the company’s high customer renewal rates. Prior to joining Xactly, Mr. Kassar was at Endeca Technologies were he initiated and led strategic business development for its Accenture partnership. Before Endeca, he was at Callidus Software in a variety of leadership positions, including senior director of business development/global alliances and director of customer advocacy/field marketing. While at Callidus, he built its customer advocacy program from the ground up, contributing to increased follow-on sales and client services revenues, and established major sales pipelines through top strategic partners, including Accenture and SAP. Previously, Mr. Kassar held sales executive positions with Compuware and Adams Systems, where he also served as business development manager. He began his career with Deluxe Corporation as a leading outbound-telesales consultant. Mr. Kassar holds a bachelor of science degree in Speech Communications/Rhetoric from the University of Minnesota.
Roberta Jester is responsible for Xactly’s worldwide accounting, financial planning and analysis, financial reporting, tax, and treasury functions. Ms. Jester brings more than 21 years of international accounting and finance management experience to Xactly, holding positions with both private and public companies. Before joining Xactly, Ms. Jester was corporate controller for ZANTAZ, where she built the corporate accounting team and was instrumental in implementing strong internal controls. Previously, she was with ADP, Inc.’s ProBusiness division as assistant controller. This was preceded by a series of senior financial reporting and accounting positions at ProBusiness Services prior to its acquisition by ADP, including responsibility for all SEC and GAAP reporting. Ms. Jester previously served as division controller and in a variety of accounting roles at Vallejo Company, and began her career as a senior consultant with Price Waterhouse. She holds a bachelor of science degree in accounting from Golden Gate University.
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.
Brad Compton oversees Xactly’s professional services operations, managing all aspects of implementing Xactly’s suite of sales performance management (SPM) applications, and delivering expanded business value to new and existing clients. An industry veteran, Mr. Compton brings 10 years of sales compensation management and consulting services expertise to Xactly engagements, coupled with wide-ranging experience in managing both internal resources and relationships with partner organizations to ensure successful SPM deployments. An expert at building successful services-delivery teams, he possesses an extensive track record for taking complex SPM/ICM projects from concept to completion. Before joining Xactly, Mr. Compton served at Callidus Software in a succession of management roles, including directing all customer-consulting services. Prior to that, he was a finance operations manager and financial analyst with Hewlett Packard, and began his career at NEC Electronics. Mr. Compton holds a bachelor of arts degree from Villanova University and a master’s degree in business administration from San Jose State University.
Steve Cakebread is a senior business advisor for Xactly on all aspects of the operation. As the former CFO of Xactly, Mr. Cakebread was responsible for financial operations as well as legal, IT, facilities and human resources worldwide. A finance and strategy expert in the Software-as-a-Service industry, Mr. Cakebread came to Xactly from salesforce.com, were he was president and chief strategy officer. Previously, he served as salesforce.com’s chief financial officer for six years and led the company through its initial public offering. During his tenure at salesforce.com, he helped grow the pioneering SaaS vendor from approximately $22 million in annual revenue during fiscal year 2002 to approximately $749 million in fiscal year 2008. Prior to joining salesforce.com, Mr. Cakebread served as senior vice president and chief financial officer for Autodesk, where he was responsible for all of the company's accounting and corporate finance functions. Previous to Autodesk, he was vice president of finance for Silicon Graphics, where he managed accounting and finance, information systems, and global sales and service administration. He began his career in global high technology operations with Hewlett Packard, where he held several key management positions. Mr. Cakebread holds a bachelor of science degree from the University of California at Berkeley and a master’s degree in business administration from Indiana University. |
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