F2DWBCV2111 DB

F2DWBCV2111 DB

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  David Baugh Contact email:[email protected] Tel: +44 (0) 7807 026538 Abercorn Mews, Richmond, Surrey, TW10 6BY PROFILE SUMMARY Enterprising, energetic Business Development Manager (Channel/ Direct Sales). Currently Europe Security Channel Manager for Cloud and SaaS solutions at IBM (2 years) following two years as EMEA Channel Director with IHS. Proven, consultative team leader with acknowledged public speaking (press trained) and value proposition communication skills. Extensive experience in complex matrix management environments and building robust relationships with strategic alliance partners, Managed Service Providers and distribution partners. Excellent understanding of: Cloud, SaaS, Channels (Managed Service Providers, Telco’s, Distributors, Resellers, Third Party Marketplace providers and EMEA Marketplaces). ACHIEVEMENTS Led development of IBM Cloud Security solutions in Europe – 448% increase in number of Channel Partners between 2014 and 2016:  Signed 3 major European Telco’s for IBM-hosted Cloud solutions in 2016  Achieved strong channel revenue growth every year in IBM and IHS, engaging key partners with visits, joint business planning and campaign design, event support and bespoke, targeted incentives  Redesigned contracting process for Cloud/SaaS solutions in 2016 working with Contracts, Legal, Marketing and sales professionals - Partners on-boarded in days rather than weeks  Assigned an additional challenge to deliver the migration of 29 acquired European Partners to IBM SaaS contracts during 2016 – a big challenge successfully accomplished  Led targeted program for 19 Digital Sellers based in Dublin to increase customer satisfaction and reduce churn rate with customers. Optimized the Land and Expand methodology through rapid and adaptive support of engagements and process.  Sales Manager for best performing brand of 5 - market share increased by more than 60% in CEE (Central Eastern Europe)  Awarded Top Performer for 2 years running.  Revitalized relations with business partners in EMEA and Central Eastern Europe Region, Russia and the former Russian Republics with improvements in:  Congruence of Partner business practices with IBM’s  Partner performance, delivering increased market share and revenue – highest ranking Software Group Brand (of 5) for 2 years out of 3.  Created programs for product & solution launches, launching the IT Service Management Appliance solution (2011) in CEE; achieved the first sale for IBM world-wide by working directly with Polish customer and Partner.
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   Awarded theTop Performer from class of 15 in externally run ‘IBM Top Talent Class’ during 2012  Winner of IBM ‘European Leadership Award’ for outstanding sales performance of $970K (new solution launch, April to December 2006). PROFESSIONAL EXPERIENCE IBM - Europe Security Channel Manager Cloud & SaaS 2014 – 2016 Channel Sales leader for acquired and IBM-developed Cloud Security solutions:  Routes to market include: Telco, Managed Service Providers (MSPs), Distributors, Resellers, Third Party Marketplaces & Cloud Brokerages  448% increase between 2013 and 2015 in number of Tier 2 Partners for MaaS (IBM’s acquired Cloud based mobile End Point Management & Security Solution)  Leadership and planning for contracting and marketing in 19 Digital Sales teams, 21 Channel Managers (21 managers) and IBM Computer Service Providers (CSP) teams  API guidance provided for development teams to engage Third Party Marketplace and Telco segment providers  Regular presenter for IBM security partner community in Europe. IHS - EMEAChannel Director 2012 – 2014 Led Team of 5 professionals for the EMEA Region with responsibility for more than 50 Partners and Partner recruitment in areas of revenue growth potential. Grew Channel revenues by more than 70% and extended brand coverage in EMEA with new solutions:  Devised, promoted and ran highly successful EMEA Partner Conference in Barcelona during 2013 (summary rating 4.7 ‘very good to excellent’ against 3.4 ‘average to good’ in 2012).  Created and delivered the first Partner co-marketing campaign across EMEA Partner countries, delivering $870K of qualified pipeline revenue in first 3 months.  Developed, documented and implemented ‘best practice’ in EMEA for Partner recruitment and termination – typical Partner approval cycle reduced from several months to less than one (best case – one week). IBM 1991 - 2012 Tivoli Software Channel Manager (Central Eastern Europe et al.) 2009 - 2012 Managed 19 dedicated Software Channel Managers, delivering >$140M software revenue through 970 Channel Partners, System Integrators and ISVs across: Russia, Poland, Baltics, Balkans, Czech Republic, Romania, Hungary and Turkey:  Devised and implemented 'Route to Market' strategies across CEE Region focusing on Russia, Poland, Czech Republic and Turkey (countries with highest economic growth and revenue opportunity)  Led the launch of the new IT Service Management Appliances, making first sale - 9 sales generating >$300K revenue in first 3 months.
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  Marketing and salesapproach encompassed:  Presenting solutions jointly with Partners to C-level customer executives  Collaborating with development labs to optimise solutions by industry segment in light of Partner and user feedback  Coordinating first 'Publicly Useable Reference' for customers and Partners (essential support for autonomous sales)  Negotiating increased marketing and Partner co-marketing budgets across IBM business pillars  Organized and ran customer identification workshops and web-casts with Partners to drive focus on launch and follow-on pipeline generation.  The CEE route to market approach was recognized as having achieved optimal revenue growth and adopted as best practice in most other IBM regions. The first 9 customers (Government and commercial) reported benefitting from an 80% plus reduction in their 'time to fix' metric and significantly better alignment of IT with their core business. North East Europe SMB Software Group Channel Sales Manager 2006 – 2009 Responsible for software revenue stream in North East Europe - UK, Germany, Nordics, South Africa for small and medium-sized businesses (SMB):  Conducted wide-ranging study to develop best practice 'Route to Market' strategy for inclusion in the IBM Express 'Portfolio of Solutions': adopted as best practice by IBM World Wide Tivoli HQ  Devised and implemented annual Channel Focus Incentive Programs, rewarding market share growth in target markets and segments. Co-developed and executed a selective 'Grow the Gorillas' top partner sales and certification program throughout EMEA resulting in certification of:  29 Partners as AAA, receiving bespoke business/ marketing plan assistance & funding  Many others certified as AA, receiving preferential funding  With the balance remaining as simple reseller or training partners.  Awarded quarterly Top Performer Award in 4 of 8 qualifying quarters. The award recognized the greatest quarterly revenue growth and sales pipeline increase of the 5 software brands. North East Europe Storage Channel Sales Manager 2005 - 2006 Devised and implemented program to launch new hardware solution to more than 1000 Channel Partners across North East Europe - adopted by IBM as global ‘Best Practice’ and subsequently implemented in other Regions.  Evaluated strategy, developed action plan, defined critical processes and measures to track performance for new 'hardware virtualization' solutions  Recognized as the best performing Region with $970K revenue contribution in 9 months following solution launch, resulting in winning European Leadership Award.
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  EMEAHardware Storage ChannelManager 2001 – 2004  Assigned to IBM, Milan for 6 months to help lead and support the Italian sales teams and bring the new team manager up to speed  Led team for redesign of EMEA Hardware Partner Program Technology Centers, Show- casing IBM storage solutions on Partner premises  Co-led the EMEA ‘Volume Team’. This encouraged Partners to sell Enterprise Technology solutions to mid-market customers, a new market segment for IBM. Networking Systems Sales Leader UK, South Africa & Ireland 1995 - 2000  Increased market share in target segments (IP routing) by over 300%  First choice Network Strategy Presenter for IBM in these market areas  Pioneered marketing of new IBM technology - ATM (Asynchronous Transfer  Mode - very high speed, low latency network) to prospective City of London clients:  First ever sale to Daiwa Bank, implementing the UKs first IBM ATM network, generating revenue of over $1.5M  Follow-up campaign to Banks with Account Executives - revenue up more than $12M in four years to 2000. 1993-1994 IBM Public Sector Sales Representative, London 1992-1993 IBM Public Sector Systems Engineer to Royal Household & MoD 1991-1992 IBM Sales School & IBM Systems Engineering School, London (Both courses passed with distinction) 1988-1989 IBM UK Industrial trainee (Internship - part of degree course) EDUCATION 1986-1990 BA (Hons) Business Studies & Management (Marketing and Finance), Hendon Business School, Middlesex University, United Kingdom FORMAL LEADERSHIP RECOGNITION Senior leadership potential assessed and confirmed in IBM:  Selected for assignment to CEE based in Prague HQ as CEE Region Manager  Selected for IBM Career Advancement Top Talent Program  EMEA Leadership Award (IBM World Wide Recognition Program)  Selected to present IBM's Schools and University Introduction to IT scheme OTHER QUALIFICATIONS & SKILLS  ITIL V3.0 (Information Technology Infrastructure Library) Certified Consultant with Commensurate Industry Knowledge  Excellent PC, Microsoft Office Suite skills  Languages: Italian (intermediate), German (beginners) PERSONAL & SOCIAL Fitness and games – gym, cycling, badminton; music (audiophile); investing, politics and financial affairs.