Joined Motorola EMB as director of service sales responsible for the strategic direction, sales leadership, and channel alliance management.Sell advanced solutions to enterprise accounts, premier business partners, and distributors.
·Build the Service Sales organization from scratch in EMEA delivering 70 Million in P&L with a 30% YoY growth and producing over 10% of EMEA revenue through our 1-Tier and 2-Tier partners.
·Defined Motorola´s EMEA services GTM strategy, resource coverage model, and growth areas resulting in an increase in bookings of 50% through 2-Tier and 20% through 1-Tier and a 60% increase in attach.
·Manage 21 distributors and 240 1-Tier solution partners generating 70% of total revenues. Responsible for driving sales through Motorola’s PartnerSelect program, organization of channel partner conferences, service providers, presentation of product and services, channel communication, training and quarterly channel account business reviews.
·Defined the EMEA pricing deals desk, remote monitoring metrics, and contract renewal entitlements achieving above target service contract renewal rates and an increase by 20% in overall contribution margin.
·Forecast yearly booking targets and hiring needs and align them with company growth goals and productivity targets for small, medium, and large countries, achieving exceptional growth and productivity levels.
·Develop and executed new initiatives that resulted in an increase in revenues:
oDefine the channel marketing strategy for all regions in EMEA: Demand lead generation, e-newsletters, collateral material, 1T/T2 awareness week, & regional partner road shows.
oDeveloped new commit processes and implemented Salesforce.com(CRM) best practices across EMEA resulting in a higher pipeline, upside and commit visibility and forecast quality to 95%
oDevelop business plans and marketing initiatives for all regions in EMEA (UKIMEA, CENTRAL, NSEE, and SOUTH).Opened new channels in Greece, Poland, Romania, Bulgaria, Czech Republic, Russia, and Turkey resulting in 20% increase in bookings.
oDefined commission plans for SAM, AM, & CAM and developed new compensation visibility tools.