Thomas Story

·Build relationship with EMEA wide potential partners to join our newly created HP visual collaboration partner program with a revenue forecast of $60M for the region.Established relationship and presented HP channel program for onboarding to selected VAR and our business and solution partners across five regions in EMEA.

·Responsible for the HP´s HALO Telepresence and Video Collaboration Solutions fully managed services business for the South of Europe, including high end Telepresence Studios, HVEN (Halo Video Exchange Network), and related video services.

·As part of the WW advisory council, helped define the new GTM strategy for new generation HALO2 collaboration solutions.

·Joint account planning with Microsoft UC&C sales teams in Iberia to identify new opportunities in the Iberia region for UC&C solutions (HP and Microsoft Accounts)

·Presented at the CXO level complex Telepresence and Video Conferencing solutions, interoperability and tools for integration of audio and video into company business processes.Customer engagement withIBERDROLA, LaCaixa, EDPR, NOKIA, BBVA, FIAT, BPI.Average deal worth over $1M per site including video exchange services.

·Build internal and external awareness of HP´s new Visual Collaboration strategy in the region to over 100 AM, AGM, EAM throughout EMEA.

·Developed new accounts for HP´s new software based SVCS desktop, room based videoconference and high end telepresence

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.

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·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.

Joined this privately owned manufacturer of fault tolerant computer equipment as the country service sales Director with P&L responsibility and later took on the responsibility to grow the professional services in southern EMEA.

·Financial and functional responsibility for the multinational in the Iberian region delivering over $7M in annual revenues.

·Build service partnerships to deliver high availability offerings that supported and contributed to an increase in annual revenue by 50% in the area, over achieving predetermined targets of profitability and contribution margins.

·Managed the commercial and delivery of mission critical services and support contracts to large financial and telecommunication companies in the region.

·Performed weekly reviews of upgrade requirements and sales pipeline together with our solution partners (Atos Origin) for Telefónica and Vodafone.

·Manage customer service incidents, pricing deals desk, billing, contract entitlements, technical support and field operations.

·Defined and negotiated large complex contracts worth over $1 million, implemented discount policies, and marketing material to further the sales of our portfolio into large financial and Telecom companies: VODAFONE, TELEFONICA; UNI2, BSCH, BBVA, VISA, REPSOL, AENA, RENFE, STL.

·Achieved maximum exposure of our products and services through select conferences, trade shows, seminars, and presentations at the director level to our channel partners and customers in the telecom & financial sectors.