Joe Malesich

***** ** ***** ****** ****, #F* Issaquah, WA 98029 425-***-**** ac1dw7@r.postjobfree.com

Summary

Developed Full End-to-End Marketing Events Achieved Sales Results from Executed Campaigns

Plan & Develop Partner Programs & Campaigns Developed Partner Market Share Growth

Created Partner Revenue Growth Plans Design & Implement Go-To-Market Strategies

tools/skills

MS Office - Office 365 Suite; 15+ yrs. user exp. Dynamics CRM; 5+ yrs. user exp.

SharePoint; 10+ yrs. user exp. Salesforce; 2+ yrs. user exp.

PowerPoint; 10+ yrs. user exp. Marketo; 2 yrs. user exp.

experience

Cloud Platform Project Manager 7-2016 to Present

Prime 8 Consulting & Bridge Partners Consulting

Managed internal teams driving sales and strategic leadership with client Amazon Web Services to achieve an annual $10ml revenue goal with joint Seller marketing initiatives

Designed and built end-to-end GTM programs to promote Seller solutions on AWS Marketplace to gain market-share and revenue.

Strategized fiscal year joint marketing plans with AWS and Seller to reach specific revenue and market-share goals

Managing and provide direction to internal Bridge Partners teams; program and project managers, writers, and designers

Building business plans and internal metric data capture dashboards

Facilitates, and executes client and customer agreements, including MSA’s and SOW’s

Lead multiple work-streams managing partner interactions with campaigns for Azure CSP (Cloud Solutions Program)

Chief People Officer-Business Manager 11-2015 to 7-2016

Nextant

A primary lead of the Sales and Partner Joint Excellence and Sales Enablement Team. Managed overall operational budget of $57ml to achieve $102ml revenue goal for WW Dynamics for FY16

Managed General Manager’s 4 teams of sales and marketing directors

Support and management at the exec-level for world-wide events; Envision, Ignite, WPC and Build.

Advised group business managers how to leverage VP leadership

Driving organizational outreach; Program Manager for the Leadership Capital Program, owner of the Leaderships forums

Maintaining org rhythm and run manage QBR’s

Engage in cross functional business management teams and own RoB leadership role with the organization

Managed business excellence; controlling monthly finance budget and forecast analysis for the Sales and Partner Joint Excellence and Enablement Team

Driving strategic communication initiatives with the leadership team

Created FY17 operations budget based on FY16 revenue and operational costs and new revenue goals

Senior Partner Program Manager – Helion Cloud Services 5-2015 to 10-2015

Simplicity

Grow HPE Helion OpenStack market share by 50% YoY through partner and sales enablement by certifying 3rd party hardware (servers, storage, and adaptors) on Helion OpenStack software

Aligned with sales teams to maintain sales scorecard of top 20 worldwide accounts consisting of a $10ml quarterly revenue goal

Designed, implemented and promoted External IHV Solutions Catalog showcasing certified hardware running on Helion OpenStack

Managed engineering team goaled at certifying hardware and published results on the IHV Solutions Catalog

Developed and maintained partner relationships with EMC, F5, Cisco and other top selling HPE partners

Grow certified partners into the program achieving 10 per month exceeding goal of 7 per month

Lead hardware certification prioritization based on strategic customer relationships & 3rd party vendor market share

Awareness of competitive landscape; IBM OpenStack, Red Hat, and Mirantis

Create certification process and workflows for partner certification of hardware

Managed engineering team goaled at certifying hardware and published results on the IHV Solutions Catalog

Created SOWs, and contractual agreements with 3rd party vendors and HP for the certification process

Established support workflow between 3rd party vendor and HP

Managed weekly program communications to VP Level Leadership Team

Cloud OS Partner Launch GTM Services Manager 12-2014 to 5-2015

Simple Concepts

Provided direction and planning to achieve annual $20ml revenue goal by increasing Launch Services program enablement and adoption within focused multinational sales areas with end-to-end Go-To-Market metric reporting achieving 102% of goal

Managing a quarterly pipeline of up to 75 partners and 12+ launches per month resulting in 150+ launched GTMs per year

Identifying incremental opportunities for Partners and position/recommend/drive adoption of co-branded GTM commercial and consumer programs

Responsible for quarterly partner co-branding sales enablement planning

Executed MBRs and weekly pipeline reviews

Expertise and knowledge on Windows Azure Services business for licensing, tech support, sales, renewals, and billing support

Graduated and enabled successful transition of launched ISVs and their solutions within the Microsoft Ecosystem once the launch is completed

OEM-Partner Industry/Consumer Marketing Manager 8-2008 to 12-2014

Xtreme Consulting

Drive seasonal ATL campaign strategy and events executions representing WW & US OEM Commercial and Industry

Managed $550k industry marketing budget exceeding $7ml revenue goal by 103%

Executed industry campaigns to increase incremental Windows sales and Office attach achieving 6:1 ROI results

Created and marketed 42 national OEM Industry campaigns for OEM partners to increasing market share by 17% for FY13

35% of time lead comprehensive industry events strategy and execution on national and regional levels

Oversees management of mentoring the OEM Marketing team’s 3 MACH hires

Developed partner ROI marketing plan to influence Windows sales growth within 6 industry markets

Provided strategic and executional direction for the seasonal Retail Demo to drive consumer sell-through at retail channels

Define ATL sell-through scorecard strategy, execution, and reporting each season per ATL campaign country between Windows, OEM and Retail v-teams

Overseeing device integration on Microsoft.com and FeaturedDevices.com (internal site)

Managed the OEM usage agreements per season between the Windows team and the OEM MNA partners

Designed and implemented Industry Featured Device Program for 10 distinct industries

Area Sales Account Manager (Small Medium Business HQ Sales) 10-2007 to 08-2008

Microsoft Corporation

Generated Microsoft Platform revenue through renewals, true-ups, and account mgmt. for large accounts

Managed and exceeded by 102% annual $52ml in district sales quota

Built a pipeline of $6.2ml with the goal of securing & up selling renewals for FY08

Generated $10 million in opportunities in eight months with an average opportunity size of $108k

Managed business development with Large Account Resellers within sales district

Identified sales opportunities and worked with field counterparts and business partners

Grew revenue by 12% with volume licensed customers – Up selling annuity agreements

Sold the value of Premier and Essential Support Agreements

Delivered consistent sales discipline at the front end of the sales cycle

Partner Program Marketing Manager 7-2004 to 10-2007

Kelly Services

Developed and implemented the Windows Server 2008 Certification Program, and developed relationships with Microsoft channel Partners advising them to declare a core competency within the Partner Program

Aligned program benefits with the client/operating system Logo Program

Designed marketing collateral

Evangelized logo program to top selling Channel Partners

Provided feedback and recommendations to the technical design team

Managed Logo Program websites

Led Microsoft relationship with 100 Federal partners, landing critical go-to-market campaigns and exceeding full-year targets

Assigned 250 Certified Partners, engaged 30 to 40 partners daily

Signed 90% of partners up for co-branding go-to-market campaigns to achieve set revenue and market-share goals

Motivated selected Certified Partners to achieve Gold Partner status

Field Sales Business Development Manager 7-2003 to 7-2004

Software Plus

Opened the company’s first office in the Northwest. Teamed with the Microsoft PacWest subsidiary to grow new software licensing sales with SMS&P and EPG businesses with an annual $5ml sales goal

Drove Software Plus brand in a new territory through Microsoft-sponsored partner and customer events

Sold customers on the value of specific MS licensing vehicles such as Enterprise Agreements and Open License

Designed cost analysis for customers to determine the best licensing for their environment

Sales Account Manager for Public Sector – Education 5-1999 to 7-2003

Microsoft Corporation

Developed and delivered business plan to achieve $28 million in annual quota for Greater PA District

Exceeded $28 million quota, renewing 135 Microsoft Licensing Agreements

Built & maintained relationships with 600 Academic accounts (both K12 and higher education)

Main relationships were with University of Pennsylvania, Carnegie Mellon, University of Delaware, Philadelphia School District, Pittsburgh School District

Maintained customer/partner loyalty by providing updates on licensing changes, and new products

Developed new channel partner relationships and drove new opportunities within them

Managed planning group that developed marketing strategies for Microsoft Education partners

Recruited 30+ partners to become academic resellers

AWARDS – ACCOLADES

2007- Exceeded Microsoft SMS&P sales quotas

2004- Opened Software Plus’s first sales office in the Puget Sound

2000 – Signed the first large volume license Microsoft agreement with Fairfax County Schools

1999 - Excellence in Education Award – MS EDU Team (overall achievement in sales and customer/partner relationships

education

BA 1995 – Communications - Washington State University, Pullman Washington

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