Partner Manager

WILLIAM D FREYHOF

C: 215-***-**** ********@*******.***

Executive Profile

25+ years of successful sales and partner development working for IBM, Adobe, EMC, Cognizant (15B System Integrator) & Nortel (30B Telecom & enterprise technology provider) give me a unique perspective on building winning partnerships and revenue in the high tech market space

I create new partner revenue & decrease Cost of Sales, develop relationships and joint offerings. I have rolled out joint sales programs in:

Digital, Cloud, IoT, Big Data, Analytics & infrastructure

Offering Partners:

IBM, MS, AWS, Dell EMC, Deloitte, Accenture, Oracle, SAP, HP, CSC, India based system integrators, Rackspace, AT&T, Verizon, SAS, Unisys and Capgemini and partner ecosystems. My partner programs have generated 2+ Billion dollars of revenue

Sales & Partner Development positions working for:

IBM - 9 years, Dell EMC 4 years, Nortel - 8 years (30B Telecom),

Adobe & Blue Martini Startup 4 Years (Startup & 30M SW & Services for E-Commerce)

I have a MBA in Marketing and partner executives who will attest to the success of our work together

Create new partner driven revenue

Wear twenty different hats a day to get the job done

Develop & manage partner opportunity & revenue pipeline. I forecast, run weekly opportunity cadence, QBR, C level & management team updates

Experience, little in sales & partner management I have not wrestled with

Communicate effectively with all levels of my company, partner & customer

Differentiate my offerings from the competition in the eyes of my partner, company and customers

Global Contract Negotiations

Create differentiated partner offerings that address real market space needs

Offerings created include Digital, Cloud, IoT, Big Data, Analytics & infrastructure

Professional Experience

Cognizant (14B US based Systems Integrator providing consulting & outsourcing) 2014 to Present

Global Director Strategic Alliances & Business Development for 500M Cyber Security Practice

Create & execute global partner plans from the C-Suite to field level for “Sell Through”, “Sell With”, create “Give to Get Offering” and Cognizant “Sell To” efforts. Partners include IBM, Cisco, E&Y, MS, AWS, CA, Intel, Dell EMC, Verizon, HP, GE, Symantec, Trend Micro, Splunk, Carbon Black, SS8 and boutique solution providers

Built & manage 400M partner revenue pipeline & lead forecast generation, weekly opportunity cadence, QBR, C level & management team updates

Digital, Cloud. IoT, Cyber Analytics solution offerings leveraging Cognizant Services & partner technology

Exceeded 2016 partner target revenue of 200M, Revenue mix: 60% NA, 30% EMEA, 10% APAC

Rolled out joint offerings (Cognizant Services & Partner Tech) in 2016 with every major global partner

Negotiated new Global Contracts (including resale) in the last six months for Cisco, IBM, MS, Dell EMC, AWS

EMC Isilon Division (24B Infrastructure SW, HW & Services leader) 2011 to 2014

Global Director of System Integrators & Service Providers for 1B Isilon Big Data Division (Deloitte, IBM, Accenture, Capgemini, Cognizant, PwC, KPMG, India SIs, CSC, Rackspace)

Isilon was a 30M Big Data startup acquired by EMC in 2013

Identify, create, manage and expand global relationships; create and implement global joint offerings of the Isilon Big Data Solution (Services, HW, SW)

Big Data and Cloud technology; created and closed net new opportunities

Joint offerings created for FS, Healthcare, State & Local, Education, Retail, Telecom, M & E

Position eliminated in consolidation.

Revenue attainment 2014 135% (255M), 2013 185% (159M), 2012 135% (35M), 2011 120%

Increased sales opportunity pipeline from 2M to >300M, increased partner SEs & Architects trained on Isilon from a handful to over 800 globally

Adobe Systems (4B Software Company) 2009 to 2011

Consultant

Consulting engagement. Hired to create & implement partner strategy & sales programs for CDW, Adobe's largest channel partner, with sales of 240 million dollars of Adobe SW & Services in FY2009

Revenue increased 180% during engagement, implemented new rollout procedures, education & demo labs

Nortel (30B Telecom & enterprise tech provider) 1996 to 2002 & 2006 to 2009 (8 Years)

IBM & HP Global Partner Sales Manager

In my 8+ years at Nortel, I was an individual contributor then built and managed the IBM & HP Global Alliances.

Under my management the Nortel only revenue increased 1997 – 2002 from 2 million to 221 million. Joint solutions leverage Nortel & partner services, SW, voice, data, infrastructure and video communications to increase productivity. Hosted field level demand generation meetings. Collaborate with IBM Software, Sales & Distribution, Strategic Outsourcing, SaaS and Global Services GTS & GBS groups on a daily basis.

I developed & managed the IBM Global Services & HP relationships worldwide, developed & implemented ten global joint sales programs (GTM plan, services, SW, HW, financing, partner & Nortel training), built & managed a global team of 12 (6 Americas, 3 Europe, 3 Asia).

BLUE MARTINI SOFTWARE (30M SW & Services for E-Commerce) 2002 to 2006

Director IBM Global Alliance

Responsible for global IBM relationship. Negotiated new Global Master Relationship Agreement & OEM SW Agreements. Increased revenue 240% via strategic IBM alliance

Established Blue Martini Practice & delivery capabilities within IBM Global Services. Position eliminated due to sale of company to private investor group

Nortel (30B Telecom & enterprise tech provider) 2006 to 2009 & 1997 to 2002 (8 Years)

Details in Nortel listing for 2006 – 2009 above

UNISYS (6B provider of enterprise technology and Services) 1994 to 1997

Oracle Alliance Sales Manager

Responsible for Oracle Corporation partner relationship including; contract negotiations, joint program development, joint planning sessions, trade show coordination and competitive analysis

WANG (3B provider of office automation technology) 1991 to 1994

IBM Alliance Manager

Created sales program & directed activities of IBM & Wang sales teams and partners in NY, PA, NJ, DE & MD. Sales increased 420% to 12M. P & L responsibility. Alliance ended with Wang bankruptcy

IBM 1982 to 1991

Sales Representative

Sales Awards - 1991 IBM Golden Circle (top 2% of all sales representatives in USA)

Sales Awards - IBM 100% Clubs 1984, 1985, 1986, 1987, 1988, 1989, 1990, 1991 and 20 regional & branch awards. Successfully sold diverse and complex IBM products and services including consulting services

Career Highlights

Current position with Cognizant, 15B US Systems Integrator, providing custom information technology, consulting and business process outsourcing services. Headquartered in Teaneck, NJ

Responsible for the creation and execution global partner plans from the C-Suite to field level for “Sell Through”, “Sell With”, create “Give to Get Offering” and support Cognizant “Sell To” efforts. Partners include IBM, Cisco, E&Y, MS, AWS, CA, Intel, EMC, Verizon, HP, GE, Symantec, Trend Micro, Splunk, Carbon Black, SS8 and boutique solution providers

Negotiated, rolled-out global contracts with partners above including Reseller, NDA, Services, Financing & Engagement

Created new SI relationships, offerings and revenue for the 30M start up Isilon (Big Data SW/HW/Services) with top System Integrators including IBM, Deloitte, Accenture, Capgemini, India SIs and major Service Providers. I was a one man band with limited resources. Company later bought by EMC

Founded, grew and managed IBM Alliance at Nortel. Revenue increased from 1M to 220M+ over seven years and team from one to twelve members globally

Created, negotiated, rolled out to field and managed global joint offerings with IBM, Oracle & HP, CSC, Deloitte, Accenture, EMC, Cognizant, India based system integrators, Rackspace, AT&T, Verizon, SAP, SAS, Unisys and Capgemini and their partner ecosystems

Joint Global Offerings developed include:

Hybrid Cloud, Tier One applications on Cloud (Application as a Service)

Cyber Security, Big Data

Analytics as a Service (SAP Hana, SAS & Hadoop)

Infrastructure as a Service, Unified Communications, Video On Demand

Industry/Vertical experience:

FS, Insurance, Healthcare, Public Sector, Education, Retail, Energy, Telecom, Media & Entertainment

Education

Master of Business Administration

University of Pittsburgh Pittsburgh, PA

Marketing

Bachelor of Arts

University of Rochester Rochester, NY

Economics Cum laude

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