Business Development Sap Concur

MARK ALBRECHT

**** **** ***** **** *******, Arizona 85028

425-***-**** ********@*******.***

Sr. DIRECTOR OF PARTNER SALES

Dynamic Sr. Director of Business Development and Channel / Alliance Sales with more than 25 years of high-profile software industry experience. Demonstrated sales and alliance expertise with small businesses to Fortune 500 corporations. Proven experience with SAP and Microsoft platforms and applications including Cloud, O365, D365, ERP, BI and analytics. Skilled at managing budgets of more than $10 million and revenue goals up to $75 million. Solid expertise expanding market share, developing new product sales to build the Independent Software Vendor network for Great Plains accounting software with more than 900 business relationships and $75 million in revenue.

Business Development Channel / Alliance Sales Account / Territory Management International Business

Joint Ventures Sales Cycle Management Market Analysis Presentations Sales Forecasting Reporting

Channel Partner Development Strategic Alliances New Markets Key Accounts Named Accounts SMB

Cross Functional Joint Business Cases Alliance Business Plans Joint Targets ISV’s Resellers

Referrals GTM Planning Execution Lead Generation Sales Alignment Cloud Enterprise

Operational Reviews Govererance Master Agreements Territory Development Networking Licensing

Renewals Customer Support Incentive Programs System Integrators Channel Development Budgeting

Independent Software Vendors Consulting Strategic Planning Team Leadership / Motivation Client Relations

SAP Concur Seattle, Washington 6/2017 – Present

Multinational Technology Company

Sr. Director Alliances and Sales – SAP Concur

Developed and executed a Global Partner Strategy for SAP Concur ISV Partners and Products. Prioritized and staffed a team to drive the sales engagement with the Concur ISV community which resulted in integrated global partner management and sales strategy. Technology offerings include Expense, Travel and Invoice along with related Concur and Partner services.

Achievement:

Grew the direct platform revenue from $3.5M to $33M within two years by building out partner relationships and deploying new sales models with SAP Concur sales teams.

Aligned Business Plans to ensure customer engagement and global sales growth.

PWC Seattle, Washington 3/2014 – 5/2017

Global top four consulting firm providing advisory services for Microsoft Technologies.

Director Enterprise Partner Development

Serve as West Region Director tasked with building new business opportunities. Deliver client proposals and presentations to establish and build new customer relationships.

Achievement:

Established $9 million in accounts within two years by relationship building with PwC and Microsoft Account teams.

Expanded technology stack offerings including Azure, O365, D365, BI and Analytics services.

MICROSOFT Redmond, Washington 12/2012 – 3/2014

Multinational Technology Company.

MARK ALBRECHT Page 2 ********@*******.***

Director Enterprise Partner Development and Strategy

Lead CRM business development and strategy to drive sales priorities with Enterprise Partners including Global Systems Integrators, and NSI’s. Developed profitable business alliances with customers including Nissan, UPS, Northwest Mutual, Allstate and Ford. Provided Business Group executive alignment and engagement for EPG strategy. Played a critical role in leading Fall and Spring Business Reviews, WWSMM and PRISM. Delivered industry solutions including an Infosys Insurance and a HP Public Sector solution for case management solution.

Achievement:

Negotiated partner plans, field engagements and events to enhance customer relationship management. Launched Partner Enterprise Architects Dynamics Practices program delivering $10 million in revenue in 2014.

Provided readiness training for 900 professionals with 225 achieving certification.

MICROSOFT Redmond, Washington 7/2011 – 12/2012

Director of Enterprise Segment Alignment

Drove partner strategy implementation for Microsoft Enterprise Segment focus.

Achievement:

Prepared global partner plan to drive regional CRM sales and develop new partner alliances increasing EPG commitment to Dynamics CRM by $100 million.

Aligned Business Solution Plans to ensure customer engagement and global alliance sales growth.

Developed sales models and EPG alignment to deliver $10 million in incremental partner marketing. Defined program and engagement guidelines to enhance solution availability.

MICROSOFT Redmond, Washington 7/2008 – 7/2012

Director Dynamics Global ISV Strategy

Developed and Executed a Global ISV Strategy for Dynamics Partners and Products. Identified markets and trends which resulted in integrated global partner recruiting and sales strategy utilizing existing and new partner solutions. Built and directed cost effective partner recruitment to target new business alliances and platform adoption.

Achievement:

Earned 20 to one ROI for $500,000 investment in an ISV engagement engine to drive marketing and promote sales.

Launched ISV sales initiative allowing licensing and pricing of products as part of an overall customer solution. Developed over $75 million in revenue for 2011.

MICROSOFT Redmond, Washington 7/2004 – 7/2008

Director ISV Strategic Recruitment

Directed a business development team providing engagement with leading industry software developers. Promoted adoption of company’s technology platform. Increased SQL platform awareness through public relations program.

Achievement:

Recruited more than 60 leading industry ISV organizations to adoption MS technology exceeding annual recruitment goals. Delivered more than $600 million in direct and indirect revenue.

Integrated communications between enterprise industry units, public sector, and SMS&P and D&PE segments for stronger corporate project execution.

MARK ALBRECHT Page 3 ********@*******.***

MICROSOFT Fargo, North Dakota 3/2001 – 7/2004

Group Manager ISV Programs and Strategies

Built end to end strategy for ISV community. Managed 24 staff members providing ISV sales and support. Lead recruitment, account management, technical readiness, and marketing for more than 900 ISV organizations. Delivered more than $75 million in revenue for Great Plains software. Expanded ISV program from 250 to over 900 organizations within three years and increased partner satisfaction by 10 pts.

Achievement:

Delivered an end to end ISV engagement model that drove revenue on a low-cost basis.

Recognized with Outstanding Leadership Award for team development.

Additional Experience

ISV Strategic Account Manager, Great Plains Software

Product Support Specialist, Great Plains Software

Customer Service Sales Representative, Great Plains Software

Director, North Dakota State University Bookstores / Technology Center

IT Consultant, North Dakota State University

EDUCATION

Master of Business Administration

North Dakota State University, Fargo, North Dakota

Bachelor of Arts in Business Administration

North Dakota State University, Fargo, North Dakota

AWARDS AND RECOGNITION

Microsoft Member Bench Program

Sales Excellence Awards, Great Plains, Microsoft and PwC

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