Sales Manager Operations

ANDREW BISHOP Top-Level IT Executive

Pflugerville, TX 78660 adu1ng@r.postjobfree.com 512-***-**** linkedin.com/in/andrewrbishop/

Accomplished, competitive, growth-focused professional with impressive sales leadership experience in the technology sector. Equipped with expertise in storage systems and software, cloud computing, converged infrastructure, and storage defined storage spanning OEM, channel, and end-user market segments. Leverage industry knowledge and expertise to formulate business initiatives, maximize efficiency, and deliver profitable growth. Adept at deploying superior communication skills to interact and establish positive relationships with internal stakeholders, customers, and business partners. Possess unmatched abilities to lead top-performing cross-functional teams, stay on top of industry trends, drive business operations, meet customer needs, and balance multiple responsibilities in fast-paced environments.

CORE COMPETENCIES

Strategic Planning Global Strategic Account Management Organizational Leadership P&L Responsibility Profitability Improvement New Business Development Multi-Site Management Managed Services Development and Support Crisis Management Consensus Building across the C-Suite Process Management Consultancy Executive Decision-Making Best Practices & Benchmarking Executive communications Sales Enablement Go-to-market Strategy Forecasting Operating Metrics

PROFESSIONAL WORK EXPERIENCE

Global Channel Storage Software Sales Leader, IBM US CORPORATION, Austin, TX May 2019 – Present

Recruited by the VP of IBM Storage Channel Sales to be the focal point for all geographies for storage software.

Establish and execute growth and business development plans for the key third-party markets with channel partners

Develop and implement plans to build the Channel Storage Software Business globally with $700M in annual revenue

Assist geo leaders in developing targeted incentives to drive business through the partner ecosystem and implement new digital routes to market

Serve as an escalation point and mentor for geo channel leadership and drive new channel awareness and champion changes as needed to continue growth

Develop and implement strategies and programs to expand IBM's market presence in server and storage-led data solutions

Demonstrate leadership and strategic insight in building 20 enablement programs to help geo leaders increase revenue

Partner Alliance Sales Manager, INFORMATICA, Austin, TX Jul 2018 – May 2019

Selected by the Vice President of Global Channel Alliances to develop and manage a viable revenue stream with some of the key strategic partners.

Gained trust through cultivating relationships across the C-suite by utilizing key relationship management in achieving 100% client retention and satisfaction

Assisted North American Informatica partners succeed and provided enormous value to their respective customers

Served as the trusted advisor to leadership, performed and win/loss analysis, facilitated partner reviews, and was accountable for the state of the channel software business in North America

Managed activities involving product direction, marketing strategy, and sales operations across teams

Storage Software Channel Sales, IBM US CORPORATION, Austin, TX Aug 2015 – Jul 2018

Managed the largest reseller with the objective of developing a strategic relationship and increasing software sales.

Delivered $50M+ annual channel sales revenue and contributed to the Tivoli Software business growth of 100%+ YOY

Developed a comprehensive channel strategy to ensure alignment, facilitated channel development, and increased revenue, market share, and references for partners

Functioned as a trusted advisor to leadership; analyzed win/loss analysis, conducted partner evaluations, and was accountable for the channel software business's performance in North America

Developed trust by cultivating relationships across the C-suite and establishing a specialized CTO program

Collaborated cross-functionally on initiatives relating to product direction, marketing strategy, and sales operations

WW Managed Service Provider Leader, IBM US CORPORATION, Austin, TX Sep 2012 – Aug 2015

Led and developed the MSP/ISV business with the partner community; provided WW technical pre-sales architecture support for On-Demand Automation and IBM Service Management product solutions across all geos.

Understood the core business objectives of the identified channel partners, tracks local opportunities, directed lead distribution to partners, forecasted sales volumes, and supported sales involving the identified channel partners

Created new ways of GTM for the MSP/CSP community and reported ASL/PPA xSP and other revenue for MSPs

Delivered enablement in all geos and ensured that the local message and direction are properly considered

Communicated and collaborated with Resellers/Distributors and SI's on changes to product and contract terms

Developed a current list of partners to assist in the growth of the Cloud and Smarter Infrastructure businesses

Ensured that geo partner(s) maintain certification and accreditation and oversaw geo forecasts for global MSP/CSP targets

Liaised with development over product changes and direction to ensure continued enablement and built relationships with Distributors globally to align and ensure a consistent GTM approach

Hosted target partner meetings for strategic planning and pipeline discussion and conducted strategic sales planning resulting in significant growth

Provided leadership to the current storage solutions set to other brand and MM Leaders to ensure storage product set coverage and strengthened the alliance by facilitating direct and ongoing CTO to Brand CTO/GM interaction

Worked on incentive recruitment plans and ensuring that all VADs and relevant business partners are aware of the Incentive, as well as how to use it

Acted as the point of contact for all Incentive and recruitment activities for MSPs and enhanced the development of current partners to help grow their MSP/CSP business

WW Solution Architect, Advanced Technology, Tivoli Software, IBM US CORPORATION, Austin, TX Feb 2009 – Sep 2012

Provided WW technical pre-sales architecture support for On-Demand Automation and IBM Service Management product solutions across all geos.

Managed and exceeded customer’s expectations throughout all geos of software and solutions being sold while driving IBM Strategy through customer engagement

Provided technical leadership and strategic advice for Blue Chip customers and provided valuable architectural experience and consulting

Presented to board and C-level executives as an active member of the WW Executive Architectural Board for all IBM Tivoli Products

EARLIER PROFESSIONAL WORK EXPERIENCE

Tivoli Strategy Advisor and Senior Technical Lead, IBM UK LTD Jan 2003 – Feb 2009

Technical IT Director, COUNTY SECURITY LTD Feb 2002 – Feb 2009

EMEA Practice Leader & SNR Technical Services Consultant, IBM UK LTD Jan 2000 – Jan 2003

EMEA Senior Technical Consultant / Architect, IBM UK LTD May 1999 – Jan 2000

Senior Enterprise Systems Management Architect, SEMA GROUP OUTSOURCING Aug 1996 – May 1999

European & Canada IT and Operations Manager, THE HAMILTON COLLECTION Mar 1991 – Aug 1996

Systems Operations and Distributions Manager, ROYAL WORCESTER SPODE LTD Jan 1987 – Mar 1991

EDUCATION

Worcester Technical College, Worcester (Computer Programming (Basic), Business Studies and Management (CMS), Management Course (NEBBS))

Worcester Royal Grammar School, Worcester (8 GCSE’s: 4 GCE A Levels)

VOLUNTEER EXPERIENCE

HOA President, MEADOWS OF BLACKHAWK May 2012 – May 2016

President and Director, DERWENT DRIVE RESIDENTS LTD Feb 2005 – Feb 2009

TECHNICAL SKILLS

Microsoft Office Suite (Word, Excel, Outlook, PowerPoint), CRM, ERP

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