Go-To-Market Sales Director

Andrew Bishop

Pflugerville, TX ***.******@**********.*** 512-***-**** LinkedIn Profile

Executive Summary

Visionary executive with over 20 years of progressive success in channel sales leadership, partner strategy, and go-to-market execution within Fortune 100 tech environments. Proven track record of driving multi-million-dollar revenue growth, building and enabling global partner ecosystems, and accelerating adoption of cloud, software, storage, and AI-based solutions. Expert in channel optimization, P&L oversight, and cultivating executive-level relationships to drive market share. Adept in scaling global teams, leading digital transformation initiatives, and delivering partner-first innovation strategies.

Core Competencies

Global Go-to-Market (GTM) Strategy & Execution, Ecosystem Expansion & Market Development, Joint Business Planning & Co-Sell Motions, P&L & Pipeline Management ($700M+ scope), Strategic Alliance Management (Hyperscalers, GSIs, ISVs, VARs, MSPs), Partner Recruitment, Enablement & Retention, Channel Profitability & Incentive Program Design, Cloud Marketplace & Digital Sales Channels, Revenue Growth & Market Share Expansion, Forecasting Accuracy & Sales Governance, SaaS & Subscription Business Models, AI/GenAI & Cloud Adoption Plays, C-suite Engagement & Executive Alignment, Partner Marketing & Demand Generation Alignment, Product & Sales Operations Integration, Global Team Leadership & Stakeholder Influence, Cloud Ecosystem Strategy, AI/GenAI Solution Adoption via Partner-Led Plays, Competitive Displacement & Market Differentiation, Scalable Onboarding, Certification & Enablement

Professional Experience

IBM Corporation, Austin, TX

Global Channel Storage Software Sales Leader (2019 – Present)

Launched and scaled the IBM Fusion Storage partner incubation program, enabling AI/GenAI solution plays and boosting partner-led revenue by 40%, while expanding competitive differentiation in cloud-native workloads.

Directed a $700M+ global software pipeline across enterprise, GSI, and hyperscaler segments, consistently achieving YoY revenue targets through data-driven forecasting, pipeline acceleration, and ecosystem optimization.

Managed 24 Global Strategic Alliance partners across IBM HW/SW, Watson-X, and VMware alternatives; executed multi-solution growth strategies that delivered 30% YoY revenue growth and improved partner profitability.

Pioneered new digital sales channels including cloud marketplaces, OEM resale, and MSP routes-to-market; shortened sales cycles and increased deal velocity by 20%.

Re-engineered global partner onboarding with scalable enablement packaging, digital certifications, and co-sell programs, improving time-to-value and expanding partner activation rates worldwide.

NA Software Storage Channel Sales Manager (2015 – 2018)

Led IBM’s largest storage software channel, driving $50M+ in annual revenue through ecosystem expansion, joint business planning, and partner enablement.

Accelerated partner revenue performance through joint GTM execution, C-level relationship management, and strategic enablement initiatives.

Built and executed CTO-level engagement programs, positioning IBM as a strategic advisor for digital infrastructure transformation; achieved 100% client retention and consistently strong NPS scores.

Served as trusted advisor to North American sales leaders, driving forecasting accuracy, partner pipeline health, and channel productivity improvements through structured governance frameworks.

Worldwide Managed Service Provider (MSP) Channel Leader (2012 – 2015)

Established IBM’s global MSP/CSP partner ecosystem, spanning five practice areas (cloud, infrastructure, storage, security, and service management), accelerating partner-led cloud adoption.

Directed global GTM strategies including incentive design, partner enablement programs, and certification pathways; aligned partner execution with IBM’s global growth objectives.

Scaled global recruitment and retention programs, increasing MSP contribution to IBM’s software pipeline by 35% and expanding recurring revenue streams.

Senior Worldwide Solutions Architect (2009 – 2012)

Delivered enterprise architecture strategy and executive advisory services for Fortune 500 clients, driving adoption of IBM Service Management and Cloud transformation solutions.

Influenced global product strategy as a member of IBM’s Executive Architecture Board, shaping features that improved competitive positioning and customer value delivery.

IBM UK Ltd, London, England

Senior European Technical Leader & Strategy Advisor (2003-2009)

Led strategic C-suite engagements with EMEA enterprise clients, providing advisory services on digital transformation, infrastructure modernization, and IT strategy alignment.

Coordinated cross-border sales and services initiatives, accelerating emerging technology adoption and securing multi-million-dollar contracts across EMEA industries..

Senior Technical Consultant / Architect (1999-2003)

Led strategic focus for EMEA customers, including Deutsche Telekom, National Air Traffic

Education & Certifications

Coventry University – Coventry, UK

Relevant Coursework: Business Studies, Computer Science, Calculus

Worcester Technical College – Worcester, UK

Certifications: Business Studies, Management (CMS, NEBBS), Computer Programming (Basic)

Worcester Royal Grammar School – Worcester, UK

A-Levels and GCSEs

Volunteer Leadership

HOA President, Meadows of Blackhawk (680 homes) – Managed $150K annual operations

IT Director, County Security Ltd – Oversaw all IT systems and transformation

President, Derwent Drive Residents Ltd – Drove community-based for-profit operations

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