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With over two decades of professional experience, my core competencies lie in steering strategic growth and fostering customer relationships at IFS. My commitment to operational excellence and aligning with our clients' objectives is unwavering, as is my dedication to our team's collaborative success and the embodiment of IFS' mission and culture.In my current tenure as Group Vice President and Country Manager, I've proudly led initiatives that resulted in a 110% quota achievement in 2023—32% over the previous year—while also boosting our 12-month license pipeline by 274%. These accomplishments are a testament to my focus on sales operational excellence and the enhanced alignment between pre-sales and sales teams, all underpinned by my expertise in new business development and customer relationship management.
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Enterprise ExecutiveAgiloftNew York, United States -
Group Vice President / Country Manager - Na Aerospace & DefenseIfs Jun 2022 - PresentLinköping, SeProudly lead a team in support of IFS' North American Aerospace & Defense business and align with our customers to assure ongoing success. IFS' outcome-based focus directly supports our customer's short and long-term expectations/goals resulting in significant and swift time to value.Revenue Growth• 2023 110% quota (32% over 2022)• 2023 to 2024 Increased 12-month License pipeline 274% ($31.4M to $85.6M)• Improved in-year and YoY rep participation by 85% (Linearity)• Enhanced Current Sales Playbook to ensure strong focus on Sales Operational Excellence and consistency driving above results• Improved pre-sales alignment, processes and support with the sales representatives resulting in a 15% improvement in opportunity qualification and disqualification.Talent Development• Improved metric driven management of team to assure accountability: Rebuilt SFA structure, sales process assurance, executive alignment execution.Refocus Partner Program to Tier 1 System Integrators• Established Microsoft alignment/strategic partnership – 30% increase in joint opportunity creation - L3 Harris, Lockheed Martin, Deloitte, Saab, Ingalls Shipbuilding and General Dynamics. -
Global Strategic Initiatives, Vice PresidentIfs Sep 2019 - Jun 2022Linköping, SeIFS AB, with over $1B in annual revenue, is a fast growing multinational enterprise software company headquartered in Linköping, Sweden. We develop and deliver enterprise software for customers around the world who manufacture and distribute goods, maintain assets, and manage service-focused operations. IFS has over 4,500 employees who supports 10,000+ customers worldwide from a network of local offices and ecosystem of partners.• Led North American strategic sales execution for strategic deals ($5M+)• VPs did not have a standard process for deal execution and my engagement forced an improved process resulting in record revenue for NA in 2020 and 2021.• Improved proposal construct that offered improved flexibility while simultaneously increasing deal sizes by 24%: Key areas were around improved Flex and ULA configurations.• Drove 45% of North American Revenue: $52M New Business.• Increased close rate from 40% to 50%
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Global Account DirectorSoftware Ag Sep 2006 - Aug 2019Darmstadt, Hessen, DeSoftware AG empowers companies to transform into a Digital Enterprises so they may differentiate themselves to Increase revenue, reduce risks and become a more efficient and agile organization.Global Account Director/Sales ExecutiveRevenue Results• Achieved multiple President Club awards (6)• Led Retail sales team for North America for net new customers (Coach, Tory Burch, Michael Kors)• Aligned with competitive niche implementation partners that de-risked engagements and enhanced sales success resulting in key enterprise deals at Michael Kors, Tory Burch and GE. Strategic Deals• Global Account Director for all General Electric (GE) divisions Strategy• President’s advisory council – Advised SAG President on best practices based on my own success as a global account Director. Helped establish the strategic selling process xxx Value Prop, Waterfalls Tier 1 deals.• Process Modeling and Analysis• Annual Guest speaker at Widner University’s MBA program to share business process success stories I have experienced with Fortune 500 companies. -
Board MemberYudoglobal Limited Mar 2013 - May 2014YuDoGlobal provides the leading edge email optimization solution called YuDoMail. YuDoMail works in conjunction with existing email programs to help optimize and manage the daily influx of emails that have become overwhelming. Our customers are realizing immediate value through the improved optimization, workflow and governance that cannot be achieved with standard email solutions.My role as a board member is to provide guidance in the area of sales. -
Key Account ManagerAstea International Apr 2004 - Jul 2006Linköping, Se• 2005 President Club honors (Bahamas) Ranked #2 in 8 months• Achieved first global sale for company (50+ countries/one solution)• In 2005 named sales mentor/trainer for new sales team members
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Director Of SalesCaptara Corporation Sep 2002 - Apr 2004Us• Achieved first customer in record time (4 months vs. average sales process of 8 months)• Customers closed in 18 months: PricewaterhouseCoopers, Allegheny Technologies, Whirlpool, Raytheon• Established process review plan for sales team -
National Sales DirectorWisdom Technologies May 2000 - Sep 2002• Achieved Full executive alignment with 50 of the Fortune 500, within 18 months (11 in the top 50)• Created National Sales Organization - infrastructure; Hiring, training and deploying sales team, etc.• Selected, Configured and Implemented first Sales Force Automation System• Reported directly to CEO and Board of Directors
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Key Account ManagerRia Group 1996 - May 2000• 107% Quota for 1999, 164% Quota in 1998, 109% Quota 1997 • Achiever’s Club Winner (1999) – Top 10% (Hawaii trip)• Promoted to Assistant Manager in 1998• Sales Advisory Board Member - 1998• Marketing Advisory Board member – 1999
Bob Cowan Skills
Bob Cowan Education Details
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Rochester Institute Of Technology - Saunders College Of BusinessBusiness Management -
The Loomis Chaffee School
Frequently Asked Questions about Bob Cowan
What company does Bob Cowan work for?
Bob Cowan works for Agiloft
What is Bob Cowan's role at the current company?
Bob Cowan's current role is Enterprise Executive.
What is Bob Cowan's email address?
Bob Cowan's email address is bo****@****.rr.com
What is Bob Cowan's direct phone number?
Bob Cowan's direct phone number is +131565*****
What schools did Bob Cowan attend?
Bob Cowan attended Rochester Institute Of Technology - Saunders College Of Business, The Loomis Chaffee School.
What skills is Bob Cowan known for?
Bob Cowan has skills like Enterprise Software, Solution Selling, Strategy, Sales Process, Saas, Management, Account Management, Cloud Computing, Business Analysis, Sales, Selling, Business Intelligence.
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