Glenn Spence Email & Phone Number

United States

Focused on State and Local partners.

Recognizing over $50M in pipeline with Partners each year, I collaborated with multiple teams across SAP to achieve this pipeline. Managed GSI partners to win deals, develop joint GTM strategies and enabled these partners on new technology. Managed Hyperscalers for Regulated Industries. Assisted in closing some of the largest deals at SAP through collaboration with GSI and Hyperscaler partners. Recruited and managed strategic partnerships across Regulated Industries. These partners include Intel, Dell, Zebra, Carahsoft and many domain specific and boutique firms. Secured over $10 Million in partner funding in 2022 and 2023 that assisted Regulated Industries verticals to build out new state of the art demo systems. Worked with various SAP partners to created net new pipeline. In 2023, through partner collaboration over 1,500 new points of contacts were generated leading to over 200 net new leads.Led co-development of new solutions with partners for Utilities, DOD and SLED.

Greater Nashville Area, Tn

Optimizing SAP's Intel partnership across SAP Regulated Industries. The partnership with Intel has created more than $60 Million in net new pipeline in the past 8 months. Intel has funded SAP POCs that created new sales opportunities and net new pipeline Also, focused on optimizing Regulated Industries partnerships with Cloud providers and the OEMS to generate net new pipeline and secure money for POCs and marketing. .

I currently work with and recruit all types of partners to generate net new revenue in the State and Local and Education space. In past years, I worked as the Director of Sales Alliances in the Midwest and Retail territories for SAP. In 2016, we created HANA go to market strategies around Opiate Abuse, Recidivism, Fraud, Case Worker Retention and Infant Mortality. Approximately $7M has been added into CRM from these initiatives. SAP partnered with KSM Consulting to create these solutions. Other partners SAP works with around HANA campaigns include: Intel, HPE, Cisco, EY and Deloitte. In 2015, I achieved a 122% of quota. Developed and leveraged partnerships with Cisco, Ernst and Young, HPE, Cap Gemini, Intel and various regional service providers. Received an outstanding rating for 2015 efforts. Launched successful campaigns with partners around Big Data and Analytics. In 2014 achieved 144% of Sales Quota by working with numerous partners to close net new opportunities. Main focus areas were HANA and Business Analytics. Created net new opportunities with a concentration on Fraud, HHS and Best Run Cities.Previous roles at SAP include being the Director of Sales Alliances for the SAP Retail practice and the Midwest Region. Created numerous sales campaigns with various partners and exceeded quota each year. Specific solutions included Real Time Point of Sales analytics with AccenturePrior to becoming a Director of Sales Alliances at SAP I worked as a National Alliance Manager managing the CSC relationship. While managing CSC for 20 months (from 2009-2010) CSC went from the 14 largest SAP System Integration partner to the 4th largest. In 2008 through 2009 I managed the Accenture relationship for SAP Business Objects. I achieved a 164% and a 149% percent of quota in 08 and 09. I worked with Cisco Systems in 2012 to start the SAP Cisco sales partnership.

Recruited and managed partners for the Midwest Market Unit and Retail Market Unit. Worked with the Major Integrators such as Accenture, IBM, EY to position SAP correctly on major Opportunities. Recruited partners to help market and sell HANA. These partners included Cisco, Dell and HP.

Managed the CSC partnership for SAP. CSC drove the 37th most revenue with SAP when I took over the account in 2006. By the time I moved onto a new position CSC drove the 5th most revenue of any Integrator in North America. I accomplished by focusing on the Aerospace and manufacturing industries where CSC had the most business. At one point in 2008 CSC was driving 7 of the top 25 largest partner lead deals in North America.

Worked with Accenture, EY, Deloitte and PWC Business Intelligence teams to position BOBJ technology against ERP vendors BI technology. Ran successful sales cycles with these partners and closed business at many major companies including, Exxon Mobil, Wal-mart, GM and others.

Work on closing the largest partner deals in the Western Region. Large focus on Automotive. Recruited the IBM Automotive team to position SAS predictive workbench. Worked with partners to close deals at GM, Ford, Fiat and others. Developed a joint GTM solution with Accenture around Warranty Predictive Analysis

Chicago, Illinois, United States

Ran alliances for a large Human Resource Management Software company. Main accomplishment is I recruited BAAN ERP vendor to OEM Cyborg HRM technology into their overall ERP sales.

Doctor Of Law (Jd), Purchasing, Procurement/Acquisitions And Contracts Management

Activities and Societies: Started the Numina Group creating selling study aids that students could edit on their computersStarted.

Bachelor Of Arts (B.A.), Marketing

Business Degree focused on Marketing