I'm responsible for managing sales, business development, client relationships, and overall account strategies, leading and closing top Business Application Services opportunities within the US marketplace for Fujitsu GLOVIA Order Management solution. My mission is to help drive the overall Enterprise Business Application discussions forward and drive product penetration and consulting services revenue in client engagements. Managing executive relationships, negotiating and execute on customer contracts in order to achieve revenue and business goals. GLOVIA OM is a Cloud ERP solution built on the SalesForce Platform that works as the ‘System of Engagement’ transacting with key back office information from the “System of Record” to vastly improve sales, service and customer satisfaction. GLOVIA OM is quick to deploy, simple to modify & seamlessly integrates with the world’s leading cloud CRM, SalesForce.com. Our solution is deployed at some of the world's finest companies, including – Retail, Automotive, Agricultural Crop, Chemical, Pesticide, & Fertilizer Industry solving their Manufacturing, Assembly, Sub-Contract, Supply Chain, Inventory Control and Customer Service requirements.About Fujitsu GLOVIA, Inc. For over thirty years we have helped clients manage, improve and grow their businesses. We go beyond what you would expect from a typical ERP vendor - in technology, functionality, service and value. Companies typically hire us to streamline their system of records (back-end applications), integrate with state-of-the-art GLOVIA OM solution (system of engagement) help them eliminate inefficiencies, increase profitability and simultaneously streamline their business processes and truly deliver world class Customer Service. Built natively 100% Force.com platform, Glovia OM is a comprehensive order management solution seamlessly coupled with Salesforce CRM.Learn more about GLOVIA OM https://appexchange.salesforce.com/results?keywords=glovia

Accountable for achieving the worldwide partner and software license, maintenance, and service sales targets for IBM's WebSphere Software Portfolio. Grow the business and increase IBM market share. Managed cost & discretionary spend, including travel, to specified targets. Developed strategies & tactics to generate new sales & grow base• Lead team in creating, developing and managing business relationship with select Systems Integrators (SIs), Independent Software Vendors (ISVs), Global Systems Integrators (GSIs) and Value-Added Resellers (VARs) to develop joint sales opportunities and define programs to increase revenue. I spent most of my time with sellers & partners in AP (India & SE Asia)• Created product roadmap, strategy and direction based on knowledge of customers requirements globally. Provided sales leadership to sellers Worldwide for Application Specific Licensing (ASL) & Original Equipment Manufacturer (OEM) business• Coordinate partner engagement activities with regional sales teams to identify, pursue and close new customer opportunities and grow the existing base of IBM software revenue. Core Solutions consists of the following: o Application Infrastructureo WebSphere DataPowero Mobile Development and Connectivityo Business Process Management o Pure Application System• Developed maintained and managed relationships with Business Partners Worldwide and drove revenue with their end user customers in collaboration and joint execution with the geography Channel sellers, technical enablement teams and program managers• Increased Return on Investment and grew net new business from ISV and Business Partners contribution to the WebSphere channels worldwide quota of over $10 million.• Contributed towards defining and launching new software solution products Worldwide.• Transformed under-performing regions by re-aligning territories, roles and responsibilities and focusing on underperforming partners and clients, resulted in double digit growth

Software and Services Sales Leader with extensive experience selling complex, high-value software and associated services.

Managed and executed international sales related programs for Independent Software Vendors (ISVs). Worked across brand(s) and IBM to customize initiatives and programs to meet brand(s) needs.• Co-owned Global ISV marketing programs which drive more than $800 million annually.• Counseled marketing business leaders at the WW or IMT level from program planning, to execution, to developing recovery plans with the regions.• Presented to business stakeholders, ISV & Developer Relations (IDR), Systems & technology Group (STG), Software Group (SWG) and General Business (GB) for delivering agreed to program results. Gained direct feedback about the program from business partners. Worked with highly diverse and matrix teams globally. • Managed program budget to an expected ROI and exceeded program objectives. • Helped develop and drive the management system, track and report results

Reconstructed ASEAN GMT business development and delivery of Independent Software Vendor (ISV) Programs across Malaysia, Indonesia, Thailand, Philippines, Singapore and Vietnam. Created and developed ISV partnerships with IBM. Acted as a single point of contact for ISVs to build market and sell their solutions with IBM products and technologies. Ensured ISV Developer Relations (IDR) team worked closely with Worldwide teams including business process outsourcing (BPO), general business (GB), software group (SWG) and systems and technology group (STG) to achieve targets driving ISV revenue for IBM. Brought on board to oversee the ISV partner ecosystems for IBM's Industry Frameworks Sales. Recruited, developed and managed the partner ecosystems for Industry Frameworks through:• Developed and executed customized partner GTM programs to drive net new revenue and market acceptance through key industries. Owned relationships with existing partners and support expansion into new GEO markets• Pursuing new pipeline with prioritized business partners by increasing enablement and linkage of the partners with IBM sellers• Showcasing partner capabilities to leverage joint value prop and drive additional IBM and Partner revenue. Worked with IBM's Geo Sales leaders to align partner & IBM sales activities; drove new foot print• Initiated alignment activities with ISVs and IBM which includes sales, services, marketing and technical alignment. Supported global sales initiatives and linkage with IBM stakeholders to overachieve top sheet metrics.• Organized Business Analytics enablement workshop for ASEAN ISVs in Thailand - enabled eight ISVs & fourteen technical professionals, resulted in incremental new products/revenue• Successfully submitted/published “First” Smarter Planet references in ASEAN• Owned go to market (GTM) routes to market (RTM) Strategy - helped land partners in various countries and shortened lead time and increased sales

Managed services signings and revenue for IBM Global Services - Sold broad range of business and technology services centered around: • Business process outsourcing• Microsoft consulting services• Outsourcing services• Oracle consulting services• SAP consulting services• Software services• Applications management services• Business continuity and resiliency services • Cloud computing• Data center Services• End user services• Integrated communications services• Security services• Services for IT Managers• Strategy and design consulting services• Technical support servicesAdvised and opened doors for 3 teams of 25 sales reps, identified, developed and assessed services business opportunities in Healthcare, Manufacturing, Insurance, Industrial and Banking Sector. Defined and executed a relationship strategy with CxOs and identified supporters across the customer enterprise to gain insight into the customer’s business initiatives and the barriers to the success of those initiatives. Worked collaboratively with teams across IBM and partners and outside consultants as appropriate. Managed ongoing qualification of these opportunities and recommended whether to engage, disqualify or refer opportunities to other IBM groups.• Headed CIO Benchmarking Initiative – Point of view discussion with 100s of CIOs/CFOs, around IT budget; lines business perception of IT viewed as partner/aligned with Business; IT delivering business value, competitive edge. Identified $4.3 M new services opportunities.• Won First Million Dollar GTS Signing (Cisco, Server, Storage Implementation, M&TS) Received MVP Award!• Played integral part Wining First (Application Management Services) AMS $4.5 million signing in General Business.• Leader with highest number of Customer References, ten references.• Top Performance Leader in GTS Signings (Key wins in Server, BCRS and M&TS SPLs).• Operated within expense budget while exceeding revenue and 100% customer satisfaction

Territory Sales Representative covering sales for Healthcare and Manufacturing sector. • Results: Key strategic wins at a number of clients. Grew territory revenue 44% year-to-year.• Number of GTS Services Signing included: Cisco, M&TS, Server/Storage Implementation.• $700K Healthlink Staff Augmentation Services Signing.• Multiple Staff Augmentation Contracts Average $200K centered around (Application / IT out-tasking Services)• $350K Business Continuity and Resiliency Service (BCRS) Signing.• $2.6M Application On Demand (AoD) Signing.• Earned trust by developing relationship with CIO, Identified ERP opportunity, demonstrated value, successfully convinced client into AoD (Apps on demand) SAP Outsourcing Win.