Marc Grosse Email & Phone Number

Saint Johns, Fl, Us

Lake Oswego, Or, Us

Recruit, onboard and activate systems integrator and consulting partners for startup partner organization· Quickly built 720K pipeline with existing and newly recruited partners (avg deal size is 45K) in 8 months.

Armonk, New York, Ny, Us

First full time hire in startup Google NA alliance assigned to drive IBM Consulting services around Google Cloud products in Healthcare, Life Sciences and Public Sector.· Grew pipeline 5x in first 6 months achieving $15 million revenue target after aligning strategic partnerships.· Lead sales and business development for Google Cloud services while promoting collaboration with IBM Consulting & Google Cloud Sales.· Created competitive differentiation by porting IBM industry solutions to the Google Cloud Platform.· Developed a strategy to increase the number of Google Cloud certified consultants in the public markets, receiving a 75% commitment after implementing program incentives.

Mumbai, Maharashtra, In

Drove sales of Google Cloud professional services across Financial Services and Retail segments.· Responsible for driving $40 million (ACV) in revenue for BFSI, Retail & CPG respectively in North America.· Build joint pipeline focusing on key GTM plays of infrastructure modernization (data center exits), legacy modernization, application modernization, data analytics and AI/ML use cases.

Mumbai, Maharashtra, In

Hired to spearhead expansion through channel sales in software division that had previously only sold direct. Solutions included analytics solutions for retail, banking and “Smart Cities”...· Responsible for the development and implementation for overall global strategy and business plan.· Recruited, enabled and launched VARs, solution providers and systems integrators across US, Canada and India.· Worked collaboratively with internal partners (legal, marketing, professional services) to ensure resources aligned with strategy and revenue targets.

Newcastle Upon Tyne, Gb

Merchandised and sold independent software vendor solutions to Sage partners and customers.· Launched 6 strategic ISVs across the entire Sage ERP portfolio generating $6.5 million in 2018 fiscal year.· Created and executed on yearly ISV GTM strategies leveraging product management, product marketing, field sales leadership and sales operations to achieve revenue targets.· Negotiated and renewed price changes and modifications of OEM and ISV contracts.· Led internal teams to identify new ISV to fill functionality gaps in Sage ERP solutions.

San Diego, California, Us

Led Teradata’s global alliances strategy and execution for the following independent software vendors - Informatica, Attunity and Protegrity.· Initiated and managed IOT global alliances with Cisco (Smart Cities) and OSISoft.· Generated over $90 million in revenue during three plus years working with managed partners.· Accountable for all demand creation, development of joint collateral assets, sales enablement and training.· Negotiated Informatica OEM License Agreement resulting in $28.7 million since 2014.

Led business development and sales activities around IBM's solutions for Big Data and Analytics.

Led IBM Business Analytics (Cognos) practice area for Arrow Electronics.· Consistently surpassed gross sales and profit targets with outstanding results: Q3 2012 - 190%, Q2 2012 - 145%, Q1 2012 - 132 %, Q4 2011 - 135%, Q3 2011 - 154%, Q2 2011 – 175%.· Co-developed business strategies with top 20 business partners; addressing the following metrics: revenue, lead generation; education and enablement.· Managed and promoted 10 city regional sales summits where business partners showcased solutions for both IBM sales teams and prospect customers.

Armonk, New York, Ny, Us

Grew Netezza business partner revenue with a focus on business development, recruitment, opportunity identification, pipeline generation and enablement.· Achieved 115% against region plan with newly recruited partners.

Armonk, New York, Ny, Us

Boosted Optim and Guardium business partner revenue with a focus on business development, recruitment, opportunity identification, pipeline generation and enablement for SW and Central/Eastern Europe. · Achieved 119% of revenue goal against a target of $3.8 million.· Assisted partners in building opportunity identification campaigns leveraging worldwide and geography marketing dollars.· Facilitated partner recruitment and enablement sessions in both GEOs with IBM channel resources focusing on identifying high value Optim and Guardium partners.

Armonk, New York, Ny, Us

Responsible for channel sales relationship with Accenture globally across the IBM ECM suite of products (FileNet, legacy IBM CM products).Achieved 182% of revenue target.Develop marketing campaigns in conjunction with channel marketing resources to promote Accenture developed ECM industry assets and intellectual capital to the IBM ECM direct sales force.Develop technical product enablement plans to build partner skills in consulting and implementation.Advised Accenture’s channel development managers on ECM market trends, product positioning and sales insight.

Armonk, New York, Ny, Us

Support/enable the Information Management sales force, IBM Global Services and business partners with Websphere Information Integrator Content Edition (IICE) services opportunity identification and closure, project sizing, estimates and scope definition. Assist sales force with the creation of Statements of Work as well as negotiating terms and conditions for the business deliverables.Managed the complex delivery and customer satisfaction of an IBM cross product solution (DB2 Content Manager OnDemand, Websphere IICE)Managed the IICE solution delivery enabling a key business partner (FileNet) to drive OEM revenue. Partnered with the IBM Business Development Manager to ensure the overall success of the OEM relationship and value proposition as well as position for additional consulting services opportunities.

Managed complex consulting ECM solutions and consulting services across a variety of industries (Banking, Insurance, Manufacturing/Distribution, Energy/Utilities, Government)Prepared Statements of Work and assisted with contract negotiation of services rates, project timelines and acceptance criteria.Engaged in pre-sales lifecycle as a professional services liaison to demonstrate products as well as assist with qualifying new software and services opportunities.

Cambridge, Ma, Us

Provided pre-sales technical assistance with focus on developing solution architecture, demos and POCs for active sales opportunities.

Bachelor Of Arts (B.A.), History, Political Science

Master Of Science (M.S.), Sports Administration