Marcus Brown Email & Phone Number

Santa Clara, California, US

Cross-Ecosystem Business Development lead working across PANW strategic alliances (Accenture, Deloitte, NTT, IBM) and emerging alliances (Kyndryl, PWC, DXC, Capgemini) on strategic projects including:- Strategic business plans and business cases- Technology and offering strategy - Global activation of alliances across countries/regions and verticals.

Santa Clara, California, US

• Transformed the IBM alliance from tactical to strategic, established an offering led GTM, dramatically increased revenues and elevated partnership to tier 1.
• Launched 4 service offerings with IBM Security Services, 4 with IBM Cloud, numerous software integrations and a global 5G security solution with IBM Global Markets
• Leveraging these offerings, increased sales 125% to and through IBM. Received Ecosystems Impact Award at SKO FY22.
• Positioned PANW for strategic business plan with IBM
• Achieved these results with a skeleton team, delivering highest ROI of all GSI alliances

Eden Prairie, Minnesota, US

• Appointed to transform global channel organization and increase contribution of channel partners.
• Increased channel revenue to 75% of global new business in 2017 with 50+% of all deals initiated by channel
• Launched global channel program with state-of-the-art Partner Portal (PRM), channel messaging, enablement and marketing programs for new Cloud-first offering; grew global channel team to 12
• Received prestigious 5 Star Award in 2018 CRN Partner Program Guide

Eden Prairie, Minnesota, US

• Defined business plan and launched industry's first Data Loss Prevention (DLP) Managed Security Service in 2012 which quickly became company's fasting growing offering
• Established technology alliance ecosystem including FireEye, Palo Alto, IBM QRadar, Splunk, HPE ArcSight, HPE Voltage, Citrix, VMware
• Signed Atos as European DLP Managed Service partner winning major customers in EMEA and APAC contributing 35% of EMEA bookings in 2016

Reporting to CEO of APM start-up funded by Intel Capital, created and executed vision of channel & alliance driven sales model with VAR, GSI and ISV ecosystem during period of fast growth. Achieved 100+% YoY revenue growth for 3 years with 50% partner-initiated business.

Brought on board as interim VP EMEA in 2005 by Board to refocus European business as member of global executive team. Played key role in pivot to Software Asset Management solutions launched in April 2006. Rebuilt sales revenues from scratch culminating in achieving 189% of FY 2007 quota after 6 quarters with the company.

• Sales & Business Development Consulting for US and European start-ups expanding globally
• Grew own consulting business to capacity working with high-tech companies and their VC investors across multiple verticals including Telecom, Bio-Informatics, Media and Defense

• Grew European sales by 40% YoY between 1996 and 1999 while profitable
• Set European growth strategy for new IT Management offering in 1998, growing team to 25
• Developed strategic relationship with Siemens Business Services (SBS) and closed US$10 million VC investment by Siemens (Dec. 2000)

Ba, Computer Science, Linguistics

(Computational) Linguistics

Education record