Mark Walch Email & Phone Number

Tampa, Florida, Us

Owning the day-to-day management of partner operations worldwide by ensuring seamless coordination with cybersecurity giants. From refining the partner portal to strategizing annual planning and building metrics/KPI reporting, my focus is optimizing sales efficiency and bolstering the company's global market presence.

Took time to focus on our children.

San Jose, Ca, Us

Played a pivotal role in forecasting, conducting Quarterly Business Reviews (QBR), and leading resource allocation for 250 team members. Performed ad hoc analysis, created daily dashboards in Salesforce, and utilized Tableau for advanced data visualization. Maximized corporate growth by guaranteeing the precision of extensive record databases, formulating go-to-market strategies, implementing account plans, delineating territories, establishing quotas, and crafting partner recruitment strategies.Highlights of accomplishments in this role include:• Significantly propelled the expansion of Zoom's channel business, catapulting revenues from $100M to an impressive $500M (a remarkable 5-fold surge) by executing a series of meticulously crafted strategic initiatives, resulting in the delivery of invaluable insights that fueled growth.• Drove the development and deployment of several Zoom revenue programs, resulting in north of $150M within multiple years.• Employed a new forecasting methodology while attaining over 95% accuracy in channel-wide predictions. •Designed and monitored compensation plans for over 250 channel positions, including quota-only, MBO, and hybrid plans.

London, England, Gb

Piloted the channel operations and global procurement functions to streamline the process ahead of the timeline. Led vendor sourcing efforts, encompassing due diligence and financial analysis to support IT and sales teams. Supervised a focused team in vendor management while ensuring compliance with business objectives.Highlights of accomplishments in this role include:• Achieved cost savings of 30-35% ($1.2M) over two years by renegotiating terms with key vendors. • Governed a vendor management portfolio with an annual spend of $40M involving settling commercial terms in line with business standards, culminating in $12M in cost savings.• Instituted a contract repository for renewal visibility and engagement, alongside effectively automating vendor onboarding for stakeholder approvals.

London, England, Gb

Steered the administration of Ooyala's global channel program while standardizing partnership agreements and leading the preparation of partner documentation and training materials. Expanded channel reach by pioneering the company's partnership launch and integration with Adobe. Led the creation of detailed reporting packages for executive management to illuminate key business trends.Highlights of accomplishments in this role include:• Brought a 40% increase in channel revenue by crafting and maintaining the partner recruitment process. • Piloted real-time dashboard employment for tracking critical KPIs while warranting an efficient partner recruitment process.• Directed the portfolio of Ooyala's Technical Partner ecosystem, yielding a 40% higher deal closure rate via third-party partners. • Optimized compensation methods by launching a GTM channel plan that targeted market segmentation and resource allocation.

London, England, Gb

Oversaw the management of top-tier customer accounts for a publicly traded company while developing and tracking success metrics and usage standards to revitalize account health. Interacted with franchise owner groups to conduct Quarterly Business Reviews (QBRs) while sustaining service excellence. Orchestrated the development and dissemination of training programs for seamless global product rollouts.Highlights of accomplishments in this role include:• Guaranteed 100% quota attainment by implementing strategic business plans and monitoring key performance indicators that bolstered revenue and increased product adoption rates. • Maintained an 85% retention rate through proactive account management and the delivery of tailored customer solutions. • Partnered with the marketing department to craft influential case studies and best practices that cemented the company's position as a thought leader in customer success.

San Carlos, California, Us

Conducted data extractions and presented quarterly reports to executives that highlighted gaps within tech offerings. Formulated GTM plan, encompassing targeted markets, resource allocation, and compensation strategies for growth in existing and adjacent markets.Highlights of accomplishments in this role include:• Developed a custom ticketing system that improved support case tracking and reporting accuracy by 65%.• Guaranteed proactive incident management and customer communication to optimize service reliability and customer satisfaction.• Introduced novel support offerings, SLAs, coverage plans, and cross-training initiatives to enhance company services.• Collaborated with Engineering/Product teams to advocate for customer needs while ensuring representation in product roadmap.

San Carlos, California, Us

Fostered a data-driven approach to sales strategy, including providing detailed analytics on team performance to sales leadership. Oversaw the integration of customer feedback into product development by partnering with software development, operations, and business development teams. Managed the North American deployment program by warranting timely, budget-compliant installations that met client specifications. Guided teams in requirement collection, data analysis, product documentation, and the preparation of training materials.Highlights of accomplishments in this role include:• Influenced investment and prioritization decisions by presenting insights to the VP of Biz Dev and CEO to align initiatives with the organization's revenue goals. • Spearheaded data integrity projects via weekly, quarterly, and annual inspections of account plans, pipelines, and close plans.• Redesigned and developed new tools, templates, and 50 dashboards for optimized account planning and opportunity assessments while contributing to a streamlined forecast and pipeline review process.

San Carlos, California, Us

Highlights: • Was hired as the first-ever CSM of a publicly traded company while being responsible for managing the company’s largest customers. • Achieved 100% Attainment 6 Straight Quarters• Monitored key metrics and usage in order to devise custom training plans to target areas of growth and helping customers achieve their business goals. • Worked with customers to design success metrics, define healthy usage, and triage low-performing or at-risk customers. • Conducted quarterly business reviews with execs.