Steven Fleischman Email & Phone Number

Houston, Texas, United States

King Of Prussia, Pa, Us

Strategic Partner Engagement and Growth Acceleration• Recruit and enable top-tier Global System Integrators and Regional System Integrators to develop and execute multi-year strategic plans for co-selling, co-delivery, and joint client engagements, driving regional growth acceleration.• Foster collaborative efforts between VAR partners and Vertex for deal-level tactics, working closely with sales teams to drive revenue and expand the sales pipeline.Partner Program Framework Development• Built the SAP SI partner program framework from the ground up, encompassing recruitment, partnership agreements, go-to-market programs, partner representative outreach, enablement, and co-marketing efforts.• Established operational rigor and governance for Quarterly Business Reviews (QBRs) and business reviews between Vertex and Alliance partner leadership teams, negotiating contracts with partners.Exceptional Performance and Strategic Execution• Collaborate with Vertex's executive team and internal leaders to drive actionable strategies and foster world-class execution capabilities.• Compile and maintain comprehensive activity and performance reports, generating insightful dashboards for strategic decision-making.

Palo Alto, California, Us

• Developed and executed high-impact programs that optimized integrated campaigns, ensuring overall goals were met for new inquiries (INQs), marketing qualified leads (MQLs), sales qualified leads (SQLs), conversion rates, and pipeline generation.• Achieved FY'23 goals within 5 months, with MQL and SAL conversion rates exceeding 70%, and MQL to Meeting conversion rate of 4.4%.Cross-Functional Collaboration and Lead Conversion• Worked closely with Channel Partners, SDR team, Sales Operations, and Marketing Operations to help convert marketing qualified leads to opportunities and pipeline targets, facilitating the transition to a cloud model.• Led and managed a cross-functional team to develop plans and strategies for delivering partner joint go-to-market programs, campaigns, and metrics for continuous improvement.Sales-Marketing Alignment and Stakeholder Engagement• Created Sales-Marketing interlock plans to socialize and drive towards revenue objectives for top-of-funnel inbound and outbound programs.• Gathered necessary teams and led integrated campaign kickoffs and post-mortem meetings, presenting plans to stakeholders.• Collaborated with key partners, including NetApp, Pure Storage, HPE, Palo Alto Networks, and Fortinet.

Houston, Texas, Us

Strategic Partner Go-to-Market and Revenue Growth• Led go-to-market plans with strategic partners through direct and indirect sales for major partners which included Oracle, Microsoft, SAP, KPMG, Citrix, DXC, Google, VMware, and Red Hat.• Developed and delivered as-a-service and Cloud solutions that added value and drove revenue growth across market segments and industry sectors, contributing to corporate 77% year-over-year growth.• Strategized, implemented, and led joint integrated marketing plans that built pipeline via global campaigns, including social media, marketing programs, global/regional business unit planning, MDF/MIE management, vendor management, event and trade show leadership, and internal/external communications.Marketing Development Funds (MDF) Program Optimization• Revamped and aligned MDF programs for VMware and Red Hat to global objectives by hiring regional champions and instituting a new reporting process, resulting in an ROI increase of 37:1 for Red Hat and 26:1 for VMware.• Evangelized and elevated alliance relationships through multi-year joint strategic vision and roadmaps, including a comprehensive business plan benefiting both organizations.• Ensured route-to-market was well-established and adequately leveraged by direct and indirect teams, moving customers to as-a-service subscription-based solutions.High-Impact Sales Campaigns and Revenue Generation• Created and executed sales center campaigns that generated $26M and $17M for Red Hat and VMware, respectively.• Designed and implemented a go-to-market (GTM) plan for the Microsoft and SAP Alliances, developing strategies for addressing client challenges in each significant solution area and establishing processes for continued innovation.• Extended content and MDF to Distribution/Channel partners to enable and expand corporate campaigns.

Houston, Texas, Us

Go-to-Market Strategy and Innovation• Designed and implemented comprehensive go-to-market (GTM) plans for Microsoft and SAP Alliances, developing strategies to address client challenges in key solution areas and establishing processes for ongoing innovation.• Extended content and Marketing Development Funds (MDF) to Distribution and Channel partners to enable and expand corporate campaigns, driving broader market reach and engagement.Executive Relationship Management and Revenue Growth• Established and fostered executive-level relationships among alliance partners and HPE leadership, creating a communicative culture that identified new market opportunities and drove incremental revenues for all parties.• Researched, evaluated, and articulated the business value of Alliance Partners' products and services, advising HPE market and services leaders on how to leverage these partnerships within their businesses.Pipeline Management and Performance Reporting• Maintained an accurate joint-sales pipeline, providing timely and insightful reports to key stakeholders among alliance executives.• Exceeded ambitious revenue goals, with FY'16 alliance revenue surpassing $100M against a $77M year-over-year plan.

Houston, Texas, Us

Sales Incentive Program Development• Developed and launched Flex Bundles, a new sales incentive program that was widely adopted across Alliances, achieving $70M in revenue within 10 months.Channel Program Building and Enablement• Built comprehensive channel programs by defining Microsoft workload solutions based on historical data and total addressable market, supported by corresponding marketing assets and sales enablement tools.Leadership in Complex Campaigns• Collaborated with regional leadership to execute executive campaigns, leading both internal and external channel programs with significant complexity and associated risk.• Drove and fostered joint solutions, provided feedback on programs, and conducted post-project evaluations that resulted in increased revenue and distribution.Strategic Communication and Alignment• Communicated strategic process decisions and plans, program status, issues, and workarounds to achieve alignment among the highest levels of the business, function, or region.• Conveyed value propositions to Global System Integrators (GSIs), National System Integrators (NSIs), Value-Added Distributors (VADs), and channel partners, leveraging business impact knowledge to lead process, program, and strategy development on a global scale.

Houston, Texas, Us

Microsoft GTM Strategy & MarketingBudget Management and ROI Achievement• Managed a marketing budget of over $1M for Microsoft Virtualization & Private Cloud across North, South, and Central America, achieving an impressive ROI of over 30:1.Cross-Functional Team Leadership• Led and managed multiple cross-functional & cross-organizational teams to develop & execute marketing plans that supported both short-term and long-term growth objectives and strategies.Value Proposition and Positioning• Directed the development of value propositions and positioning, ensuring that marketing communications and collateral remained aligned across regions, partners, and industry segments.Performance-Based MDF Program• Drove integrated marketing & business plans through the Frontline Partnership program by creating a performance-based Marketing Development Funds (MDF) program that rewarded partners based on contribution to the business.SAP Channel Partner Network Development• Recruited, developed, engaged members of the channel partner network, effectively extending the HP sales team’s reach and capabilities.Account-Based Marketing and Sales Collaboration• Collaborated closely with the sales organization on account-based marketing activities, successfully retiring a quota of $1B+ meeting sales objectives.• Strategized with SAP sellers to drive deeper HANA adoption & expansion among existing customers through targeted workshops and 1:1 training sessions, resulting in a 7% increase in license sales.Lead Generation and Campaign Execution• Developed and executed high-impact lead generation campaigns in partnership with SAP sales & channel partners, driving significant pipeline growth aligned with alliance sales, business units, and business partners to maximize campaign effectiveness.Marketing Tactics and Brand Awareness• Built awareness through a variety of marketing tactics enhancing web presence, SEO/SEM strategies, micro-sites, & organizing industry events & seminars.

Houston, Texas, Us

Go-to-Market Strategy and Campaign Development• Developed and executed go-to-market strategies with Oracle, designing targeted campaigns for new prospects and existing accounts. Enhanced existing sales and marketing materials and created new assets to capitalize on emerging opportunities.ESSN Alliance Strategy Execution• Led and monitored the local execution of ESSN alliance strategies across the US, ensuring high ROI by continuously developing a new sales pipeline and proactively addressing new revenue generation opportunities.Internal Engagement and Goal Alignment• Fostered tight goals and ongoing internal engagement among alliance sales, HP business units, and partners (Oracle and Intel), ensuring readiness to meet opportunities as they arose.Strategic Marketing and Event Representation• Represented HP ESSN in strategic marketing and planning for lead generation, booth presentations, HP events, and post-event lead follow-up for major industry events such as Oracle Open World, Collaborate, and Quest.Oracle Solution Elite Partners Ecosystem• Managed and built an Oracle Solution Elite Partners (VARs and Distributors) ecosystem as a go-to-market strategy for the commercial/mid-market segment. This initiative led to double-digit year-over-year growth for five consecutive years, with revenue increasing from seven partners and $7M in FY’05 to 34 partners and $282M in FY’10.