Tom Babula Email and Phone Number
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I am an accomplished global channel leader with a track record of building & leading complex global selling organizations that grow market share in consumer, SMB, and mid-enterprise markets. Throughout my career, I have built successful partnerships and a unique expertise that spans hardware, subscription services, and Hardware as a Service. My successes include:• Serving as VP Micro Business Channels at Palo Alto Networks, SVP WW Sales at Arlo Technologies, VP Sales at NETGEAR, and a veteran of Apple’s NA/EU team.• Leading channel sales teams and growing market share with Omni Channel Resellers, (Best Buy, Costco, Walmart, etc.), eCommerce (Amazon) as well as Distributors, VARs, MSSPs, and SPs (Ingram, CDW, SHI, AT&T, Verizon, etc.).• Driving $800M+ in annual revenue and managing hyper sales growth from $0 to $450M in 3 years.• International experience building and managing teams in the Americas, EMEA, and APAC, including an international assignment in Europe with Apple.• Part of the C-Staff at Arlo responsible for spinning the company out of NETGEAR — subsequently taking the company to the #1 market position.• Boot strap start-up experience leading sales and corporate development for Priatta Networks — signing strategic partnerships and positioning the business for successful acquisition.• Driving strategic business growth initiatives — pitching & collaborating with partners, boards, and investors on approvals.• Powerful network encompassing Omni Channel, eCommerce, Distribution, VARs, SIs, and MSSPs with established & trusted relationships with Amazon, Best Buy, Costco, Walmart, Ingram, CDW, Dell, etc.All in — No matter the market, I am a passionate business builder, c-suite advisor, and people-first manager skilled at cracking open datasets to create eCommerce, Omni Channel, and reseller strategies that increase top & bottom-line growth.AREAS OF EXPERTISE:CHANNEL & GROWTH MANAGEMENTB2B & B2C Channel Development (Consumer, eCommerce, SMB, SI, VAR, SaaS, SASE, HaaS, Service Provider) • Strategic Partnerships • New Market Development • Distribution Strategy • Digital & Omni ChannelBUSINESS PLANNING & DIRECTIONP&L Responsibility • GTM Strategy • Business Plan Creation • KPI & Performance Controls • Change ManagementINSIGHT-DRIVEN DECISION MAKINGAnalytics Oversight • Customer & Market Research • Competitive IntelligenceCROSS-FUNCTIONAL TEAM LEADERSHIPGround-up Organizational Building • Developing High-Performing Global Teams across the Organization
Fortinet
View- Website:
- fortinet.com
- Employees:
- 15487
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FortinetLos Gatos, Ca, Us
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Head Of Consumer & Smb ChannelsFortinet 2022 - PresentSunnyvale, Ca, UsLead efforts to expand company into the Consumer & SMB markets by developing the GTM strategy and aligning sales and operations to execute sales programs and strategies.• Deliver top-line results for consumer and SMB channel sales including Retail, eCom, and Service Provider focusing on subscription and support service sales.• Grow market share and establish Fortinet as the number one player in the secure networking category.
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Vice President, Channel SalesPalo Alto Networks 2021 - 2022Santa Clara, California, UsLed GTM strategy & channel sales to bring the company’s enterprise-grade security solutions to a new SMB and Consumer market segment through an innovative Hardware as a Service model.• Built GTM channel team, hired new talent, and signed agreements with key partners including Ingram, CDW, Dell, SHI, and Amazon to sell innovative services offerings including Hardware As A Service. -
Head Of Business DevelopmentPriatta Networks 2020 - 2021Cupertino, Ca, Us• Developed go-to-market sales strategy for SaaS-based IoT security platform designed to stop IoT devices from being weaponized against enterprise networks.• Led corporate development activities and channel partnerships — negotiating key strategic agreements and positioning the company for successful acquisition by ZScaler. -
Svp, Sales & Channel StrategyArlo Technologies, Inc. 2018 - 2020Milpitas, California, Us• Led all sales, channel marketing, and program efforts — designing sales organization; developing a global go-to-market sales plan; building, coaching, and developing high-performing team members; and cultivating relationships with key customer accounts.• Grew hardware and subscription service sales from startup to $450M — positioning the organization for a successful IPO on the NYSE.• Led transformation initiative to evolve business model from hardware-only to subscription-based edge-connected devices and services (SaaS) — creating an annual recurring revenue stream.• Successfully collaborated with industry partners and internal teams to reach the #1 Market Share position in IP cameras.• Developed e-commerce and retail sales promotional strategies and tactics.• Recruited industry leaders (e.g., AT&T, Verizon, Amazon, Best Buy, Walmart, & Costco) to become Arlo Partners.• Collaborated with the senior leadership team to deliver forecasted Wall Street results to shareholders.• Utilized networking expertise to quickly build teams from established network and key industry contacts. -
Vice President, SalesNetgear 2011 - 2018San Jose, California, Us• Led $800M+ sales and channel marketing organization in the US, Canada, and Latin America. Worked with executive management team and key partners to develop go-to-market strategies and chart growth plan for the networking/smart home categories.• Conceived strategies and created programs that resulted in NETGEAR capturing the #1 marketshare in consumer networking and unmanaged SMB switching in the US.• Negotiated multi-million-dollar contracts with leading Retailers (Best Buy, Costco, Staples, Office Depot) and e-commerce companies (Amazon, Newegg) — resulting in 146% revenue growth.• Partnered with AT&T and Verizon to certify the world’s first wire-free LTE camera — negotiating successful agreements for sales and distribution through B2B / B2C partner channels.• Developed channel strategy, pricing models, programs, and partner engagement initiatives that doubled market share to 36% in 5 years—reducing marketing spending by $1M+.• Provided insights to all areas of the organization (from product management to operations) to drive success. -
Director, Retail SalesNetgear 2006 - 2010San Jose, California, Us• Grew revenues 51% in 2010 while reducing marketing expenditures by 18%.• Doubled shelf presence by negotiating favorable shelf and ad share agreements.• Developed mass merchant channel expansion strategy, including securing a deal with Walmart representing 3500+ new storefronts and $50M+ in new revenue.• Established and maintained key customer account relationships, ensuring successful product introductions and demand generation programs by working closely with product management, finance, and operations.
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Executive Director, Retail SalesKonica Minolta 2003 - 2006Hoofddorp, Noord-Holland, Nl• Managed all aspects of the $80M printing solutions retail business, including sales, channel marketing, and P&L.• Developed and executed retail expansion plan resulting in 50%+ growth in Color Laser Printers. -
Director, Business Partnerships & Oem SalesPacketeer 2001 - 2003Us• Recruited OEM and Strategic Partners — successfully building the team and signing the first OEM Agreement with Compaq. -
Senior Director, Us Sales & Business SalesNetobjects Inc. 1999 - 2001Us• Led Sales team selling to retail and distribution partners — growing sales by 104%. -
Director, Retail SalesNec Technologies 1998 - 1999Tokyo, Jp• Responsible for retail channel business — increasing shipments by 300% in 12 months. -
European Business Development ManagerApple 1996 - 1998Cupertino, California, Us• Tapped to relocate to the Netherlands to oversee and grow the Pan-European $80M Imaging business — negotiating agreements with European partners and successfully laying the groundwork for more efficient operations across the region. -
Senior Channel Development ManagerApple 1992 - 1996Cupertino, California, Us• Joined Apple serving in several channel development roles in the retail, business, and education channels — developing and launching Apple’s first MAP policy as well as the company’s first Mail Order program.
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National Sales ManagerEngage Communication 1990 - 1992Aptos, California, Us• Brought on by the enterprise networking startup to play a key role in shaping its sales process, develop a profitable opportunity pipeline, and close business on a national basis.
Tom Babula Skills
Tom Babula Education Details
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Santa Clara UniversityMaster Of Business Administration - Mba -
Loyola University ChicagoPolitical Science
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Loyola University ChicagoItaly
Frequently Asked Questions about Tom Babula
What company does Tom Babula work for?
Tom Babula works for Fortinet
What is Tom Babula's role at the current company?
Tom Babula's current role is Global Channel Sales Executive | Trusted People Leader & C-Level Advisor | B2B / B2C Partnership & Revenue Driver.
What is Tom Babula's email address?
Tom Babula's email address is to****@****iew.com
What schools did Tom Babula attend?
Tom Babula attended Santa Clara University, Loyola University Chicago, Loyola University Chicago.
What skills is Tom Babula known for?
Tom Babula has skills like Strategy, Business Development, E Commerce, Multi Channel Marketing, Strategic Partnerships, Sales, Product Marketing, P&l Management, Channel, Networking, Product Management, Competitive Analysis.
Who are Tom Babula's colleagues?
Tom Babula's colleagues are Antonio Arcidiacono, Ziyan Xu, Christopher James, Tianlei Wang, Neyka Kyosova, Fortinet Service, Daniel Tai.
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