Tom Babula Email & Phone Number

Los Gatos, CA, US

Sunnyvale, CA, US

• Lead 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.

Santa Clara, California, US

• Led 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.

Cupertino, 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.

Milpitas, 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.
• 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.

San 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.
• 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.

San 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.

Hoofddorp, 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.

US

• Recruited OEM and Strategic Partners — successfully building the team and signing the first OEM Agreement with Compaq.

US

• Led Sales team selling to retail and distribution partners — growing sales by 104%.

Tokyo, JP

• Responsible for retail channel business — increasing shipments by 300% in 12 months.

Cupertino, 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.

Cupertino, 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.

Aptos, 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.

Master Of Business Administration - Mba

Bachelor Of Arts - Ba, Political Science

Study Abroad — Rome, Italy