Brian Gotowka
Orchard Park,NY
Summary
Results-driven alliance management professional with proven history of building and sustaining profitable partnerships. Known for fostering collaboration and driving impactful initiatives while adapting to evolving business needs. Recognized for strategic thinking and effective communication skills.
Overview
13
13
years of professional experience
Work History
VMware Cloud Alliance Manager
Arrow Electronics
02.2025 - Current
- Built the VMware Cloud Service Provider Offering from scratch at Arrow Electronics in North America.
- Targeted and engaged with the top 50 Premier partners in North America who will need to select a new Cloud Commerce Manager over the next 2 years.
- Advised Arrow leaders in EMEA on their white label strategy and helped refine the pricing strategy based upon my experience with the program. EMEA went from 0 contracts to 15+ contracts in the last 3 months.
- Worked with Arrow Capital Solutions to offering monthly payment options on multiyear contracts since Broadcom removed this option in late 2024.
- Designed the quoting and order process at Arrow for the VMware Cloud Service Provider Program.
Sales Executive (VMware)
Ingram Micro
04.2022 - 01.2025
- Field Executive covering the United States. With overall responsibility for over 500 partners and 800 unique contracts. Total revenue value of over $130M in 2023.
- Maximized our rebate in 2023 and 2024, resulting in a 12% rebate payout on distribution led partners. Greatly increasing the overall profitability of the vendor at Ingram Micro.
- Signed two new global partners to worldwide contract with Ingram Micro - resulting in an additional $15M in annual revenue.
- Negotiated and won a new $150M contract in Q2 and Q3 of 2024 with one of the largest CSP's in the VMware program.
Vendor Business Manager (Intel)
Ingram Micro
04.2021 - 04.2022
- Responsible for the overall Ingram Micro and Intel relationship - P&L, sales, marketing, purchasing and presales technical support. Yearly revenue totaled $285M in 2021.
- Grew Q4 margin $ by 45% when compared to Q4 2020, despite 14% less overall revenue.
- Negotiated a $22M rollout of Intel L9 servers in February of 2022.
- Launched a new worldwide fulfillment/fee for service program between Intel and Ingram Micro. This accounted for $20M in new revenue in 2022.
- Redesigned RMA process with Intel reducing our exposure and loss.
Sales Manager (Integrated Solutions Group)
Ingram Micro
01.2019 - 08.2021
- Managed Inside Vendor Sales Team of 18 associates covering AMD, Intel Western Digital, Seagate, Micron, Nvidia, Samsung, Kingston, Mellanox, and Asus.
- Grew the business 29% year over year in 2020 for a total of $1.29B in overall revenue.
- Increased front end margin by 74% over previous year.
- Tripled our margin on graphics cards from 2.8% in 2020 to over 9% in 2021.
- Designed processes and procedures for our new integration center in Mira Loma, CA as well as managing the team supporting this new initiative.
- Responsible for hiring, training, and coaching all members of my team.
Market Development/Solutions Specialist I, II, Sr
Ingram Micro
09.2012 - 12.2018
- Two time Ingram Micro President's Club Award Winner.
- Cultivating strategic relationships with vendors and their inside and field sales teams.
- Integrated Fusion-io into SanDisk at Ingram Micro, resulting in an additional $76M of annual revenue.
- Received both the Q1 2015 & Q2 2016 Cross Boundary Award from the Global Business Unit for my outstanding sales, support, and customer experience while working with the Dell account.
- $358M in revenue across Western Digital, HGST, and SanDisk in 2018, a 67% increase from the previous year.
- On Boarding Peer Coach for the Components Business Unit.
- Completed the Ingram Micro Grow to Lead Program.
Skills
- Customer engagement
- Relationship management
- Partnership development
- Influencing skills
- Attention to detail
Timeline
VMware Cloud Alliance Manager
Arrow Electronics
02.2025 - Current
Sales Executive (VMware)
Ingram Micro
04.2022 - 01.2025
Vendor Business Manager (Intel)
Ingram Micro
04.2021 - 04.2022
Sales Manager (Integrated Solutions Group)
Ingram Micro
01.2019 - 08.2021
Market Development/Solutions Specialist I, II, Sr
Ingram Micro
09.2012 - 12.2018
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