Jeff Litman

• I have Global Responsibility for our IBM Alliance Sell-To & Sell-Through relationship for Cybersecurity
• I work within the various IBM Groups such as IBM Software, IBM Consulting, IBM Managed Cybersecurity Services, and IBM Product Support teams
• I also work with IBM Legal to help construct contracts and amendments for the various services we provide
• Activities include: Build relationships with all key stakeholders, Product Teams, Support Teams, and CTO Office
• Work with IBM teams to operational cybersecurity offerings we jointly take to market
• Work with Product teams to provide engineering services across all cyber products
• Work with SW Support teams to build SKU based uplift support offerings for clients
• Work with CTO office to develop new product enhancements for Cybersecurity
• Work within IBM Consulting to deliver and support Managed Cybersecurity services
• With within IBM Marketing to co-develop sales campaigns
• Work within IBM Legal for all commercials.

Responsibilities: Build from ground up a Global Partner Ecosystem that scales Insurity business. Working with key Strategic GSI partners; EY, PWC, IBM, Wipro, Cognizant, TATA, Infosys, HCL, Tech Mahindra and others. Create a Program of sell-to, sell-through and sell-with sales motions.

Activities include:

· Roll up my sleeves attitude to onboard new GSI partners from contracts to joint GTM Account planning.

· Develop Global Strategy and Engagement model with key GSIs that drive revenue through solutions,

· Project delivery & extended market reach.

· Build & execute against global business plans with GSI partners that accelerate revenue, awareness, enablement & joint solution development.

· Work with GSI partners to develop and market vertical\horizontal solutions that address specific client needs and expand the addressable market for software licenses & GSI Services.

· Work within GSI Product Teams to embed our technologies into their reference architecture they take to market.

· Work with our field teams including Executive Leadership, Account Executives, Customer Success Managers, Partner Managers & Partner Solutions Architects to drive & support engagement with GSI client relationship executives and practitioners in targeted accounts.

· Conduct Executive Business Reviews and communicate KPI’s across GSIs in markets around the world.

· Hire and build a Global Team of GSI Managers in NA, EMEA and APJ

Responsibilities: I managed the Global Alliances with key Strategic GSI partners, Wipro, Cognizant, TATA, Infosys, HCL, Tech Mahindra and others. Upon joining Radware, these partners have been more transactional than strategic. My role is to build these into more strategic partners from the ground up and scale the business by sell-to, sell-through and sell-with sales motions.

Activities include:

· Develop Global Strategy and Engagement model with key Global Systems Integrators.

· Develop Value Proposition to differentiate joint offerings.

· Define global GTM and Execution Strategies.

· Work with GSI Product Teams to embed our technologies into their reference architecture to take tomarket.

· Work closely with the Regional Sales leaders and their teams to drive revenue working with GSI’s.

· Evangelize and drive cross-training and enablement activities to promote knowledge transfer to effectively enable our teams and create demand.

· Work cross-functionally with sales, product management, marketing, training/enablement and legal to build out Alliance go-to-market motion.

· Build effective executive relationships and sponsors through regular joint business reviews and technology briefings to direct, educate & communicate business plan priorities and progress.

Responsibilities: I headed up our Global Alliances with key Strategic GSI partners, Wipro, Cognizant, TATA, Infosys, HCL, Tech Mahindra and others. Upon joining Proofpoint, these partners have been more transactional than strategic. My role is to build these into more strategic partners from the ground up and scale the business by sell-to, sell-through and sell-with sales motions.

Activities include:

· Develop Global Strategy and Engagement model with key Global Systems Integrators.

· Develop Value Proposition to differentiate joint offerings.

· Define global GTM and ExecutionStrategies.

· Working with our Channel Partner Programs head to develop partner programs such as BDF, MDF and general rules of engagement.

· Work closely with the Regional Sales leaders and their teams to drive revenue working with GSI’s.

· Evangelize and drive cross-training and enablement activities to promote knowledge transfer to effectively enable our teams and create demand.

· Work cross-functionally with sales, product management, marketing, training/enablement and legal to build out Alliance go-to-market motion.

· Build effective executive relationships and sponsors through joint QBR’s and technology briefings to direct, educate & communicate business plan priorities and progress.

Responsibilities: I led IBM Security SW Global Alliances with several key Strategic GSI partners, Wipro, Cognizant, TATA, Infosys, HCL, Tech Mahindra and others. Having built these from the ground up with Year/Year accelerated growth and scale by sell-to, sell-through and sell-with sales motions.

Activities include:

· Develop Global Strategy and Engagement model for IBM Alliances with key Global Systems Integrators.

· Develop Value Proposition to differentiate joint offerings

· Define global GTM and Execution Strategies.

· Work closely with the Regional Sales leaders and their teams to drive revenue working with GSI’s.

· Evangelize and drive cross-training and enablement activities to promote knowledge transfer to effectively enable our teams and create demand.

· Work with cross-functional teams internally and externally to form a collaborated effort.

· Build effective executive relationships and sponsors through regular joint business reviews and technology briefings to direct, educate & communicate business plan priorities and progress.

Achievements:

· 2017 - $167 - Million Yearly Revenue Plan / $152-Million Yearly Sales Quota

· 2016 - $142 - Million Yearly Revenue Plan / $127-Million Yearly Sales Quota

Responsibilities: I managed one of HP’s fastest growing India based SI partners Wipro. I was responsible for $137M in revenue and the profitability of HP’s Products and Solutions driving our largest and most impactful Go-To-Market initiatives.

· Manage opportunity pipeline against objectives/metrics to exceed quarterly revenue targets.

· Support country and vertical business plans – manage roll up of Vertical coverage model for Alliances.

· Align operations/strategy across Alliances, Sales, and marketing for Regional Leadership.

· Support regional awareness of Alliances’ unique GTM strategy and platform-based solutionofferings.

· Implement and lead standardize regional reporting across stakeholders and from country toregion.

· Facilitate regional target account identification, engagement & planning.

· Evangelize Enterprise Alliance strategy across multiple internal organizations including sales, marketing, services, and product marketing/management organizations.

· Align with Regional Sales Leaders for sales strategy and vision of Partner engagement.

· Work with Marketing/PR/Events to align plan against global and regional coverage model.

· Drive regional QBRs for each Alliance, sales and both HP & Wipro Leadership.

· Develop C-Level mapping and sponsorship between HP & Wipro Executives.

Achievements:

· 2014 - $137-Million Yearly Revenue Plan / $124-Million Yearly Sales Quota

Responsibilities: I managed our Global Alliance with EMC, VMware and VCE contributing over $189M in yearly revenues. I managed a direct team of five Alliance Managers covering the Americas, EMEA, India and APJ. Activities include delivering joint wins within our industry verticals and enterprise geographies with client facing field teams. Identify, Create, Prioritize and Execute on joint go-to market solutions. Evangelize and drive cross-training and readiness activities to promote knowledge transfer to effectively enable our teams and create demand. Worked with cross-functional teams internally and externally to form a collaborated effort. Built effective executive relationships through regular joint business reviews and technology briefings to direct, educate & communicate business plan priorities and progress.

Achievements:

• 2013 - $187 - Million Yearly Revenue Plan / $157-Million Yearly Sales Quota

Responsibilities: I managed two of our largest Strategic Alliance Partners, HP & Dell, and was responsible for driving new incremental revenues through them. AppSense GTM strategy relies heavily on both the Channel and Alliance Partners to scale. I developed a sustainable business model where AppSense becomes imbedded into HP & Dells Virtualization Portfolio reference architectures. AppSense has developed a software suite of Virtualization Solutions that allows IT to manage the user, not the device. These solutions are key components within both HP & Dell’s own Virtualization portfolio offerings. Desktop & Mobile virtualization is the next wave of challenges that IT is being tasked with due to BYOD and many consumers are now using both personal and corporate owned assets for both work and non-work-related functions. AppSense decouples the user from the device and app allowing IT to manage the users profile and policies no matter what device they are using at any time.