TOBIE E. LOUW
San Jose,CA
Summary
Driven-Accomplished-Proven LEADER in Sales, GTM, Project Management and proven People, Solution, Operations and Sales & Enablement leader.
20+ Years Direct Sales, Consulting, Enablement, Growth, Training, Partnership/Channel focus plus a HUGE Customer Focused Advocate/Liaison. Strong trusting professional Networks. Strive for excellence with a consultative approach, growing sales and market share, while remaining customer centric. Strong brand loyalty and objectives through integrity, passion and a strong personal drive.
Proven and Successful Sales and People leader who drives towards success in today’s ever-changing technology and business environments.
A trusted advisor who builds strong connectivity between clients, partners and team members. Major Accomplishment with a start-up by closing a $3.1M dollar opportunity within my 1st year.
My "Passion Projects" are family, friends and Practicing/Educating on Sustainability. Constantly promote and improve choices people make to create a more sustainable future. Committed to innovate, educate and taking direct action - Reduce, Reuse, Refuse and Recycle!
Overview
9
9
years of professional experience
Work History
Sr. Manager, Sales & Enablement Google Cloud/GCP
Google via Cognizant Technology Solutions
Sunnyvale, CA
06.2020 - Current
- Help grow Google's revenue to $33B and marketshare from 7% in 2019 to 11% in 2023 as part of the $227B+ Global Cloud Services spending.
- Contribute to Google Cloud's success with core focus on GTM and direct sales, "how we can do better"! Monitoring performance/data to adapt to fast and effective methods, closing deals more effectively and strategically.
- Pioneered and implemented a successful Program for effective Selling across all Google Cloud sales teams excelling sales within these major verticals: HCLS, FSI, CPG/RTL, High-Tech (+AI) and TMEG.
- Establish sales goals/targets and provide insights to strategies, which contributes to increased sales and growth of Google Cloud/Alphabet.
- Cultivate strong relations with operations, product managers, sales teams, channel, SME/CE's and marketing to drive sales effectiveness.
- Strategize on CXO engagements and Executive Briefings (EBC's) to strengthen and build customer relations for increased marketshare and win more deals.
- Create critical and personalized content through research and past sales experience with core customer focus.
- Strategize on Go-To-Market and promote methodologies/techniques in digital transformation for all verticals.
- Conduct extensive Market Research on Trends, Competitors, Partners and evolving Sales Methodologies with Gen AI and Data Analytics.
- Mentor and empower my team into elevated positions to drive constant professional development with my leadership ability and vision.
Director of Business and Channel Dev.
Alibaba Cloud
San Mateo, CA
09.2018 - 05.2020
- Extensive experience doing business in China and extending my knowledge into other markets, to help elevate the power of the Asian consumer and how this will exponentially elevate Northam sales.
- Direct sales and business development in a trusted advisory role at Alibaba Cloud, providing a suite of global cloud computing services for customers by promoting Alibaba’s secure infrastructure and ecosystem across international borders.
- Extensive start-up experience, building strategies from the ground up, sourcing leads and grow business opportunities in the USA to clients with very little understanding of the Chinese markets and model of exponentially growing sales.
- Develop a China Gateway program for Retail, Media, IOT Technology, Financial and Automotive sectors guiding clients through a secure, multi-cloud world.
- Deliver workshops, seminars and speaking engagements on cloud infrastructure, multi-cloud network, security solutions and elastic cloud computing.
Account Executive/Field Sales Manager
BMC Software
Santa Clara, CA
02.2017 - 08.2018
- Direct Field Sales consulting and collaborate/partner with prospects and clients by preparing briefs on finding solutions to meet their requirements. Implement offerings within a core focus on HCLS, RTL, SCL, High-Tech and managed to exceed a $2M quota in my first full year.
- Developed and cultivated customer relationships to sustain constant revenue growth and market share within ITSM markets.
- Negotiated contracts, closed sales agreements and supported sales teams in expanding growth and new product/solution launches.
- Extensive research and discovery, hosted C-Suite executive meetings in understanding the customer's landscape and finding the win-win.
- Weighed up budgets for solutions and implementation, setting high sales goals, while reporting clear outcomes on every opportunity.
Account Executive
Cherwell
Colorado Springs, CO
04.2015 - 01.2017
- Start-up company.
- Territory California and Canada.
- Direct sales and consulting, competing with BMC, ServiceNow, etc.
- President's Club Award for a $3.1M closed and won opportunity in HCLS.
Education
MBA - Logistics And Economics (Supply Chain/Transport)
University of Stellenbosch
Western Cape, South Africa12.1993
Skills
- Leadership, Executive Sales, Consultative Nature, Project Lead
- Operations, Project and Sales Management
- Creative, Open Minded Approach to Work & Life
- Generative AI, Digital Transformation, Smart Analytics
- Major experience in HCLS, FSI, TMEG, CPG, RTL, MFG, SCL Verticals
- Complex Project Planning, Implementation, Sales Enablement, Training, Continued Development, Growth and Monitoring
- Global and Domestic Cross-Cultural People & Process Development
- Energetic and Effective Sales Teams Development/Growth
- Coach - Mentor - Observer - Storyteller - Leader with Empathy
- Believe in End-to-End Performance Success Metrics
- Data Analysis, Evaluate Metrics and drive towards Impactful Outcomes
- Market Intelligence through Research and Visionary Approaches
- Leadership Energy Drive Vision = Success!
- Google Digital Cloud Leadership Certification 2023
Affiliations
Alibaba’s
- Board Member, Clean Oceans International
- ITIL Certified
- Alibaba Cloud Certified
- Google Cloud Certified
- Cloud Digital Leader Certification 2023
Accomplishments
- Hewlett-Packard 2008 to 2015: Palo Alto, CA. Account Executive, achieved three President’s Club Awards and multiple Representative of the Quarter Awards at Hewlett-Packard: FY15-210%; FY14-107% and FY13-102%.
- Oracle Corporation 2005 to 2008: Redwood Shores, CA North American Strategic Account Manager: Jan ’05 - Jan ‘08. Multiple Oracle President’s Club-exceeded quota two years in a row. FY07-116%; FY06-121%. Database Technology, Middleware and Business Intelligence solutions.
- OTHER Accomplishments: Board of Directors Clean Oceans International (COI) Santa Cruz, CA Dec ‘17 to Present. Active Volunteering: Medicine on the Move (Africa), Lucile Packard Children’s Hospital, Ronald McDonald House (Palo Alto, CA). Community Involvement: Second Harvest Food Bank - San Jose, CA.
Timeline
Sr. Manager, Sales & Enablement Google Cloud/GCP
Google via Cognizant Technology Solutions
06.2020 - Current
Director of Business and Channel Dev.
Alibaba Cloud
09.2018 - 05.2020
Account Executive/Field Sales Manager
BMC Software
02.2017 - 08.2018
Account Executive
Cherwell
04.2015 - 01.2017
MBA - Logistics And Economics (Supply Chain/Transport)
University of Stellenbosch
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