University of Vienna

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General Manager, Partner & Alliances @  EMEA Emerging Markets at Amazon Web Services (AWS)

Amazon Web Services (AWS)

General Manager, Channel & Partner Sales @ EMEA CENTRAL

I lead the AWS all Partner Channels & Alliances Team in the EMEA Emerging Markets region (RUCIS, Central Eastern Europe, Turkey, Middle East & North Africa and Sub-Saharan Africa). I am responsible for defining the business strategy for the AWS partner ecosystem and all aspects of partner development and partner success management. This includes and is not limited to partner recruitment, training & enablement, partner demand generation and partner sales management for Global, National and Local System Integrators (SI´s), Independent Software Vendors (ISV´s), Born-in-Cloud Partners, Resellers, Distributors and Telco´s.  I help partners to successfully engage and take full advantage of the AWS Partner Network (APN), the global community of Partners who leverage Amazon Web Services to build solutions and services for customers.

General Manager, Channels & Partner Sales @  EMEA Emerging Markets

As VP for EMEA and APAC I have managed sales & marketing and led company's international business transformation on its journey to become a leader in mobile connectivity, mobile device analytics and big data services. I have broaden iPass’ reach, coverage and addressable market to networks operators, enterprises, data aggregators, distributors, advertisers, retailers, and app developers.

iPass

Vice President Sales, EMEA & APAC

Provided leadership and managed VMware´s direct sales led General Business and its Ecosystem of more than 10,000 Channel & Alliance Partnerships in the CEMEA region, consisting of Solution Providers, Distributors, Cloud Aggregators, Service Providers, System Integrators, Service & Consulting Partners, Independent Software Vendors, Technology Partners & Strategic Alliances, OEM Partnerships including and not limited to Cisco, DELL, Fujitsu, HP, IBM, Lenovo. Directed team of 100+ direct sales, inside sales, channel sales, marketing, and pre-sales managers.

VMware

Head of General Business & Channel Sales EMEA Central Region

Managed  EMEA and APAC Software and Cloud business with more than 100,000 annual sales transactions. 
• Led a team of global Sales Managers, Inside Sales, Sales Engineers, and Program Managers. 
• Managed an ecosystem of 7,000+ business partners.
• Led the EMEA & APAC field organization through a transition from private organization to IPO ready 
• Introduced and deployed channel excellence programs to boost channel quality and increase channel capacity across the region
• Created a culture of high performance through redesign of incentive and compensation plans for sales team.

GFI Software

Vice President, EMEA & APAC

• Appointed to manage SME business operations, channel sales / inside sales GTM thru strategic alliances, with key players including IBM, HP, Fujitsu, and Intel
• Managed worldwide Distribution of SAP-Business Objects business, with P&L oversight for software license and services revenues generated by more than 5,000 distributors, value-added resellers, system integrators, solutions providers, direct market resellers, and OEMs.
• Created and implemented an innovative approach to market coverage to drive staff performance by creating a role-based skill and performance improvement initiative, which was deployed worldwide within the Line of Business for more than 500 direct sales, inside sales, and pre-sales staff.
• Honored with “High Potential” Talent within SAP Global Sales Organization in 2010

Vice President, Global Indirect Channel & Alliances.

• Assigned to manage and oversee the worldwide Sales/Business Operations for SAP's Indirect Channel -License Reselling- SME Line of Business. 
• Led strategic annual planning for SAP's global SME line of business 
• Drove evolution and development of  Partner Edge business partner program for SAP's SME LoB business 
• Worked with the CEO's corporate strategy office end established a 3 year SAP Indirect Channel Strategy and Eco-System development plan.

Vice President, Global Indirect Channel Sales Operations &         Eco-System Development

Rapidly promoted throughout organization into leadership role for EMEA distribution business. Managed team of more than 50 regional channel management sales staff, with total oversight of large partner EcoSystem with more than 80 distributors, 2,000 value added resellers, system integrators, service providers, and solution partners.
• Propelled sales growth in software and service revenue through establishment of new distribution sales strategy and Go-To-Market model.
• Boosted partner certification by improving channel quality through development of excellence initiatives and new channel compensation model.
• Grew business into new regions and EMEA markets by cultivating strong business relationships including and not limited to Westcon Group, Techdata, Scansource, Toptel and RRC

Avaya Inc.

Head of EMEA Channels & Distribution

Received promotion to lead the SME business for the EMEA region. Managed a team of more than 50 sales associates and a total EcoSystem of 40 distributors and 1,500+ business partners. Selected to assist in the integration of new Tenovis business into one Go-To-Market strategy, including the merging of two sales teams into one and consolidation of multiple business functions.

• Reduced delinquent accounts to achieving on-time payments.
• Secured new financial partners for distributions, while doubling revenue for software development introduction.
• Turned around a key products and services line of business in less than two years after acquisition.
• Awarded with “Circle of Excellence” in 2005

Vice President, EMEA Small & Medium Business

Established a new line of business within the CEE & MEA region. Developed new sales strategies and Go-To- Market plans. Led the successful launch of three new products. 

• Established Avaya as SME market leader in Russia and CIS.
• Created and launched new sales strategies for Emerging Markets.
• Established and grew a world-class team of 12 sales staff to launch three new product lines.
• Doubled net profit within the first year and grew revenues by 300% in second year.

Vice President, CEE Russia/CIS MEA Small & Medium Business

Brought in to lead transformation and drive growth of Fortune 500 and Strategic Key Accounts Accounts business within Central Eastern Europe, Russia, CIS, Middle East, and Africa. 
• Directed a team of four sales managers and sold entire corporate portfolio consisting of hardware, software, and professional services
• Grew client base 20% and tripled revenue of multinational accounts in less than two years by securing relationships with key customers, including Citibank, GE Capital, Coca Cola, Shell, Saudi Business Machines, and ING.
• Reduced sales E:R by establishing a new business model that focused on service to key clients.
• Recognized for winning a project with Deutsche Telekom, the largest single deal in the region

Mato Petrusic