Johannes zu Eltz

Bringing the connected enterprise to life through a unique partner ecosystem. Leading team to develop Partner Ecosystem that creates value for our customers, partners, employees, and shareholders. Accelerate revenue growth, and annual recurring revenue (ARR) growth through Distributors, System Integrators, Professional Consulting Firms, Technology Partners, Digital Partners, ISVs, MSPs, OEMs ... We are expanding human possibility and making the world more intelligent, more connected and more productive.

Lead WW Channel Sales Team to accelerate growth of indirect sales for Internet of Things (IoT) Software solutions. Grow existing partner through technology innovation and market expansion. Build new IoT Alliances Ecosystem with VADs, ISVs, ODMs, OEMs, and equipment manufacturers through embedded licensing model. Drive recruiting, enablement, opportunity development, deal progression and closing with variety of business partners (e.g. System Integrators, VARs, ISVs, Resellers, MSPs, CSP, Service Providers)

"Bringing the connected enterprise to life through a unique partner ecosystem" System Integrators, Digital & Technology Partners, OEMs, Distributors

Lead global MobileFirst Channel team to develop partner channel to grow mobile enterprise software revenue and market share. Develop and execute mobile channel strategy to establish market presence for IBM mobile portfolio through resellers, Software as a Service (SaaS), and OEM model with independent software vendor. Help partners to establish or develop their mobile business.

Leite Business Development fuer Partner Channel weltweit.

• Established and managed Mobile Enterprise Services solution portfolio for IBM • Led product development and successfully instituted mobility solution portfolio • Exceeded aggressive sales targets for Mobile Enterprise solution by 15% • Negotiated and managed technology partnerships

• Managed global sales team ( $70M sales) • Led global pre-sales technical team to support key client opportunities • Improved sales team effectiveness

• Sold complex mobile solutions to tier 1 Telco clients with 2006 signings of $115M, far exceeding target • Led cross organizational team to build mobile Digital Media solutions for Communications Sector with total signings of $185M • Managed business partner integration for joint solutions that increased clients’ profitability by 20%

• Developed IBM’s global wireless strategy which resulted in wireless market share increase of 12 points over 3 years • Created market strategies and execution plans that guided IBM’s investment decisions • Directed $34M operational planning and budgeting for IBM’s wireless solutions team • Managed sales and marketing resource allocation

• Built investment cases for emerging technologies and business models (e.g. RFID, WIMAX, Asset Monitoring) • Developed and managed partnership • marketed new research technologies and software products to fortune 500 companies

• Managed all aspects of $110M product line in the specialty fluorescent lighting area, from product development, production planning to marketing and pricing • Saved largest OEM account worth $25M and managed relationship through a production crisis • Directed and trained sales organization of 400+ to drive sales through different channels in the Americas • Led cross-functional senior management team to drive new product development and resolve production issues

• Provided technical application engineering expertise in sales engagements • Initiated and implemented redesign and standardization of all technical product literature across organization • Managed brand conversion for largest product line after company merger • Led feasibility study to install additional high speed production equipment with estimated cost of $18M • Analyzed product portfolio and reduced number of products by 20%