Martin Bichler
Seasoned Channel Leader
Maisach,BY
Summary
Open-minded and motivated hunter for challenging growth opportunities with sound international management skills and profound sense for sustainable business development. Proven list of record in overachieving quota with incredible networking skills. Huge network within of channel partner in EMEA/DACH as well as Distribution, OEM Vendors and GSI.
Overview
20
20
years of professional experience
5
5
years of post-secondary education
4
4
Certificates
2
2
Languages
Work History
EMEA FlashBlade Partner Manager
Pure Storage
Munich, Bavaria
09.2022 - Current
- Leading the Pure Storage FlashBlade Partner go-to-market strategy in EMEA.
- Building the Next Gen FlashBlade Partner Ecosystem for File and Object storage.
- Cross-Function with HQ, Sales, Channel, Technical and Marketing to build impactful activities for pipeline
- Qualification and Enablement of new Partner
Head of EMEA Channel and Alliances
Megaport
Berlin
04.2021 - 09.2022
- Building and Leading Megaport Channel Strategy in EMEA
- Establishing a complete new channel structure for Megaport in EMEA from scratch
- Managed a diverse team of employees, overseeing hiring, training and professional growth of employees
- Set and track channel driven monthly recurring revenue targets (MRR).
- Drive alignment with direct sales and marketing organizations to ensure consistency
- Creating strategic agreements with top partners across EMEA/Global to grow Megaport revenue while extending our reach into market, including GSI like NTT, IBM Kyndril, Fujitsu
- Define and Execute EMEA Distribution Strategy
- Close collaboration with key Execs of Cisco, VMWARE, Fortinet, Versa and Aruba to grow joint offerings in the market
- Strong Business Acumen
- Successful Implementation of a multilayered Channel Strategy in EMEA with the recruitment of over 50 Partner within 6 months including Top Partner in EMEA contributing already over 38% to the EMEA Revenue Number (No1 Region within Megaport)
Senior Director EMEA Channel Sales
Cobalt Iron Inc.
12.2019 - 12.2020
- StartUp (Round B Investment) for automated KI-Driven + Secure Multi Cloud Enterprise Backup (funded also by VEEAM)
- First Person outside NA, leading the EMEA Growth and Execution
- Recruiting EMEA Channel, Distribution and Partner
- Onboarded Tech Data in EMEA and VAD Technologies in UAE as VAD
- Building strong customer relationships
- Creating and Executing EMEA Marketing Campaigns and Events with Lenovo
- Pipeline Activity with the Channel
- Management for Short and Midterm Pipeline
- Trusted Advisor and well connected in the EMEA Channel and OEM Landscape
- Built the very first Pipeline and Wins for EMEA
Global Vendor Manager DataCenter and Cloud
Exclusive Networks
01.2017 - 12.2019
- Global Business Manager for Exclusive Networks DataCenter and Cloud Division (34 Countries)
- Owner of the Cloud proposition across EMEA, APAC and the US
- Key Vendors: Nutanix, Rubrik, Cloudian, Pure Storage, Infinidat, HPE(Silver Peak), Fortinet, Palo Alto
- Broad Network within OEM Partner Landscape, Supermicro, Lenovo, IBM, Fujitsu, HPE, Dell, Cisco, Versa, VMware
- Strong Relationships within Distribution and Partner Landscape, TechData, Arrow, ADN, Ingram, SVA, ComputaCenter, Bechtle, Blue Consult, Grouplink, and many more
- Solution Campaign with Security like Nutanix and Palo Alto (NuMePa)
- Management for global revenue and profit targets
- Successful Identification, Qualification and Onboarding of high potential new startup Vendors
- Fantastic Success in Hunting and Farming of new and existing Channel Partner
- Successful Expansion into new Territories for e.g. ASIA and the US
- Creating new, successful global Campaigns, e.g. NuMeRu
- DataCenter Transformation Expert
- Advanced in Cloud Technologies
- Regularly exceeding Quota
Strategic Partner Manager
Brocade
11.2015 - 12.2016
- Business Development for Brocades Top Level Multi-OEM Partner in EMEA, Focus DACH
- Successful Recruitment of new Channel Partner for IP Campus, DataCenter and Software Networking
- Joint work with IBM, IBM GTS, Lenovo, Nutanix and their Channel Partner and Distributors
- Subject Matter Expert in Software Defined Datacenter
- Recruiting and Enablement of new Partner, Growing existing Partner
- Expert in "Built & Grow" Business Opportunities
- Implementing Channel Programs
- Building Alliances with other Vendors including Nutanix, Lenovo, Distribution Partner
- Regular Exceeded Quota
Alliance Manager OEM Partner EMEA
Brocade
04.2012 - 10.2015
- EMEA Responsibility for the OEM Business with IBM and Lenovo
- Successful Enablement of OEM Partner to grow their core Business andOEM Business with Brocade with exceeding targets
- Speaker on national and international Events
- Creating and Implementing Channel Programs
- Building Alliances with other Vendors including Nutanix, Lenovo, Distribution Partner
- Managing 200M Business
Business Unit Manager / Cloud Leader CEE
Arrow ECS
05.2010 - 03.2012
- Responsible for the German IBM Business within Arrow including Hardware, Software and Cloud
- People Management, P/L Responsibility for DACH Region
- Managing a team of 20+ Sales in Germany
Managing Key Partner, Partner Recruitment and Vendor Relationship - Parallel Role as Cloud Leader in CEE
- Responsibility for Marketing Strategy, sharing best practices in the region, definition of Cloud Services
- Defining a new structure for cloud brokerage platform (ArrowSphere)
Product Sales Specialist
Tech Data Azlan
10.2002 - 04.2010
- Brand Leader for the IBM Power Business in Germany and Austria.
- Product Manager IBM Power based systems. Software, Unified Communication within Azlan.
- Responsible for the marketing strategy, vendor negotiations, campaigns, authorizations and execution with the Partner.
- Defining and Executing regular internal sales trainings
- Partner Training and Enablement
Annual Sales Volume of 70 Mio Euro.
Education
Bachelor of Arts - International Business Administration
University of Applied Science Hamburg
Hamburg, HH 05.2005 - 05.2010
Skills
DataCenter Technologies
Certification
IESE Business School - University of Navarra - Organizational Leadership
Timeline
EMEA FlashBlade Partner Manager
Pure Storage
09.2022 - Current
Head of EMEA Channel and Alliances
Megaport
04.2021 - 09.2022
Senior Director EMEA Channel Sales
Cobalt Iron Inc.
12.2019 - 12.2020
Global Vendor Manager DataCenter and Cloud
Exclusive Networks
01.2017 - 12.2019
CEB Advanced Challenger Skills
01-2016
Strategic Partner Manager
Brocade
11.2015 - 12.2016
CEB Challenger Sales
01-2015
Alliance Manager OEM Partner EMEA
Brocade
04.2012 - 10.2015
IESE Business School - University of Navarra - Organizational Leadership
01-2011
Business Unit Manager / Cloud Leader CEE
Arrow ECS
05.2010 - 03.2012
State Grid University Beijing - Intercultural Management
01-2008
Bachelor of Arts - International Business Administration
University of Applied Science Hamburg
05.2005 - 05.2010
Product Sales Specialist
Tech Data Azlan
10.2002 - 04.2010
References
Official LinkedIn References
"Martin is an entrepreneur who has technical acumen combined with business savvy. His passion and grit drive him to deliver results. I’d want Martin on my team at any company because I could always trust Martin to get the job done."
Official LinkedIn Reference
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