Matt Walterhausen

• Delivered analysis of market, sales and consumer trend impact on long and short-term strategies.
• Conducted interviews with key business users to collect information on business processes and user requirements.
• Researched competitors to build report of rising trends in targeted markets.

• Monitored operational activities to ascertain effectiveness of results and which areas could use better oversight, and recommended tailored innovative approaches to resource allocation and strategic planning.
• Provided leadership coaching, enabling each to find daily motivation, solve problems and make effective decisions.
• Shared expertise on employee and business development plans to enhance implementation and routine oversight.

Accountable to: CRO, Global

Responsibilities: Lead and Manage Sales & Presales across APJ with an overall US$350m objective, and a New Logo Bookings/TCV objective of US$150m.

• Individually attracted three new major clients, generating $190m in annual Leveraged/Managed Services revenue, under Cloud Services projects.
• Exceeded regional plan & gained market share, by developing solution sales strategies to uncover new opportunities with increased deal size & revenue.
• Performed weekly sales forecasting and competitive analysis to determine course corrections and input into projected financial planning.
• Aligned "OKR" mission, goals, and objectives with company strategy to achieve consistently high results.
• Streamlined RFP and RFI processes in tandem with joint client steering committee meetings to define KPIs and quality metrics.
• Grew sales & tiger, and consulting teams by sourcing well-qualified employees using a revised hybrid recruitment strategy.
• Implemented growth market team plan, clarified roles of members, and introduced new processes to boost quality across all customer-facing resources.

• Investigated specific aspects of Financial Cloud and Datacenter to devise strategic initiatives improving operational structures, policies, and management systems.
• Aided senior leadership during executive decision-making process by generating prioritised recommendation reports to highlight corrective actions and viable improvements in line with global project deployment.

Accountable to: CRO, Global

Responsibilities: P&L owner & GM for Envestnet|Yodlee (Fintech) with a Sales Bookings/Revenue objective of US$80M.

• Exceeded annual plan, signing one T1 and two T2 banks, and over 50 new Fintech companies
• Diminished regulatory risks by acting as the face of Envestnet with APRA, ACCC, Data61 to ensure Yodlee ability to perform as CDR under Open Banking plus maintain legacy data aggregation services, and overseeing adherence across all projects.
• Increased efficiency by analysing data and maximizing opportunities for improved productivity across several areas.
• Attended trade shows and client meetings, promoting company brand, and building rapport with prospects and partners.
• Orchestrated positive media coverage and stakeholder relations as public face of Envestnet|Yodlee.
• Monitor and analyse performance to ensure EBITDA and growth objectives for Perpetual and Cloud/SaaS license businesses & professional services are executing again

Accountable to: President
Responsibilities: Lead and Manage Symphony Retail Solutions business (P&L owner & GM) as a start-up business in region with a Sales Bookings/Revenue objective of US$50M.

• Exceeded annual TCV/ACV plan via Legacy plus Cloud-signings.
• Managed and owned the Region P&L. Monitor and analyse performance to ensure EBITDA and growth objectives for Perpetual and Cloud/SaaS license businesses & professional services are executing against plan.
• Spearheaded change management and strategic turnaround for company during significant restructuring and downsizing, then hired a strong base of sales/presales talent to target key identified accounts.
• Developed innovative sales and marketing strategies to facilitate business expansion to re-invigorate the Region, creating net-new tier of Cloud-based customers across Category Management, Campaign/Promotions, Supply Chain Management (Forecast Replenishment), and Customer Insights & Engagement (based on predictive analytics).
• Drove short-term and advanced promotional planning processes
• Monitor and analyse performance to ensure EBITDA and growth objectives for Perpetual and Cloud/SaaS license businesses & professional services are executing against plan

Accountable to: CRO, Global
Responsibilities: P&L owner for Extreme’s business across Asia Pacific & Japan with a Sales Bookings/Revenue objective in excess of US$55M.

• Maintained P&L and shouldered corporate fiscal responsibility, resulting in growth of APAC profits by 7.5% across the portfolio
• Drove performance initiatives, facilitating 135% revenue increase due to new account growth
• Turn-around recovery for nose-diving profits and declining sales; revitalising new logo growth, and stabilising existing accounts wedded to chassis network hardware
• Drive new-growth with Software-defined-networking and extended management portfolio
• Established new partnerships with selective NEPs (Zebra, etc) and introduced new line of industrialised solutions to address growth opportunities in Telecom providers, Travel/Transport with Rail and Airlines, and Manufacturing.
• Developed significant new account growth with 7 major signings for Smart-City implementations in Asia
• Led recruitment and development of strategic alliances to maximize utilization of existing talent and capabilities.

Accountable to: President, APAC
Responsibilities: Lead and Manage Avaya’s Strategic Services (Sales & Presales) across Asia Pacific & Japan with a Sales Bookings/Revenue objective in excess of US$240M.

• Stabilised and Accelerated Growth of Avaya’s Strategic Services leading to APAC return to profitability, encompassing:
  o Renewals: Improved Direct Renewals from 84.6% to 100%, and Indirect Renewals 83.8% to 94%
  o Revenue: Overachieved revenue target @ 104% and achieved 99.5% bookings target
  o New Growth: Implemented (a) COLA 5% uplift on renewals; (b) Partner and Customer Auditing via KPMG; (c) Clean-up of Customer Database/Entitlement; (d) Market Demand-Generation for Professional Services Customer Experience Innovation Assets - Packaged/Custom Apps + Connectors; (e) adoption of 3rd-Party/OEM assets as B2B ‘Book to Bill’ assets for sales e.g. Empirix; (f) growth Driver for MSS
  o Alliance: Spear-headed joint market development with HP for CC/UC/Video solutions growth coupled with back-to-back services delivery via Avaya. Commenced with HP Japan and extended across other APJ regions.
• GTM Development:
  o Recruited and developed Business Consultant team aligned with Strategic Architect SWAT resources mapping to Technology-Based Architecture and Solution Design.
  o Instituted Sales Cadence and Extreme Qualification (pipeline clean-up)
  o Performed Audit of people, skills, offerings, processes. For solutions, re-evaluated offerings based on (a) strong methodology, (b) scalable/repeatable, (c) contribution to EBITDA, Gross Margins.
  o Established CS+SI Partnership/Alliance model bidirectional subcontracting
• Rebuilt product performance reporting to ensure EBITDA and growth objectives for cloud & professional services are on track to allow ongoing assessment of underlying reasons for variance and develop strategy and tactics to address identified issues
• Attended trade shows and client meetings, promoting company brand and building rapport with prospects and partners.

Accountable to: SVP IBM Software, Growth Markets Unit
Responsibilities: Lead and Manage IBM Software Cloud & Service Automation business across Growth Market regions (APAC, GCG, CEE, MEA, LATAM) with an overall P&L of $1.4B and a new-customer license Sales Revenue of US$280M.

• Achieved 125% Objectives in 2014, up from 102% in '13, 105% in '12
• Developed effective business plans to align strategic decisions with long-term objectives.
• Recruited the Indian GSIs (HCL, Wipro, Tech Mahindra, Cognizant) to build MSP/SO/SI practice models paying off after 18-24 months solid work, displacing BMC/HP from strategic deals (e.g. Pepsico, DNB, etc) and establishing 2014-2015 pipeline
• Rebuilt the ailing Communication Service Provider/NEP segment with significant wins (NSN, Alcatel Lucent, RCOM, Ericsson, China Mobile, China Unicom, Bharti, Tata, SMART, TRUE, PT Telkomsel); established new growth business in Energy & Utilities, Travel & Transport (Rail/Metro), Oil & Gas segments.
• Re-established growth in Mainframe business with 51% growth YTY, creating leverage point for end-to-end Application/Service Performance Management as market differentiator.
• Convert Direct-sales dependant business to Hybrid Direct + SI/MSP + SP/Reseller model, including leverage of my existing relationships with partners with NEP/CM and GSI to establish traction and initial account commitments
• Accelerated Cloud adoption in Finance, Government, Telecom, and with Managed Service Providers – establishing Asia as the fastest growth/adoption hub globally for Cloud (IaaS/PaaS) solutions, and preparing for Cloud Quota growth of 74% in 2013
• Extended sales into EU and Central/Eastern Europe through combination of joint-execution with recruited NEPs/SIs and direct engagement – especially targeting utilities, communication service providers, government.
• Increased level of business predictability for Software sales with operational management; tactically increased contribution to the business

Accountable to: SVP/GM HP Software, APAC
Responsibilities: Lead and Manage BTO (Apps/Ops) Software Sales & Consulting Team in Asia Pacific & Japan (Sales Revenue US$380M)

• Improved KPIs by 15% within 9 months through focused recruitment and by leading major management reorganisation in high-cost markets, including of comprehensive enablement program
• Established tactical sales-marketing-channel execution around ‘waves’ to ensure critical focus periods of alignment, increasing pipeline
• Grew key metrics in solution attach by 18% & ELA large deal contribution by 16% in 2009-10 through initiating strategic mindset within the division to secure a growth-oriented business model
• Facilitated growth in over $135M in annual business for 3+ years.
• Deepened coaching to Region Sales leaders and nurtured Industry & Technology professional sales skills, morale, and establish proactively team across the business divisions
• Increased level of business predictability for Software sales with operational management; tactically increased contribution
• Drove YoY/QoQ performance improvements on discounting, sales productivity, MA renewals, SW Services bundling
• Drove short-term and advanced promotional planning processes.
• Led recruitment and development of strategic alliances to maximize utilization of existing talent and capabilities.
• Re-optimised resource deployment, hiring senior sales & consulting tiger team team by sourcing well-qualified employees using new recruitment strategy to maximize productivity while training staff on best practices and protocols.
• Transformed Japan business into large-deal solution sales group, leveraging both deep skills assessment and coaching program, along with talent management refresh of 50% of sales/consulting resources coupled with redefining salary ranges used by HR and the JP Union organisation for the software business.
• Refreshed underperforming sales/presales and redistribute HC$ (Japan/Korea to India/China)

Accountable to: VP/GM HP Software, Asia Pacific
Responsibilities: Lead and Manage 200+ person team of Tech Sales, Business & Technology consultants to grow APAC sales revenue from US$180M to $320M

• Transform org from dysfunctional (poorly enabled and aligned) resources to a team capable of delivering 3x pipeline; boosting sales productivity using change methodologies to increase sales revenue by 100% and sales productivity by 150%.
• Managed M&A integration (Mercury)
• Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities.
• Monitored sales forecasts and projected financial planning for organization to achieve revenue goals.
• Established personnel performance metrics to encourage efforts toward common goals.
• Revamped operational plans to refocus staff and align processes with business objectives.
• Partnered with financial and customer operations teams to drive business transactions using customer data and Lean concepts.

Accountable to: VP/GM IBM Software, Asia Pacific
Responsibilities: Manage Sales & Resources of IBM's Cloud & Service-Oriented Architecture software solutions.

• Delivered increase in new enterprise deals by 68% and attach to Brand deals by 137%, sales results were realised 2 months ahead of plan and FY result 45% over assigned goals.
• Drove revenue projections by 25% over original business plan and increased expansion plans to 5 additional markets through development of long-term growth strategy.
• Deployed and managed SOA SWAT engagement resources (54 sales + architects) to lead large & competitive deals across APAC. Team in place 3 months ahead of plan
• Networking and aggressive enlistment of key leaders, development of effective on-boarding program for IBM SOA/BPM, setting high standards, created culture of close engagement with country sales, performance, and results.
• Developed internal and external routes to market for sales SWAT and delivery (recruit, enable, engage):
  * Internal sales: SWG Industry Sales & WebSphere FTSS
  * Internal delivery: IGS BCS & SWG EIS (3000+):
  * External: SOA practices in top-10 AP SI
  * Marketing: programs, press/analysts, references
• Created and applied new business analytics and reporting across IBM GTM divisions to identify Sales Opportunities
• Managed daily operations while overseeing multiple locations to foster increased productivity

Accountable to: VP/GM IBM Software, Asia Pacific
Responsibilities: Sales Management of China/India/Korea EBO & Emerging Markets Initiatives

• Management & Development of China, Korea and India Government & Developer Relations growth investments: Territory Penetration, Developer, ISV, Academic sales
• Managed Global Investment projects for APJ-based EM
• Performed Greater China and India Strategy & Planning; 2006 Fall Plan and Vision 2010 Plan
• Established China Local Ecosystem & Skills/ISV initiatives
• Transferred to 2-Year IA in Beijing - commenced Jan 2004

Accountable to: VP/GM IBM Software, Asia Pacific
Responsibilities:

First-Line Manager of team of 14 AP Marketing Staff and 26 Country Sales team

• Developed Industry Sales GTM & Marketing Program, focused on Finance, Public, Manufacturing and Distribution sectors
• Execution of AP SWG Clothing initiative (SWG+STG) during 2H04 and throughout 2005, increasing +37% attach rate
• Project Management & Development of AP Local Ecosystem growth initiative (business plan, funding, execution)
• Relocated to Beijing on 2.5 year International Assignment to assist development of China team and Ecosystem (Feb 1 2004 – March 24 2006)
• Developed technical and non-technical marketing presentations, public relations campaigns, articles and newsletters.
• Developed and executed marketing programs and general business solutions resulting in increased company exposure, customer traffic and elevated sales numbers.
• Established targets for social media platforms to reflect business objectives.
• Traveled to promote current programs and drive marketing through trade shows and industry conferences.

Accountable to: VP IBM Marketing, Asia Pacific
Responsibilities:

Management of Strategy & Planning for Asia Pacific
1st-Line Manager of 8 AP Marketing Staff

• 2004 Fall Plan process with F&P
  * Conducted deep-dives into China and Korea Business Units that led to overhaul of T1/T2 channels for WebSphere & Tivoli
  Management of Cross-Brand Solutions
  * Distribution Channel Marketing (RTM Analytical analysis, reporting, pipeline cadence)
  * EBO Technologies, Linux, Special Projects
  * Industry Marketing
• Boosted brand awareness and generated leads while managing internal and external marketing campaigns and programs.
• Researched industry and marketplace trends to develop marketing solutions and enhance business operations.
• Assessed marketing copy, art comps and final designs and compared with established specifications.
• Participated in promotional activities and trade shows, working with advertisers and production managers, to market products and services.

Accountable to: VP IBM Marketing, Asia Pacific
Responsibilities:

• Developed IBM AP business strategy for WebSphere & MQ transactional business
• Successfully launched Business Integration, Web Self-Service & Commerce with Analysts, Customers, and Partners.
• Conducted numerous Analysts/Press interviews and led presentations at Trade Shows, Forums & Integration Symposiums across AP.
• Developed and implemented marketing strategies to use for launches, rebranding campaigns and promotions.
• Overachieved Campaign targets 2 years running; and established WebSphere as No.1 Brand in AP.
• Assessed marketing copy, art comps and final designs and compared with established specifications.

Accountable to: VP/GM IBM Software, Asia Pacific
Responsibilities:

WebSphere & Application Development Business Unit Sales Lead AP (AP & Regional WAS/AD sales & WAS/AD channel sales teams)

• Channel Account Management, and Development of SWG VADs + Tier-2 channels
• Primary Lead for IBM Host Y2K Software Solutions
• Developed AP Business Plan (Sales & Marketing) for AD + WebSphere
• Worked with customers to understand needs and provide excellent service.
• Conducted research, gathered information from multiple sources and presented results.
• Completed transactional history, recognizing discrepancies and promptly addressing for resolution.
• Carried out day-to-day duties accurately and efficiently.

Accountable to: Global SVP Sales
Responsibilities:

Global IT Software & Services company HQ in Marlborough, MA (US).

Responsible for Sales/Presales & Business Development for Asia Pacific (APJ)

• Managed and motivated sales team to increase revenue 394%, winning rookie of the year in '06, and Leader of the year in '07
• Lived in Tokyo for 8 months, developing Japanese growth
• Owned all aspects of sales planning, development and team and account management for APJ
• Performed as front-line sales, in addition to leading growth across the team
• Evaluated costs against expected market price points and set structures to achieve profit targets.
• Directed sales support staff in administrative tasks to help sales reps close deals.

Accountable to: VP/GM SCO, Asia Pacific
Responsibilities:

Asia Pacific Regional Technical Sales & Business Development

• Engaged with Chinese customers (running workshops in Beijing) to build rapport and loyalty.
• Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
• Coordinated with Global operations and marketing
• Assessed customer needs and utilized suggestive selling techniques to drive sales
• Met existing customers to review current services and expand sales opportunities

Accountable to: CIO, BTA
Responsibilities:

Front of House & Back Office - Banking Applications, Critical Systems, Core Infrastructure

• Managed DevOps for Private/Wealth Applications and Business Analytics
• Led projects and analyzed data to identify opportunities for improvement, decreasing MTTR by 43%
• Developed and implemented performance improvement strategies and plans to promote continuous improvement.
• Managed team of employees, overseeing hiring, training and professional growth of employees.
• Resolved problems, improved operations and provided exceptional service.
• Proved successful working within tight deadlines and fast-paced atmosphere.

Company Director and Co-Founder

Business focused on System Integration, App Dev, IT Education

Sold my share in the business in April 1994

• Three years of consistent growth 48%-259%
• Built business to 58 staff across Sales, Tech/Dev, and end-customer Training.
• Established foundational processes for business operations.
• Aligned organizational objectives with company mission to increase business growth and integrate work strategies.
• Prepared annual budgets with controls to prevent overages.
• Introduced new methods, practices and systems to reduce turnaround time.
• Developed marketing materials and campaigns to boost brand awareness and customer engagement.
• Networked with other businesses and customers to increase sales opportunities and contacts.
• Recruited, interviewed and hired new staff members and developed training materials for employees.
• Devised and deployed sales and marketing tactics to drive strategic growth and support achievement of revenue goals.
• Maintained P&L and shouldered corporate fiscal responsibility.