Fortune 500 Systems Integration Firm
Recruited to drive marketing and partner functions around Software-as-a-Service (SaaS), with SAP, Oracle and Microsoft, representing a $70MM line of business.  Responsible for assessing, defining and execution of marketing program strategy.  In addition, drove continuous development and evangelizing of the company’s brand and value proposition to internal and external groups, including Analysts (i.e. IDC, Gartner), Customers, and the partner ecosystem.

• Strategic Alliances – Created and managed strategic alliances that broadened service offerings, increased sales opportunities into new and existing customers, and drove penetration into new markets, leading to a 40% revenue increase over prior year.

• Solution Alliances – Developed and articulated sales and market strategy around new Microsoft Services offering.  This included agreements with multiple Microsoft partners, including contract negotiation, value proposition development, sales planning, branding, press release pitch, talking points, and white papers.

Fortune 500 Enterprise Software Company
Alliance and Marketing responsibility around Analytics and Business Intelligence applications

• SI Alliances – Led partner programs with Tier I global consulting firms, targeted at thought leadership and sales lead generation, generating over $20MM in revenue

• Demand Creation – Developed and executed co-marketing partnership that included lead generation programs, white papers and an executive briefing series targeted at senior corporate officers.

• Partner Conferences – Planned and led Executive Partner Conferences involving Fortune Magazine, the Economist, and the Financial Executives Institute.  Managed vendor relationships, planned and implemented event budgets, logistics, and event promotion with field sales organization.  Wrote executive presentations and content.

Mid-sized Software Company
Mr. Gross was recruited to drive alliances and partner marketing efforts in newly established alliances group supporting $15 million in new revenue.  The company is focused around data storage, back-up and recovery and sells primarily through channel partners (Alliance, MSP and Reseller).

• Alliances – Developed marketing and sales strategy for top 8 Global Alliance Partners, including: VMware, NetApp, Citrix, Microsoft, BlueArc, and Hitachi Data; targeting $3 million ramped annual revenue per partner

• Business Development – Developed new service offering and value proposition with major software vendor, around Virtualization and Data Storage, targeting initial annual revenue of $4 million.