SAMA Pan European Conference 2017
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Growing Customer Value
A transformational journey

9-10 March, 2017   |   Intercontinental Prague   |   #SAMAPEC17

Conference Speakers

Patrick Albos
President, Oil, Gas & New Energies
Schneider Electric

Patrick started his career with Schneider Electric in 1996 as a Regional Sales Director. He’s since moved on to become the President for Oil, Gas and New Energies. During his tenure with Schneider he has managed a portfolio of 80 Global Strategic Accounts.

Jerry Alderman

Jerry Alderman is the founder and CEO of Valkre. Through Valkre, he has helped companies including GE, Owens Corning, Philips, Amgen, Varian, Sabre and others leverage technology to improve Customer Value Creation and Co-Creation. He started his business career at Boise Corporation where he spent 12 years learning and experiencing the unique challenges of B2B companies. Before starting his business career, Jerry served six years on nuclear submarines as a Naval Officer through the Admiral Rickover program. These experiences, combined with a Bachelor Degree in Civil Engineering, a Master’s Degree in Nuclear Engineering, and an MBA from the University of Chicago Booth School of Business provide the basis for his work.

Kyle Bowker
Executive Vice President, Global Sales & Marketing

Over 30 years of leadership and management experience within the enterprise software industry in roles that included Chief Executive Officer, Executive Vice President of Global Sales and Marketing, Sr. Vice President and General Manager and Sr. Vice President of Sales and Field Operations. I have a proven track record of success in organic and acquisition-based growth strategies enabling the development of long-term, sustainable relationships with shareholders, customers, partners and colleagues.

Robert Box
Mercuri International

Robert has been with Mercuri International since 2000.

Robert has responsibility for the sales and delivery of international projects within Central Europe. In this capacity he has successfully developed solutions for customers to support their development requirements in sales, sales management and Key Account Management. This also included the deployment of Consultative Selling and Account Management for Business Relationship Managers in several IT organizations in Europe, Asia and South America.

Robert has worked as an international project manager for a key customer in Europe, Africa and Middle East. In the role of the International Project Manager, he has implemented Consultative Selling and Sales Coaching skills as well as managed the customer relationship globally.

In addition, Robert has responsibility for Mercuri’s own development and coverage in 3 countries. In this role he has developed the business to support the needs of international clients in the region. Robert has also contributed to internal product development and the skill and knowledge development of other Mercuri Consultants.

He is based in the Czech Republic, in which he is the local champion for analytical tools and analysis. He has performed client work focused on improving the results of global KAM organizations.

Prior to joining Mercuri Robert worked as a Manager in an International company and gaining extensive experience in project management and sales management.

Volkhard Bregulla
Global Managing Director

Volkhard Bregulla leads HP’s Global Account Organization for Germany & Central Eastern Europe. Mr. Bregulla is responsible for addressing and solving business and technology issues with HP’s global customers and as a result delivering significant business value for both HP and its largest clients. The responsibility includes profitable share of wallet growth based on strategic account planning and management. Key measures of success include technology and business solution leadership as well as executive relationship management.

Previously Mr. Bregulla managed Global Accounts for Industry Vertical Organizations and the global business relationship with one of HP’s top corporate customers. His core Industry expertise resides within Discrete Manufacturing and the Communications, Media and Entertainment Industry, 2 key customers segment for HP’s Enterprise Group.

In his role, he leads global as well as a regional and local account teams who develop and position solutions for Cloud Delivery models, Converged Infrastructure, Security and Information Management while leveraging and representing the entire portfolio strength of HP’s Hardware, Software, Services as well as a select set of strategic partners.

Since joining HP in 1985 from Siemens AG, Volkhard Bregulla has held a series of executive management positions in regional as well as global business units. It included multiple lines of business in the Consulting and Systems Integration Organization of HP as well as global services and technology R&D.

Mr. Bregulla has extensive background in general management of international businesses and finance and has served in the Board of several of HP’s equity investments and as Chairman of the Board of an HP subsidiary.

Mr. Bregulla has a bachelor’s degree in electrical engineering from Fachhochschule Nuremberg and a business master’s degree in Finance and Quantitative Methods from Heriot-Watt University in Edinburgh, Scotland. In his spare time, he enjoys the family life with his wife and three children;  his passions include motor biking and skiing.

Dominique Côté
VP & Global Head Marketing Excellence
UCB Biopharma

Dominique is an international executive recognized as a chief architect of Global account program set up, leading corporate changes and cultural shifts for customer centric innovation and patient value. She has been a panelist as well as a key note speaker in Europe and US in the area of customer centricity/engagement, Global Account Management programing and Pharma Commercial Excellence as a subject matter expert.

Dominique is originally from Canada and has a scientific and research background in genetic/immunology and Oncology from Université du Québec à Montréal and a business administration license from Université Laval in Québec.

She joined the Pharma industry in 1990 and worked for the first 20 years of her career in roles of increasing responsibilities in Sales, Marketing and Country management (P&L ). She started as a field representative and quickly moved to sales & marketing management & leadership positions, which also provided her with experience in many specialty and primary care disease areas. During that time she worked with Roche, Sandoz prior to becoming Novartis, Searle & Pharmacia and Pfizer where she won a global Leadership award as the Oncology head on leading team through changes post integration of Pharmacia.

She then moved to Regional / Global role and relocated to Brussels Belgium in 2010 to lead the business effectiveness group for Pfizer Emerging markets where she led teams in 36 countries and then spent 3 years in setting up Commercial operation excellence in the Animal health sector being part of Pfizer AH spin off and standing up the newly form Zoetis.

She has joined UCB Pharma in September 2016, as Global VP & Head Marketing excellence practice.

Her career has provided her with Global experience /varied markets experience and diversified culture knowledge. Dominique has been on many global councils for learning and development / KAM / Patient centricity as well as Diversity councils.

She has been elected on 2011 to the Board of Director for the Strategic Account Management Association (SAMA), as well as part of the HBA (Healthcare business women association), on the steering team for the globalization project.

Velinda Cox
General Manager, Global Major Account Division
Konica Minolta Business Solutions, Europe

Velinda Cox is the General Manager of Global Major Accounts (GMA) Division with Konica Minolta Business Solutions, Europe GmbH based in Germany. The GMA division area of responsibility covers 31 countries including the European Union plus CAMEA. Velinda has held leadership positions in the both the US and European operations including everything from sales, Strategy Development and Marketing. Working in an industry where technology is rapidly evolving to render traditional IT systems obsolete, Velinda has been an agent of change to evaluate, introduce and implement new technologies and methodologies, not only in the solutions offered to customers but also in internal programs and processes.

Dr. Sugato Deb
Director of Key Accounts & Sales Excellence
National Instruments

Sugato Deb, Ph.D., MBA Director, Key Accounts & Sales Excellence National Instruments Dr. Deb leads the National Instruments™ corporate leadership team that focuses on business-impact consultation and industry best practices and strategies. Dr. Deb has been with NI for 15 years and has more than 28 years of industry experience in automotive and industrial product development, management consulting, and business development. He received his PhD in Mechanical Engineering from Carnegie-Mellon University, and a Masters of Business Administration from the University of Michigan.

Diogo do Vale
Manager Global Metals Industry

Diogo is the SKF group head for the metal industry and also director for the corporate account ArcelorMittal. Has 20 years of experience as sales, marketing and business development professional. He has a strong intercultural and international experience managing implementation of global business growth strategies on both OEMs and end users, directly and through indirect channels (industrial distribution).

Cor Dubois
Vice President, Value Based Sales

Cor Dubois leads various sales and marketing initiatives within the company’s global account teams. Focus areas are: go-to-market, strategy development, customer engagement and relationship management. Cor works intensively with service providers and manages global marketing and business growth projects across business groups and regional units.

Prior to joining Alcatel-Lucent, he was Managing Director Europe for MarketBridge, a consulting firm based in Washington DC and London specialized in Go-to-Market strategy, multi channel integration and marketing and sales integration. Cor has worked at Royal Dutch Shell, United Brands/Chiquita and held senior positions in general management and marketing and sales with: Rothschild, BMG/Bertelsmann and LVMH.

Cor Dubois holds degrees from the Breda Business School in the Netherlands and the INSEAD AMP Graduate School of Business in Fontainebleau, France and Kellogg School of Management in Chicago.

Jeff Durr
Partner & B2B Marketplace Practice Director

Jeff Durr, a Partner at Gallup, is responsible for leading large and complex consulting engagements. Jeff has extensive experience in helping companies develop and execute performance improvement programs that drive both top- and bottom-line results. In addition to his work with clients, Jeff provides strategic leadership to Gallup’s B2B consulting business and to client development teams in the Eastern United States.

Paul-Henry Fallourd
Vice President, Global Solutions Learning Strategy and University
Schneider Electric

After 25 years leading IT & business consulting companies, Paul-Henry Fallourd joined Schneider Electric in 2011 to set up and lead Schneider's Solutions University in order to support the strategic evolution of the company toward becoming a solutions and services business. His expertise is to guide international companies in implementing their business strategy through people development and change management programs by leveraging his operational background in business and management combined with his strong experiences in digital technology, learning & development and corporate universities.

Jim Ford
Global Head of Client Development

Jim Ford is the Global Head of Client Development for ARCADIS, a global leader in design and engineering consultancy for natural and built assets, based out of firm’s Chicago office. Joining the firm in 2016, Jim has oversight for the sales and business development function at ARCADIS, working globally across the company’s eight operating divisions.

Prior to joining ARCADIS, Jim worked in private equity, where he focused on organizational turnarounds and building sustainable growth and shareholder value. In 2013, Jim was appointed to the role of Executive Vice President Commercial Operations, TestAmerica--the leader in environmental testing. In this role, Jim led TestAmerica’s strategic account, field sales and marketing teams as well as providing the strategic direction for the company in support of its preparation for divestiture.

Prior to TestAmerica, Jim worked for Nalco, an Ecolab Company for 22 years. Ecolab is the global leader in sustainability solutions for water, hygiene, energy technologies and related services. Prior to his departure, Jim was Vice President of Global Strategic Accounts within the largest division of Nalco, an Ecolab company. Jim led the integration effort for Strategic Clients during the growth merger of Ecolab and Nalco, developing the growth strategy to deliver $500M in growth from the merger.

Fadi Homsi
Head Global Key Account Management
Mettler Toledo

Hamza Khan
Associate Partner
McKinsey & Company

Hamza is an Associate Partner at McKinsey's Marketing & Sales Practice, and is based in London. Drawing on deep expertise in sales force effectiveness, Hamza serves clients in the TMT and Financial Services space across the UK, Europe, the Middle East, and Africa.

His recent work includes leading a B2B sales transformation for a Middle Eastern operator, developing a brand and go-to-market strategy for a European operator, and conducting a sales force effectiveness assessment for a global pharmaceutical company.

Prior to joining McKinsey in 2011, Hamza was a Corporate Relationship Manager at Citibank. He holds an MBA from the Haas School of Business at UC Berkeley, California, and a Bachelor's degree from the Lahore University of Management Sciences in Pakistan.

Brian Kiep

Brian spent over 12 years focusing on the strategies, processes, and technologies of Differential Value Proposition (DVP) and Customer Relationship Management. He worked in many industries including telecommunications, finance, insurance, health care, building materials, and technology. As a result, he has extensive practical experience in general management, eCommerce, B2B marketing and sales, and change management. Brian holds an MBA from the University of Chicago Booth School of Business and a BS in Engineering from the University of Illinois at Urbana-Champaign.

Varun Kohil
Associate Partner
McKinsey & Company

Varun is an Associate Partner in McKinsey & Company’s London office. He has a broad range of experience working with clients in TMT, Advanced Industries and Global Energy and Materials sectors across the UK, Europe, US and Asia. His primary area of expertise is in B2B sales and channel, spanning areas such as key account management, sales force effectiveness, go-to-market architecture and performance management. Varun co-leads the Sales Excellence sub-service line in EMEA and globally co-ordinates and contributes to the Firm’s latest thinking on key account management.

His recent work includes serving a niche advanced equipment manufacturer to identify a 40% uplift potential across 17 European markets; assisting one of the largest telecom infrastructure equipment companies in the world in setting up a commercial transformation for a 20k HC salesforce; and supporting a top chemicals player in developing a sales force management toolbox.

Varun earned an MBA degree with Distinction from the Johnson School at Cornell University and a Bachelors degree from the Indian Institute of Technology (IIT), Kanpur.

Renae Leary
Vice President of Global Enterprise Accounts
Johnson Controls, Inc.

Renae Leary has over 20 year’s managerial experience in strategic sales and marketing, with over thirteen years of global responsibility. She is experienced in creating innovative solutions and business strategies by partnering with major enterprise customers and the Tyco innovation teams.

Renae is currently the Vice President of Global Enterprise Accounts, Johnson Controls and was with Tyco for 17 years before the recent merger. She has been instrumental in creating and deploying the Global Accounts strategy from its inception including sales, marketing and operations. She helped establish the Global Center of Excellence for design, engineering and program management.

David Leonard
Partner & Advanced Analytics Practice Director

David Leonard is a Partner at Gallup. David leads Gallup’s Advanced Analytics Consulting Practice, which aligns data and people to empower predictive insights and intelligent decision-making. Leveraging Gallup’s expertise in global data collection and analytics along with its proprietary behavioral economic indicators and change management solutions, the Advanced Analytics Practice partners with global organizations to define and drive business strategy through market insights, research design, predictive modeling and analytics, and change management consulting. David has experience consulting with Fortune 500 companies across multiple industries, including financial services, retail, advertising, manufacturing and consumer technology.

Phillip Lund
Solution Sales Program Director
Schneider Electric

As the Solution Sales Program Director for Solutions University, Phillip Lund is responsible for Schneider Electric's internal development programs in Solution Selling and Account Management. Phillip's career with Schneider Electric spans 28 years, in diverse roles including Research & Development, Project Management, Marketing, Sales, and Services. Originally from Canada, he has also worked for Schneider in Mexico and China, as well as France, where he currently resides. He has a Masters degree in Physics and an MBA, both from the University of Toronto.

Patrick Lupo
Director of Global Accounts
WBA (Walgreens Boots Alliance)

Patrick is responsible for WBA’s global pharmaceutical partnership program to develop advantaged relationships and strategies that deliver patient activation and retention across the supply and value chain in 25+ markets.

He has previously held the position of Global Account Director, Walgreens Boots Alliance Development, based in Bern, Switzerland, where he was responsible for managing relations with biopharmaceutical manufacturers and developing global partnerships as part of the joint venture between Walgreens and Alliance Boots.

Jim Moliski
SVP, Sales Enablement and Product Marketing
Corporate Visions, Inc.

As Senior Vice President of Sales Enablement and Product Marketing at Corporate Visions, Jim Moliski brings over seventeen years of sales enablement and business-to-business marketing experience to the mission of improving customer conversations. Jim has worked with more than 100 organizations across 15 countries and gathered insight from interviews with over 1,000 salespeople, marketers, and subject matter experts.

Jim uses this knowledge to create strategies for positioning Corporate Visions solutions in the marketplace and enabling Corporate Visions salespeople to have conversations that drive differentiation, new opportunities, and higher win rates.

Kourosh Motalebi
Sr. Business Leader - Int’l Strategic Business Development & Strategic Innovation Partnership

Kourosh has been with 3M since 1992, where he has held a number of leadership positions. Currently he's working in the area of International Strategic Business Development.

Shân Norman
VP Client Services
Crown World Mobility

Shân Norman is a specialist in the relocation industry focusing on Strategic Account Management, having been in the field since 1989, and has held positions of increasing responsibility throughout her career. She joined Crown World Mobility, a privately held global company in 55+ countries, 2001 and is currently Vice President of Client Services, focusing on the largest Crown World Mobility clients and leading the Global Account Executive team.

Marie Oliver
Academy Director

Marie Oliver leads the Global Arcadis Academy for Arcadis, the leading Design & Consultancy firm for natural and built assets which is renowned for its work on iconic structures. In this role, Marie is responsible for the development of professional competence needed to differentiate Arcadis in the marketplace and achieve our strategic aims. The Arcadis Academy focuses on realizing people’s full potential and delivering the best outcomes for clients.

One of the four global Academies at Arcadis is the Client Focus Academy, in which Marie partners directly with the Global Key Accounts Lead. Additionally, she leads the Global Learning & Development and Talent community within Arcadis.

Marie has 18 years of experience in human resources management both in consulting and in-house HRM roles and specializes in talent management and learning & development on a global level.

Don Purvis
Practice Leader, Sales Strategy and Execution
SOAR Performance Group

Don brings extensive experience helping field sales and account management teams accelerate transformation from product/technology/services focus to customer value focus in order to grow revenues and operating margins. He has a strong emphasis on helping organizations bridge the gap between corporate strategy and sales execution through effective business assessment, engagement model definition and critical skill development for customer-facing teams. Don has focused on the following areas in helping clients improve their business outcomes: Strategic Account Management, Executive Engagement and Demand Creation, Opportunity Planning and Deal Strategy, Challenger Selling and Value-based Selling, Coaching to Improve Sales Performance. Don worked with Aptean, a $300 million portfolio company of Vista Equity Group, to design and deploy an account management program to support their new corporate strategy. This program substantially increased revenues the first year it was deployed. Don worked extensively with a major global software provider to design, develop and deliver a value-based selling curriculum that was integral to their new customer engagement model. This new model allowed them to increase revenues and average deal size while decreasing cost of sales. He also worked with another large multinational corporation to roll out strategic account management, value-based selling and opportunity management. The strategic account management program stabilized a $50M annual revenue stream and reduced the number of potentially defecting strategic customers by 90% and the opportunity management program resulted in a 10% increase in revenues for two years running. Don, along with two SOAR colleagues, led the deployment of Challenger Selling at SAP North America. He personally conducted over 40 Challenger Selling workshops at SAP and has delivered Challenger Selling in numerous other organizations. Other significant projects include company-wide deployments of consultative selling skills and sales coaching programs for sales and professional services teams. Don held various sales and sales management positions including ten years at SAP and six years at Management Science America / Dunn and Bradstreet Software before launching a career in sales consulting and training. At SAP he led a team in the deployment of a new customer engagement model in the Americas and spearheaded the value-based launch of CRM and SCM solutions. Don lives in Atlanta, Georgia, graduated from the University of Florida with a Bachelor of Science in Business Administration, and has a Masters of Business Information Systems from Georgia State University.

Bernard Quancard
President and CEO

Bernard started his career in 1969 with The Boston Consulting Group in the Boston and Paris offices. He joined Telemecanique (Schneider Electric Group) in 1975 as Vice President, Corporate Strategy and became VP/General Manager of the Switch Gear division in 1978 and of the Uninterruptible Power Supply (UPS) division in 1988. In 1994, he joined the management board of AEG Schneider Automation (Schneider Electric Group) as Executive VP, Worldwide Sales and Marketing.

Bernard moved to Chicago in 1997 for Square D/Schneider Electric as Senior VP/General Manager of Schneider Global Business Development (SGBD), the entity managing global strategic accounts (GSAs) for Schneider Electric worldwide. That year, SGBD was managing 24 GSAs, driving $180 million of consolidated sales. By 2001, the entity was managing 74 GSAs with over a billion dollars of consolidated sales. The compounded growth of Schneider Electric sales at GSAs was twice the average growth rate of the total company. Strategic Account Management at Schneider Electric was recognized by the organization and its competitors as a major competitive advantage.

Bernard retired from Schneider Electric in March 2005, and was recruited in 2006 by the Strategic Account Management Association Board of Directors to lead the organization in a new, more practitioner-focused direction. Under Bernard’s leadership, SAMA has experienced significant growth in its corporate membership, numbering more than 90 at the beginning of 2014, SAMA’s 50th Anniversary year. He is a frequent keynote speaker and regarded as a leading expert in the principles and practices of strategic customer management. Bernard has also led the expansion of SAMA’s global footprint, with a greater presence in Europe and in 2013 into Asia Pacific.

Bernard is a native of France, but currently resides in Chicago and became a U.S. citizen in 2013. He holds a BS degree in electrical engineering from the University of Paris and an MBA from the University of Chicago.

Michael Rabinowitz
Executive Director, Account Management
Merck & Company

Michael Rabinowitz has been working for MSD, an innovative, global healthcare leader that is committed to improving health and well-being around the world, for over twenty years. His current role within the global health organization is to manage all enterprise efforts with one of Merck's top non-governmental global customers, as part of an executive management initiative to transform the company from product and geographic focus into a leading customer centric organization. In previous roles, Michael has led a global franchise of brands, headed Investor Relations, and represented Marketing in global acquisitions and business development. Michael graduated summa cum laude in Economics and Applied Math from Northwestern University, obtained his MBA in Finance and Strategic Management from the Carlson School of Management at the University of Minnesota, and participated in executive education at the Harvard Business School of Harvard University and the Wharton School of the University of Pennsylvania. He achieved his SAMA certification in 2015.

Hajo Rapp
Head of Strategic Accounts

Born February 19th 1962 in Germany, Dr. Hajo Rapp completed his University degree in business sciences followed by his doctorate in social- and business sciences.

1994 he started his career as Management Consultant for Management Partner in Stuttgart. From there he moved to Siemens Nixdorf as sales representative for IT Services and joined Account Management in 1997. In 1999 he took over his first leading role in an Account team responsible for Europe. From 2002 to 2007 he was responsibile worldwide for one of the largest customers of Siemens covering the total Siemens portfolio.

In June 2007 he moved to Siemens Headquarters as Head of Account Management & Market Development within the Corporate Development Department in Munich. There he leads a team of specialists which harmonizes the global approaches in Account Management - like structures and processes - within Siemens.

Brian Riddick
Global Key Clients Program Manager

Brian Riddick manages the Global Key Clients Program for Arcadis, the leading Design & Consultancy firm for natural and built assets which is renowned for its work on iconic structures. In this role, Brian is responsible for the development and performance of Arcadis’ portfolio of top international clients which are engaged via seven well-defined market sectors designed to deliver promised value to clients, including Automotive, Oil & Gas, and Financial Institutions.

As a core part of the role, Brian has developed and leads Arcadis’ Client Focus Academy together with the Arcadis Academy Director, supporting Global Account and Sector Leaders with deeper client relationships based on insights and advice, as well as getting the basics right around good communication and interpersonal skills.

Brian is a Member of the Royal Institute of Chartered Surveyors, specialises in go-to-market strategy and organisation design, post-merger integration, and also is active in client service around client’s most challenging needs on large construction programs in the UK. He has led a number of successful key accounts in federal and regulated markets, previously serving in divisional leadership roles.

James Robertson
President, U.S.
The Summit Group

James brings over 20 years of international and cross-industry experience in consumer products, advertising, manufacturing, and packaging industries.

He leads The Summit Group’s business relationship with covenant clients including 3M, Cisco Systems, Cooper Industries, General Mills, Hilton Hotels, Medtronic, Novozymes, Procter & Gamble, Textron, and U.S. Postal Service.

James joined The Summit Group as Vice President Business Development from Tetra Pak, where he held general management as well as senior sales and marketing roles in Southern Africa, India, Europe and the USA. James championed the companies’ approach towards the customer by leading the implementation of Tetra Pak’s enterprise-wide strategic customer management and customer loyalty programs. He also led global customer teams, re-designed customer-facing business processes, and implemented enterprise and CRM technology solutions.

James’ strengths lie in customer-focused business performance improvement, strategic business development, and sales, marketing, and strategic leadership talent development. He has taught at the University of St. Gallen, Switzerland, Global Account Management Executive Program and speaks at the Strategic Account Management Association.

James holds a B.Com (Hons) degree from Universities of Natal and South Africa, a Diploma in Financial Management from University of New York, and has participated in Executive Development Programs at IMD, Kellogg, and Carlson Schools of Business.

Brian Sharp
Global Vice President EMEA Manufacturing Industry and IOT Enterprise Group
Sealed Air Corporation

A frequent speaker on topics related to pricing, selling and value management, Brian brings over 20 years of experience in business management, marketing, and commercial development. As Global VP of Commercial Management at Sealed Air Corporation, Brian is helping to lead a transformation of the pricing and value management capability across this diverse $8.5B corporation. Previously, Brian spent four years in consulting and built a successful boutique Pricing & Value Management practice within Kalypso, a global management consulting firm. He led multiple large scale price and value management strategy and transformation engagements at leading companies such as Bayer, eHarmony, Trane, and Samsung. Prior to consulting, Brian held a variety of global and regional sales and marketing leadership roles in the US, Europe, Latin America and Asia with Lord Corporation, BP and Castrol Lubricants. He received a BS in Chemical Engineering from the University of Texas at Austin.

Bill Simpson
Senior Associate, ITSMA Europe

Bill is a senior executive with over 30 years of experience in Sales, Marketing and Strategic Account Management with IT and Telecommunications organizations. In his role at ITSMA as part of the ABM practice, Bill helps companies identify and prioritize accounts with high growth potential; facilitates Account planning workshops that include both Account Managers and Account-Based Marketing professionals; creates effective Account Plans, tailored value propositions; and engagement strategies to help ITSMA members and clients accelerate growth with their strategic accounts.

Bill has held senior roles in Sales, Marketing and Account Management in Fujitsu and strategic sales roles in Vodafone, IBM and HCL. Bill was the Client Executive and Strategic Sales Lead for Fujitsu’s largest Private Sector ITO contract worth £500m, which leveraged Account-Based Marketing principles. Bill engages at the CXO Level with Fortune 500 companies to test value propositions and refine Go-to-Market strategies to ensure maximum impact with customers.

Charlie Thackston
SOAR Performance Group

Charlie Thackston has a passion for helping companies grow.

This passion led to the founding of SOAR Performance Group, a consulting and training company, where he serves as president. SOAR Performance Group has a constant focus on helping clients drive changes in go-to-market strategy, sales approach and account management skills to achieve new levels of performance. His prior experience includes sales and marketing leadership roles for early stage venture capital backed technology companies. In these roles, he was responsible for building sales teams, sales channels and product positioning strategies to support successful initial public stock offerings. He holds Master’s and Bachelor’s Degrees in Business Administration from the Terry College of Business at the University of Georgia.

Thierry van Herwijinen
Director Global Sales Enablement & Sales Operations

Thierry is the Director and Head of Sales Knowledge Services, Global Sales Enablement and Operations at Wipro. In this role, Thierry and his team lead the curation and creation of sales enablement content, account and competitive insights, industry and technology insights, and content standards and governance. In addition, he leads the global OneVoice initiative enabling Wipro sellers to shift from technical discussions to business and outcome-based sales conversations.

Thierry is also the creator and host of the insightful Sales Enablement Lab podcast.

Prior to joining Wipro, Thierry held a number of consulting, business development, sales leadership, and sales enablement positions with Cisco Systems. In one of his last positions with Cisco, Thierry contributed to the creation of over $200 million in sales opportunities by enabling business-value-led customer conversations.

Thierry holds a Bachelor of Information & Computer Technology, Data Communications & Software Engineering from De Haagse Hogeschool at The Hague University of Applied Sciences.