President, Oil, Gas & New Energies
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 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.
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 has been with Mercuri International since 2000.
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.
VP & Global Head Marketing Excellence
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.
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
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).
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.
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.
Vice President, Global Solutions Learning Strategy and University
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.
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.
Head Global Key Account Management
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.
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.
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.
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.
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.
Solution Sales Program Director
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.
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.
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.
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.
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 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.
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.
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.
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.
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.
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.
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.
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.
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.
SOAR Performance Group
Charlie Thackston has a passion for helping companies grow.
|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.