AI/Cognitive ISV Business Development Executive - Power Systems @ IBM Cambridge. MassachusettsGlobal Alliance Account Executive - Partner, Alliances and ISV Development @ Virtustream Successfully negotiated win/win agreements with SAP, InterSystems and others for joint solution development, field sales engagements generating new revenue pipeline development in excess of $20,000,000. Successfully evangelized the value of mission critical cloud services...
AI/Cognitive ISV Business Development Executive - Power Systems @ IBM Cambridge. MassachusettsGlobal Alliance Account Executive - Partner, Alliances and ISV Development @ Virtustream Successfully negotiated win/win agreements with SAP, InterSystems and others for joint solution development, field sales engagements generating new revenue pipeline development in excess of $20,000,000. Successfully evangelized the value of mission critical cloud services gaining the trust of partners and their customers. • Directed and recruited industry leading industry partners (SAP, InterSystems, EPIC, GE) for adoption on Cloud services for mission critical data leading to new sales pipeline • Increased mindshare and thought leadership by expanding joint partner solutions to other revenue channels; System Integrators, Resellers and OEM Channels • Developed GTM joint solutions and revenue models with partners with an executable plan for Analytics, Big Data, and Cloud for Object Storage• Spearheaded field sales engagement mapping with partners to ensure Virtustream was consistently gaining mindshare • Business Alliance Development From February 2018 to October 2018 (9 months) Greater Boston AreaBusiness Development Executive - New England @ Dell Technologies Responsible for all Revenue and Gross Margin in assigned territory with a consistent quota achievement above 85% - Healthcare & SLEDDevelop Strategies and Execute tactical plans within the assigned territory Identify, engage, and execute agreements with Business/SI Partners who meet desired Compellent profile Responsible for driving “Partner Development” including early success, pipeline development and self-support Drive market and product feedback through Technical Services and EngineeringEnhance client relationship by understanding its total infrastructure needs and requirements to help provide a postive Dell total customer experience. From July 2011 to February 2013 (1 year 8 months) MA, ME, VT, NH, RI, CTExecutive Sales Leader, East Region - IBM Scale, Cloud and Virtualization @ IBM Corporation 2006 - 2011 Charged with the solution delivery of IBM Scale to resolve file system issues during time of rapidly expanding emerging market growth and needsKey Achievements:Surpassed executive goals delivering closed revenue marquee accounts for new innovative customer successesImplement and fund market inception plans to seed reference accounts for future revenue closure requirementsDevelop “C” level and executive customer relationship to demonstrate IBM innovation and technological leadershipManage and deliver SONAS training for internal sales and business/alliance partners resulting in sales readinessCharged with strategic sales development to develop solution awareness within IBM sales organization Develop and implement emerging market and sales inception plans Conceptual Selling Author of "IBM Smarter Information Infrastructure"2009 and 2010 Sales Achievements: Achieved 100%+Revenue Sales Quota From February 2010 to July 2011 (1 year 6 months) North AmericaMedical Imaging and Infrastructure Solutions Sales Executive @ IBM Corporation 2006 - 2011 Provide data storage solutions in the Healthcare industry segment. Work collaboratively with a team of Healthcare Industry leaders, sales, alliances, marketing and product teams to define market opportunities, shape solutions, grow market share and drive client success.Key Achievements:Developed “net new” Southeast sales territory to increased sales revenue of 300% to $12,000,000Developed and maintain ISV and channel sales relationships including pipeline development and storage training for medical image sales opportunities. Drive mind share and conceptual selling methods for IBM GMAS - Grid Medical Archive SolutionsIdentify new sales opportunities via channels, territory sales representative and lead generation campaigns2007: Obtained 107% of $5,760,000 sales quota2008: Obtained 103% of $9,000,000 sales quota From July 2006 to December 2010 (4 years 6 months) Senior Global Alliance Manager @ EMC Corporation 1997- 2006 EMC Corporation, Hopkinton, MA 1997 - 2006Senior Global Alliance Manager December 2001– July 2006One of the initial founding team players to market a new paradigm solution to archive data on disk repositories with the conceptual method of CAS: Content Address Storage. Resulting in the most successful business models requiring application vendor involvement via SDK/API and joint field sales execution with a five year run rate of over $1 billion in sales. Key Achievements:Drive business development and world side strategic alliance engagements between EMC and its Integrated Software Vendors (ISV) partners with a focus on driving market adoption of Content Address Storage (CAS) enabling over $150,000,000 in hardware and software revenueConsecutively achieved Club 101 status for attaining revenue sales goals: 2003 - 2006Drive field sales engagement and business development plans to exploit and optimize joint revenueResponsible to drive four key dimensions of alliance/partnership: Executive Management, Technical Integration, Marketing and Field Sales Engagement Mediator for legal contract agreements, customer issues and partner sales conflictManage internal technical resources to optimize partner SDK integrations for customer satisfactionSpecialized Market/Solutions: Email Archive, Security Information Mgmt, Call Center/Video, Enterprise Content Management, and Regulatory Compliance From December 2001 to July 2006 (4 years 8 months) Greater Boston AreaPrincipal Advisory Consultant for Alliances and Partnerships @ RTS Associates Spearheading the alliance and partner strategic direction to broaden the thought leadership of an early start-up AI SaaS platform Successfully escalating solution offering from Alpha to Beta stage with partner participation and acceptance Guiding principal owner with best practices to engage and select key partners for SaaS GTM effortsReview and researching IP (Intellectual Property) transfer, OEM and reselling options for market penetration From October 2018 to February 2020 (1 year 5 months) Greater Boston AreaAlliance Sales Manager @ Tangoe Tangoe Inc. was acquired by Marlin Equity Partners Q2 2017 and subsequently merged with Asentinel *************************************************************************************************Achieved sales quota by increasing new revenue stream by 25% with system integration partners (HCL) for customers accelerating in Digital Transformation success for Network, Mobility and Cloud resulting in sustaining and growing the business partner relationship• Drove points of view as a trusted adviser and thought leadership to increase new service opportunities in the whelm of Digital Transformation. • Drove the value of Tangoe services to partner senior sales management to further expand field sales engagements• Evangelized joint value proposition to partners and customers to resolve digital transformation objectives From April 2017 to November 2017 (8 months) Greater Boston AreaConsulting Sales Executive - North America Sales Leader, Healthcare SME @ IBM Corporation Expanded wallet share in existing accounts by advising and influencing customers how they purchased and managed IT to a path to transformational business outcomes resulting in over $50,000,000.00 of sales revenue. Sponsored a CIO client to be a keynote speaker at a major IBM global event detailing his successful outcomes and experience based on recommendations suggested which met their objectives.Chaired and orchestrated consultative sales workshops with C level audiences to gather findings of their current IT position and provided recommendations with a roadmap to meet cost and business outcomes earning the trust as their key advisor. Directed 6 – 12 remote transformation specialists to comprehend customers’ current IT environment to one that will offer to be more competitive, productive and generate revenue Drove and led with a comprehensive portfolio of Cloud, Watson Analytics, Mobile, Social Media, IoT and Security (3rd Platform Computing), IT Virtualization for healthcare transformation objectiveSustaining 75% of the business revenue by engaging with Systems Integrators, alliances and channel partners to develop net new and competitive sales territory and to ensure to lead with IBM solutions Evangelize, influence and coach mid-level and senior IT management customers new healthcare IT methodologies that led to productive business relationshipAccomplishments: IBM Sales Eminence Award, IBM 100% Club - IBM Top Gun Certified, IBM Hybrid Cloud CertifiedGuide customers through a journey of the latest Cloud, Hybrid Cloud and software defined solutionsConsistently meets revenue goals and quotasIBM Sales Eminence Award, IBM 100% Club - IBM Top Gun CertifiedHealthcare SME LeaderIBM Sales Responsibilities:Cloud, Analytics, Mobility, Social Media and SecurityVSC Virtual Provisioning SoftwareIBM Spectrum SRM Management and Data Analytic ToolsElastic Cloud From February 2013 to November 2016 (3 years 10 months) East Region - United States
AI/Cognitive ISV Business Development Executive - Power Systems
Global Alliance Account Executive - Partner, Alliances and ISV Development
February 2018 to October 2018
Greater Boston Area
Business Development Executive - New England
July 2011 to February 2013
MA, ME, VT, NH, RI, CT
IBM Corporation 2006 - 2011
Executive Sales Leader, East Region - IBM Scale, Cloud and Virtualization
February 2010 to July 2011
IBM Corporation 2006 - 2011
Medical Imaging and Infrastructure Solutions Sales Executive
July 2006 to December 2010
EMC Corporation 1997- 2006
Senior Global Alliance Manager
December 2001 to July 2006
Greater Boston Area
Principal Advisory Consultant for Alliances and Partnerships
October 2018 to February 2020
Greater Boston Area
Alliance Sales Manager
April 2017 to November 2017
Greater Boston Area
Consulting Sales Executive - North America Sales Leader, Healthcare SME
February 2013 to November 2016
East Region - United States
What company does Normand Champigny work for?
Normand Champigny works for IBM
What is Normand Champigny's role at IBM?
Normand Champigny is AI/Cognitive ISV Business Development Executive - Power Systems
What industry does Normand Champigny work in?
Normand Champigny works in the Information Technology and Services industry.
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