Beat Erb

World-Wide responsibility for maintenance-focused TSS BP Channel Sales. Leading a team of 126 Sales, Sales Managers and Channel Managers. - Increased a low renewal rate in the global BP Channel from <60% in 2016 to 74% in 2020, driving significant additional revenue - Implemented Education, Certification and BP Incentives, educating >500 BP Sales on Consultative, Outcome-Based selling - Deployed a uniform Management System based on Key Performance Indicators worldwide

Grew revenue in a very competitive and declining market. Managed a team of 70 Sales, Sales Managers and Channel Managers. Outperformed other Geographies worldwide. - Developed a BP Rebate and Investment program and implemented a BP Marketing Program to drive desired behaviors - Established a consistent regular “Innovation Workshop” at CxO / Senior Executive level with key partners to collaboratively develop the TSS BP Strategy - Increased renewal rate in the BP Channel from 53% in 2015 to 70% in 2018

Worked with the Business Partner team across the territory to drive consistency in renewals and ensured a smooth integration of the Brand into IBM's Software Group.

Turbocharged the underdeveloped channel business for IBM’s Global Technology Services portfolio in 97 countries with limited resources. Uptake in maintenance revenue after the creation and deployment of a simplified way to get price information (Price Information Tool (PIT) for maintenance contracts in 15+ countries. Regular interlock with all key Business Partners on a strategic level. Almost tripled revenue from 2004 to 2008 and stood out as growth champion in the rest of the organization.

Provided functional guidance the GTS Digital Sales team of 120 managers, sales and support resources in Dublin and Bratislava. Worked with IBM's senior leadership team to define goals, targets and sales strategy and drive the implementation. Developed and implemented a European marketing strategy to increase sales productivity.

Leading a cross-brand team of 20 Digital Sales. Drove sales and marketing initiatives with the team.

Financial Strategy, Creativity, Innovation and Change