Mato Petrusic

I lead the AWS all Partner Channels & Alliances Team in the EMEA Emerging Markets region (RUCIS, Central Eastern Europe, Turkey, Middle East & North Africa and Sub-Saharan Africa). I am responsible for defining the business strategy for the AWS partner ecosystem and all aspects of partner development and partner success management. This includes and is not limited to partner recruitment & enablement, partner demand-gen and partner sales management for SI/GSI, ISVs, Resellers, Distributors and Telco´s.

Selected to oversee the EMEA and APAC Software and Cloud business with more than 100,000 annual sales transactions. • Led a team of 50 global Sales Managers, Directors, Sales Engineers, and Program Managers. • Managed an EcoSystem of 7,000+ business partners. • Led the EMEA & APAC organization through transition from private organization to preparation for Initial Public Offering (IPO) by implementing industry best practice to achieve sales compliance goals. • Deployed channel excellence programs

• Recruited to manage the worldwide Distribution of SAP-Business Objects business, with P&L oversight for software license and services revenues generated by more than 5,000 distributors, value added resellers, system integrators, solutions providers, direct market resellers, and OEMs. • Led strategic annual planning for SAP's global SME line of business • Co-managed Partner Edge and its Top Partner program • Managed strategic alliances with IBM, HP, Fujitsu and intel and SAP's

Rapidly promoted throughout organization into leadership role for EMEA distribution business •Managed team of more than 50 regional channel management sales staff, with total oversight of large partner EcoSystem with more than 80 distributors, 2,000 value added resellers, system integrators, service providers, and solution partners • Propelled sales growth in software and service revenue through establishment of new distribution sales strategy and Go-To-Market model • Boosted partner certification

Received promotion to lead the SME business for the EMEA region. Managed a team of more than 50 sales associates and a total EcoSystem of 40 distributors and 1,500+ business partners. Selected to assist in the integration of new Tenovis business into one Go-To-Market strategy, including the merging of two sales teams into one and consolidation of multiple business functions. Reduced delinquent accounts to achieving on-time payments.

Established a new line of business within the CEE & MEA region. Developed new sales strategies and Go-To- Market plans. Led the successful launch of three new products. • Established Avaya as SME market leader in Russia and CIS. • Created and launched new sales strategies for Emerging Markets. • Established and grew a world-class team of 12 sales staff to launch three new product lines. • Doubled net profit within the first year and grew revenues by 300% in second year.

Brought in to lead transformation and drive growth of Fortune 500 and Strategic Key Accounts Accounts business within Central Eastern Europe, Russia, CIS, Middle East, and Africa. • Directed a team of four sales managers and sold entire corporate portfolio consisting of hardware, software, and professional services • Grew client base 20% and tripled revenue of multinational accounts in less than two years by securing relationships with key customers, including Citibank, GE Capital, Coca Cola, Shell