Anat Raunio

• Met with customers to discuss service needs and develop effective and practical solutions.
• Directed major client engagements and monitored asset managements
• Implemented strategies to increase customer service satisfaction ratings.

Building the ecosystem for Channels & Alliances across EMEA & APAC, developing the channel strategy and GTM program. Leveraging the entire company's key stakeholders to create a joint value proposition with the partners. Joint solution creation with Professional Services. Governance and maintaining the partner's CxO level relationship. Leading a team of professionals Channel Managers and GSI Managers across EMEA & APAC.

• Channels & Alliances
• Building the ecosystem for Channels & Alliances across EMEA & APAC, developing the channel strategy and GTM program
• Leveraging the entirecompany's key stakeholders to create a joint value proposition with the partners
• Governance and maintaining the partner's CxO levelrelationship
• Leading a team of professionals Channel Managers and GSI Managers across EMEA & APAC.

• Promoted through positions of increasing scope and responsibility
• Engineered and executed innovative strategies for ISV solutions alignment with IBM Business Flow Management (BFM) global industry team
• Implemented go-to-market (GTM) plans to generate pipelines, revenue, and references, ensuring GTM readiness via asset creation,enablement, and pipeline development
• Assisted BFM Managing Directors (MDs) and Client Executives with partner landscape opportunities,prioritizing offerings by solution area, geographic/market readiness, and ability to deliver
• Exceeded sales goal by 200% by closing three deals over $60M each
• Forged five major alliance agreements, including the first complex alliance deal, closing in at $70M.

• (Worldwide Banking and Financial Markets)
• Pioneer banking and financial markets strategy across all global executive offices (GEOs), developing and establishing business priorities/processes while closing deals
• Spearheaded global tier one and two independent software vendor (ISV) business development & GSI's,go-to-market strategy (GTM), executive governance, and pipeline generation
• Cultivate robust relations with tier one and two ISVs executivesand utilise IBM team resources, solutions, and services to create and stimulate adoption of joint value proposition while directing dealmanagement and progression in collaboration with the IBM team (client/ISV/GSI)
• Generated professional interest and secured deals worth over $100M; identified client's pain points, technology requirements, and idealpartnerships to develop a value proposition incorporating all IBM technology and services with the ISV application
• Subject Matter Expert (SME) and trusted advisor to the global GEO team.

• Mobilized ten Business Development Executives (BDEs) and partnered with WW global system integration (GSI) team
• Designed and implemented innovative Computer Systems Integrators (CSI) and GTM solutions utilizing system integration (SI) practices to drive increased wallet share of IBM products within SI solutions
• Developed pipeline of > 150 opportunities, led to the closing of > $300M revenue.

• After reorganization, managed 60 direct reports and constructed a cloud channel distribution ecosystem from scratch
• Signing over 150 partnerships.

• Europe, Middle East & Africa (EMEA, Regulated governance over EMEA distribution channels and execution of corporate roadmap; chartering opportunities, joint ventures/joint value proposition (JV's), business partnerships, and channel/ecosystem development
• Led identification and procurement of new partnership opportunities and strategic regional development
• Designed bespoke solutions and business approach tactics to target various markets and countries while overseeing emerging market development; integrating versatile cultural and business practices to achieve success.

• Generated new sales leads to achieve and exceed monthly sales goals.
• Attended monthly sales meetings and quarterly sales trainings.
• Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
• Prepared merchandise for sales floor by pricing or tagging.

• Leaded Channels & Telesales teams across Europe, providing support while overseeing distribution channels, business partners, JVs, and ISVs within the small and medium -sized business (SMB) sector
• Devised sales activities to pinpoint new opportunities including onboarding of a White Space accounts., Exceeded sales goals by 300% and received organizational excellence prize for expertly navigating full sales cycle of major corporate accounts.

• Managed sales promotions and marketing strategies on major social media sites.
• Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
• Led crisis management team and provided quick turnaround solutions.
• Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.

• Generated new business with marketing initiatives and strategic plans.
• Negotiated and closed long-term agreements with new clients in assigned territory.
• Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
• Established relationships with key decision-makers within customer's organization to promote growth and retention.