Mark Littlewood

Reporting into the Global SVP for Tableau Alliances & Channels, and I dotted line report into the EMEA SVP and GM for the Tableau Business, I am responsible for the Strategy and growth of Salesforce Tableau Partner Business across EMEA and accountable for delivering $62m of Tableau ACV with and through our Partners.

In this 2nd line Leadership role I have an EMEA wide team of Regional Directors 25 of Alliances Directors who are geographically spread across the EMEA region. I also have Pre-Sales and Partner Marketing aligned to me

Over the last 2.5 year in the role I have:

• Increased the level of partner engagement on opportunity in EMEA from 35 - 77%
• In my first year achieve 103% of Plan
• In my second year 115% of Plan
• Manage the team through the Reduction in force at the start of FY24
• Replace my entire leadership team, plus hired 40% to backfill attrition and low performers
• Put in place a Management System, that didn't exist before to be able to track the performance of the business. This is includes an accurate qtrly forecasting process
• Implemented process and tools to effectively track Partner Pipe generation
• Developed pan EMEA relationships with key GSI's: Accenture and Deloitte
• Established partnerships for expansion opportunities with Technology Partners like: AWS and DBT Lab
• Maintained high staff morale through effective leadership which is reflected in Great Insight Survey results for the team following a significant due to a significant amount of organisational change
• Worked with the Partner Program team to adapt the Salesforce Partner Program to be functional for the Tableau Business
• Manage the transition of 225 Tableau partners into the One Salesforce Program
• Work with Product Management to provide operational and field support for the Beta program of Tableau's next generation product
• Act a a Deal Sponsor on key opportunities
• Review and provide coaching to AE's and First Line Managers on Opportunities review
• Act at a Figure Head for the Tableau Partner Business in EMEA and regular spoke at EMEA and Global Partner and Sales events

• Responsible for the Strategy and growth of SAS’ Strategic Partnership across Europe
• Leading a European wide team of Senior Alliances Directors, and First Line Managers who lead the relationship across the European region with SAS’ Key Global Systems Integrator Partners and Microsoft
• Developed growth plans to enhance market presence.
• Enhanced stakeholder relations through regular engagement activities.
• Developed empowering employee culture focused on equipping staff to independently meet customer needs.

• Headed of Partner Organisation for SAS in the UK, Ireland, and Nordics
• Became a member of the Nordic Senior Leadership team as well as retaining my role on the UKI Senior Leadership team
• Extended responsibility for Strategy and executing SAS’ Partner Strategy, Coverage and Operating model for both Regions
• Key changes: Restructured the Alliances and Channels Coverage model in the region to better align with the internal stakeholders and create more clearly measurable accountability for the performance of the Partner organisation in the Region
• Refocused the organisation around a key group of partners
• Started the journey of embedding Alliances who were operating as a standalone function into the sales organisation
• Drove a 20% increase (55-75%) in the total software revenue that was sold in conjunction with a partner
• Hired a Regional Manager to further improve the interlock with the SAS Sales organisation with a view of taking on a further expanded role in 2022

• Headed up the Partner Organisation for SAS in the UK and Ireland
• As a member of the UKI Senior Leadership team was responsible for setting and executing SAS’ Partner Strategy, Coverage and Operating model for the Region to support the growth objectives of the Sales Organisation
• Key changes in the first 3 years at SAS: Drove cultural change throughout the organisation to shift SAS UK for being a predominately direct sales organisation with limited Alliance partner engagement, to a business where >85% of the software business is closed with the support of a Partner
• Developed a framework for the co-delivery of more complex Analytical Solutions with SAS’ Global System Integrator partners and SAS Professional Services
• Establish Ecosystem business models with Global SI and Advisory firms to be able to market jointly developed credentials in the market
• Recruited a different profile of Alliances professional into the Alliances Organisation to change the level of engagement with the Global Advisory firms
• Executed 15-20 Joint marketing campaigns with a mix of different partners to build incremental pipeline
• Rolled out an ABM Campaign into SAS’ GSI partners, using digital marketing to extend the reach and awareness of SAS into a broader number of key stakeholders with our Global Partners
• A program that was adopted globally
• Led the thinking around a shift in the measure of the Alliances organisation to develop more incremental pipeline for SAS
• Establish SAS UKI as the benchmark for how SAS should engage at a regional level as part of SAS’ Strategy Partnership with Microsoft

• Led a successful and experienced group of Alliances and Channel professionals who manage Oracle UK and Ireland’s relationships with Global Systems Integrators such as: Accenture, Deloitte, ATOS, and KPMG as well as Oracle’s Specialist Boutiques and VAR’s
• The primarily objective of the team is to develop Oracle’s Application, Business Analytics, Middleware and Cloud Services business
• In the last 3 years my team to deliver triple digit percentage year on year revenue growth of Oracle’s Cloud Services whilst continuing to drive year on year on Target achievement of revenue and margin objectives across all three of Oracle’s main product divisions
• I also regularly speak on the business impact of Cloud computing on Oracle’s Business Partners at Oracle Partner events in the UK and Ireland
• Key Changes implemented since being in the role: Built the #1 SaaS Alliances team in Oracle EMEA contributing $200m TCV of Cloud revenue
• Achieved several firsts for Oracle: First ERP Manufacturing Cloud win in EMEA; Abcam, First ERP Cloud win in Construction: Mace, First 3 Global win for the Accenture AOBG join initiative with Oracle; G4S, QBE, West Midlands Police, Contracted the First ERP Cloud BPO deal with IBM for Co-Op Insurance, worked with KPMG to further develop their KPMG Powered Enterprise asset which has been fundamental for the ERP FINS wins at: Whitbread, RLG and Tesco
• Drove the change within Oracle UKIE Alliances & Channels organisation to lead a team focused on developing a new Partner ecosystem to sell and implement Oracle’s growing portfolio of Application, Analytics and Platform Cloud services
• Since establishing this team, Oracle UKIE now has the most mature network of Cloud services Partners in EMEA in terms of both the number of certified implementation specialists and partner revenue
• Implemented a coverage model whereby each of the Partner Account Directors in my team also took on accountability for internal stakeholder management for each of the different specialist sales groups: ERP, HCM, Business Analytics which significantly improved Field Sales collaboration with Partners
• Rolled out a programme to accelerate the transition of key Oracle Channel Partners that sell and implement On-Premises Applications and Technology licenses to one that leads with a sales, marketing, and implementation capability around Oracle’s Cloud Services
• Put in place a centralised Partner Marketing Programme that incorporated a mix of both modern marketing techniques: marketing automation tools, social prospecting, and telemarketing to develop and nurture incremental demand for Oracle’s Cloud Services via those partners who have invested in the necessary Cloud competencies
• Developed, in conjunction with Oracle’s UK Application Sales leadership, a UK specific Channel programmes that have been designed to incentivise Oracle’s Partners to invest in additional sales and marketing to extend Oracle’s sales coverage across all Industry sectors

• Provided leadership to a team of Senior Partner Managers responsible for the development of local UK Alliance relationships with the Global System Integrators and Region VARs to provide account level influence on solution architecture, vendor selection, extended sales coverage, marketing, and pre-sales capability to support the growth of Oracle UK’s Systems Line of Business
• Achieved 120% and 105% of margin goal for FY11 and FY12
• Changes implemented in this role: Managed the transition of the legacy Sun Partners from the Sun Partner Advantage Program into Oracle’s Partner Network (OPN) program ensuring that all the new agreements where executed, hardware resell rights accreditations were completed and that the partners were trained to use Oracle’s online quote to order system - OPS
• Led the initiative to create a crossline of business (Hardware and Technology) account plans and drive the adoption of Oracle’s Engineered Systems by Oracle’s Global System Integrator partners, which in turn lead to two of those organisations: ATOS and CSC offering a hosted managed service based on the technology

• Responsible for the Strategy, Planning, Management and Growth of a $120m (revenue) business that spanned all of Sun’s Lines of Business (Software, Hardware, and Services), with 6 direct reports in the Partner Sales organisation, plus 4 dotted line reports from pre-sales
• Regular stand in with delegated authority for Head of Partner Sales in the UK&I, and Northern Europe
• Average of 9% CAGR revenue growth for the business, all lines of business
• Selected Achievements: Re-invigorated an average performing team
• Implemented an extended coverage model using Sun’s Value-Added Distributors to provide additional sales and pre-sales resource
• Increased the forecast discipline and accuracy across the team from +/-30% to +/-5%
• Kept my team motivated and focused on their business objectives in an extended period of market uncertainty around the future of Sun, whilst maintaining business growth

• Sales lead for UBS
• Responsible for the coordination of Sun’s different Sales Practices across the UBS account
• Also responsible for building and leading numerous global virtual teams, spanning many groups in Sun from Finance, Legal, Corporate Engineering and Specialist Sales to support complex, global, sales engagements
• Selected Achievements: Grew the account revenue from $12.6m to just under $26m in two years
• Achieved quota by 130% in the first year and 140% in year two on the account
• Led the team to secure the multi-vendor Services contract in the UK though a highly competitive RFP process
• As a result, I grew the annual billing for maintenance services from $4.8m to $7.9m
• Grow the Systems revenue within the account at an average of 35% year on year
• Established 1st competitive Disk Storage win in the UK against UBS’s incumbent storage provider; EMC for UBS’s FX trading system
• Successfully led an extremely competitive sales campaign against Oracle Technology for a Global role of an Identity Management platform across all of UBS Investment Bank’s 23,000 seats

• X64 Sales lead for the UK&I
• Reporting to the Director Product Sales
• Tasked with developing Sun’s x86 Business through Sales enablement activity and direct customer engagements to achieve the product revenue goal
• Selected Achievements: Grew Sun UK's x86 product revenue from $0 to $30m in 12 months
• Secured the first x86 Server, plus Solaris 10 and Sun GRID Engine win globally in Financial Services for Sun Microsystems at Mishibishu Securities
• Closed Sun's first UK based x86 Cluster in Oil & Gas Exploration market
• Won Sun’s first x86 business in several new and existing customers: Betfair, EDS, JPMC, Lehman Brothers, Schlumberger, BP, Sainsbury’s

• Product Marketing Manager for Sun's Volume product I was responsible for all activities associated with the Product Management and Marketing of this part of Sun's product portfolio in the UK, which at the time was a circa, $300m of Sun UK’s overall annual product revenue
• Key responsibilities of the role included: Growing Sun UK's RISC UNIX market share in both Entry Server and Workstation market segments
• Owned the Plan of Record (PoR) forecasting for Sun UK Volume Products; a $360m revenue business
• Understood and advised Sun UK's management team on market trends for Volume Products in the UK
• Sun UK's lead industry spokesperson for Volume Products and Linux Positioning
• Developed and delivered Customer & Partner Product Sales presentations
• Quarterly delivery of Volume Product Sales training to Sun UK Sales and Channel partners

• Sales Specialist for the Cobalt Appliance range of products, reporting to the UK Volume Products Business Manager

• Recruited to develop and manage new Internet Service Provider customers, reporting in the UK Sales Director

• Managing and developing the business with a few UK Resellers