David Baugh is an experienced Business Development Manager with over 25 years of experience in channel sales and management roles at IBM and IHS. He has a proven track record of growing channel revenue and partnerships, most recently leading the development of IBM's cloud security channel partnerships in Europe with a 448% increase in channel partners between 2014-2016. He is skilled in complex channel management, strategic partner development, and public speaking.

1. David Baugh
Contact email: Davidbaugh40@icloud.com Tel: +44 (0) 7807 026538
Abercorn Mews, Richmond, Surrey, TW10 6BY
PROFILE SUMMARY
Enterprising, energetic Business Development Manager (Channel/ Direct Sales).
Currently Europe Security Channel Manager for Cloud and SaaS solutions at IBM (2 years)
following two years as EMEA Channel Director with IHS. Proven, consultative team leader with
acknowledged public speaking (press trained) and value proposition communication skills.
Extensive experience in complex matrix management environments and building robust
relationships with strategic alliance partners, Managed Service Providers and distribution partners.
Excellent understanding of: Cloud, SaaS, Channels (Managed Service Providers, Telco’s,
Distributors, Resellers, Third Party Marketplace providers and EMEA Marketplaces).
ACHIEVEMENTS
Led development of IBM Cloud Security solutions in Europe – 448% increase in number of
Channel Partners between 2014 and 2016:
 Signed 3 major European Telco’s for IBM-hosted Cloud solutions in 2016
 Achieved strong channel revenue growth every year in IBM and IHS, engaging key partners
with visits, joint business planning and campaign design, event support and bespoke,
targeted incentives
 Redesigned contracting process for Cloud/SaaS solutions in 2016 working with Contracts,
Legal, Marketing and sales professionals - Partners on-boarded in days rather than weeks
 Assigned an additional challenge to deliver the migration of 29 acquired European Partners
to IBM SaaS contracts during 2016 – a big challenge successfully accomplished
 Led targeted program for 19 Digital Sellers based in Dublin to increase customer
satisfaction and reduce churn rate with customers. Optimized the Land and Expand
methodology through rapid and adaptive support of engagements and process.
 Sales Manager for best performing brand of 5 - market share increased by more than
60% in CEE (Central Eastern Europe)
 Awarded Top Performer for 2 years running.
 Revitalized relations with business partners in EMEA and Central Eastern Europe Region,
Russia and the former Russian Republics with improvements in:
 Congruence of Partner business practices with IBM’s
 Partner performance, delivering increased market share and revenue – highest ranking
Software Group Brand (of 5) for 2 years out of 3.
 Created programs for product & solution launches, launching the IT Service Management
Appliance solution (2011) in CEE; achieved the first sale for IBM world-wide by working
directly with Polish customer and Partner.

2.  Awarded the Top Performer from class of 15 in externally run ‘IBM Top Talent Class’
during 2012
 Winner of IBM ‘European Leadership Award’ for outstanding sales performance of
$970K (new solution launch, April to December 2006).
PROFESSIONAL EXPERIENCE
IBM - Europe Security Channel Manager Cloud & SaaS 2014 – 2016
Channel Sales leader for acquired and IBM-developed Cloud Security solutions:
 Routes to market include: Telco, Managed Service Providers (MSPs), Distributors,
Resellers, Third Party Marketplaces & Cloud Brokerages
 448% increase between 2013 and 2015 in number of Tier 2 Partners for MaaS (IBM’s
acquired Cloud based mobile End Point Management & Security Solution)
 Leadership and planning for contracting and marketing in 19 Digital Sales teams, 21
Channel Managers (21 managers) and IBM Computer Service Providers (CSP) teams
 API guidance provided for development teams to engage Third Party Marketplace and
Telco segment providers
 Regular presenter for IBM security partner community in Europe.
IHS - EMEAChannel Director 2012 – 2014
Led Team of 5 professionals for the EMEA Region with responsibility for more than 50 Partners
and Partner recruitment in areas of revenue growth potential. Grew Channel revenues by more
than 70% and extended brand coverage in EMEA with new solutions:
 Devised, promoted and ran highly successful EMEA Partner Conference in Barcelona
during 2013 (summary rating 4.7 ‘very good to excellent’ against 3.4 ‘average to good’ in
2012).
 Created and delivered the first Partner co-marketing campaign across EMEA Partner
countries, delivering $870K of qualified pipeline revenue in first 3 months.
 Developed, documented and implemented ‘best practice’ in EMEA for Partner recruitment
and termination – typical Partner approval cycle reduced from several months to less than
one (best case – one week).
IBM 1991 - 2012
Tivoli Software Channel Manager (Central Eastern Europe et al.) 2009 - 2012
Managed 19 dedicated Software Channel Managers, delivering >$140M software revenue through
970 Channel Partners, System Integrators and ISVs across: Russia, Poland, Baltics, Balkans,
Czech Republic, Romania, Hungary and Turkey:
 Devised and implemented 'Route to Market' strategies across CEE Region focusing on
Russia, Poland, Czech Republic and Turkey (countries with highest economic growth and
revenue opportunity)
 Led the launch of the new IT Service Management Appliances, making first sale - 9
sales generating >$300K revenue in first 3 months.

3. Marketing and sales approach encompassed:
 Presenting solutions jointly with Partners to C-level customer executives
 Collaborating with development labs to optimise solutions by industry segment in light of
Partner and user feedback
 Coordinating first 'Publicly Useable Reference' for customers and Partners (essential
support for autonomous sales)
 Negotiating increased marketing and Partner co-marketing budgets across IBM business
pillars
 Organized and ran customer identification workshops and web-casts with Partners to drive
focus on launch and follow-on pipeline generation.
 The CEE route to market approach was recognized as having achieved optimal
revenue growth and adopted as best practice in most other IBM regions. The first 9
customers (Government and commercial) reported benefitting from an 80% plus
reduction in their 'time to fix' metric and significantly better alignment of IT with their
core business.
North East Europe SMB Software Group Channel Sales Manager 2006 – 2009
Responsible for software revenue stream in North East Europe - UK, Germany, Nordics, South
Africa for small and medium-sized businesses (SMB):
 Conducted wide-ranging study to develop best practice 'Route to Market' strategy for
inclusion in the IBM Express 'Portfolio of Solutions': adopted as best practice by IBM World
Wide Tivoli HQ
 Devised and implemented annual Channel Focus Incentive Programs, rewarding market
share growth in target markets and segments. Co-developed and executed a selective
'Grow the Gorillas' top partner sales and certification program throughout EMEA resulting in
certification of:
 29 Partners as AAA, receiving bespoke business/ marketing plan assistance & funding
 Many others certified as AA, receiving preferential funding
 With the balance remaining as simple reseller or training partners.
 Awarded quarterly Top Performer Award in 4 of 8 qualifying quarters. The award
recognized the greatest quarterly revenue growth and sales pipeline increase of the 5
software brands.
North East Europe Storage Channel Sales Manager 2005 - 2006
Devised and implemented program to launch new hardware solution to more than 1000 Channel
Partners across North East Europe - adopted by IBM as global ‘Best Practice’ and subsequently
implemented in other Regions.
 Evaluated strategy, developed action plan, defined critical processes and measures to track
performance for new 'hardware virtualization' solutions
 Recognized as the best performing Region with $970K revenue contribution in 9
months following solution launch, resulting in winning European Leadership Award.

4. EMEAHardware Storage Channel Manager 2001 – 2004
 Assigned to IBM, Milan for 6 months to help lead and support the Italian sales teams and
bring the new team manager up to speed
 Led team for redesign of EMEA Hardware Partner Program Technology Centers, Show-
casing IBM storage solutions on Partner premises
 Co-led the EMEA ‘Volume Team’. This encouraged Partners to sell Enterprise Technology
solutions to mid-market customers, a new market segment for IBM.
Networking Systems Sales Leader UK, South Africa & Ireland 1995 - 2000
 Increased market share in target segments (IP routing) by over 300%
 First choice Network Strategy Presenter for IBM in these market areas
 Pioneered marketing of new IBM technology - ATM (Asynchronous Transfer
 Mode - very high speed, low latency network) to prospective City of London clients:
 First ever sale to Daiwa Bank, implementing the UKs first IBM ATM network,
generating revenue of over $1.5M
 Follow-up campaign to Banks with Account Executives - revenue up more than
$12M in four years to 2000.
1993-1994 IBM Public Sector Sales Representative, London
1992-1993 IBM Public Sector Systems Engineer to Royal Household & MoD
1991-1992 IBM Sales School & IBM Systems Engineering School, London
(Both courses passed with distinction)
1988-1989 IBM UK Industrial trainee (Internship - part of degree course)
EDUCATION 1986-1990
BA (Hons) Business Studies & Management (Marketing and Finance),
Hendon Business School, Middlesex University, United Kingdom
FORMAL LEADERSHIP RECOGNITION
Senior leadership potential assessed and confirmed in IBM:
 Selected for assignment to CEE based in Prague HQ as CEE Region Manager
 Selected for IBM Career Advancement Top Talent Program
 EMEA Leadership Award (IBM World Wide Recognition Program)
 Selected to present IBM's Schools and University Introduction to IT scheme
OTHER QUALIFICATIONS & SKILLS
 ITIL V3.0 (Information Technology Infrastructure Library) Certified Consultant with
Commensurate Industry Knowledge
 Excellent PC, Microsoft Office Suite skills
 Languages: Italian (intermediate), German (beginners)
PERSONAL & SOCIAL Fitness and games – gym, cycling, badminton; music
(audiophile); investing, politics and financial affairs.