Bob Vass

Hello, let me introduce myself. My name is Bob Vass. 

I am an experienced channel and sales leader, with a strong background in channel/partner recruitment, channel/partner management, sales, and business development.

Throughout my career, I have helped build, guide, and manage partner organizations who sell, implement, and provide consulting services, for a diverse range of technological products, software solutions, and services. 

Lastly, I am a dynamic and dependable executive, who is a strong communicator, and who naturally builds rapport and trust.  I am most energized, when tasked, to build out a channel ecosystem for a growing company and/or a growing division within a larger company. 

I live in Toronto, and I love going to the gym, watching sports, listening to music, and reading on my leisure time. 

I welcome the opportunity to share my story and learn more about the company, and the position, I consider applying to. 

Regards,

Bob Vass

SAP Canada Inc.                                                                                                                               2008 - 2022

Partner Director, Industry Cloud Ecosystem (2021 – 2022)

• Management of assigned Industry Cloud software partners (O&G, Higher Ed, Utilities, Mining…) including partner relationship management, pipeline management, performance, and engagement management. 
• Develop/manage/coordinate strategic business plans and GTM programs for revenue outcomes. 
• Co-lead responsible for North America industry cloud software partner and ISV partner revenue. 

Partner Director, Higher Education and Research (HER) Ecosystem (2020 – 2021)

• Led and built SAP’s Industry Cloud strategy for the Higher Education and Research Industry Business Unit (IBU).
• Engaged, onboarded and managed partner relationships - Aligned with Higher Education IBU, Higher Education sales, and the Global Business Development Ecosystem organization to help promote partner’s industry cloud solution(s), business plan, sales plays, value proposition, and GTM strategy, aimed at scaling the partner’s contribution to all aspects of building, selling and delivering innovation. 

Channel Director, Intelligent Enterprise Solutions (2019 – 2020)

• Incubated and enabled ecosystem community: strategic partners, resellers, ISV’s, OEM’s, system integrators, services partners, and global technology partners.
• Drove adoption of SAP Intelligent Technologies such as Intelligent Robotic Process Automation, Artificial Intelligence and Machine Learning to partners and SAP internal teams.
• Developed competitive matrices for RPA vendors to help with partner positioning.

Director, Analytics Partner Development (2018 – 2018)

• Identified, recruited, managed, and developed Analytics partners and vendors to qualify, formulate, and nurture these organizations for SAP’s Solution Extension partner program - Liaison with SAP sales.
• Developed a target list of potential organizations to partner with, who developed complimentary solutions.
• Promoted Solution Extension partnership and the SAP App Center to the field and ensure business plan objectives are met.
• Contributed to increasing overall software partner revenue from 3% to 5% within   

Senior Manager, Channel Recruitment and Management (2012 – 2018)

• Recruited, enabled, and activated channel partners (Analytics Cloud, Cloud HR, Cloud ERP).
• Developed SAP’s North American channel ecosystem - Value Added Resellers, Extended Business Members, and Open Ecosystem. Competitive vendors targeted: Microsoft, SAS, IBM, Birst, MobileIron, and AirWatch.  
• Aligned with GTM and sales teams, solution center, partner service advisory, and channel marketing, to promote partner’s offering, business plan, sales plays and value proposition.   
• Co-developed: Recruitment ‘24 Steps and Stages’, Activation Checklist, ‘Rejuvenation’ program and Channel Business plan.

Account Executive (2008 – 2012)

• Managed seven channel partners for Small and Medium sized enterprises and net new clients.
• Sales Management - install base and net new clients for Large Enterprises. 
• Aligned with Marketing to execute webinars, seminars, trade shows, workshops and annual events. 

Oracle Corporation Canada Inc.                                                                                                       2007 – 2008

Analytics and ERP Account Manager

• Channel, Sales and Independent Software Vendor (ISV) Management. 
• Managed 14 channel partners and 12 ISV partners.

Other Relevant Experience

WSI Corporate | Director, Franchise Development 

• Consulted with C-level executives globally to heighten their awareness of Company’s Internet franchise offering.  Instructed applicants on the merits of buying into the franchise’s earning capacity.  Earned 4 quarterly awards for top performance: Q2 – 2005, Q3 - 2005, Q1 – 2006 and Q3 – 2006; recognized as top sales management director in 2005 (#2). 

NetSupport Canada Inc. | VP of Sales and Marketing

• Selected to rejuvenate business to drive higher revenues. Designated as liaison between global offices.  Directed the activities of 5 cross functional staff.  Pioneered and facilitated reseller seminars across Canada.  Result: Recruited 27 new partners. 

Education 

1. Toronto Metropolitan University, Toronto

Bachelor of Business Commerce, Marketing Management, with Honours

Business Communications Minor

1. Seneca College, Toronto

Marketing Administration, with Honours

Training and Enablement

Executive Certificate in Channel Management, CompTIA

Sales Techniques and Execution: C-Level Partner Communication and Engagement, Kensei Partners

How to make partners successful in their transition to the Cloud, Channelcorp

CustomerCentric Selling, CCS

Spin Selling, Huthwaite International

Sandler Sales Institute

Basho Executive Prospecting, Kensei Partners

Channel Acumen and Fundamentals, Channel Enablers/SAP