SAMA Pan-European Conference
 

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David Adams
Partner
Performance Methods, Inc.

David Adams is a sales and management veteran, offering 20+ years of experience in field sales, sales management, account management and corporate leadership. David most recently served as VP of Learning and Development for a Global Fortune 500 organization where he specialized in leading enterprise wide sales and sales leadership training initiatives. As a former PMI client, David is well versed in designing, developing and delivering PMI programs.

Prior to PMI, David held various sales, management, and training positions in the service industry and has a track record of sales success throughout his career. David frequently achieved “President’s Club” status (for individual sales performance), but has also been consistently recognized throughout his career as a leader in designing sales training programs that helped others deliver bottom-line results. David’s success in coaching others is what led him into the field of sales consulting and training.

In addition to holding numerous roles in corporate sales and leadership, David served as an instructor for the University of Washington’s Professional Continuing Education Program where he developed curriculum and facilitated workshops for those obtaining a certificate in training and adult learning. David has participated in a number of industry leading sales, training, communication, and leadership programs and organizations.


 
Jerry Alderman
CEO
Valkre

Jerry Alderman is the founder and CEO of Valkre. Through Valkre, he has helped companies including GE, Owens Corning, Philips, Amgen, Varian, Sabre and others leverage technology to improve Customer Value Creation and Co-Creation. He started his business career at Boise Corporation where he spent 12 years learning and experiencing the unique challenges of B2B companies. Before starting his business career, Jerry served six years on nuclear submarines as a Naval Officer through the Admiral Rickover program. These experiences, combined with a Bachelor Degree in Civil Engineering, a Master’s Degree in Nuclear Engineering, and an MBA from the University of Chicago Booth School of Business provide the basis for his work.


 
Alessio Arcando
Professor
Bologna Business School

Alessio holds a university degree in Engineering from Politecnico of Milano and a Master in Business Administration from Bocconi University of Milano.

He joined 3M in 1981 and along his 37 years experience has held different positions of increased responsibilities. In particular he was Business Director Industrial Adhesives and Tapes EMEA and Market Director of Safety and Security West Europe at 3M HQ in Brussels.

In 2015 through 2018 he has been Director of Strategic Key Accounts Organization West Europe.

Retired in September 2018, he is in the Board of Directors of Fondazione 3M , Professor and Member of the Advisory Board of Executive Master at BBS.


 
Dino Bertani
Executive Director, SAM Excellence
Allergan

Dino Bertani has broad leadership experience in bio-pharmaceutical industry across various therapeutic areas in local, regional and global roles. He’s had responsibility for key account management, sales, marketing and business excellence. This has led to his deep knowledge of healthcare systems and value-based care shift in European & international markets.

Dino currently serves as the Executive Director, Strategic Account Management Excellence at Allergan where he focuses on the realization of the Strategic Account Management & Customer Solutions by leading Strategic Partnerships and Alliances with global Top Customers.


 
Mustapha Bouraoui
Vice President, Strategic Marketing, EMEA Region
STMicroelectronics

Mustapha Bouraoui is Vice President Strategic Marketing within STMicroelectronics’ Europe, Middle East, and Africa (EMEA) Region and has held this position since 2015.

Mustapha Bouraoui joined STMicroelectronics in 1994 and held several positions in ST’s Telecom Division and the EMEA Sales & Marketing region. In 2012 he was appointed EMEA Vice President Digital Marketing & Applications.

Bouraoui is a co-founder and board member of the Alliance for Internet of Thing Innovation (AIOTI) and currently serves as Chairman of AIOTI’s Workgroup 5 (Smart Living Environment for Ageing Well).

Mustapha Bouraoui was born in Tunis, Tunisia in 1968. He graduated with a degree in Electronics Engineering from Grenoble Polytechnic Institute (France) in 1993 and holds a PhD degree in Signal, Image, and Speech Processing from the same university. He is currently based in Paris, France.


 
Tim Braman
VP of Corporate Strategy and Global Accounts
Revegy

Tim is an industry veteran with significant experience in technology and strategic sales consulting. He brings to Revegy a rich background in sales and sales management that spans more than 20 years and numerous industry verticals. He has a working knowledge of the challenges faced by companies – from start-up organizations to global enterprises – in the Management Consulting, Financial Services, Supply Chain, Government, Technology, Manufacturing and Retail verticals. At Revegy, Tim applies his breadth of experience to help companies optimize and realize their revenue potential by achieving consistent sales processes and employing collaborative tools that cover the spectrum from strategy to execution. Previously, Tim spent six years with InfoMentis (acquired by The TAS Group), where he worked with global accounts to help them achieve strategic improvements in revenue growth, market share, client loyalty and renewals. He began his career at Dun & Bradstreet Software (formerly Management Science America), where he worked in various sales positions over a 12-year tenure. Tim is an honors graduate of the University of Florida with a BSBA in Computer Science.


 
Vasily Chadnov
Commercial Excellence Program Director
Air Liquide

Bio and headshot coming soon!


 
Jeff Cochran
Principal and Master Facilitator
Shapiro Negotiations Institute (SNI)

Jeff has coached and trained groups within organizations from 45 minutes to three days in length. His audience size has ranged from five executives around a boardroom table to 1000 people in an auditorium. And, he has done all of this in 6 continents across all industries. A few sample clients include Verizon, PwC, Chicago Bears, Bristol Myers Squibb, ESPN, Corporate Executive Board, TEKsystems, and Tony Robbins.


 
Dominique Côté
Founder & CEO, Cosawi inc/sprl & Principal
The Summit Group

Dominique joined The Summit Group in September 2018, bringing over 28 years of local & global experience in the Life Science sector. She leads Summit’s Life Science practice and EMEA customer development.

She is an accomplished international leader recognized as a chief architect of global account program journeys, leading corporate changes and cultural shifts for customer-centric innovation and patient value. She has been a panelist and keynote speaker in Europe and the U.S. in the areas of customer centricity/engagement, Global Account Management programing, and Pharma Commercial Excellence - as a subject matter expert.

Dominique has a scientific and research background in genetic/immunology and oncology. She is from Canada, where she worked for the first 20 years of her career in the human pharmaceutical industry with companies like Roche, (Sandoz) Novartis, and Pfizer before relocating to Europe.

During her career, Dominique held positions of increasing responsibility in the areas of sales, marketing, General Management (P&L), L&D, KAM and global commercial excellence. She managed teams in more than 36 countries, leading activities to optimize profitability and effectiveness of field forces, as well as enabling deployment of new commercial engagement business models – such as spearheading the global account management program at Pfizer EMBU and CRM deployment. She most recently served as global VP marketing for UCB biopharma.

Her career provided her with global/varied market experience and diversified culture knowledge. Dominique has been on many global councils for learning and development/KAM/patient centricity, as well as diversity. She sits on the board of SAMA (Strategic Account Management Association) since 2011 and was on the HBA (Healthcare Businesswomen’s Association) steering committee for international strategy, and the CCPE board (Canadian Council for Pharmaceutical Education).

Dominique lives in Brussels, Belgium and speaks French and English.


 
Adrian Davis
President
Whetstone Inc.

For over 20 years, Adrian has been devoted to understanding and applying the principles of successful selling in business. In 2002, Adrian founded Whetstone Inc, to assist Chief Executives and Chief Revenue Officers of mid-sized, B2B corporations create profitable growth by helping them win, keep and grow key accounts. His highly talented team has developed a reputation for leading organizations to innovative and practical solutions that enhance customer value and dramatically increase revenue. Adrian is frequently called upon to advise senior management teams and sales groups on the subjects of sales and corporate strategy, competitive advantage, relationship management and sales excellence.


 
Nathalie Delmas
Founder and CEO
Connexion TIP

From an early age, Nathalie is passionate about exceptional performance and since then has continuously sought ways to challenge herself to find and apply different ways to achieve it in an equitable fashion. For more than 20 years, Nathalie has relentlessly continued to transform herself, as well as challenge her multi-dimensional approach by relying on various theories and practices: the Breakthrough, neurosciences, systemic approach, ontological coaching, gestalt, Radical Innovation Design (RID) as well as experience from business strategies and marketing. Through Connexion TIP and now gathered within the TIPLabCO, she built an international network of TIP CoachsCO. All are trained with her method and share a sole objective: experiment new ways to achieve extraordinary performance, all while having fun doing it.

Born in Quebec, bilingual (English and French), Nathalie considers herself as “the connection”, linking all of our organizations’ environments throughout the world. On a more personal note, Nathalie has the same insatiable appetite as North Americans for the most extraordinary challenges and feeds on the endless cultural wealth of Europeans. Being a fine gourmet, she nurtures the precious moments shared with her family in Paris, where she lives with her husband and two sons.


 
Kirk Dittmar
Principal
The Summit Group

With over 27 years of experience in sales and management, Kirk brings strategic insight and innovative, growth-oriented thinking from engagements with Fortune 1000 companies across high tech, healthcare, pharmaceutical, and education. He is well-versed in multiple disciplines including global/key account strategy, meeting facilitation, workshop delivery, learning program development and execution, sales operations, and leadership development.

In his current role with The Summit Group, Kirk specializes in stakeholder/account management, developing and facilitating training programs, coaching, and facilitated account management and business alignment sessions with strategic account teams and their customers.

Before joining The Summit Group, Kirk held key leadership roles for more than 11 years within Cisco System's Global Accounts and Client Director Programs. In various capacities, he led critical elements in the establishment of each program, while driving key initiatives such as the Global Customer Advisory Board, Global Resourcing and Coverage Models, and Voice of the Customer initiatives.

Kirk is a regular SAMA speaker on topics of value creation and accelerating joint solutions. Kirk holds a Bachelor of Science degree in Business Administration from the University of Pennsylvania at Kutztown.


 
Harvey Dunham
Managing Director, Strategy and Marketing
SAMA

After a remarkable 35-year career with Schneider Electric, Harvey Dunham serves as the Managing Director of Business Development for the Strategic Account Management Association (SAMA), a nonprofit professional association based in Chicago.

During Harvey’s time at Schneider Electric, Harvey was a Strategic Account Manager (SAM), managed SAMs, lead countries from whom SAMs needed local support and supported SAMs in developing solutions for their global strategic accounts, both inside and outside the United States.

Harvey most recently held the position as the Global Solutions VP, Buildings Business, where he led the global Life Sciences, Retail and Sales Transformation teams globally to help in achieving Schneider’s vision of becoming the global leader in energy management. While in this position he led a team which piloted and deployed a new solution and consultative selling methodology which trained over 100 people and developed $1.9 billion backlog in new opportunities.

Harvey served as Country President in Poland as well as South Africa, where he had responsibilities over sales, business development, project management and P&L management.

Thanks to his impressive and long career at Schneider Electric, as well as military service, Harvey’s areas of expertise include negotiation, presentation skills, facilitation and training, coaching and collaboration as well as process improvement.


 
Jim Ford
Chief Commercial Officer; Chair of SAMA Board
Solecta Inc

Jim Ford has recently been appointed as the Chief Commercial Officer (CCO) for Solecta, a global leader in process membrane technology and solutions. Solecta is a portfolio company of True North Venture Partners, a venture capital firm focusing on Clean Technologies.

Prior to joining Solecta, Jim was the Global Head of Client Development for Arcadis, a leader in design and engineering consultancy for natural and built assets. Prior to Arcadis, Jim worked in private equity, helping environmental testing leader, TestAmerica achieve a successful turnaround and sale to a strategic partner. Jim also spent 20+ years working for the Nalco Water, an Ecolab company, in various P&L and leadership roles, most recently as VP of Global Corporate Accounts.

Jim serves on the Board of Directors for NClear Inc., a pioneer in nanocrystal, nutrient removal technology. Jim is currently the Chairman of the Board of Directors for the Strategic Account Management Association (SAMA).

Jim has been recognized as a Global Business Leader and Change Agent who drives commercial transformations in top- and bottom-line performance by defining strategic differentiation, building value-added offerings, creating channel strategies, and developing strategic client partnerships. His global experience in B2B markets ranges from small cap venture capital mid cap private equity to Global Fortune 500 companies, helping companies realize rapid commercial success.


 
Werner Gerstner
VP Sales and Global Account Management
ZEISS

Werner Gerstner is responsible for the Global Key Account Management in the Business Unit ZEISS IQS. He joined ZEISS in 1979 and has various positions in different sales regions as a Vice President. His goal is to drive Sales Excellence within the Key Account Management.


 
Danny Haykal
Global Strategic Account Director
T.D. Williamson

Danny is a strong networked individual with more than 20 years’ experience in the Middle East, Caspian & Africa region, a significant track record in Strategy Development & Deployment, business development and P&L management; considerable international business expertise, with extensive technical experience in online pipeline maintenance, commercial astuteness together with an entrepreneurship vision. Skilled negotiator and an excellent cross-cultural network developer with a track record of developing competitive advantage in accounts and increasing sales and business performance mainly through identifying, planning and implementing marketing strategies, as well as prioritizing and streamlining services. Danny Holds a bachelor’s in Mechanical Engineering, MBA, a member of ASME and a certified SAMA.


 
Gerhard Herold
Managing Partner
mp consulting GbR

After graduating in business economics Gerhard held several leadership positions in sales and Key Account Management in multinational companies. As a business consultant he has specialized in empowering his clients to develop differentiating KAM concepts and in measuring their success in strategically positioning themselves as indispensable business partners of their key customers and reaching a trusted advisor status. His job is focused both on the transfer of methods and competencies (mpc`s integrated KAM circle) and the practical project work in their implementation.


 
Robert Hueber
Business Unit Director, Packaging
Herrmann Ultraschall

Robert is an entrepreneurial business leader with a passion for helping his global customers in the food-and packaging industry adopt the latest high-tech sealing technology into their production processes, with the objective of increasing product quality, process efficiency at reduced levels of cost and environmental impact. Based on an in-depth analysis of the customer’s current challenges and pain points in their production environment, his team provides improvement concepts & solutions for the integration of ultrasonic sealing technology into existing or new packaging equipment around the globe. After starting his career as a developer of software and electronics, Robert switched into sales and held leadership positions in Sales & Business Development in several multinational- and start-up companies. Today he runs one of Herrmann Ultraschall’s four business divisions with functions including Global SAM, Sales, Service, Application Lab, Project Engineering and Product Design. To accelerate growth and increase the impact of his global expansion initiative with hot spots in North America, Japan, China, ASEAN and LATAM, he decided to develop a SAM Program with Artur Wagner as trusted advisor. Furthermore, he has 10 years of experience in the areas of KAIZEN, lean management and building multinational teams. He holds a degree as Dipl.-Ing. Electronics from Baden-Württemberg Cooperative State University, Karlsruhe, Germany.


 
Frédéric Kahn
Vice President Marketing and Sales
Hovione

Frédéric started his career in 1985 as Division Controller of the Specialty Chemicals firm Rhone-Poulenc Organic Chemicals (later known as Rhodia Pharmaceutical Ingredients and then Aventis) where he held several Senior Executive positions in Sales and Business Management in the US, Europe and Singapour. Frédéric's responsibilities focused on development, production and formulation of Anesthetics and Analgesics’ APIs.

In 2003 Frédéric joined the CDMO NextPharma as EVP Sales and Marketing to generate sustainable growth by setting up a dedicated Key Account Management strategy and organization. After five successful years, Frédéric joined the German Pharmaceutical Packaging and Medical Devices leader Gerresheimer based in Duesseldorf where sales to strategic accounts went double digit.

Lonza AG Switzerland hired Frédéric early 2016 as head of Global Key Account Management with the same mission and similar results.

Passionate about sales and strategic account management, Frédéric is a speaker at SAMA Association, holds a Bachelor of Sciences in Economics from College of New Jersey and an MBA from ISG - Institut de Controle de Gestion, Paris.

Frédéric has acquired more than 30 years of experience in sales and marketing, finance and business management with a proven track-record of building and developing successful organizations. Father of two daughters, Frédéric is also a writer and a marathon runner.


 
Danielle Kneppers
European Commercial Transformation Leader
GE Healthcare

Danielle has been with GE for 10 years, initially joining through a Commercial Leadership Program before moving into product sales roles for 5 years. From there she moved into strategic account management, as an Executive Account Manager. In this role she worked to build cross P&L strategies that solved broader client problems and generate large scale partnerships.

Since moving to Europe in 2018, Danielle has been working on the development and implementation of the go-to-market strategy for top strategic accounts to deliver differentiated customer experiences and transform relationships to foster long term partnership.

Danielle has graduated from Penn State University with a degree in Marketing and International Business. She and her husband are based in the Netherlands.


 
Tania Lennon
Head of Talent, Assessment and Leadership Expertise
ZS

As an organizational psychologist, Tania’s focus is on the intersection of business and people. She has accumulated over 20 years experience as a practitioner supporting organisations to build the capability they need to execute their strategy and sustain success in a dynamic environment. As part of the ZS Strategy and Transformation team, Tania has been focusing on defining the success drivers for new approaches to customer engagement, including KAM. She has led the development of some innovative tools for assessing and developing KAM, blending evidence-based insights with cutting-edge approaches to shaping behavior and mindsets.

Tania’s early career focused on internal people roles in retail, life sciences and financial services. A move to consulting saw her focus on MNCs in the Life Sciences Sector as client advisor. Tania served as Leadership and Talent Practice Leader for Europe for Hay Group.

Tania has undergraduate degrees in economics and psychology and an MSc in occupational psychology. She served as Associate Teaching Fellow at Birkbeck College and has collaborated with institutions such as MIT and the Open University. She is currently undertaking a professional doctorate in organizational psychology.


 
Janti Masani
Director Corporate Accounts ABBOTT Cardiovascular EMEA,
Abbott

Janti joined Abbott Laboratories in 1992 as a Sales Representative in UK, where he moved through sales and National accounts team UK. In 1998 Janti moved to Middle East & Turkey Region as Product Manager based in European HQ in Wiesbaden, Germany. From there he became Marketing Manager for Point of Care, EMEA and later Marketing Manager ARCHITECT Systems, EMEA. In 2003 Janti moved to Region North as Marketing Director. He later joined Roche Diagnostics in 2005, where he held various senior leadership roles as Vice President Marketing & Support International Agencies, Vice President Global Marketing Arrays, based in Madison,USA and Vice President Marketing, Professional Diagnostics, Roche HQ based in Indianapolis. USA. Janti later returned to Abbott in 2010, as Director Global Accounts based in Germany. In 2017 Janti moved to ABBOTT Medical Devices Cardiovascular Division in his current role as Corporate Accounts Director EMEA based in UK.


 
Danielle Matteson
Director of Global Accounts
AVI-SPL

In her 8 years with AVI-SPL, Danielle’s expertise in collaboration technology – paired with her keen eye for offering development – has enhanced AVI-SPL’s ability to create meaningful experiences for customers. In her previous role as product manager, she designed and managed the company’s Unified Communications and Collaboration service portfolio to deliver industry-leading value. Today, she leads strategic program development and operations for the Global Accounts Program, striving to bring exceptional outcomes to clients around the world.

Danielle holds a Bachelor’s degree in Organizational Communication and Spanish from the University of Portland and a Master of Business Administration degree from the University of the Incarnate Word.She currently resides in the Philadelphia area with her husband and daughter. As an Oregon native, she loves to explore mountain landscapes and is an avid Duck fan.


 
Andrew Middleton
Global Program Director
GE Healthcare

Andrew is the Global Program Director for GE Healthcare’s Strategic Account Management Program, Ascend. In this role Andrew has been responsible for the design, delivery and implementation of a sales transformation effort that has touched more than 4000 sales people across 25 countries over the past 6 years.

A commercial leader with more than 20 years’ experience in a variety of B2B healthcare roles including global strategic marketing, marketing team leadership, international and regional brand management, market research & business analytics, and sales.

Andrew has a bachelor’s degree and post graduate diploma in marketing, and is currently based in London, England.


 
Andreas Pilz
Senior Manager, Sales Governance
Airbus

Andreas leads Sales Governance at Airbus Defence and Space. In addition he is the SAM Programme Manager for Airbus Defence and Space adopting the SAM approach for very long sales cycles, making it flexible to very short ones and in-betweens. He also acts on a global Airbus corporate level.

The current sales force of Airbus Defence and Space is roughly 900 people with customers in approx. 100 countries. Providing strategic and key account management in a context with a huge portfolio and many different buying behaviors of customers is challenging the sales forces every day.

Born in Munich, Andreas is now 24 years with today’s Airbus starting his career with Siemens AG after a degree as Aerospace Engineer from the Technical University in Munich. Working across Europe and out of the US, he acquired experience as project manager, CEO of a joint venture, front line sales in Germany, Brazil and India, just to name a few.

Andreas strongly believes in “Sales” as a mind-set and a personal attitude in addition to a business-leading profession.


 
Tim Pollard
CEO
Oratium

Tim Pollard is the founder and CEO of Oratium and the author of The Compelling Communicator: Mastering the Art and Science of Exceptional Presentation Design.

Over a long career in sales and marketing at Unilever, Barclays, and CEB, Tim Pollard has developed remarkable insight into the “science” of designing extraordinary sales messaging. The result has been the development of unique tools and concepts, and a remarkable ability to teach and coach others in the learnable processes of exceptional communications.

As a result, Tim is one of the world’s leading thinkers on advanced communication skills, particularly sales messaging.

Not only is Tim a highly sought-after speaker in the communications field, but the thinking that he has developed at Oratium has been translated into a repeatable process, which allows any organization to see a renaissance in its sales communications.


 
David Pyle
SVP Enterprise Dealer Partnerships
Cox Automotive

David Pyle is Senior Vice President of Enterprise Dealer Partnerships at Cox Automotive. His team supports the account management and growth needs for 119 of the largest dealer groups in the United States. Leveraging the full breadth of the Cox Automotive portfolio, the EDP team brings the best insights, strategic development, solutions and execution to their clients’ most significant challenges and growth opportunities.

Before leading EDP, Pyle led Cox Automotive’s Client Services group. He has been with Cox since 1998, when he joined Autotrader. He also held a number of leadership roles there, including SVP of Sales for Autotrader’s more than 900 sales professionals nationally, Vice President of Sales for the company’s West Division, Vice President of Sales Operations, and Senior Director of Advertising Strategy.

Pyle brings more than 30 years of experience in the automotive industry, including retail automotive. He began his career in sales at a Lincoln-Mercury dealership while working his way through Auburn University.

For his personal passions, David is involved with the growth, well-being, and protection of today’s children and their parents. He is on the board of Camp Highland, the board of Johnson Ferry Christian Academy, and is also a Mentor to younger husbands and fathers in the Radical Mentoring Program.


 
Geoff Quinn
Director KAM Centre of Excellence & Enablement
Pfizer’s World Wide Commercial Operations

Geoff Quinn MBA DMS PGCert (Education) BSc (Hons), Director KAM Centre of Excellence & Enablement within Pfizer’s World Wide Commercial Operations. A passionate KAM practitioner, supporter and researcher with over 25 years of experience in posts at various operational and strategic levels. Previous roles include Strategic Account Manager and Business Director in the UK Pfizer Business, Sales & Accounts Director UK & Ireland at Siemens Healthcare and UK Head of Sales, Account Management & Training at UCB Pharma.


 
Friederich Richter
VP Strategy & Innovation, Strategic Customers & Segments
Schneider Electric

Friedrich has 20 years of experience working for large B2B customers in pre-sales or sales environments. This includes 8 years as a consultant, advising customers on large commercial and key account management transformations. While at McKinsey & Company, Friedrich was a leader of the B2B Sales practices.

In his current position as VP Strategy & Innovation for Schneider Electric’s Strategic Customers and Segments, Friedrich leads various strategic initiatives, including the next horizon of Strategic Account Management.

Friedrich holds a master’ degree in Engineering from one of the French Elite Engineering schools, Centrale-Supélec, and an MBA from INSEAD.


 
Jon Rovig
Scandinavia Sales Director
TD Williamson

Bio and headshot coming soon!


 
Jacques Sciammas
President
Selling to Executives

Jacques Sciammas has held the roles of COO and CFO for several large global corporations, where he was responsible for making executive buying decisions for over 20 years.

Drawing on his Corporate Executive experience, and representing the Executive Buyer’s perspective, he conducts interactive workshops and keynotes for sales teams, engineers, and consultants, on how to successfully sell to the C-Suite and build long-term C-level relationships. His corporate experience includes EVP at Berkshire, Group CFO at Charles Schwab, Director of International Operations at Standard & Poor’s, and Director of Capital Programs at TWA. All the roles entailed directing the company’s buying decisions and selection of vendors.

In addition to conducting workshops around the globe since 2003, Jacques also serves as Chairman of the CFO Council and as President ERG, an international executive firm that conducts operational projects for CEOs, COOs, and CFOs. In addition to family and friends, Jacques counts tennis, impressionist art, film, and world cultures as his passions and splits his time between Europe and the US. BA, MBA, Harvard University Executive Program.


 
Jo Stewart
Worldwide Leader for Go to Market Enablement
MicroFocus

Jo Stewart leads the World Wide GTM Enablement Organisation for Micro Focus, a team of 100+ enablement professionals that look after the development needs of the 5000 strong Go To Market organisation.

Micro Focus helps organisations run and transform their business. Driven by customer-centric innovation, Micro Focus software provides the critical tools businesses need to build, operate, secure, and analyse the enterprise. By design, these tools bridge the gap between existing and emerging technologies— enabling faster innovation, with less risk, in the race to digital transformation.

Based in the UK, Jo has been with Micro Focus for 12 months, and during this time has worked with the Micro Focus Senior Leadership Team on building out a new Sales methodology program, sales efficiency tools and sales automation platform. Jo has worked in both Regional and Global leadership positions for Dell, Veeam and Meteogroup, and has had the opportunity to work across a number of business functions including Sales, Operations, Change Management, and Marketing.


 
Kaj Storbacka
Professor, Markets and Strategy
The University of Auckland Business School

Kaj Storbacka is Professor, Markets and Strategy at the University of Auckland Business School's Graduate School of Management. He has previously been Professor of Sales and Account Management at the Nyenrode Business Universiteit in the Netherlands and Professor of Marketing Strategy at Hanken School of Economics in Finland. His main research focuses on market and business model innovation, market shaping strategies and solution business transformation. Dr Storbacka has made a career out of working on the borderline between academic and applied research within marketing and strategic management. He has over 30 years of background as a strategy consultant to European and global companies – in finance, media, travel, retail, utility, manufacturing and telecommunications. Out of this time, he spent 18 years leading Vectia Ltd, a consultancy operating in Finland, Sweden, Germany and the Netherlands that he founded in 1994.

Kaj has a long background in executive education, running MBA and executive MBA courses in New Zealand, Finland, Singapore and Shanghai. He is a frequent speaker at internal seminars for major global corporations, and at leading management development institutions in Europe, Asia and the US.

Kaj has published 12 books, some of which have been translated into several languages, and over 30 academic articles. His work has been cited over 6000 times, according to Google Scholar. Bio and headshot coming soon!


 
Phil Styrlund
CEO
The Summit Group

As CEO of The Summit Group, Phil is a recognized thought leader on business value transformation as part of the go-to-market strategies of some of the world’s premier sales consulting firms, both in the public and private sectors. In addition to his keynote presentations and engaging programs, Phil serves as a coach, mentor, consultant, and advisor to top leaders across a range of industries. He has delivered sessions in over 40 countries.

Phil has served on the Board of Directors for SAMA (Strategic Account Management Association) and also leads the CEO Forum as part of the annual National Prayer Breakfast in Washington D.C. He is on the board of OppSource, an AI-guided sales platform developer, and a board advisor for Nanocopoeia, Fourteen Foods, and The Frauenshuh Companies. Phil is also a founding board member of the Minnesota Silent Warrior Project, an initiative to support veterans with PTSD. Mr. Styrlund is also one of the co-founders of The International Journal of Sales Transformation, based in London.

Phil has written for, or been cited in, articles in leading publications that include: The Wall Street Journal, The National Account Management Journal, The Los Angeles Times, Inc., Fast Company, as well as in several best-selling books including Adversity Quotient and The Power of Purpose. In 2014, the book Relevance: Matter More was released; co-written by Phil. He is also a contributing author to the recently released book Crisis of Disengagement: How Apathy, Complacency, and Selfishness Are Destroying Today’s Workplace.

His career includes key leadership positions with US West and ADC Telecommunications. Phil also teaches in various university and executive education programs and has master’s degrees in Business Administration and Telecommunications Science.

Phil resides in Minneapolis, Minnesota and Santa Barbara, California.


 
Pierre Tabary
Strategic Accounts Management Program VP, Strategic Customers & Segments
Schneider Electric

As Vice-President in charge of the Strategic Accounts Management program, Pierre supports the development of business and relationships with International Strategic Customers of Schneider Electric in targeted business verticals. He makes sure that the program be carried out consistently across verticals, business units and geographies worldwide. He also serves as board member of SAMA, the Strategic Accounts Management Association (www.strategicaccounts.org). As an engineer specialised in physics, Pierre joined Schneider Electric more than 38 years ago. He has held numerous Country and Business lines general management positions in Denmark, the Netherlands, China, Australia & France. He was the General Manager of Schneider Electric’s first joint-venture in China, Tianjin Merlin Gerin, from 1994 to 2000.


 
Michael Thomas
Principal
Magnetic Consulting Services

Michael brings experience from a career of more than 25 years in solutions-selling, consulting and professional services management roles, serving account bases that include some of the largest companies in the world. With direct experience selling complex portfolios of products and services, and acting as a mentor and coach for executing sales strategies around the world, Michael has a background of demonstrated successes at the strategic level. He provides effective leadership to account teams, segment managers and executive sales leadership across a wide span of verticals and markets.

As the principal and founder of Magnetic, Michael helps lead diverse teams towards transforming their sales and customer management practices. Starting in 2011, Magnetic has engaged with customers in over 15 countries across the globe, bringing innovative sales strategies and delivery experience to multiple industries and channels. In the past 5 years, Magnetic has directly impacted over $1.6B USD in revenue and sales for their customers.

Before founding Magnetic, Michael worked at Microsoft for 15 years within their enterprise accounts group and consulting organizations. Additionally, he served key transition roles in their Silicon Valley area as part of major cloud-based acquisitions. His responsibilities included readying customer accounts and businesses for introduction into the multibillion-dollar enterprise sales organization, as well as managing the ongoing P&L of those customer business teams during the transitions.

Prior to Microsoft, Michael held positions with several boutique consulting and custom software development firms in the Great Lakes, United States region, leading and managing both revenue lines and services teams.

Michael is a frequent speaker and presenter for private and public functions. He holds a Bachelor’s degree in Psychology from The University of Ohio State in Columbus, Ohio. Michael currently resides in Nashville, Tennessee.


 
Alexandre Tremblot
VP, Group Commercial Excellence
Air Liquide

Alex Tremblot is the global program head for Commercial Excellence at Air Liquide. In this role, Mr. Tremblot leads the strategy and execution of Air Liquide on Sales Enablement, targeting a commercial population of about 8,500 people worldwide. Alex duties also include the Strategic Account Management program that focuses on Air Liquide’s largest customers.

During his 25 years at Air Liquide, Alex has held a number of client facing positions and initiated several strategic acquisitions for the group. Spending over 10 years in the US and 6 years in Japan, he had the unique opportunity to be fully immersed in “Corporate Japan”. Alex is currently based at the Corporate Head Office in Paris.

With a Sales, Procurement and M&A background, Alex fully believes that the ability to extract business insights is a skill that can be developed, generating enormous value.


 
Artur Wagner
Co-Founder & Partner
MP Consulting GbR

Artur empowers his clients to reach trusted advisor status and develop co-dependent partnerships with their strategic accounts. He achieves this by applying mp consulting’s integrated 5 step KAM circle. After starting his career at BCG, he held business development and leadership positions in multinational companies and start-ups in several European countries. Today he advises top level executives on building their global KAM organization and coaches Key Account Managers and their teams to accelerate growth with their assigned customers. He holds a BA-degree from EBS University, Germany, and a MBA from The University of Chicago, Booth School of Business, USA. He works and coaches in 4 languages.


 
Max Walker
Director, Strategic Account Management | CVG EMEA
Medtronic

Max has spent over 29 years in various leadership roles spanning SAM, General Management, Sales Excellence, Six Sigma Master Black Belt & a variety of Sales & Marketing roles. He worked for 3M and is now Director of SAM at Medtronic.

Max led Global Commercial Operations for 3M’s Strategic Account Management (SAM) programme where he was instrumental in establishing 3M’s enterprise-wide Strategic Account organisation.

Prior to his focus on SAM, Max led businesses at both a UK and EMEA level and has experience in a variety of market sectors, with extensive experience in the implementation of commercial transformation & sales excellence initiatives.

Max is married with three children, and lives in Windsor, UK.


 
Bill Wallace
Executive Vice President
Revenue Storm

Bill Wallace is a proven executive leader who has excelled in both entrepreneurial ventures as well as Fortune 100 organizations. As head of Revenue Storm’s Marketing Alignment practice, he is known for his ability to work directly with clients to achieve significant sales performance improvements backed by his sought-after coaching and workshop facilitation style. His experience encompasses all aspects of successful sales growth, account management, and strategic marketing.

As an Executive Vice President at Revenue Storm, Bill guides clients in retooling Go-to-Market Strategies, governance, and management protocols to accelerate sales and drive sustainable revenues, as well as aligning functions enterprise-wide to support new approaches. Bill also works with clients as a Revenue Storm Consultant providing executive consulting, leadership training, and coaching for global account growth and sales opportunities. He has coached opportunities ranging in size from $5 million to $1 billion.

Bill is known and loved for his edgy, provocative style. He’s at home working with financial firms, high-tech or manufacturing clients, internet incubators, start-ups, and venture capitalists. Prior to Revenue Storm, he held roles as a President, CEO, and COO after having served in sales leadership for years.

Bill holds a bachelor’s degree in Journalism and Business from Towson State University and a master’s degree in Administrative Science from Johns Hopkins University. Additionally, he completed the Sales Management Executive Education Program from the Wharton School of Business and holds several organization and board memberships. Bill is based in Atlanta and is married to his wife Shawnee and has a passion for travel and outdoor adventures.


 
Dave Ward
Principal
Vantage Partners

David J. Ward is a Principal with Vantage Partners, where he leads engagements focused on Sales and Account Management, Procurement and Supply Chain, and driving collaboration, organizational change and transformation with clients across a variety of verticals throughout the UK and Europe. David is also an experienced training instructor and facilitator and regularly leads training on a variety of behavioral skills including negotiation, influence, leadership, and navigating and leading change. Prior to entering his work as a consultant, Dave held senior leadership roles with multiple Fortune 500/Global 1000 organisations including Siemens, Sybase, GlaxoSmithKline, DHL and Merck.