Barry Flanagan

Experience

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  DataServ, Inc.

  Jan 1991 - Jan 1995

  Lead Technical Services Rep
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  Compucom

  Jan 1995 - Jan 1997

  Senior Network Engineer
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  Pomeroy

  Jan 1997 - Jan 1998

  Senior Systems Engineer | Citrix & Remote Desktop Services
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  Enterprise Integration

  Apr 1998 - Apr 2000

  Lead Enterprise Consultant | Citrix & Remote Desktop Services
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  Citrix Systems

  Jan 2000 - Jan 2011

  Develop and Monitor Sales Strategy for Desktop Virtualization VDI Joint GTM with Microsoft. This program drove worldwide joint pipeline growth of 35X and revenue growth of 40X in one year.By fostering proactive sales engagement with Microsoft and partnering with senior executives from Microsoft and Citrix on strategy, I drove pipeline and revenue growth for both corporations. My key accomplishments include:► Growing the joint pipeline from $18M to $400M and joint closed business from $1M to $47M.► Building and leading a global team of 33 sales professionals.► Enhancing executive visibility into pipeline and revenue performance by creating standard tracking within CRM and building the weekly report structure. Show less - Collaborate with other members of the Global Microsoft Alliance team at Citrix to plan, design and execute our global Field Engagement and joint GoToMarket initiatives between the Citrix and Microsoft sales teams.Work closely across both companies to build programs and momentum to accelerate sales funnel, drive new sales opportunities, increase joint POC programs and generate significant incremental revenue in the desktop virtualization, VDI, and remote desktop (RDP) markets.- Collaborate with Citrix Product Management, Product Marketing, Technical Marketing and Microsoft Alliance Team to create, review and revise product and solution messaging specific to joint Desktop virtualization and Server virtualization integrations with Microsoft.- Collaborate with Citrix Product Management, Product Marketing, Technical Marketing and Microsoft Alliance Team to create, review and revise technical presentations, whitepapers, videos and demos specific to joint integrations with Microsoft.- Speak at joint Microsoft/Citrix road shows, events and webinars on our joint go to market solutions.- Provide technical overview and hands on training to Microsoft Technical Specialists (ATU/STU/PTU) on Citrix/Microsoft product integrations.- Use social networking and social media tools to increase awareness and visibility of Citrix/Microsoft relationship. Show less My role on the Community and Solutions team at Citrix is to spread the word about our virtualization and application delivery technologies and products to decision makers and influencers in IT departments throughout the world. Highlights -- Proposed, planned and organized Citrix Synergy Underground project to put together live and recorded video from Citrix Synergy 2008 in Houston. Results - 30,000 unique video views and 2500 new links within two weeks. This project dramatically exceed our goals and expectations.- http://community.citrix.com/blogs - My posts have been viewed over 4500,000 times since January 2008 for readers searching for content on Citrix XenApp & XenDesktop, desktop virtualization, VDI, and remote desktop (RDP).- Produced, edited and hosted Citrix Delivery Center Podcast. I hired professional voice talent for opening and closing voice over and licensed professional music for theme. Created two features - Citrix Countdown and CTP Minute in addition to main interview. Downloaded over 5000 times.- User generated content programs such as the XenDesktop Video Tips Contest. Show less Manage all technical aspects of Worldwide Citrix Relationship with IBM. Manage and support all technical integration projects between multiple brands at IBM, including IBM Global Services, Systems and Technology Group, and IBM Software (including Lotus, Tivoli, Rational).- Worked with IGS on building two new worldwide joint service offerings. - Worked with Lotus on several Redbooks for integration with WebSphere Portal, Lotus Notes, and Domino Web Access. Project lead for testing for several new Global Solution Catalog entries and new WebSphere Portal and Domino Catalog entries.- Met with Product Managers within several Service Product Libraries within IGS GTS. Built joint value proposition, sales messaging and GoToMarket plans desktop virtualization, VDI, and remote desktop (RDP) markets.- Citrix Project Lead for multiple projects with IBM Microsoft Center for Microsoft Technologies.- Worked with STG on numerous joint scalability papers, performance benchmarks, and IBM certifications such as ServerProven and StorageProven. Show less Technical Sales Engineer for Citrix. Worked in collaboration with Field Sales Manager to meet with new customers, introduce Citrix solutions, start proof of concepts, manage customer pilots, meet with key decision makers to close. Engaged in sales opportunities for numerous Fortune 100 corporations throughout the SouthEast. Exceeded 100% of quota every year.- Created CitrixSE mailing list to increase interaction with customers and resellers. Grew this list to over 4000 customers and resellers. Became one of most popular public lists desktop virtualization, VDI, and remote desktop (RDP) markets.- Started "Citrix Deep Dive" webinar series. Drove attendance, created and delivered content. Averaged 175 attendees over the course of six webinars.- Awarded "Raising the Bar" Award for Systems Engineering in 2002.- Won "Excellence in Technology" Award for Citrix based on set of presentations at Gartner Mid Size Enterprise Summit in Orlando.- Lead presenter for Breakout session at every Citrix iForum and Citrix Solutions Summit for five years. Show less

  • Director, Global Microsoft Sales Strategy | Citrix | Desktop Virtualization | VDI | BYOD | Mobile

    Jan 2010 - Jan 2011

  • Director, Microsoft Engagement & Evangelism | Desktop Virtualization |VDI | BYOD | Mobile

    Jan 2008 - Jan 2010

  • Technology Evangelist | Citrix | Desktop Virtualization | Remote Desktop Services | VDI

    Jan 2007 - Jan 2008

  • Global Technical Alliances Manager | Citrix | Desktop Virtualization | Remote Desktop Services | VDI

    Jan 2004 - Jan 2008

  • Senior Sales Engineer | Citrix | Desktop Virtualization | Remote Desktop Services | VDI

    Jan 2000 - Jan 2004
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  Liquidware Labs

  Jan 2011 - Jan 2012

  Senior Director, Alliances & SI Sales Strategy | VMware | Citrix | Desktop Virtualization | VDI

  Joined LiquidWare Labs to lead the global Alliance and SI Sale Strategy. LiquidWare Labs offers a Desktop Transformation Suite that provides VDI Assessment, Design, User Experience Monitoring and User State Virtualization in the Desktop Virtualization, VDI and remote desktop (RDP) markets.

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  Centrix Software Ltd

  Jan 2012 - Jan 2013

  Senior Director, Strategic Alliances & SI Sales | Remote Desktop Services | VDI | BYOD | Desktop

  Led WW Alliances to build key relationships in desktop virtualization, Remote Desktop (RDP) VDI, Mobile (EMM, MDM, & MAM) and BYOD. Built and executed plan to focus product roadmap on Microsoft Windows deployment to build stronger alignment and engagement with Microsoft sales and partners. This led to achieving status as a System Center WorldWide Managed Partner for Centrix. Build key Microsoft aligned messaging ("Can You Spend $1M on Something You Never Use?") and delivered via webinars, blogs posts and LinkedIN. Show less

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  VMware

  Feb 2013 - Nov 2014

  EUC Partner Strategist - Americas | VMware | Desktop Virtualization | VDI | Mobile | EMM | BYOD

  Develop EUC Strategy, Partner Recruitment and Enablement for End User Computing Business Unit through Americas Distributors and Solution Providers. Products include desktop virtualization, VDI, remote desktop (RDP), mobile (EMM,MDM,MAM), BYOD, Digital Employee Experience and DEX . " Directed EUC Strategy, Partner Recruitment, and Enablement for Americas Distributors and Solution Providers across desktop virtualization, VDI, remote desktop, mobile, and BYOD products." Achieved 70% YoY growth for the first half of 2013 by identifying and capitalizing on new business opportunities with EUC Focus Partners and Distribution & Solution providers." Grew revenue from Solution Providers by 37% YoY. Show less

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  HopTo

  Nov 2014 - Jul 2016

  Vice President, WW Sales & Marketing | Citrix | VMware| Digital Employee Experience| BYOD

  hopTo was named "Best of Citrix Synergy" 2016 as a Finalist in the New Technology category. Citrix XenApp Touch Enabled - Just add hopTo. Transport & transform your existing Windows & IE apps into touch friendly mobile apps- with NO coding required." Directed global channel sales and marketing strategy for two separate channels:- An existing worldwide product channel of 200+ partners and eight OEMs.- A new mobile partner channel built from the ground up to 50 channel partners." Reversed the four-year decline of a product line to grow annual bookings by 15% YoY." Overhauled brand and messaging for product lines, including messaging for multiple product launches and content and social media marketing strategies." Orchestrated key partnership with Citrix that led to licensing of iOS client and development of new product offering.Digital Employee Experience | DEX Show less

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  VMware

  Jul 2016 - Mar 2018

  Director, EUC Partner Practice Recruitment | Desktop Virtualization | Digital Employee Experience

  " Delivered 318% YoY revenue growth by building, executing, and managing the partner recruitment program to identify existing partners with significant EUC revenue potential aligned with targeted technology investments." Led a cross-functional team to develop customized sales and technical enablement plans; digital, social, and traditional marketing content; and demand generation strategy." Pioneered the EUC Virtual Trade Show in collaboration with seven strategic partners.Digital Employee Experience | DEX Show less

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  ControlUp

  Apr 2018 - Oct 2024

  VP, Americas & APAC Sales | Digital Employee Experience | DEX | Monitoring | EUC

  ControlUp is the leader in Digital Employee Experience (DEX) Monitoring for end user computing. Observe, analyze and optimize your physical endpoints (Windows\MAC\Linux), Citrix, VMware Horizon, RDS and AVD infrastructure with ControlUp.Lead Americas and APAC Sales. Grew Americas & APAC ARR by 17X over five years. Grew team from seven to 40. Maintained a 5% churn rate on subscriptions (33% better than industry average). Implemented MEDDIC Sales Qualification process across Americas Sales. Built "Pain Prompter" to improve Pain Discovery.Started implementation of MEDDIC Sales Qualification process in 2022 and into 2023. Focused on improving Pain Discovery, identifying and nurturing Champions, and eliciting the Decision Criteria and Decision Process. | Digital Employee Experience | DEX Show less