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Top 100 Global Sales Leaders

Frank Salvadori

Vice President National Sales, Chase Paymentech

Much has changed since 2003, when Salvadori joined the Paymentech division of Chase. E-commerce and mobile payment processing were in their infancies and the bank’s merchant-acquiring unit was but a joint venture with First Data Corporation, a tentative play at a business now approaching $1 trillion in annual purchase volume. But under the Toronto native’s tech savvy, the unit has grown rapidly, carving a lucrative swath across e-commerce and point-of-sale platforms while drawing in retail giants like Amazon and Walmart, which last year inked a deal to install the bank’s closed-loop network across more than 5,000 locations nationwide. In July, Chase walked away from a bid to buy London-based payment processing company Worldpay, but analysts insist the deal was but a prelude for things to come. “I don’t think J.P. Morgan is going to stop here; they’re going to find different ways to tackle that market,” Moshe Katri, an analyst at Wedbush Securities, told Bloomberg News. “The fact that they went after Worldpay is another indicator that they are going after the national merchants business.” For Salvadori, expect a wave of new deals.

 

Bill Scannell

President, Global Enterprise Sales and Customer Operations, Dell Technologies

Among the underreported ripple effects of Dell’s record-shattering $60 billion merger with EMC Corporation in 2015 is the complicated reorganization of upper-tier executives under the Dell Technologies umbrella. Perhaps most significantly, the restructuring included the promotion of Jeremy Burton, the former president for products at EMC, as chief marketing officer, but so too a reshuffling of top sales executives. Among them is Scannell, who was tapped last year to lead global enterprise sales following a similar post at EMC prior to the merger. Since then, the world traveler, who two decades earlier oversaw EMC’s business across Europe and managed sales professionals in Canada, has led a go-to-market transformation alongside fellow sales machine Marius Haas, marketing a strong portfolio of enterprise solutions, from servers and storage to networking. “All across the board I’ve not had one customer, since the day we announced the merger, come up and say, ‘We think this is a bad thing,’” said Scannell this year during a panel discussion. “I’ve had customers come up and say, ‘Gee, Bill, we don’t use a lot of EMC but we love Dell. The fact you guys have come together, we’re going to look at EMC now.’”

 

Greg Scheu

President of the Americas Region and Managing Director, U.S., ABB

Among the largest engineering conglomerates in the world, the Swiss multinational ABB greatly expanded its digital platform in April with the launch of nearly 200 new products and services under its Ability rubric. Combined with a renewed push to acquire General Electric’s industrial-solutions business after negotiations stalled this summer, the industrial-robot manufacturer and Scheu are poised for a frenetic 2018. A 16-year veteran of ABB in North Carolina, Scheu helped steer several of the company’s most significant recent acquisitions, including the integration of Baldor Electric Company and the electrical components manufacturer Thomas & Betts—which, combined, doubled the company’s already sizable North American footprint. “Our job is to bring our workforce together into the future and not create discontinuities where businesses pick up and move,” Scheu told CNBC in June. “This is what’s happening in the U.S. You’re seeing a rebound of companies looking at reshoring, bringing manufacturing back—and it takes a solid look at your business model to figure out which parts should be automated and which parts shouldn’t.”

 

Philipp Schindler

Senior Vice President and Chief Business Officer, Google

Valued at nearly $105 billion, Google is far and beyond one of the world’s most successful companies, spinning off new phones, cloud services and software faster than consumers can gobble them up. Behind the scenes, however, Schindler, the tech giant’s chief business officer, has been integral to the company’s success while cultivating a well-maintained veneer of decency that long ago earned him a reputation as “Google’s kinder, gentler, growth guy,” according to Fortune magazine. In 2015, the year the German-born Schindler took the reins as chief business officer, 95 percent of the company’s $75 billion in revenue came from online advertising, primarily search advertising, according to Fortune. As Facebook and other online competitors continue to eat into the advertising market, Schindler’s responsibility will be to continue finding new ways to generate revenues. To hear it from colleagues and competitors, however, Schindler may just be the man for the job. Jonathan Nelson, the chief executive of Omnicom Digital, described Schindler as “the most engaged” business leader he’s ever met, while Doug McMillon, Walmart’s chief executive, said that during an impromptu corporate meeting Schindler was invited to attend, the Google standout “immersed himself in our business.” With accolades like those, expect Schindler to succeed where others in his position might fail.

 

Dave Schneider

Chief Revenue Officer, ServiceNow

With former eBay CEO John Donahoe newly appointed as ServiceNow’s latest chief executive, and the ink still drying on its acquisition of Silicon Valley–based machine-learning company DxContinuum, odds are Schneider is belting up for a roller-coaster ride. As one of a handful of enterprise software companies conceived in the cloud, the 13-year-old Santa Clara, California–based IT manager may be on the cusp of a transformation, with security, support, human resources and business applications at the forefront of what Donahoe describes as ServiceNow’s “system of action.” But for Schneider, the analogy is straightforward: “Some of what we do is sort of like an oxygen-water problem,” said Schneider four years ago while still serving as senior vice president of sales. “You can’t live today without breathing or drinking water. You can’t live in IT without solving some of these problems. It’s an oxygen issue.”

 

Erica Ruliffson Schultz

Executive Vice President, Global Enterprise Sales, New Relic

Described earlier this year as “a relatively unknown gem” by Michael Rogus, the Seeking Alpha stock analyst, New Relic has moved stealthily under the radar while amassing a client roster that includes Major League Baseball, Office Depot and REI, to name a few high-caliber customers. Under Ruliffson Schultz, who took the helm as executive vice president of worldwide sales in April, the San Francisco–based software-analytics company has continued to lure in new clients, including Ocado, the world’s largest online grocery retailer, in part by thoroughly understanding the customer. “Ours tend to be a fairly technical sale,” said Ruliffson Schultz, a former Oracle Group vice president, during a 2016 sales panel at the SaaStr Annual conference. “But making sure that our teams have really strong subject matter expertise [is crucial], so that we’re able to add a lot of value in every interaction.”

 

Stephen Shute

Executive Vice President and Chief Business Officer, SAP

Hewlett-Packard, Dell and the Hershey Company are among the multibillion-dollar companies that long ago embraced SAP’s cloud solutions and Internet of Things applications, but with word of new human resources features designed to improve workplace diversity, the German company is carving a new path that could shape workplace culture for decades to come. Under Shute, a longtime IBM executive who joined SAP in 2014, the software giant has relentlessly marketed its cloud-based SuccessFactors suite to the nation’s largest companies, including the San Francisco 49ers, which now uses a variety of its workplace solutions to simplify the team’s HR department. But with the assistance of machine learning, SAP’s HANA platform will soon mine text to help review job descriptions and performance reviews in a bid to promote diversity.

 

Susan St. Ledger

Chief Revenue Officer, Splunk

Earlier this year, irrepressible Mad Money host Jim Cramer described Splunk as “the Google of data mining,” and judging by how the machine data analyst has streamlined companies like FedEx, Domino’s Pizza and Coca-Cola for the digital age, he might not be that far off. As chief revenue officer of the 14-year-old San Francisco–based company, St. Ledger has pitched the cloud to a rapidly growing clientele and, so far, has had great success. “I have always admired Splunk and been impressed by the passion I have witnessed firsthand from Splunk customers,” said St. Ledger, the former chief revenue officer at Salesforce.com, upon joining in early 2016. “I am excited to see the investments the company is making across its product portfolio as well as its innovative cloud strategy, which are all about simplifying the adoption and expansion of Splunk for its customers around the world.”

 

Charles Stamp

Vice President, Corporate Strategy and  Business Development, Deere & Company

Since 1937, John Deere has been a staple of Americana, its name and logo emblazoned on tractors, diesel engines and agricultural equipment nationwide. But under Stamp, a Missouri native appointed as vice president in 2016, the Illinois-based company’s rugged reputation has taken on a new shine, with an ambitious push to expand its farming technology for the 21st century. In September, John Deere acquired Blue River Technology, a Sunnyvale, California, start-up that develops plant-inspecting robots and computers. And in May, John Deere opened a glass-facade office in San Francisco, not far from the offices of Salesforce and Linkedin, where it will house a fraction of the company’s approximately 1,000 technology-focused employees nationwide. To Stamp, however, the new focus has hardly taken away from the experience. “I work hard, and I have fun at work,” he said in 2011 . “I love what I do. I love people.”

 

Eric Starkloff

Executive Vice President, Global Sales and Marketing, National Instruments

In July, National Instruments, the producer of automated test equipment and virtual instrument software, announced second-quarter revenues of $319 million, a record for the 41-year-old, Austin-based technology company. Analysts indicated that the company’s 4 percent, year-over-year growth was the result of strong sales among its largest customers, including those hailing from the science, technology and engineering sectors, where Starkloff has invested much of his career. Indeed, since joining National Instruments in 1997, the electrical engineer and University of Virginia graduate has helped to popularize two of the company’s most valuable software platforms, now widely in use by the aerospace and automotive industries.

 

Robert Stoker

Senior Vice President Sales, Americas, Workday

Under Stoker, Workday has trained its eye on mid-market subscribers, dramatically shifting its go-to-market strategy for companies with fewer than 3,500 employees by offering pre-selected modules by the bundle and charging a fixed software fee. Contracts and paperwork, long a headache for companies with no procurement lawyer on speed dial, have been pruned to a more manageable size, and the company’s suite of human resources software continues to expand. For Stoker, a former senior vice president for worldwide sales at IBM, the play for middle-market subscribers, alongside larger customers like Amazon and Bank of America, will allow the Pleasanton, California–based cloud company to compete head-to-head with Ultimate, which Gartner, the research and advisory firm, describes as the leading provider of human capital management software among small and midsize clients.

 

Peter Stuart

Executive Vice President, Office Solutions, Ricoh

In early 2017, the American arm of Ricoh, the Japanese office equipment company, streamlined its three major business lines in a shake-up that would subsequently elevate Stuart to executive vice president of office solutions and eliminate the position of chief executive, then held by Martin Brodigan. Designed as a cross-functionality play, the move effectively positions Stuart, a former vice president at the business services firm Lanier Worldwide, not only as the head of mobile, cloud, and IT solutions but also Ricoh dealerships across North America. “This is a fundamental change to the way the individual lines of business are taken from R&D to market,” said a Ricoh spokesman following the changes. “By aligning to this global business unit structure, across the Americas, we will enhance our focus on key customer segments and create seamless alignment throughout Ricoh’s global value chain.”

 

Teressa Szelest

President, Market and Business Development North America, BASF Corporation

The largest chemical producer in the world, BASF drew laudatory headlines in 2017 following the World Health Organization’s approval of antimalarial insecticides intended for Sub-Saharan Africa and elsewhere the mosquito-born blood disease threatens public health. In North America, where Szelest has served as president of market and business development since 2015, the stakes are nearly as high, with the chemist pouring $40 million into its automotive-coating business in June and continuing to close deals with auto industry partners in Detroit and Fortune 500 companies across dozens of sectors. “There is a creative space that lies between a materials provider and a car manufacturer, and BASF looks to fill that with cutting-edge products and solutions,” Szelest, a 30-year BASF veteran, said in 2016 after GM named the group its General Motors Supplier of the Year for the 12th year in a row.

 

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