Turning global complexity into a coordinated delivery system
Global enterprise contracts translated into consistent execution across partners, countries, and time zones.
My role
Global Business Development Manager. Owned strategy, planning and budget allocation for IBM.
Result
Reliable global delivery across continents, with aligned partners, clear ownership, and scalable execution.
Company
IBM (via ACSL)
Industry
Technology
Category
Execution
Alignment
Situation
Global enterprise contracts were centrally defined, but execution depended on local reseller partners across multiple countries.
Each region operated differently, with no shared coordination model, limited visibility, and growing risk as complexity increased.
Shift
- Introduced structured coordination across international partners
- Standardized contract interpretation and execution flow
- Established clear ownership across regions and handovers
- Implemented consistent follow-up across time zones
- Shifted from reactive firefighting to controlled execution
Result
- Scaled from single-account delivery to multiple global accounts
- Consistent execution across Europe, Asia, Americas, and Oceania
- Improved partner alignment and accountability
- Reduced delivery friction across regions
- Enabled expansion to additional enterprise clients (incl. Microsoft)
Defining moment
Coordinating a delivery rollout in New Zealand required midnight calls while maintaining daily operations across Europe and the US.
It exposed that execution didn’t break within regions, but between them.
That realization shifted the focus from managing tasks to structuring coordination.
