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Sice quits Acronis, joins Staples

Sice quits Acronis, joins Staples

Now accountable for operational and organisational leadership of Staples' (Corporate Express) IT solutions business in Australia

Karl Sice has resigned from his post of general manager A/NZ at data protection provider, Acronis, and joined Staples, an online stationery supply company, as its head of sales, IT solutions.

In July 2008, Staples acquired Corporate Express, one of the world’s leading suppliers of office products to businesses and institutions, and has since targeted the Australian office supply market.

Sice, who was at Acronis for 14 months, has already lodged a detailed update of his new job on his LinkedIn page.

He describes his responsibilities as:

  • Accountable for operational and organisational leadership of Staples' (Corporate Express) IT solutions business in Australia and delivery of the top and bottom line fiscal objectives/outcomes.
  • Ownership of the sales engagement model and go to market strategy.
  • Strategic engagement with Staples business unit managers to achieve profitable lines of IT business and also with key partners/vendors.
  • Ownership of exec engagement of key customers and stakeholders.
  • Organisational development including performance management, development, people leadership including succession planning and compensation and benefits.

Further, he describes his achievements at Acronis as:

  • ANZ region recognised by global leadership as one of three highest global growth markets of any for Acronis in 2011 and one of the top three highest performing Online businesses.
  • Achieved 121 per cent QoQ and 116 per cent YoY billings growth in a rapidly growing market against intense competition. Identified the highest growth sectors, invested in a dedicated corporate end user sales function and recruited over 1,000 partners while ensuring that the tools, processes and systems needed to capitalise on opportunities were in place.
  • Reset the company’s partner program (~1000 partners) and scaled up distribution with new Tier 1 partners to achieve the reach needed to tangibly increase run rates and provide further scale capacity. The program also enabled the business to serve the physical, virtual and cloud backup and recovery markets most effectively.
  • Increased the flow of leads and positioned the firm as a thought leader and point of reference in the storage market by generating record levels of industry and business press mentions in 2011 and leading successful vForum and TechEd event campaigns.
  • Prepared and led the launch of new products which established the run rate and project pipelines needed to significantly exceed market growth averages.
  • Developed adjacency market sales programs into the resources and FSI sectors, win-back programs and maintenance upsell campaigns with major alliance partners which over-delivered against expectations to exceed the market’s growth rate.
  • Leveraged regional/global systems and resources to increase demand generation and renewal rates to over 70 per cent.
  • Reduced employee attrition from over 30 per cent to less than 10 per cent by championing off-site conferences, employee surveys, career and professional development planning, proactive promotion and progression reviews, bi-annual merit reviews.

Acronis had a strong end to 2011, adding 3000 new partners in the last six months, following the introduction of its new Global Partner Program.

This resulted in the company bringing its worldwide total to more than 25,000 partners.

It also appointed a new president and CEO, Alex Pinchev. He previously worked at Linux distribution vendor, Red Hat, as president of services and field marketing in global sales and has been on Acronis board of directors since November 2010.

More to follow.


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