PETE BRAWERMAN
Scottsdale
Summary
Dynamic executive with a proven track record in building both net new and existing lines of business within the most prestigious enterprise software companies in the world. A passionate leader with a loyal fowling and extensive reference list due to the ability to inspire, focus, and produced high performing teams that wake up every day driven to win. Can work across a variety of industries, segments, GEOs and sales motions. Has deep understanding on the processes and sales plays that unlock capacity and helps companies scale quickly.
Overview
32
32
years of professional experience
Work History
Global Head of Emergent Solutions & Market Expansion
ServiceNow
San Jose
04.2024 - 06.2025
- Stood up 4 newly formed global GTM teams (AI, GBS, ERP, M&A) with mandate to build-out the next $1B business for ServiceNow.
- Responsible for all necessary GTM assets and strategies including capacity modeling, direct and channel coverage models, investment cases, compensation, KPI's, use/business cases, customer facing pitch decks, etc
- Scope includes direct and indirect sellers in targeted GEO's (Americas, EMEA, and ANZ) focused on large enterprise across many industries
- Exceeded 100% ARR growth across each of the 3 targets lines of businesses
Chief Operating Officer – NA Cloud
SAP
09.2017 - 04.2024
- Asked to lead net new role created by President DJ Paoni to unify, standardized and grow all cloud lines of business
- Scope included 8 Lines of business, 78 sales managers, 15 MD’s and COO’s, 630 AE’s
- LOBs varied in size and maturity - ranging from $25M ARR to $2B ARR
- P&L responsibility for individual cloud lines of business and ultimately all of SAP’s cloud revenue for NA
- Results +30% annual bookings growth, +11% annual revenue growth
Vice President Global Operation
Hortonworks
04.2016 - 04.2017
- Asked to lead net new role to prepare Hortonworks's for merger with Cloudera
- Scope included optimizing all revenue generating functions and systems for direct sales, channel sales, deal desk, professional services, etc.
- Optimization resulted in $250M ARR, growing at 60% QoQ, surpassed 1,000 NN customers and most importantly, a seemles merger with Cloudera valued at $5.2B
Senior Vice President Operations
Salesforce
02.2015 - 03.2016
- Led the creation of net new team focused on driving global expansion and revenue growth in lower performing lines of bnnieses
- Focused decreasing ramp time and increasing sales productivity through more prioritized segmentation, coverage models, industry focus, enablement, value messaging.
- Results $8B ARR, 27% YoY growth, hit all time high in transaction volume, increased AE productivity by 12% and AE time-to-ramp decreased by 2 months
Vice President Operations
VMware
02.2012 - 02.2015
- Led the setup of net new team with global responsibility for evolving business model from on-prem to cloud, predominately through M&A
- Interim COO for 13 cloud acquisitions
- Average incubation duration (PMI) per acquisition down to 18 month
- Results in 15% YoY ARR growth to $6.5B
Chief Executive Officer BravermanMarsh & Terrain
Terrain
06.2006 - 06.2012
- CEO and founding partner of Software (SaaS) and management consulting firm delivering supply chain business intelligence for CPG industry. In 2011, Terrain and BravermanMarsh was successfully acquired.
Various Technology/Software Sales and Sales Leadership positions
01.1993 - 01.2006
- SkyTel
- CareerBuilder
- Westinghouse Telecom
- Comdisco
Education
Bachelor of Science -
Northern Illinois University
01.1991
Skills
- Go-to-market strategy
- Revenue growth
- P&L management
- Capacity modeling
- Customer relationship management
Websites
LEADERSHIP SUCCESS FORMULA
- ATTITUDE: Contagiously positive, inspiring, and motivational
- DISCIPLINE: Prepare to win to deliver consistent success
- CONFIDENCE: Lean into challenges and lead resolution
- OWNERSHIP: Own the problem, decisions and actions, but not the credit
- SPEED: Execute faster than anyone
- TRUST: Never trade trust for anything
AUXILIARIES
- Advisory Board Member: Thomas H Lee Partners, Private Equity
- Angel Investor, Software: Singularity, acquired by Cisco Systems
- Co-Chairman: Els For Autism (Arizona Chapter)
- Philanthropy: PANDA (medical research), Muscular Dystrophy, ASPCA, Love Them All Rescue (dog rescue), Roadogs (dog rescue)
Timeline
Global Head of Emergent Solutions & Market Expansion
ServiceNow
04.2024 - 06.2025
Chief Operating Officer – NA Cloud
SAP
09.2017 - 04.2024
Vice President Global Operation
Hortonworks
04.2016 - 04.2017
Senior Vice President Operations
Salesforce
02.2015 - 03.2016
Vice President Operations
VMware
02.2012 - 02.2015
Chief Executive Officer BravermanMarsh & Terrain
Terrain
06.2006 - 06.2012
Various Technology/Software Sales and Sales Leadership positions
01.1993 - 01.2006
Bachelor of Science -
Northern Illinois University
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