Stephen Thorley

Led a team of 80 people, including 70 Managing Partners, across 70 Fortune 200 customers to cultivate deep, strategic partnerships, and deliver sustained customer value through innovation, transformation enablement, and long-term growth acceleration.

• Managed a $2.8B cloud-focused portfolio enabling cloud transformation with 34 of 72 Strategic Customers adopting RISE with SAP.
• Achieved 125% of target in 2023, delivering $420M in Cloud Net Bookings; grew Cloud Net Bookings 25% YoY to $500M in 2024
• Delivered $1.4B in cloud revenue with 36% YoY growth—outpacing SAP’s 25% cloud revenue growth ambition.
• Successfully piloted the 'Next Level Adoption and Consumption' model in North America in 2024 while exceeding all KPIs.
• Maintained best-in-class customer renewal rates: 85% in 2024, and 86% in FY23.
• Instituted formal executive governance across 75% of the strategic portfolio to ensure alignment, value realization, and executive sponsorship.
• Introduced the 'Vision to Value' engagement framework to guide end-to-end transformation strategy and execution.
• Championed a performance-based culture, refreshing 40% of talent over three years, and launching a Managing Partner Fellowship program to build future leaders.
• Designed and implemented a best-in-class competency model to elevate the Managing Partner role and scale the delivery of customer lifetime value.

• Responsible for leading a national team of senior executives and managing partners who drive impact for SAP’s top Consumer Industry multi-national businesses
• The team’s focus is to bring together the best of SAP technologies, innovation, solutions, services, program delivery, governance, and resources to drive a 'One SAP' vision
• This vision ensures alignment between SAP and our customer’s corporate strategies
• In this role, I exercise a collaborative leadership style and maintain a close partnership with line of business heads of development, strategy, and Consumer Industry Advisory teams
• Responsible for a portfolio of ten strategic accounts accounting for over $700M in revenue under management
• Consistently exceeded new license sales and service targets over the past three years activating S/4 transformation in nearly all of our accounts
• Continuing to shift the portfolio from On-premise to the Cloud and gained CVS Health’s commitment to migrate to SAP RISE in 2021
• Operational Executive Sponsor for seven of our team’s accounts and actively customer facing in the remaining three accounts
• Achieved Winner’s Circle in 2021

• Served as the general manager for one of SAPs top Consumer Product Goods customers, PepsiCo
• In this role, I worked with PepsiCo to establish a proactive, strategic, and co-innovative relationship that focused on helping achieve PepsiCo’s strategic objectives; culminating in a 3+ year joint strategy and road map to deliver consistent, predictable and sustainable business outcomes
• Implemented an effective governance model, ensuring joint alignment and sponsorship across executive management, steering committees, and PMO functions
• Activating PepsiCo’s Global Transformation program resulted in the largest deal in Q2 2019 recognizing $30M in new software revenue and $15M in new services revenue as part of a $75M four year Flexible License agreement
• Honored to be awarded with the Global Account Director of the Year in 2017

• Hired to sell SAP HANA to the top strategic accounts in the northeast
• Rapidly built account plans that focused on customer centric value based roadmaps
• Developed strong relationships with customers, the core SAP account team, internal value-added resources, and external strategic partners
• Executed comprehensive account strategies that addressed customer complexity through targeted value propositions
• Achieved 266% of quota in my first year and attended SAP Winners Circle

• Responsible for driving sales across the entire Oracle Application portfolio of business applications to net-new midsized companies in Florida territory
• Consistently exceeded quota, qualifying for Winner’s Circle 2 out of 6 years and achieving my quota each year
• Achieved the highest SaaS performance in the eastern region in 2010 and 2011
• Executed a strategic account planning program to leverage internal Oracles resources and external members of the Oracle ecosystem resulting in twenty-two net new logos
• Developed strong C-level executive relationships with customers across all lines of business

• Consultant responsible for business and new client development for this retained and contingency executive search firm specializing in pharmaceutical, medical device, and biotech staffing and human resources
• Achieved 'Top 4 Billing' status 5 consecutive months including Gold Club recognition for billing in excess of $65,000 per month
• Led the sales portion of the Pharmaceutical team’s first retained search, and ultimate execution and placement of a several key executive roles
• Partnered with clients to help develop hiring solutions, job descriptions, employment parameters, and hiring profiles

• Selected above peers by the senior Artillery Officer in the battalion to assume this position
• Developed complex plans to coordinate artillery, aviation, and direct fire assets
• Synchronized the training readiness of 502 soldiers
• Directly responsible for equipment valued at $10 million

• Responsible for the health, welfare, and combat readiness of 70 soldiers
• Served as the tactical commander of the Battery during combat operations
• Directly responsible for the operational readiness and maintenance of 14 tracked and 12 wheeled vehicles valued at over $22 million

• Led a 31-soldier platoon equipped with the most technologically advanced artillery equipment, valued in excess of $8 million
• Responsible for the delivery of safe, accurate, timely, and lethal massed fires from a three-gun platoon