channel manager or alliance manager or business development mana

8/6/2019 Channel Manager or Alliance Manager or Business Development Mana

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Summary of Qualifications

Channel Sales Manager with a proven track record in relationship building, partner recruiting, territory management and driving incremental revenue by enhancingvendor-reseller relationships. Customer-focused and detail-oriented at creatingand implementing successful sales programs such as channel territory plans, marketing campaigns and promotions, sales and technical training, partner events and trade shows. Strong technical expertise with IP-oriented technologies such asdata center infrastructure, managed IT services, data protection, business continuity, disaster recovery and professional services. Consistent success as an individual contributor, team member, business partner and sales manager.

Professional Experience

EQUINIX (formerly Switch and Data) 2009 - 2010

Channel Sales Manager - Tampa, FL

Responsible for partner-generated revenue goals for Colocation services in the southern region.

- Managed sales activities and funnels for 10 Agents at quota.- Exceeded monthly objective of $10K in Monthly Recurring Revenue.- Developed sales tools and training programs that accelerated the sales cycle.

- Key wins include US South Comm., Rackspace, Fidelity National Financial and First NY Securities.

IBM INFORMATION PROTECTION SERVICES (formerly Arsenal Digital Solutions) 2006 - 2009

Partner Sales Manager - Pleasanton, CA

Drove sales of Managed Data Protection services through strategic Network Service Provider partners in the western region. - Built a $15M sales funnel in new territory with premier Telco partners AT&T and Verizon Business.

- Closed (5) contracts in excess of $1M in total contract revenue.- Key wins include EMJ Metals, Hexcel, Blockbuster and Expro Group

SUNGARD AVAILABILITY SERVICES 2003 - 2006

Strategic Account Manager - San Ramon, CA

Managed, maintained and grew revenue in 25 Strategic Accounts in Northern CA andWA. - Exceeded annual quota of $5M / year in Net Contract Value selling Managed IT,Professional Services and Disaster Recovery solutions, while simultaneously increasing Run Rate > $30K / year.

- Key accounts included: Salesforce.com, Sony PlayStation, National Semiconductor, Nordstrom, Franklin Templeton Fund, GreenPoint Mortgage, First Franklin Financial, Yamaha and SanDisk.- Closed (6) contracts in excess of $1M in total contracted revenue.

HEWLETT PACKARD 1999 - 2003

Alliance Sales Manager - Pleasanton, CA (2001-2003)

Managed a strategic Alliance with AT&T in the western region. Created and imple



mented an integrated sales and marketing program, and executed tactical accountand territory sales plans to meet revenue objectives. - Delivered $25M in revenue against a $22M quota for sales of joint AT&T/HP Managed IT solutions.- Supported the development and certification of joint Managed Hosting, E-Commerce and Internet Security solutions, leveraging HP IT Infrastructure with AT&T data center and network services.- Led the country by recruiting and training over 50 HP Resellers into AT&T Alliance Program.- Launched HP's Service Provider Program, establishing AT&T as a Strategic HP Channel Partner- Finished 114% of quota; top performer on Service Provider sales team.

Business Development Manager - Piscataway, NJ (1999 - 2001)

Developed and executed HP's partner sales strategy in an emerging Network Service Provider distribution channel, and supported the growth of the AT&T/HP Alliance indirect sales channel. - Generated $15M in channel revenue against a $12M objective, finishing at 125%of objective.- Coordinated AT&T and HP product teams to develop information security solutions for channel sales.

- Identified, qualified and recruited over 50 top HP VAR's into AT&T's Agent Program.- Trained over 500 AT&T agents on joint AT&T/HP solutions; scored 4.5 out of 5 on training evaluations.- AT&T Channel Champions Club (2000); recognized as top AT&T Alliance partner.

AT&T 1982 - 1999

Director of Sales & Marketing, Data & Internet ServicesAT&T Business Markets - Bridgewater, NJ (1998 - 1999)

Drove the development, delivery and execution of sales and marketing programs tosupport $160M business plan for Data Communications, Internet and Managed Hosti

ng services into Enterprise and Mid-Market accounts in the US.

- Executed sales force transformation strategy from selling voice networks to higher value managed data and IP-based services.- Created and implemented effective multi-media sales channel readiness campaign, including field communications and training on sales strategy, tactics and newservices.- Developed break-through solution selling programs to increase share-of-walletof AT&T Internet services and e-Commerce solutions into targeted enterprise accounts.- Frequent motivational speaker at branch and region sales kick-off events.- Direct Reports: 6 Product Marketing Managers.- 105% of $160M team quota.

Region Sales DirectorAT&T Data Services - Bridgewater, NJ (1996 - 1998)

Exceeded revenue objectives for all AT&T Data Networking and Managed Data Services in a 13 state, eastern region territory. Increased revenue and market sharewithin assigned territory.

- Created and implemented strategic and tactical sales plan to exceed $50M annual revenue objective.



- Increased sales 10% over quota two years in a row.- Managed a sales funnel over $150M, prioritizing opportunities and allocating resources.- Recruited, hired and trained new Data Sales Executives and Managers to meet headcount objectives.- Implemented region sales Quota and Compensation plans.- Direct Reports: 3 Sales Specialists; Indirect: 12 Data Sales Managers and 45 Data Sales Executives.- 110% of quota in 1997 and 1998, achieving all revenue and expense targets.

Business Development ManagerNCR Computer Systems - Somerset, NJ (1993 - 1996)

Directed and led the formation of a CEO-sponsored, cross-business unit team chartered with the development and sales of end-to-end solutions for the "Virtual Workplace", consisting of integrating mobile computer and phone technology, landline and wireless network access, training and support.

- Coordinated the activity of multiple, disparate product teams for the creationand delivery of customer solutions for corporate and enterprise customers' mobile workforce.- Designed and implemented business plans for both direct and indirect sales channels.- Responsible for the recruitment, development and revenue production of new res

eller channel.- Hold a Patent for the development of a software prototype for simplifying wireless data communications- Direct Reports: 2 Inside Sales Support representatives and 2 Outside Sales Executives.- Achiever's Club (1994), Sapphire Award for Teamwork (1994) & Marketing Excellence Award (1995) National Sales ManagerAT&T Computer Systems - Somerset, NJ (1989 - 1992)

Led the development and execution of US sales strategy for AT&T Safari Systems,a successful joint venture for developing award winning notebook computers, repo

rting directly to business unit CEO.

- Consistently grew revenue by 10-15% over 5-year period.- Hired, developed and managed an outside National Sales team.- Created and implemented an Indirect Channel sales and distribution strategy.- Received Customer Satisfaction Award in 1992.

Channel Marketing ManagerAT&T Data Systems International - Bedminster, NJ (1986 - 1989) Developed and delivered UNIX Application Sales Programs for AT&T International'sindirect computer distribution channel partners in the Far East and Latin America.

- Vice Presidents Award for Performance Excellence (1988)

Sales ExecutiveAT&T Information Systems - Silver Spring, MD (1982 - 1985)

Exceeded monthly quota of new voice/data communications services and equipment sales, as well as protection of existing customer base in a multi-industry, geographic sales territory.



- Achiever's Club 1983, 1984, 1985; Order of Excellence 1985.

Education

Brown University Providence, RI

- Double Major: Bachelor of Arts in Human Biology & Cultural Anthropology- Division 1 Varsity Soccer; 4 years, NCAA Semi-Finalists

channel manager or alliance manager or business development mana

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