Seeking Leadership Position in:
· Channel Development & Management · Market/Business Development · Regional Sales Manager
Sales/Business Development Executive
· Strategic sales and business development professional with broad experience assuming leadership roles in solution sales, channel/market development and management, and field/industry marketing within the information management market.
· Consistent net new business revenue leader responsible for drafting, validating, and executing vertically aligned go-to-market model while acquiring broad industry experience in key markets such as Financial Services, Government, Healthcare, and Technology.
· Diligent hunting skills, value proposition development and alignment leveraging extensive Rolodex of system integration and consulting firms with national and regional practices, segmented by technology and subject matter expertise.
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Summary
Sales/territory management · Market/Business Development · Channel Development & Management
Partnerships & Alliances · Industry Marketing · Business Process Outsourcing
Information Management Technology
Document/content management · Data management and storage · BPM/Workflow · Publishing/compliance
Enterprise software · Web Services/XML integration · Open systems platforms
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Professional Experience
Cincom Systems (Denver, CO)
Channel Sales & Alliances (2004 to present)
As manager of domestic business development and alliances with Cincom Systems, I am responsible for identifying, qualifying, recruiting, managing and co-selling with partners for the company’s core offerings in document publishing/compliance automation, XML data integration, and business rules engine. Responsibilities and accomplishments include:
· New named account revenue leader while developing 3X pipeline to quota with new product launch initiatives.
· New market expansion, validation (SWOT analysis) and business development initiatives.
· Messaging and go-to-market strategy for channel partnerships currently targeting State and Local Government, Financial Services markets, and IBM ecosystem channel.
· Recruitment and management of vertically aligned delivery partners (system integrators/consultants/OEM) and evangelizing partner value proposition.
· Managing grass roots demand creation and campaign management activities (collateral development, landing pages, market research and intelligence, and targeted marketing campaign mail/email/telemarketing).
· Leverage existing contract vehicles for funding avenues in Government sector.
· Selecting and managing industry conferences/trade association memberships.
StorageTek (Denver, CO) 1998-2003
StorageTek (now part of Sun Microsystems) is an enterprise data storage company with revenues of $2B+.
Partner Alliance Manager for Emerging Markets (from 2002-2003)
Executed a “pull through” channel strategy for emerging market initiatives in data intensive (broadcast, e-learning, surveillance) vertical markets. Identified, qualified, and recruited independent software vendors (ISVs) and vertically aligned system integrators, consulting firms, and manufacturers in targeted markets. Drafted two-tier sales distribution model that involved the cooperation and engaging of cross-functional groups including OEM, shared services, indirect channels, logistics, and professional services.
· Created incremental net new revenue in the $30M range.
· Validated necessary margin threshold for partner recruiting for two and three-tier distribution models.
· Utilized existing internal order fulfillment resources eliminating need for additional headcount.
· Co-selling and leveraging of partner sales resources and relationships.
· Engaged and leveraged distribution partner channel of GE Access and Avnet.
· Provides delivery partners with single vendor solution by integrating/certifying/pre-packaging storage component with target ISV partners.
StorageTek
Field Marketing Manager for Document Management Division/Solutions Business Group (from 1998-2001)
Executed and managed field sales programs for 22 sales executives nationwide for the Document Management Division. The Solutions Business Group, with domestic revenues of $421M in 1999, was assembled to position StorageTek as an end-to-end systems integrator in storage intensive markets including document management, broadcast, healthcare, and as a storage service provider. Initiated “deeper and wider” go-to-market model for StorageTek, including calling on decision makers outside of the normal data center calling pattern.
· Group produced on target $23M of net new domestic revenue.
· Managed (dotted line) 22 sales executives in team conference calls and quarterly meetings providing field based direct sales support, trade show participation and seminar demand creation, analyst interface, and success story development.
· Designed and executed a pre-sales methodology, which incorporated a consultative sales model involving field sales, product marketing, ISV partners, professional services, and customer support organization aligning with corporate mandated solution selling charter.
· Solution offerings including document/content management systems integration, computer output management, email archiving, and media migration services.
· Delivered sales tools/kits, ROI analysis, value propositions targeting vertical markets, traveled nationally participating in field pre-sales support calls.
· Fulfilled field liaison role between product marketing team and North America Field Sales organization in delivering go-to-market training and strategy.
· Strategic ISV partnerships managed included Convera, Documentum, FileNet, Mobius, and Veritas.
Document Consulting Services (Portland, OR)
Management consultant 1994 to 1998
Provided management-consulting services around information management/business process automation in the Northwest region. Led two separate business unit start up efforts with systems integration firms in launching information management practices, including partner identification and recruitment, sales & marketing demand creation initiatives, demand creation seminar series at local Microsoft offices, staff training, project management, and solution integration.
Oregon Micro-Imaging (Portland, OR)
Regional Sales Manager 1988 to 1994
Sales and territory management responsibilities for business process outsourcing and systems integration firm. Outsourcing services included document imaging, data entry, and forms processing services.
· Sales revenue leader consistently maintaining highest sales margins within organization.
· Acquired broad market expertise in areas such as financial services, accounting, healthcare, Government, manufacturing, and criminal justice.
Education, training and associations:
· Bachelor of Science degree (with honors) in Computer Science
· GSEP (Global Sales Effectiveness Training)/ Target Account Selling
· The Channel Imperative (Channel Corp.)
· C.D.I.A. (Certified Document Imaging Architect)
· APHSA, NCSEA, ERICA, WICSEC memberships |
