Channel development Resume
|Desired Industry: Computer Software/Programming
|Desired Job Location: Lake forest, California
||Date Posted: 6/1/2007
|Type of Position: Full-Time Permanent
||U.S. Work Authorization: Yes
|Job Level: Experienced with over 2 years experience
||Willing to Travel: Yes, 50-75%
|Highest Degree Attained: Bachelors
||Willing to Relocate: No
Over 15 years in sales of enterprise hardware and software with a proven track record to increase revenue, profitability, and maximizing market potentials. Quotas achieved by utilizing solution selling techniques to “C” level executives and Channel Partner recruitment and development.
Responsible for producing revenues from $4 million to $40 million as both an individual contributor and as a region manager. Consistently receive recognition for revenue achievement such as “Top Gun, President's Club and Winner's Circle.”
·Working knowledge of LAN/WAN/Internet protocols and design, as well as telephony & Enterprise Applications.
·Solid Channel contacts for increasing business as well as strong networking abilities.
BUSINESS DEVELOPMENT March 2006 – March 2007
BandTel LLC Newport Beach CA – Global SIP Trunking leader
Startup Internet Telephony Service Provider. Hired to develop strategic partnerships with manufacturers and build a VAR / Interconnect channel to reseller VOIP service.
Result: Developed relationships with 18 VOIP related manufacturers to certify with our SIP Trunks. Also leveraged those relationships to launch BandTel SIP Trunking into their VAR and Interconnect channels by developing promotions and programs to benefit all channel partners
WESTERN REGIONAL MANAGER Aug 2004 – Feb 2006
Active Voice L.L.C. Seattle WA – Unified Communications - Speech Recognition applications
Created position to increase revenue from assigned territory (CA, CO & UT) utilizing Dealers and Strategic Partners. Tasked to increase the number of new and revived channel partners as first step in overall territory growth.
Result: Won award in three out of four quarters for adding the most new or dormant dealers over all other North American territories.
PACIFIC COAST REGIONAL SALES MANAGER Dec 2003 – Aug 2004
Comdial Corp. Sarasota FL - VoIP switch with Unified messaging
Rebuilding the CA, AZ & NM territory to generate revenue up to it's potential. Targeting government, education and corporate users with solutions that provide centralized control of voice and messaging.
Results: within first 60 days solidified accounts to increase revenue 20% over 2003.
SOUTHERN CALIFORNIA REGIONAL MANAGER May 2002 - Dec 2003
Gobeam Inc. Sunnyvale CA - Hosted IP Telephony & Voicemail
Developing telephony and WAN / DATA VAR's to market and implement multi-site configurations with secure private networks, Unified communications and PBX services.
Results: achieved fastest ramp up for number of new VAR's in the company.
WESTERN REGIONAL MANAGER January 1998 - January 2002
Captaris. Kirkland WA - Unified Messaging / Fax servers
Offered Enterprise e-Document delivery applications to the Fortune 1000 and Resellers.
Unified Messaging, Right Fax and Wireless mobile access to UM and corporate data.
Results: exceeded quota of over $11 million. “Winner's Circle” for three consecutive years.
Tasked to turnaround sales in California, the lowest producing major market in the company. Developed a new set of Channel Partners and enterprise customers and revised the company’s method for handling and developing leads.
Results: California became the highest producing major market for the company after one year.
Competitively positioned enterprise applications via Channel partners, utilizing Solution Selling & ROI. Traveled extensively conducting technical sales presentations and Sales trainings.
DIRECTOR OF SALES September 1996 - January 1998
CEO Software. Tucson, AZ - Resource Management Software;
Selling Resource Scheduling, Space Management, Event Management to Hospitals, Universities and Hospitality industry.
Added Integrators throughout N. America for installation & support.
Aggressively targeted Large Hospitals and Universities to provide them applications integrated to all departments. Complete P & L responsibility
Results: increased net revenue by 25% year after year
Responsible for all sales and marketing efforts from lead generation to closing the sale.
Results: reputation as “Giant Killer” closing Enterprise accounts.
WESTERN REGIONAL MANAGER April 1994 - June 1996
Nortel Networks, Phoenix, AZ - Hardware; network interface to Internet
Sold “Instant Internet” protocol conversion product, which converted IPX/SPX to IP for Secure network Internet access.
Performed solution sales and product training to Channel partners. Joint sales calls with Channel partners to introduce leading edge product to customers, focusing on ROI and solution selling.
Results: exceeded a $4 million quota.
MANAGER, BUSINESS DEVELOPMENT GROUP (BDG) January 1989 - April 1994
Artisoft, Inc., Tucson, AZ - Networking Software/Hardware Tenure;
March 1992 - April 1994
Proactively volunteered to dramatically expand both the inside and outside sales force.
Results: tremendous growth without any reduction in service quality. Built a team of outside reps to add over 5,000 active Resellers for the company.
Provided strategy, tactics and motivation to increase enterprise sales in nine territories nationwide to successfully exceed a $40 Million team quota.
INSIDE TECHNICAL SALES REPRESENTATIVE
January 1989 - March 1992
Responsible for the productivity of all technical sales representatives.
Coordinated the efforts of the sales team under the direction of the Sales Manager.
Results: Winner of “TOP GUN” sales award 12 out of 23 months.
MDL 551, Trial Support Services, Tucson, AZ - Law Firm; Legal Services July 1987 - September 1988
Responsible for programming, design, development, testing, and documentation. Worked with IBM Main Frame VM/CMX, IBM PC/DOS and MS/DOS operating systems. Utilized ability to program in several languages including COBOL, BASIC, PASCAL and FORTRAN.
University of Arizona B.S. Business and Public Administration
Graduated in May 1987, dual majors; Management Information Systems; Operations Management
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