Channel Sales | Partner Account Management | Account Manager A dynamic, resourceful and motivated sales professional with extensive experience with real-time business applications for Enterprise Solution Sales. Proven ability to develop and manage all facets of Channel Sales, recruitment, on- boarding, forecasting and deal management. Adept at building brand awareness, taking a consultative approach to selling, managing conflict and problem solving to successfully meet and exceed revenue targets. Experienced with Federal Government procurements and how to support the mission of Civilian and DOD customers utilizing value added resellers (VARs, Business Partners and System Integrators).
Project, Program Management
Avaya Professional Sales Specialist (APSS) | APSS-Unified Communications| APSS- SME IP Office APSS-Data Networking | APSS- Scopia/Radvision Video.
January 2000 to January 2015
Avaya Government SolutionsFairfax, VAChannel Account Manager
Managed and developed a network of Business Partners with a responsibility of exceeding 35M in annual revenue for Avaya.
Responsible for Enterprise and Mid-market solutions, to include networking, video, applications and services sales to Business Partners and customers.
Provided executive level business consulting for all sales oriented activities including, new business development, marketing, sales promotions, executive briefings, demonstrations, partner recruitment, training & development and capture management.
Produced and implemented shared risk business plans that drove partner engagement for new and incremental business.
Owned every aspect of partner engagement nationally for Partners to include managing opportunities from inception to closure through sales engagement, deal registration, special pricing (deals desk) and forecasting.
Consistently finished in the top 2 in Channel Sales revenue over the past 12 years.
Created and produced business plans for each Value added Reseller (VAR), System Integrator, Strategic Alliance Partner and Business Partner.
Conducted quarterly business reviews (QBRs) with Principles and Business Partner Executives to assure alignment and revenue attainment.
Increased top Partner sales revenues by 250% in a 2-year period 2013-2015.
Managed 50% of the top 10 Business Partners selling in the Federal market.
Hosted Networking events and coordinated Business Partner Conferences to build and maintain new contacts to drive new business.
Managed the #1 Data Networking Partner for Avaya Government Solutions and #2 Data Networking Partner for NA Sales.
Facilitated and coordinated enablement training with pre-sales/sales/implementation specialists and support teams.
Introduced sales incentives and new promotions specifically designed to drive new business.
Consistently drove 20% YOY growth with focused Partners.
Effectively built a Business Partner Network from infancy to over a 100M business.
Managed the Avaya AT&T strategic alliance (2006-2008).
Managed the implementation and installations of a nation-wide voice mail project for the Department of Treasury.
Project value 15M; supporting US Treasury and Internal Revenue Service.
Provided pricing and professional services quotes for new and existing sites.
Coordinated new site installations; achieved critical deadlines for performance and implementation, preventing additional adjustments in penalties for nonperformance.
No penalties were assessed during my time as Program Manager.
Provided status reports and represented the company at bi-weekly customer meetings.
Served as the Avaya primary POC for the voice mail integration project.
GEORGE MASON UNIVERSITY Fairfax, VACommunicationsBachelor of ArtsCommunications
Telecoms Professionals| Telecom Executives Business Network
Channel Partners Network
Association of Fraternity/Sorority Advisors
Kappa Alpha Psi Fraternity Inc. (Life member)
Alexandria- Fairfax (VA) Alumni
Positions held: Polemarch (President), 1st Vice-Polemarch, Board of Directors, Undergraduate Advisor, Eastern Province (Region) Chairman, Undergraduate Advisors
Avaya, business consulting, Business Development, bi, business plans, com, Conferences, forecasting, Government, managing, marketing, market, meetings, Enterprise, Network, Networking, new business development, Executive Presentations, pricing, Program Management, recruitment, Selling, Sales, Strategic, Treasury, video, Video Conferencing, voice mail
AWARDS AND RECOGNITION
Peak Performance Award Q2 of 2015
Achiever's Club (exceeded 115% of quota)
Avaya Stellar Performance Award Q4 2013
NA Channel Manager of the Year 2011