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Channel Sales & Operations Manager Resume Example

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CHANNEL SALES & OPERATIONS MANAGER
Summary
High-performing Sales & Channel leader with over 20 years of Sales, and 8 years of Healthcare industry experience, as well as large team management and operational skills. Valued results demonstrated through achievements in quota goals, customer loyalty, channel growth, operational efficiencies and company awards.
Highlights
Multimillion-dollar quota management Strong channel industry acumen Solutions Ninety Five/5 Sales Success System Richardson Training curriculum Enterprise client account management Results focused leadership
Accomplishments
  • Promoted in 2014 to Veeam's North American Channel Sales & Operations Manager Earned Veeam President's Club in 2013 Exceeded Dell targeted quotas and objectives resulting in company performance rating achievements of Exceptional and Highly Valued across 20 quarters Awarded Q3 2011 Silver Award for achievement in positively impacting a Dell business segment Recognized for superior ratings in Dell Customer Satisfaction Reviews in 2010 and 2011 Awarded General Manager Honor for Dell Healthcare Account Executive of the Year, 2008.
Experience
Channel Sales & Operations Manager04/2014 to 05/2016VEEAM SOFTWARESt. Louis, MO
  • Led a team of 40 Field Channel team members, 7 Directors & 33 individual contributors, in driving execution of North American Channel strategies, supporting over 6,000 partners Direct reporting structure to VP of Channels Alignment to $115M quota, achieving double digit YoY partner revenue growth in 2014 and 2015 Successful recruitment and enablement of 1,800+ North American partners Implemented cadence strategies in developing 9 national level partners, resulting in 65% YoY growth Executed Channel initiatives driving accretive growth in 33 territories with Veeam's primary eco-system alliance partners, including Cisco, NetApp, HP, VMware & Microsoft Developed operational business case for a channel specific CRM extension to Salesforce, which was rolled out to NA in April 2015, and adopted globally in June 2015 Subject matter stakeholder in developing and building global channel training curriculum Coordinated and built annual NA channel compensation plans in 2014 & 2015 Developed best practice integration and internal operational alignment across all Veeam business units.
Channel Account Manager01/2012 to 03/2014VEEAM SOFTWARESt. Louis, MO
  • Recruited to lead a 6-state territory, accountable for channel sales development, training, and enablement of strategic channel partners achieving annual quotas of $4M to 5M Positioned value proposition, go-to-market strategies, net new solutions sales, and renewal revenue stream Through cohesive team approach, achieved 50%+ and 100%+ growth in partner revenue the first two years respectively Executed strategic marketing activities with a core account team of 10, tripling revenue generating marketing events and partner engagements Achieved President's Club in 2013 at 121% of quota.
Senior Account Executive08/2006 to 12/2011DELL, INCSt. Louis, MO
  • Strategically managed a $35M annual quota within Dell's Healthcare & Life Sciences corporate division, managing a 4-state territory of medium to large Enterprise healthcare customers Viewed as a trusted business advisor to align with customers' strategic direction focusing on I.T.
  • initiatives, while driving customer business objectives Focus areas included desktop/data center virtualization, systems management, electronic medical record solutions, PACS and archiving solutions, deployment services, professional services, HW/SW Solely managed two of the largest Missouri Healthcare systems in 2007 with a combined buy power of $60M and growth expectation of $15M; increased sales in the first year by 40% Achieved G.M.
  • Account Executive of the Year in 2008 & Account Executive of the Quarter for Q3 2007.
Account Executive04/2004 to 08/2006DELL, INCSt. Louis, MO
  • Led a 5-state territory team accountable for sales development and Annual Quota of $1M to 5M, targeting non-Dell customers Coordinated sales efforts and territory strategy to develop approximately 100 target customers for Dell's Healthcare Division, resulting in 50% growth in the first year Awarded Account Executive of the Quarter in Q4 2006 and Q3 2005 Managed two regions and 150 target customers in 2005 at request of Dell management due to limited sales resources; achieved 110% quota blend during that period Achieved Account Executive of the Quarter in Q2 2004, my first full quarter with Dell.
Account Executive01/2000 to 03/2004COMPUCOM/MICROAGESt. Louis, MO
  • Recruited to re-develop I.T.
  • service sales within two enterprise agricultural and pharmaceutical firms Coordinated two multi-million dollar service proposals resulting in $6M in awarded service contracts Received a highly favorable partnership client review published in CRN Magazine in June 2002 Sales accountability for annual product revenues exceeding $20M with a major telecommunications company, delivering technology solutions.
Senior Account Manager06/1997 to 12/1999INACOM/VANSTAR CORPORATIONSt. Louis, MO
  • Direct accountability for business development within a large agricultural firm's $42M business Achieved and exceeded quarterly sales and service quotas with consistent top 20 national ranking Awarded Chairman's Club honor in 1998 for annual top 5% sales ranking.
Account Manager10/1995 to 06/1997INACOM/VANSTAR CORPORATIONSt. Louis, MO
  • Directly responsible for IT product and service sales to large St.
  • Louis based enterprise customers, including retail, pharmaceutical and commercial clients Managed inside support team and achieved customers' IT objectives through delegation and teamwork, consistently meeting and exceeding monthly sales goals.
Education
Master of Arts: Management and Human ResourcesWEBSTER UNIVERSITYManagement and Human Resources
Bachelor of Arts: PsychologyUNIVERSITY OF MISSOURIPsychology Psychology Community Service Volunteer, Animal Protective Association of Missouri Keywords Sales, Enterprise, Account Management, Channel Management, Leadership, Strategic, Software, Virtualization, Disaster Recovery, Information Technology, I.T., Marketing, PACS, Communication Skills, Negotiation, Proposals, Teamwork
Skills
Account Management, approach, business case, business development, cadence, Cisco, Communication Skills, contracts, CRM, client, clients, Dell, direction, Disaster Recovery, driving, Focus, HP, Information Technology, Leadership, managing, market strategies, marketing, Negotiation, Enterprise, PACS, Proposals, Psychology, recruitment, reporting, retail, Sales, sales development, strategy, Strategic, strategic marketing, systems management, Teamwork, telecommunications
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Resume Overview

Companies Worked For:

  • VEEAM SOFTWARE
  • DELL, INC
  • COMPUCOM/MICROAGE
  • INACOM/VANSTAR CORPORATION

School Attended

  • WEBSTER UNIVERSITY
  • UNIVERSITY OF MISSOURI

Job Titles Held:

  • Channel Sales & Operations Manager
  • Channel Account Manager
  • Senior Account Executive
  • Account Executive
  • Senior Account Manager
  • Account Manager

Degrees

  • Master of Arts : Management and Human Resources
    Bachelor of Arts : Psychology

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