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Director - Strategic Alliances & Channels Resume Example

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DIRECTOR - STRATEGIC ALLIANCES & CHANNELS
Professional Summary

Visionary, Entrepreneurial, Passionate, Driven, Focused leader, which believes integrity and collaboration form the basis for every successful relationship and that it is via relationships, based on those tenants, internally and externally, that an organization is able to grow and thrive. 

 

 

Skills
  • Executive Management
  • Strategic Planning & Execution
  • Sales, Marketing, Strategic Alliances, & Business Development
  • P & L - Management/Responsiblity
  • Contract negotiations
  • Operations and Finance
  • Human resources management
  • Crisis management consulting
  • Operations management
  • Staff Leadership, Training, & Development
  • Public Speaking

  • Financial management
Work History
Director - Strategic Alliances & Channels, 10/2014 to 04/2015
 CrowdStrike – Irvine, CA
  • Defined Strategy and Developed Strategic Alliance & Business Partner Programs. 
  • Worldwide Responsibility for Partner Relationship Management, Business Development, Contract Negotiations, Executive Relations & Engagement.​
Director - Strategic Channels, 03/2014 to 11/2014
 Imperva – Redwood Shores, CA
  • Part of Small team tasked with Developing a Completely New Route for Market for the company. 
  • Responsible for Business Development, Contract Negotiations, Executive Relations & Engagement, Strategic Planning & Execution (Sales) with strategic partners across North America.​
  •  
Strategic Alliances & Business Development - Executive, 01/2013 to 03/2014
 IBM - Security Systems Division - Security Intelligence Product Group – Armonk, NY
  • Worldwide - OEM, Application Specific License (ASL) - Group Manager - North America - Strategic Partner Management. 
  • Responsible for Business Development, Contract Negotiations, Executive Relations & Engagement, Strategic Planning & Execution (Sales) with existing, largest, strategic partners:  Juniper Networks, Enterasys Networks (recently merged with Extreme), and Accuvant. 
  • Oversaw and participated in our Product Management/Development activities with these same partners. 
  • Managed team of OEM/ASL Partner (Sales) Managers and a Systems Engineer (SE) - which combined provide us coverage and our partners regional resources in the:  Americas, UK, CEE, EMEA, and APAC. 
  • Fulfilled the same role and responsible for the same, as well as tasked with identifying & assessing potential and or approving & then on-boarding new OEM/ASL strategic partners.  Manage, Forecast, & Report based upon a pipeline of +/- $75M.  Achieved annual revenue goal of + $25M.
Mngr. Channels - Western U.S. & Canada, 12/2010 to 12/2012
 Q1 Labs (Acquired by IBM) – Waltham, MA
  • Development & Execution of Business & Marketing Plan for the region.
  • Recruitment & Management of Business and Channel Partners. 
  •  Achieved 100% YoY Revenue Growth - From Approximately $3M - $6M and then $6M - $12M, Taking Region from the #3 position to #1 position within 2 years.
  • Day to Day Responsibilities:  Relationship Development and Management - Contract Negotiations and Execution - Lead and Opportunity Development/Management with Channel and Complementary Technology/Service Providers, Monitoring and Reporting of Key Sales, Marketing and Channel Performance Measures.
Northwest Regional Sales Manager, 03/2009 to 04/2011
 Gemalto (Formerly SafeNet) – Belkamp, MD
  • Quota Carrying - Territory Sales Position - Covering the NW:  WA, OR, AK, ID.
NW Business Development Manager, 10/2008 to 03/2009
 Trustwave – Chicago, IL
  • Responsible of sales and relationship management with the companies largest strategic partners in the NW, including:  Microsoft & Amazon. 

Territory Sales Manager, 09/2003 to 10/2008
 Secure Computing Corporation (Acquired by McAfee) – San Jose, CA
  • Quota Carrying - Territory Sales Position - Covering the NW:  WA, OR, AK, ID.
  • Took Over Lowest Performing Territory, within the Western Region, and turned it into the top performing territory within 2 Years.
  • Uncovered, developed, and executed company's largest product of 2010 sale in 2010 (Approximately $3.7M).  This included, first convincing product development and management that taking on the project was in the companies interest, after they initially refused.​
Education
Bachelor of Arts: Political Science & Society and Justice, 1996
 University of Washington - Seattle, WA
  • Graduated with Honors - 3.5 GPA
MBA: MBA - Technology Management, 2003
 University of Phoenix - Bellevue, WA -- Campus
  • Graduated with Honors - 3.8 GPA
High School Diploma: 1991
 Eatonville High School - Eatonville, WA
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Resume Overview

Companies Worked For:

  • CrowdStrike
  • Imperva
  • IBM - Security Systems Division - Security Intelligence Product Group
  • Q1 Labs (Acquired by IBM)
  • Gemalto (Formerly SafeNet)
  • Trustwave
  • Secure Computing Corporation (Acquired by McAfee)

School Attended

  • University of Washington
  • University of Phoenix
  • Eatonville High School

Job Titles Held:

  • Director - Strategic Alliances & Channels
  • Director - Strategic Channels
  • Strategic Alliances & Business Development - Executive
  • Mngr. Channels - Western U.S. & Canada
  • Northwest Regional Sales Manager
  • NW Business Development Manager
  • Territory Sales Manager

Degrees

  • Bachelor of Arts : Political Science & Society and Justice , 1996
    MBA : MBA - Technology Management , 2003
    High School Diploma : 1991

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