Partner Account Manager Resume Example Dell EMC

PARTNER ACCOUNT MANAGER

Professional Summary

A dynamic strategist with over 11years of Technology sales and marketing experience. I have a strong knowledge of client and data center hardware, software and disruptive technologies. I am able to articulate a clear and compelling value proposition. This paired with my strong interpersonal skills for engaging and fostering solid client relationships at a high level has made me very successful in my roles; resulting in increased market penetration and profitable territory growth. I work very well with teams or as individual contributor and possess outstanding analytical and organizational skills. I am able to deal with and thrive under ambiguity.

Areas of Expertise

Acquisition Sales Strategy
Solution Sales
Conflict Resolution
Lead Generation
Sales Prospecting
C-Level Presentations
Business Development

Sales Forecasting
Channel Partner Training & Development
New Product Launch
Channel Partner Recruitment
Negotiating Large Opportunities

Experience

07/2016 to Current

Partner Account ManagerDell EMC － Chicago, IL

Summary: Driving Dell/EMC/VMware business through our regional channel partners in the Midwest region where i am responsible for $30M annual quota which i have over attained. My responsibilities also include partner recruitment, channel partner enablement on the Dell Technologies end to end portfolio, managing sales and marketing activities, conflict resolution and managing/growing pipeline.

Identify and recruit VAR 500 strategic partners to the Dell EMC Channels program.

Drive data center sales opportunities through demand generation activtiies

Expand relationships and increase Channel engagement with Direct sales teams.

Develop and implement strategies and sales campaigns for targeted accounts, build joint business plan, grow new lines of business, and jointly growing net new accounts.

Account mapping and planning sessions with Dell direct teams, channel partners and the distributors.

Managing territory conflict.

01/2016 to 07/2016

Channel Account Manager IL, IN, WI & MO - Global Commercial ChannelDell Inc.

Drive the overall Dell relationship with acquisition partners in the territory.

Position high level technology key initiatives such as Virtualization, BYOD, disaster recovery, Hyper Converged, Cloud & Security to increase partner awareness and comfort level bringing up these solutions with their end users.
Uncover net new business with practical prospecting best practices and lead generation
Work closely with C-Level executives and sales leadership to execute on strategies to increase revenue and market share and create partner/vendor business plans.
Coordinate marketing events to generate sales and conduct partner training's to increase solution knowledge.
Grow existing accounts and increase Dell's Share of wallet by acquiring new lines of business.
Present Quarterly business reviews to show progress within territory to senior Dell executives.
Manage and resolve Territory Sales conflicts between Dell Direct and Channel Partners.

Key Highlights: 

FY 16 -110% Average Attainment

75% of partners are now certified in 1 or multiple Dell LOB's

04/2014 to 12/2016

Channel Account Manager - IA, KS & MO - Global Commercial ChannelDell Inc

Positioned and showcase the benefits of engaging with Dell's Channel Program.
Developed partner specific sales and marketing plans to increase marketing and sales efforts.
Conducted End user computing and Enterprise lunch & learns with multiple partners as well as their end-users.
Established relationships with various Dell Direct Regional Directors most importantly their sales reps where we did account mapping calls with my channel partners to increase share of wallet with accounts where Dell does not have a strong foot print.
Built key relationships with various strategic vendors, Dell product specialists, inside and outside sales teams and work collaboratively to uncover net new opportunities within the territory.
Presented quarterly account reviews and efficiently communicate sales activities within accounts to show pipeline with top opportunities; developments within accounts and a gap plan where necessary

Key Highlights:

124 % Average attainment in FY 15

Worked closely with a top Kansas City based channel partner to create a Hyper-converged marketing campaign across 4 states in the Midwest focusing on Dell Nutanix XC Solutions; resulting in $2.8M product sales in 12 months.

02/2007 to 05/2014

Inside Account Manager - (Team Lead) -Dell Global Commerical ChannelDell Inc. － Oklahoma City, Ok

Team lead managing sales activities of 300+ target channel partner accounts within the PAC NW territory
Consistently met/exceeded quarterly revenue goal of $5M+ annually.
Selected products/services for calls; identify customer influences and opportunities; introduce new offerings, make sales presentations, overcome objections, negotiate and close deals
Worked with team members to formulate new strategies to penetrate and expand business relationships within accounts.

Key Highlights:

Awards -

Global Commercial Channel Rep of the Year FY 10

Global Commercial Channel Rep of the quarter 2 & 4 FY 10

Education

2005

Bachelor of Arts: EconomicsUniversity of Oklahoma － Norman, Oklahoma, USA

Skills & Training

Dell Account Executive University Jan 2016 - July 2016

Dell Sales Effectiveness Training - April 2006

Salesforce.com CRM - June 2007

Dell Workshops :

Negotiating Large Opportunities March 2016

C Level Impactful Conversations April 2016

Resume Overview

Companies Worked For:

Dell EMC
Dell Inc.
Dell Inc

School Attended

University of Oklahoma

Job Titles Held:

Partner Account Manager
Channel Account Manager IL, IN, WI & MO - Global Commercial Channel
Channel Account Manager - IA, KS & MO - Global Commercial Channel
Inside Account Manager - (Team Lead) -Dell Global Commerical Channel

Degrees

Bachelor of Arts : Economics

Partner Account Manager Resume Example

Resume Score: 70%

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