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Partner Account Manager Resume Example

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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 Manager Dell 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.
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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.
 

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01/2016 to 07/2016
Channel Account Manager IL, IN, WI & MO - Global Commercial Channel Dell Inc.
 
  • Drive the overall Dell relationship with acquisition partners in the territory. 
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  • 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: ​
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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 Channel Dell 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:​
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124 % Average attainment in FY 15
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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 Channel Dell 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: Economics University 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 
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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

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