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
Channel Partner Training & Development
New Product Launch
Channel Partner Recruitment
Negotiating Large Opportunities
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.
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
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.
Global Commercial Channel Rep of the Year FY 10
Global Commercial Channel Rep of the quarter 2 & 4 FY 10
Bachelor of Arts: EconomicsUniversity of Oklahoma － Norman, Oklahoma, USA
Skills & Training
Dell Account Executive University Jan 2016 - July 2016