Successful channel management and operations professional who excels in establishing excellent working relationships with partners, internal teams, vendors and contractors to achieve desired business outcomes.
Hi-Tech Industry Leaders
channel management career with Cisco
Systems and Apple Computer.
Channel management and business
development professional with over 20 years experience in building market presence
and exceeding revenue targets through effective partnering with sales teams,
creating successful sales channels and recruiting partners.
Flexible thinker Self-starter
and creative thinker always seeking win-win business outcomes.
relationship selling, negotiation and strategic thinking skills.
ability to sell manufacturer profitability and business benefits to the VAR
11/2000 to Current
Partner Account ManagerCisco Systems, Inc – Indianapolis, IN
Responsible for the business planing, channel capacity,
recruitment, development, co-marketing and managing channel engagements with the
Cisco direct team in Indiana.
Exceeded revenue goal ten out of fourteen years at
Earned annual awards eleven out of fourteen years at
Responsible for partner growth of +200% in Indiana (hardware
annual run rate from $64M to $210M).
Trained +200 partner AE's, executives and Cisco field
hires on successful channel/vendor engagement strategies.
Influenced over 15 new partners to invest in Cisco in
Successfully managed and grew a complex $1B national
Partner in Ohio 10% in one year.
Developed Partner goal model and market opportunity
report used in growing Indiana secondary markets 30.
Recognized leader for quarterly and annual business
reviews with Partners and Cisco Management.
01/1999 to 01/2000
Sales Operations Manager and National Channel Sales ManagerPowerway, Inc – Indianapolis, IN
Designed the Partner Program for North America including business plan, partner strategy for
North America for the company's document control solution.
Led team defining the partner proposition, contract
negotiations, partner-training requirements, sales tools, recruiting
strategy and engagement procedures and processes.
Hired three Channel Sales Execs to recruit and grow
Channel sales from $800K to +$3M.
Recruited and signed
up 15 resellers and consultants in the first ninety days of assigned task.
Reporting to the VP Sales assisted Executive Management Team
in restructuring the sales organization and implementing an
inside-outside sales model positioned for 50%
project on SIC market research and development of target markets strategy.
sales goal methodology, models and resource plan for expanding sales force and developed annual goals for all sales
positions by territory with job descriptions and
with outside consultant to develop and implement a compensation plan based on
team quota performance.
01/1998 to 01/1999
Channel Account ManagerViasoft, Inc ASG Software – Indianapolis, AZ IN
Viasoft sold Y2K software solutions for mainframes and PCs.
Reported to the Director of Channel Operations.
Responsible for recruitment, authorization, sales training, co-marketing and sales management of a new Reseller Channel focusing on the Y2K remediation solution for the PC.
Recruited over 20 resellers and managed a territory of 26 states with over 100 dealers.
Achieved $3M revenue in License and Maintenance over fourteen months.
11/1984 to 11/1997
Channel Manager, Business Analyst, U.S. Distribution ManagerApple Computer, Inc. – Indianapolis, IN
Executive- Indianapolis 1991-1997
Business Analyst for Regional VP of Sales- Chicago 1988-1990
Distribution Manager- Cupertino, CA 1984-1988
Masters of Education Administration: EducationEast Texas State University - Commerce, TX
2 years completed in Masters of Education
B.S: Physical Education Biology and HistoryIndiana University - Bloomington, IN Physical Education Biology and History
Ohio State University - Columbus, OH
Small Business Owner:
Co-owner youth fitness gym
Unique Experience: NFL, Denver Broncos free-agent
Member Indiana University Football Holiday Bowl
Champions (1st Bowl Champ team in school history)