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Partner Account Manager Resume Example

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PARTNER ACCOUNT MANAGER
Professional Summary
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.
Skills
  • Hi-Tech Industry Leaders
    Outstanding channel management career with Cisco Systems and Apple Computer.
  • Channel Management
    • 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.
  • Sales Leader   
    Excellent relationship selling, negotiation and strategic thinking skills.
  • Effective Influencer
    Excellent ability to sell manufacturer profitability and business benefits to the VAR community.
Work History
11/2000 to Current
Partner Account Manager Cisco 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 Cisco. 
  • Earned annual awards eleven out of fourteen years at Cisco.  
  • 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 Indiana. 
  • 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 Manager Powerway, 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% sales growth.   
  • Led project on SIC market research and development of target markets strategy. 
  • Developed 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 respective metrics. 
  • Successfully worked with outside consultant to develop and implement a compensation plan based on team quota performance.
01/1998 to 01/1999
Channel Account Manager Viasoft, 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 Manager Apple Computer, Inc. – Indianapolis, IN
  • Channel Development Executive- Indianapolis  1991-1997 
  • Business Analyst for Regional VP of Sales- Chicago  1988-1990 
  • U.S. Prod Distribution Manager- Cupertino, CA  1984-1988
Education
Masters of Education Administration: Education East Texas State University - Commerce, TX
 2 years completed in Masters of Education Administration
B.S: Physical Education Biology and History Indiana University - Bloomington, IN
 Physical Education Biology and History
Ohio State University - Columbus, OH
Accomplishments
  • Small Business Owner:  Co-owner youth fitness gym            
  • Unique Experience:  NFL, Denver Broncos free-agent 
  • Made History:  Member Indiana University Football Holiday Bowl Champions  (1st Bowl Champ team in school history)   
Skills
Cisco, CA, hardware, consultant, ERP, Executive Management, forecasting, legal, Director, mainframes, managing, market research, marketing, market, 2000, negotiations, Operations Management, outside sales, processes, recruiting, recruitment, reporting, Sales, sales management, sales training, strategy, Strategic, Supervisor, Y2K
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Resume Overview

Companies Worked For:

  • Cisco Systems, Inc
  • Powerway, Inc
  • Viasoft, Inc ASG Software
  • Apple Computer, Inc.

School Attended

  • East Texas State University
  • Indiana University
  • Ohio State University

Job Titles Held:

  • Partner Account Manager
  • Sales Operations Manager and National Channel Sales Manager
  • Channel Account Manager
  • Channel Manager, Business Analyst, U.S. Distribution Manager

Degrees

  • Masters of Education Administration : Education
    B.S : Physical Education Biology and History

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