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Sr Director of Alliances, NA Retail Resume Example

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SR DIRECTOR OF ALLIANCES, NA RETAIL
Professional Summary

Experienced business professional with a gift for developing Strategic Alliances and partnerships. Forward-thinking strategies, successful at driving growth and keeping the company agile in changing market conditions. Offering 22 years' experience in working w/IBM.

Skills
  • Collaborative Leadership
  • Strategic Planning
  • Brand development
  • Market Analysis
  • Market Positioning
  • Relationship development
  • Team building
  • Problem resolution
  • Strategic sales knowledge
  • Account management
Work History
05/2018 to 06/2020Sr Director of Alliances, NA RetailCompany Name | City, State
  • 106% of annual Sales attainment - 2019
  • 109% of annual Sales attainment- 2018
  • Grew IBM Influenced "won" BY pipeline by 220%
  • Built and managed strategic Partnerships with System Integrators in Retail Supply Industry. (IBM, Accenture, Infosys, Deloitte, Capgemini, PWC, BCG and KPMG)
  • Cultivated relationships with Blue Yonders's CEO and Senior Leadership team. Established win/win working relationships and strategies with BY's partner organizations
  • Executed optimal sales and partnering strategies to achieve commercial goals for Retail/Supply Chain market.
  • Facilitated strategy development and planned with cross-functional teams, including Blue Yonder Product Management and Professional Services
  • Recruited and developed 5 new partnerships for Blue Yonder Professional Services.
  • Implemented weekly account collaborations calls and engagement execution.
  • Engaged w/business development org and supported market outreach plans to improve business development.
  • Drove F2F Partner Collaboration with Sales teams through various events, including Industry Conferences, seminars and workshops.
  • Conducted weekly forecasting to align with Sales Executives on each opportunity. Set strategic plans and Partner Sales goals to strengthen to drive growth.
  • Leveraged industry trends and competitive analysis to improve Partner's Industry Strategic alignment and to identify future trends.
  • Worked with BY and partner marketing teams to create, deploy and optimize effective campaigns
  • Evaluated service contracts and collaborated with legal counsel on negotiated improvements.
02/2012 to 06/2018Strategic ISV Partnerships, Retail and CPGCompany Name | City, State
  • Assumed a key role in developing the IBM/JDA Omni-Channel Partnership in September 2014, which enabled the
    provision of IBM's OMS/ Blue Yonder's WMS solutions that helped organizations in delivering an engaging customer experiences by intelligently processing and fulfilling product orders in the most efficient and cost-effective manner.
  • Developed and supported multiple channel partnerships that include ISV's, MSP's, CSP's and resellers working
    with IBM Sales and Leadership teams to co-sell and co innovate Supply Chain Solutions.
  • Received numerous IBM Excellence Awards, such as Partner Excellence 2013, Dare to Create Original Ideas 2014,
  • Worked closely with IBM Industry Executives to identify partners who supported the Cloud and Cognitive Strategy for the Distribution Sector.
  • Established key relationships with industry key ISV's who IBM selected to pursue for future potential Partnerships to meet key company objectives.
  • Created market outreach plans for ISV's with " strongest Propensity to buy" or move to IBM Cloud and Cognitive Solutions
  • Developed short-term and long-term sales objectives and strategic plans to meet IBM market needs to drive Cloud and Cognitive sales
  • Approached each problem with fresh mind and analytical strategies to quickly resolve concerns.
01/2003 to 01/2012Senoir Software Sales RepresentativeCompany Name | City, State
  • Rendered exemplary management to large enterprise midmarket and competitive accounts, overachieving a $16M quota per territory in Georgia. Clients included key SCM ISV's ,Infor and Manhattan Associates.
  • Provided effective communication of IBM software strategy and portfolio to client team and customers, which led in driving and closing sales.
  • Managed and coordinated large CA Displacement at EBSCO, including replacement of entire CA software stack with IBM Mainframe tools.
  • Gained recognition for exceptional performance that led in attaining various awards, such as Fast Forward Club, (2003), 100% Club (2003―2010), Vice President Award (2005 and 2007), and Sales Eminence Award (2010).
03/1999 to 01/2003PC Sales SpecialistCompany Name | City, State
  • Account Manager for IBM's Key Industry Clients, Duke Energy, Ingersoll Rand and the State of Kentucky
  • Award: IBM Top Contributor Award, 1999
  • Arranged new client meetings to showcase PC product features to address new technical details to support the Sales Cycle. .
  • Maintained friendly and professional customer interactions at all times.
  • Developed and deepened customer relationships in additional lines of business within a large premier client to drive net new revenue growth.
  • Utilized digital and telephone approaches to generate sales leads in additional LOB's
Education
05/1997Associate of Science | Social WorkEastern Kentucky University, City, State
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Resume Overview

School Attended

  • Eastern Kentucky University

Job Titles Held:

  • Sr Director of Alliances, NA Retail
  • Strategic ISV Partnerships, Retail and CPG
  • Senoir Software Sales Representative
  • PC Sales Specialist

Degrees

  • 05/1997 Associate of Science | Social Work

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