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Work Background
Mainsale SolutionsFounder and Principal
Nov. 2024Charlotte, NCWorking with clients on fractional basis, on channel and partnership projects.
Bühler GroupChannel Program Manager
Dec. 2020 - Nov. 2024Charlotte, North Carolina, United StatesResponsible for building and managing strategic partnerships with Agents and Resellers, driving revenue growth, and expanding the reach of solutions across various industries in the United States and Canada. Developing and executing the company’s partner program strategy to achieve sales targets and revenue goals in the region, including authoring Rule of Engagement and conflict resolution strategies.
• Identified, engaged, and recruited new partners.
• Created and executed the onboarding process for new partners, ensuring they are equipped with the necessary training, resources, and support to effectively sell.
• Collaborate with partners to develop joint go-to-market strategies, including marketing campaigns, lead generation initiatives, and sales enablement activities.
• Conduct regular business reviews with partners to evaluate performance, identify areas for improvement, and implement action plans to drive mutual success.
• Launched and administrated the Company's SaaS Partner Portal, adding improvements and efficiencies on a regular basis, including creating training course content, product battlecards, and launch of MDF Program.
NCR CorporationSr. Channel Manager
Jan. 2017 - Dec. 2020Southeast and Mid Atlantic Area• Partner Team Engagement: Grew customer adoption by co-selling, driving enablement, team motivation and engagement. Result: Grew annual partner revenue 15% in 2018 and 2019.
• Sales Operations Excellence: Superior pipeline management, sales prospecting and Go To Market (GTM) campaign execution. Result: NCR National Top Performer, doubling regional partner funnel velocity.
• Partner Development: Created strategic partner sales and marketing business plans to address capability gaps and aggressively penetrate competitive accounts; Increased YoY partner profitability by 10% and provided a world class partner experience.
• Instructor-led Sales Training: Created and delivered quarterly 3-day partner sales certification course with an interactive role-play approach to prospect qualification, overcoming objections, and selling on value not price. Resulted in 65% more accurate partner forecasting and a 3-month shorter sales cycle on average.
TOSHIBA Global Commerce Solutions, IncSr. Manager New Business Development
Jan. 2016 - Dec. 2017Charlotte, North Carolina Area• Territory Management: Established Toshiba field service solutions in a new market by prospecting, developing strategic and tactical sales campaigns, and gaining access to C-level leadership, which exceeded net new business quota by 10% over 2 years.
• Recruitment: Secured 4 outsourcing partnerships, designed to accelerate net new field service contracts, exceeding goal by 50%.
SamsungNational Channel Sales Manager
Jan. 2011 - Dec. 2015Los Angeles, CA• Channel Management: Managed 800 Verizon Wireless B2B sales reps in 13 states, as well as robust channel portfolio of 125 system integrators, OEMs, top tier ISVs, and ecosystem partners. Led the Nation in overall partner satisfaction scores.
• Quota Attainment: Served as product and mobile enterprise market SME, driving growth through effective channel engagement, training, compelling customer events, incentives, and co-marketing programs, achieving an average of 120% of sales quota.
• Customer Value: Developed, presented, and sold a value proposition through the channel that resulted in significant brand awareness and wins in numerous high profile enterprise and government accounts including Chevron, City of San Francisco, City of Denver, Starbucks, DirecTV, Warner Brothers, NBC Universal, Mattel, and Boeing, among many more.
HPEnterprise Sales Executive
Sep. 2008 - Dec. 2010Charlotte, NC• Revenue Growth: Achieved 15% YoY territory growth in highly competitive technology services market during an economic downturn by continuously prospecting, identifying, and cultivating strategic opportunities.
• Channel Management: Grew partner NPS scores for loyalty and commitment by 15%, by creating and launching 4 promotions that rewarded cross-selling and upselling high-margin HP solutions. Exceeded program goals by over 20% on average.
• Award: Recipient of the HP Trusted Advisor Award, 2010, for winning the annual internal East Coast competition for most successful Executive Conversation strategy.
CiscoEnterprise Sales Executive
Jan. 2007 - Dec. 2008Charlotte, NC• Territory Management: Ran a sales territory, including partner collaboration and enablement, leveraging extended internal team in a matrixed environment, developing short/mid/long-term strategic plans for targeted accounts, and generating RFP responses, resulting in a consistent and highly qualified pipeline and closing 78.5% of forecasted business.
• Revenue Growth: Generated demand and protected installed base by establishing “primary vendor” strategy at executive levels within accounts in a 100% partner-fulfillment model. Replaced 4 competitive incumbents.
MicrosoftSolution Specialist, Enterprise
Jan. 2003 - Dec. 2007SoCal District (2 yrs) and Greater Southeast District (2 yrs)• Revenue Growth: Achieved 30% YoY growth by owning the mobility engagement of 75 Microsoft partners into F500 enterprise accounts, orchestrating the proposal, negotiation, closing, and implementation services for the mobile version of the .NET Windows OS software platform.
• Demand Generation: Created and delivered the Southeast “Mobility Advisory Workshop”, an interactive and replicatable customer field event with a dynamic agenda that scaled to other regions and encouraged partner collaboration. Conducted 5 regional workshops, with 3 partners, for 60 enterprise customers, and resulted in 36 solution engagements.
• Award: Partner Best Practice, 2005: For leadership in the creation and delivery of National partner training program.
• Award: Customer Best Practice, 2004: For driving strategic mobility component of WW customer reference story for Nissan.
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