Brian Potts - Chief Technology Advisor, Cloud-Based Solutions

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Work Background

Cloud-Based Solutions, IncChief Technology Advisor

Apr. 2023Charlotte, NC · RemoteProviders of leading-edge cloud-based communications solutions for businesses large and small, allowing you to maximize the latest technology to stay connected and share information in real-time from anywhere in the world.

Time Warner TelecomSenior Account Executive

Jan. 1996 - Dec. 2003Charlotte, North Carolina AreaSpecializing in voice services, transport, Internet, and data services, Time Warner Telecom built and assembled a national fiber network, which played a key role in the growth of the Internet. • Responsible for supporting the launch of the company by building a sales base of Fortune 1000 companies. In a hunter sales role, built relationships with key client targets and maintained an annual quota of up to $500K.

T-MobileNational Account Manager, Partner Solutions - Distribution

Sep. 2021 - May. 2023Charlotte, NC

Vector Security NetworksSr. Manager, North American Channels

Jan. 2018 - Jun. 2021Charlotte, North CarolinaThe fourth largest electronic security company in the United States, Vector Security Networks provides Managed Network Services (MNS), Infrastructure (IaaS), Security, and Professional Services for businesses throughout the United States, Canada and Puerto Rico. We also provide intelligent security, life safety, and automation solutions for over 300,000 residential and commercial customers. • Responsible for building and leading the company’s Indirect Sales Channel Program for both Network and Physical Security Services with a focus on creating a sustainable program positioned for long-term growth. Lead hiring and the team’s build out, beginning in 2019. • Work in an ongoing capacity to grow the product portfolio, increase revenue share, and elevate Vector Security Networks as the go-to provider within the channel for Network, Managed Network Services (MNS), Security, SD WAN and UCASS. • Travel across North America, 75% of the time, to manage program, attend onsite meetings, support recruitment activities, deliver presentations, and represent the company at trade shows and industry events.

VerizonChannel Sales Manager - Verizon Channels

Jan. 2015 - Dec. 2017Charlotte, North Carolina AreaA multinational telecom leader and the largest mobile network operator in the United States, Verizon (NYSE: VZE) serves 147 million subscribers to generate $126B in annual revenue. • Led Channel Managers, key partners, and VARS across the Southeastern US. Collaborated with customers and partners to identify, design, and sell the best solutions to meet business needs. Team: 5 direct / 3 indirect reports. • Assisted in standing up the new channel program that expanded revenue from $6M to more than $200M in partner sales by 2016. Achieved CRN 5-Star Partner Program designation from 2015 through 2017. • Onboarded and stood up all new partners, conducted solutions and systems training, established and managed funnels, and helped recruit new agents. Personally vetted all prospects and made final hiring decisions for new partners, leading to 16 out of 20 new partners achieving Platinum status. • Worked closely with partner business leaders to integrate right sized solutions, identify target audiences, and grow revenue. Designed programs to help partners launch custom campaigns that best leverage their strengths. • Managed partner relationships with The Agent Alliance and SYNNEX Corporation. Supported partner efforts to sell and manage accounts that included Delta Air Lines, FIS Global, Steve Madden, Crocs, and BB&T. • Played a central role in recruiting and signing The Agent Alliance, the largest and most successful consortium of Telecom Master Agents in the industry, to the Verizon Partner Program. Salvaged strained relationships with members previously associated with MCI, caused by program changes following MCI’s acquisition by Verizon.

VerizonChannel Marketing

Jan. 2012 - Dec. 2015Charlotte, North Carolina Area• Worked to develop the channel foundation from the ground up and supported Verizon’s transition from a direct to indirect sales model. Identified key action items, outlined required resources, planned individual phases, and executed the launch of the new program. Team: 8 direct reports / 2 indirect reports. • Consistently exceeded objectives for execution and achievement, resulting in top bonuses while in role. Achieved status as a CRN 5-Star Channel Program in 2014, a primary goal for new channel leadership. • Served on a team to help rebrand the new channel, shifting to a new focus on upmarket partners and solutions. Led efforts to rewrite MSAs, and establish protocols for recruitment, training, compensation, and marketing. • Led the recruitment team to identify prospect organizations and bring them into the channel organization. Worked with companies representing a range of business models, which included value-added resellers, public sector, system integrators, and international distributors. • Led a channel sales team in the Southern and Western US to onboard, train, and mentor new program partners. Played a key role in training and launching a third-party vendor responsible for channel sales campaigns.

VerizonRegional Channel Manager

Jan. 2007 - Dec. 2012Charlotte, North Carolina Area• Managed partner relationships across the Southern US, expanded the OTM partner footprint, and launched a new telesales campaign focused on in-region voice and data services. Successfully adapted to a constantly changing partner program, strategized with partners on each new direction, and ensured success when many failed. • Consistently exceeded annual performance objectives of $1.5M to $3M, averaging $5M in new revenue annually while in role. Received recognition for standout performance with 525% of plan for 2008 and 482% for 2009. • Recruited and developed 2 of the top 3 partners in the program with a focus on hands on account leadership. Created strategic campaigns that leveraged partner skillsets, and maximized performance and speed to market.

Qwest CommunicationsRegional Sales Manager

Jan. 2005 - Dec. 2007Charlotte, North Carolina AreaProviding telecommunications services within the US and globally, Qwest Communications generated $11.7B in FY 2010, prior to its acquisition by CenturyLink in 2011. • Managed direct sales through cold calling and networking activities, along with exiting account management for Fortune 1000 clients. Achieved 118% of quota and expanded revenue by 21% over a two-year period.

Integration PointVice President, Sales

Jan. 2002 - Dec. 2005Charlotte, North Carolina AreaAn early adopter of Cloud and SaaS-based technologies, Integration Point is a leader in global trade management software utilized by a majority of the Fortune 1000 to manage worldwide imports and exports. • As one of four original team members to start the company, maintained responsibility for business development and sales leadership to expand Integration Point’s footprint. Secured engagements from $125K to $1M with clients that included BMW, BP, Hyundai Motor Company, Panasonic, Samsung, and Abbott Laboratories. • Navigated significant challenges to close a $750K agreement to deploy our software in Hyundai’s first US production facility. This managed and reported the company’s foreign trade activities on a single platform.

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