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Work Background
SplashmetricsFractional Chief Sales Officer
Nov. 2023Chapel Hill, North Carolina, United States · RemoteExecutive Sales Leader responsible for building and executing a company wide sales strategy to deliver exponential revenue growth selling a next generation digital sales platform and intelligent buyer's journey solution.
Juniper NetworksDirector MSP & Channel Sales (Verizon Account)
Dec. 2019 - Jul. 2021North Carolina, United StatesAchievements:
• Implemented a structured sales enablement plan that led to 191% of plan (Summit Circle Award).
• Reorganized coverage model resulting 100% of plan by July 2021.
• Turned around Juniper Verizon SP Channel that had declining YoY revenue for the previous 8 years.
Channel Force Inc.Founder & Principal
Jul. 2019Chapel Hill, North Carolina, United StatesFounder of Channel Force Inc. (Full time as of July 2021) Channel Force is a Partner Sales Services Company on a simple mission to help our clients build better performing, highly profitable selling channels using an end-to-end data-driven structured performance partnering model coined MP3. MP3 specializes in organizing, educating, and equipping clients with a proven data-driven sales acceleration methodology resulting in increased revenue. Accomplishments:
• Co-authored the MP3 Partnering Model and Developed the Planning IQ plus Performance IQ tools set.
• Secured 12 consulting projects helping companies enable a structured Partner GTM process.
• Developed and taught the PartnerReady Advanced Channel Sales Academy.
Cloud Harmonics, IncNational Service Provider Sales Lead
Jul. 2015 - Dec. 2019San Jose Accomplishments:
• Built SP Channel from startup in 2016 to $21M in 2019.
• Consistent performance with 100% YoY sales growth from 2016 through 2018.
•.Established relationships with Cox Communications, Charter, Verizon, AT&T, Sprint, Comcast.
SevOneHead of Americas Channels
Jun. 2013 - Oct. 2014Chapel Hill, North Carolina, United StatesAccomplishments:
• Developed SevOne’s Americas Channel Program recruiting our Partner Ecosystem. • Established: Contracts, Pricing, Opportunity Registration, Program Guidelines, Achievement Tiers, etc.
• Recruited initial 10 Partners to the Program (Regional and National Partners).
• Generated 2X pipeline growth in FY14.
AvayaArea Channel Lead (Senior Director) South
Jan. 2012 - Jun. 2013Raleigh-Durham, North Carolina AreaAchievements:
• Developed a Channel Strategy by Market Segment & Solution resulting 18% Revenue Growth.
• Developed a set of solutions based Sales Plays teaching partners to proactively generate new sales.
• Introduced Target Mapping Channel Analytics, measuring partner strategy execution (Accountability)
• Transitioned the South from last place in 2012 to first leading the US in channel sales FY13.
Juniper NetworksDirector Sales, (Verizon Account)
Mar. 2006 - Jan. 2012Herndon, VAAccomplishments:
• $5M-$111M Sales Growth , 2006-2011. Juniper Verizon MSP Director (Four years over 100% of Plan) • Negotiated Juniper’s Global Resell Agreement with Verizon.
• Developed the channel strategy resulting in Juniper’s largest and fastest growing sales channel.
• Led the certification effort for Juniper’s first three standard managed service offerings with Verizon .
• Verizon Partnership recognized with Juniper’s partner of the year award 2007, 2008, 2009.
• Verizon recognized as Juniper’s first $100M plus partner with our platinum award in 2010.
Secure ComputingNational Accounts Manager
May. 2004 - Feb. 2006Reston VirginiaAccomplishments:
• Developed a start-up territory and grew the business from $500K to $1M plus in the first year. • Key wins included: Department of Justice and Securities Exchange Commission.
CoSine CommunicationsGlobal Accounts Manager (Sprint)
Jan. 2000 - Apr. 2004Reston, VAAccomplishments:
• Closed CoSine’s first Tier I Service Provider deal with Sprint ($10M)
• Led the effort to certify and launch Sprint’s network-based firewall and VPN service
• Top Sales Producer 2000, 2002, 2003 with over $40M in bookings
3ComNational Account Manager
Aug. 1998 - Jan. 2000McLean VirginiaAccomplishments:.
• Led 3Com’s Civilian Federal team in Sales Achievement in 1999; generating $4M in sales.
• Key wins include: USDA NAS, CRES, FNS, Bureau of Labor and Statistic’s
Verizon BusinessSenior Network Engineer
Jan. 1994 - Dec. 1998
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