Director of Channel Sales Resume

SUMMARY:

A highly versatile and dynamic leader in technology sales and business development, selling new and existing products into new markets. Proven success developing and managing direct and indirect sales to successfully achieve sales objectives. Experienced in bringing cross - departmental resources together to identify and create solutions to successfully address complex business challenges. Open to relocation and travel.

TECHNICAL SKILLS:

Enterprise Software Solution Selling Sales Strategy Global Partner Management Alliance Partnerships Channel Sales, Direct Sales Territory Planning Account Management Demand Generation Marketing Programs SMB Sales Product Evangelism Customer Relationship Management (CRM) Business Process Management (BPM) Portfolio Management (PPM) SaaS/Cloud Employee Management Salesforce.com Microsoft Office

PROFESSIONAL EXPERIENCE:

Confidential

Director of Channel Sales

Responsibilities:

Recruited to develop a global reseller channel within the HP partner network, managing all aspects of growing a new channel, including partner evaluation, contracts, sales enablement, marketing co-ordination, pipeline development, channel conflict management and deal strategy/support.
Developed new Reseller and SI partners in the US, South America, Europe, and Africa.
Enabled over 150 Account Executives and Pre-sales consultants
Leveraged joint webinars, email campaigns, direct call strategies and customer visits to create a $3m net revenue sales pipeline in six months

Confidential

Field Alliance Executive/Account Executive

Responsibilities:

Alliance Manager responsible for leveraging Global Alliance partners to develop sales pipeline and software bookings to drive revenues in new industry markets, with a focus on Manufacturing, High Tech, CPG/Retail and Utilities. This included partners such as Accenture, Capgemini, Infosys, Cognizant and TechMahindra.
Account Executive focused on direct sales of BPM and Customer Service Contact Center solutions into new vertical markets.
Worked with all levels of prospect companies to understand business challenges in order to create a vision of business solutions based on Pega BPM technology.
Managed cross functional teams from Product Marketing, Pre-sales Consulting, Pega Services and Alliance partners to craft new solutions to address prospect needs.

Confidential

Senior Business Consultant

Responsibilities:

Stepped in to address a resource gap in pre-sales consulting for a newly acquired Product Roadmapping solution.
Expanded role to include full suite of Product Portfolio Management and Roadmapping solutions.
Conducted business discovery sessions and demonstrated Confidential ’s market leading solutions.

Business Development Director

Confidential

Responsibilities:

Worked closely with the Confidential resellers to rapidly develop
Conducted sales training, developed account sales strategies, and made customer calls and presentations to help develop the market for process automation.
Key addition of Samsung SDS for Korea and China markets,
Implemented a consulting alliance program to support higher level customer introductions for field sales and recruited key firms with the necessary focus on product innovation process.
Led the development and sales pilot for a SaaS offering to test expansion into the Small-to-Medium Business (SMB) market.
Independent consulting to assist companies implement Business Partner programs, including:
Partner strategy and program definition
Developing contracts and materials, e.g., guides, training.
Territory planning and pipeline development
Planning revenue objectives, development schedules, headcount and compensation

Confidential

Senior Manager, Global Channels Business Development

Responsibilities:

Launched the reseller channel at Confidential .
Responsible for the development and sales growth of Confidential as a global reseller channel.
This model was then replicated with future partners.
Created a reseller program with Confidential to deliver pre-installed CRM solutions to the small-to-medium business (SMB) marketplace, ramping up over 50 resellers and $500,000 in sales in the first six months.

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