SUMMARY

• Accomplished marketing, sales and channel professional with 10+ years of experience and proven success generating revenue, developing multi - channel strategies, and expanding into new North American and Global markets. Proven ability to rapidly grow channel businesses profitably through extensive partner recruiting, business consulting, business analysis and forecasting, and contract management.
• Vast marketing expertise encompassing design of enterprise channel partner programs, sales campaigns, collaterals, and client events. Solid track record of developing strategic alliances and maintaining valued high-profit client relationships for healthcare and technology vendors. Proven decision-making and negotiation skills.
• Demonstrated high-influence leadership style, commitment to excellence, outstanding partner development/mentoring, and proven management and training strengths.
• Comprehensive management experience combined with accountability for partners to achieve revenue goals and business plan objectives.
• Achieved all business objectives for growth, development, and profitability managing enterprise channel program and core team member of two healthcare product & program launches and one insurance program launch.
• Highly persuasive selling skills/closing techniques which led to successful sales.
• Strengths in articulating mission-critical goals, implementing tactical and strategic actions to achieve success and maximizing resources within approved budgets and crucial timeframes.
• Proven ability to identify key decision-makers and excel in multi-tiered selling environment.Marketing
• Experienced leadership in developing strategies to predict partner trends and transposing them into vision and strategy.
• Extensive experience conceptualizing/implementing innovative, high-impact recruiting/marketing strategies.
• Considerable strategic positioning and highly successful record using multi-channel strategies to market/promote concept, program, or service.
• Intimately managed all facets of vendor channel marketing, field sales marketing support, strategic alliance marketing, event management and execution, demand generation campaigns, communications, collateral management, vendor relations and partner, and client retention initiatives.
• Proven interactive capabilities utilized to communicate effectively with all levels of management.
• Self-directed, results-oriented leader with dynamic team-building skills directing cross-functional teams.

PROFESSIONAL EXPERIENCE

Confidential, Foster City, CA

Global Alliances Enablement Manager

Responsibilities:

• Manage and enable the launch of the PartnerConnect Partner Program consisting of $25M in new license revenue annually and 32 Consulting and Solution Partners with over 4.3K consultants globally.
• Collaborate, create and implement program benefits and assets, business planning, partner agreement, requirements and governance.
• Negotiated partner program agreements with Consulting and Solution Partners.
• Execute competitive analysis for P&C industry channel programs including Accenture’s Duck Creek.
• Manage Partner Marketing Funds planning and execution for strategic initiatives.

Confidential, Hopkinton, MA

Senior Global Partner Program Manager

Responsibilities:

• Support program strategy development and implementation of solutions offerings, including identification of financial impact and benefits.
• Propose and recommend enhancements for program roadmap, requirements for participation, tools, resources and program assets, and competency assessment to ensure program supports Confidential partners, geographic range and path to market coverage while remaining a leading technology Partner Program.
• Completed audit and assessment of Confidential acquisitions to determine appropriate fit and incorporation into Velocity Program.
• Executed detailed competitive analysis of Velocity versus other vendor programs, including Cisco, IBM, HP, NetApp, and Dell to improve the recommendations for the Velocity Solution Provider Program.

Confidential, Waltham, MA

Director Partner Development

Responsibilities:

• Developed strategy, contracts and programs and executed domestic and worldwide launch programs for EMR Integration, Patient Licensing and International Society Program.
• Collaborated across heavily matrixed organization to enhance knowledge of partner ecosystem including prospective routes to market, program benefits and requirements and selling with direct worldwide organization without internal or external obstruction.

Confidential, Burlington, MA

Healthcare Channel Program and Marketing Manager

Responsibilities:

• Grew healthcare IT annual channel revenue from $6M to $18M in three years, exceeding 100% of plan each year.
• Implemented comprehensive sales training, repositioning product as strategic clinical documentation solution to ensure physicians met the U.S. Government’s “Meaningful Use” requirements.
• Created and launched Partner program from ground up, including new pre-sales technical certification and enterprise sales certification tracks as a requirement for authorization, program benefits, business processes, partner agreement, workflow, and requirements.
• Implemented and managed a Minimum Advertised Price policy, resulting in 25% increase in realized price
• Managed and disbursed over $1.8M annually in Co-op and Partner Marketing Funds.
• Recruited an average of eight new partners per quarter and one net new value-added distributor.
• Negotiated contracts with distributors, including Ingram, TechData, and Synnex; managed marketing planning and strategic initiatives for corporate account resellers, including CDW, Insight, PC Connection, and SoftChoice.
• Implemented new market distribution policy, process and program to market to minimize channel conflict by building effective and efficient relationships and processes with direct and OEM/ISV partners, enabling channel to sell without obstruction.

Confidential, Minneapolis, MN

National Account Representative

Responsibilities:

• Built Human Resource IS opportunity pipeline of over 1M within six months through consultative selling techniques for (300 - 1,000 ee’s) mid-market companies.
• Directed C-level executive prospects through business consulting and execution of active evaluation of HRIS solutions, including Human Resources, Benefits Payroll, Time, Recruiting, Background Screening, Tax Filing, Flexible Spending Accounts, Employee Assistance Programs, COBRA, QDRO, and HR Compliance.
• Managed ongoing prospect and pipeline metrics, developed and managed tools to facilitate prospecting, and communicated monthly, quarterly, and annual results of HRIS evaluations throughout Ceridian Corporation.
• Intimately managed and executed strategic and tactical activities for more than 400 active prospects.

Confidential, Solon, OH

HP Enterprise Partner Development Manager

Responsibilities:

• Achieved all 1st year corporate objectives HP distribution alliance, exceeding 2005 gross profit plan by 113%.
• Created and managed partner development program to accelerate $115M product line, achieving $25M in HP incremental revenue through net new enterprise partners.
• Achieved 101% of revenue budget ($114M) with exceptional growth of 141% in HP Services, 32% in Enterprise Servers and 117% in Enterprise Storage.
• Built HP distribution business by establishing comprehensive partner recruitment, enablement, expansion, and demand generation programs, yielding over 100 HP partners with 13 partners, ramping to over $1M and an additional 12 partners with more than $500K during first full year.
• Directed C-level executives within channel partner candidates through business consulting and execution of authorization and ramp phases to maximize growth, profitability, and ROI of marketing development funds for HP program and partner initiatives.
• Developed and managed partner program metrics, marketing collateral, demand generation programs, and communicated quarterly and annual results of the EAP Program to HP and Agilysys.
• Determined, managed, and communicated partner activity, metrics, vendor strategies, and competitive data with all levels of sales and marketing teams within Agilysys and HP.
• Developed and managed HP enterprise sales and technical enablement program, achieving over 200 certifications for more than 70 HP enterprise partners.
• Managed $200K per quarter in marketing development funds to support channel partner initiatives in accordance with HP objectives for expansion, growth, and profitability.