Channel Sales Executive Resumes in US-California: Kevin

Channel Sales Executive Resume

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Name:

Kevin

Location:

US-California

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Most Recent Job Title:

Channel Sales Executive

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CHANNEL SALES EXECUTIVE

“Kevin is focused and committed to the success of the alliance and develops successful strategies that will consistently drive revenue for both companies.” PAUL CLEMMONS, PRINCIPAL, DELOITTE CONSULTING LLP

QUALIFICATIONS PROFILE

Determined, motivated, and accomplished channel sales executive, a team leader and individual contributor, offering qualified experience in direct and channel sales, channel and strategic alliance recruitment and development, and program development and management, complemented with successful record of accomplishment in recruiting and growing successful relationships and indirect revenue through diverse partners.

- Proven success in leading business development efforts, development and execution of channel plans, expanding customer base, new market penetration, and driving channel revenue potential within the business

- Highly focused, with the ability to consistently achieve sales objectives through prospecting, recruitment, strong account management, and commitment to partner satisfaction

- Build lasting business relationships through performance and credibility; develop positive rapport with people at all levels of responsibility

- Adept at assessing customer and partner needs and providing effective solutions

- Valued by customers and partners for consistent follow-through as well as providing an outstanding and quality service

- Cognizant of key competition, market trends, and industry changes

- Proven technical acumen and adept at quickly coming up to speed on products; develop successful sales and channel strategies through business value propositions, competition and differentiators

- Skilled at disciplined sales methodology such as prospecting, qualifying, closing, building, managing, and reporting sales pipeline, team selling, needs identification and matching solution to needs

- Experienced signing and managing diverse partner types including Independent Software Vendors (ISVs), resellers and distributors, system integrators (SIs), outsourcers, and OEMs

- Excel in establishing referral, resale, royalty, and revenue sharing agreement design and negotiations

- Comprehensive understanding of software industry involving CRM, Marketing, Business Intelligence (BI)/Analytics, Business-to-Consumer (B2C) and Business-to-Business (B2B) E-Commerce, Customer Service and Support, and Supply Chain

- Proven expertise in Enterprise Software and Software-as-a-Service (SaaS) models

- Offer a remarkable ability to lead, mentor and train cross-functional teams utilizing out-of-the-box approaches to provide innovative technical business solutions that address diverse individual needs

- Dedicated, organized with strong work ethic in a fiercely competitive, team-oriented and fast-paced environment

CORE COMPETENCIES

Direct and Channel Sales

Market Analysis

Analytical and Strategic Planning

Program Development and Management

Leadership and Team Building

Partner Recruitment and Training

Sales and Contract Negotiations

Strategic Alliance and Channel Development

Strategic Account Planning

Driving and Managing Channel Sales Activity

Developing New Markets/Channels

Driving Indirect Revenue Growth

EMPLOYMENT HISTORY

GXS, Gaithersburg, MD

Account Executive 2009-Present

Channel Sales Executive 2007-2008

Develop and execute new channel plan to penetrate new markets and drive incremental revenue for this B2B E-Commerce and Supply Chain solutions company. Conduct market analysis to identify channel opportunities with Enterprise Software and Software-as-a-Service providers, recruitment, negotiation, and signing of new channel partnerships. Fulfill direct sales role targeting cross-industry named-accounts in Southwest sales region.

Notable Accomplishments:

- Signed partnership with a leading healthcare IT services provider to provide a hosted/on-demand global data synchronization services to the healthcare industry, as part of new market penetration strategy

- Signed partnership with a leading eProcurement software vendor to provide on-demand business-to-business integration and e-commerce services to the marketplace

- Developed joint-integrated solution with a leading Supply Chain software vendor to offer hosted/on-demand transportation management combined with B2B integration of global carrier network

- Developed strong $13M direct sales pipeline, sample companies: Bechtel, Bio-Rad, Clorox, Genentech, Netflix, PC Mall

- Directed the management and growth of GXS/IBM relationship for outsourced EDI services and successful contact renewal negotiations securing a $9.5M annual revenue stream for three years

MicroFocus, Sunnyvale, CA

Director of Business Development 2005-2007

Recruited, signed, and grew new channel partners, focusing on global Sis, outsourcers, software providers (ISVs), and OEMs to drive incremental revenue for this legacy development software company. Built channel/alliance strategy, negotiate channel agreements and pricing, royalty and revenue-sharing terms, joint-marketing and demand-generation programs. Carried out the management and forecasting of ISV royalty revenue on a quarterly basis.

Notable Accomplishments:

- Generated an average quarter-to-quarter revenue of $1.2M by building strong alliances with global systems integrators (SIs), outsourcers, independent software vendors (ISVs)

- Initiated the development of Application Modernization solution and GTM plan with CSC, BEA, and Sun Microsystems

- Negotiated global master agreement with CSC as well as go-to-market solutions for the Department of Defense and civilian agencies in conjunction with CSC Federal Consulting group

- Conceptualized a joint solution proof-of-concept plan with Deloitte on mainframe application migration for state / local government, a ramp-up plan with Capgemini for offshoring application migration work to India

- Prepared proposals for funding engineering efforts and joint marketing and demand-generation, presented to Intel, NEC, Fujitsu, and Hitachi

KANA, Menlo Park, CA

Director, Channel Sales 2004-2005

Director, Strategic Alliances

Displayed unsurpassed leadership and expertise in developing and executing a strategy to bring company solutions to mid-market companies by building a new reseller channel for this Service Resolution Management (SRM) software provider. Responsible for driving revenue growth through the BearingPoint alliance to a $3M quota through joint solution development, marketing, lead-generation activities, and account-level execution.

Notable Accomplishments:

- Innovated a business plan leveraging IBM distributor and reseller network, achieved IBM Channel certification for solution, pitched business plan, selected and signed regional distributors and resellers, developed and conducted sales training to channel partners, sales support, reporting of mid-market/channel sales pipeline

- Presided over in the joint development, marketing, account-level sales engagement, joint sale pipeline management and reporting, and quarterly business reviews focused on go-to-market solutions:

– Next-Generation Contact Center for Retailers: based on success at Wal-Mart, contact center agent desktop solution: case management, orders and returns, knowledgebase, email, and web-based customer self-service.

– Framework Architecture for Financial Services: solution application architecture supporting governance initiatives around CRM, risk, and regulatory compliance.

Epiphany, San Mateo, CA

Global Alliances Director 2002-2004

Director, Alliance Support Services 2000-2002

Managed the revenue, alliance business planning, reviews, field sales engagement, and account mapping along with planning for global and regional system integrators, such as Deloitte, BearingPoint, Accenture, and eLoyalty Recruitment, management, contract and pricing negotiation, forecasting and revenue growth, sales training, and sales support for North American and South American channel partners, which include HP, Harte-Hanks, Merkle.

Notable Accomplishments:

- Ranked as “Top SI Producer” in 2002 and consistently rated as an “Exceptional Performer”

- Expertly managed 16 systems integration deals, which resulted in achievement of $9.9M in revenues over 2 years

- Recognized for closing 29 channel deals totaling $5.7M over six quarters

- Launched and managed a team responsible for partner training and certification, engagement best practices and methodology, and partner support service offerings

- Built partner program operations guides, partner training programs, partner extranet, business planning materials

- Held responsible for assimilating partners and alliance staff of Octane Software following $3.1B acquisition

PRIOR WORK EXPERIENCE

Director of Partner Implementations - RightPoint Corp., San Mateo, CA (acquired by Epiphany) 1999-2000

Alliance Services Manager - Interworld Corporation, San Francisco, CA 1998-1999

Services Automation Program Manager - Mosaix Corporation, Alameda, CA 1995-1998

Manager, Partner Support and Best Practices / Senior Consultant

- ViewStar Corporation, Alameda, CA (acquired by Mosaix) 1991-1995

Manager, Space Management Consulting - Dreyer’s Grand Ice Cream, Oakland, CA 1989-1991

Technical Specialist - General Mills, Inc., Palo Alto, CA 1986-1989

EDUCATION

Bachelor of Science in Business Administration with focus on Management Information Systems

California Polytechnic State University, San Luis Obispo, CA

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