Lancaster, New York, United States
CHANNEL ACCOUNT EXECUTIVE Business Development | Account Management| Alliances Results-driven IT Account and Business Development executive with 20+ years of experience helping IT vendors scale revenue through go-to-market strategy, alliance development, and relationship-led partner growth. KEY SKILLS AND EXPERTISE Channel Development |Action Oriented| C-Level Exec Relationships| Team Player & Leader| Strategic Business Planning| Customer Focus| Forecasting & Pipeline Management| Data Oriented Contact Info: [email protected]
Key driver in growing market share / deepening partner relationships, and leading Red Hat success across my territory using data insights, business acumen, and a passion for technology to identify opportunities, use value-based solution selling, and execute strategic sales plans.
Converge was acquired by HIG and merged with Mainline to create Pellera. Responsible for developing and executing GTM strategies with IBM & Red Hat and their partnerships Grew IBM & Red Hat resale business through cross department collaboration, sales and technical enablement, development of sales plays, marketing events, and partnerships with OEM in 2025 Collaborated with Pellera sales and practice leadership to align with IBM goals and strategies around Data/AI, Automation, Security, and Digital Infrastructure Worked directly with executives and marketing to design and execute the company strategy around IBM & Red Hat Developed collateral to support and evangelize Pellera's strategy and successes back to vendor partners and clients Coordinated and developed internal enablement to arm sellers with our value prop
Responsible for developing and executing go-to-market strategies around IBM & Red Hat Grew IBM resale business through sales and technical enablement, development of sales plays, marketing 41% in 2025 Collaborated with sales and practices to align with IBM goals and strategies around Data/AI, Automation, Security, and Digital Infrastructure Worked directly with executives and marketing to design and execute the company strategy around IBM & Red Hat Developed collateral to support and communicate our efforts back to vendor partners and clients Coordinated and developed internal enablement to arm sellers with our value prop
Developed Channel strategy for Instana Responsible for sales growth through business partners and distributors Created recruit and enablement plan working with legacy Instana employees and IBM distributors Grew channel participation by 33% and revenue by 50% in first six months
Leading Ingram Micro's field sellers in the IBM BU while helping to craft our overall vendor and partner strategies.
Drive $220M annual revenue in new license, renewals, and SaaS for IBM Software Lead liaison on vendor line with Ingram and IBM Executives Created IBM SW strategy around recruit, cross sell/upsell to grow sales and partner ecosystem Develop marketing and enablement programs for business partners with proven ROI Managed pipeline development and forecasting to IBM Build, manage and execute strategy to maximize profitability of line Maintain and navigate relationships at the highest level of IBM and Ingram to better understand needs and maximize return on investment Built go-to-market strategy for Ingram Micro cross brand for revenue growth Responsible for IBM Software budget and P&L Managed operations for IBM Software line Created business development plans in key areas to ensure growth Analytics, Security, Cloud
Created Ingram Micro’s Analytics Growth Investment Case with IBM to incrementally increase new license sales 11M by the end of 2016 Managed and created plan for IBM Business Analytics Custom Initiative in 2013 & 2014 Grew CI partners new license sales 27% Y/Y in 2014, 87% in 2013 Grew overall BA partners new license 18% in qualifying CI segments in 2014; 27% in 2013