Miami Beach, Florida, United States
An IT sales professional with over 10 years of experience in a variety of channel sales and business development roles. He has proven himself to be a solid performer and action oriented in working with customers to help identify and overcome key challenges, both strategically and tactically. A strong leader and team player. Experiences include; –> IT Solution Selling: Sales cycles involving complex solutions involving hardware, software and services. –> Marketing: Building a GTM strategy with partners focused on brand awareness, and revenue driven initiatives. –> Channel Management: Experience in growing ecosystem, on-boarding, aligning sales efforts, pipeline tracking, and support.
• Acted as a trusted advisor for Media and Entertainment, Travel and hospitality, and retail clients, driving discussions around Adobe's Digital Marketing Suite. • Identified roadblocks in customer ROI and served as the main point of contact for critical escalations. • Presented relationship reviews and engagement plans to guarantee strategic alliances, acting as the customer advocate within Adobe.
Previously working with our Media and Advertising Solutions business unit, I had the responsibility of helping drive our efforts in promoting Adobe Primetime, along with our subset of video streaming and DRM technologies within our partner ecosystem. Our business goal was focused on improving the broadcaster video workflow, and consumer online viewing experience. - Responsible for $6M in channel revenue - Manage list of global strategic VAR’s and SI's - Focused on working with our partner ecosystem such as encoders, IPTV providers, cloud services. CDNs, and SIs to align our business objectives and drive opportunities. - Develop and manage lead generation efforts for our video streaming and DRM products. - Identify and on board technology partners with Adobe Primetime solutions. - Deliver customer and, channel presentations. - Work with the BU product management to help define products and services capabilities based on customer requirements and feedback.
As a sales and partner manager my mandate was to evangelize our video streaming technologies and ubiquity of our solutions to help empower companies to provide their employees / customers with high quality video. This covered a series of products which included, Adobe Media Server, Adobe Access, Open Source Media Framework, and HTTP Dynamic Streaming. I was additionally responsible for business development with our channel. Globally I identified and recruited partners (SI and VAR's) who could help develop our solution partner program. These were VARs and SI partners consider to be strategic, developed and reviewed pipeline, drove marketing initiatives all focused around selling of our core products. Additionally I worked in an indirect manner with our large account partners like CDW, Insight, Dell, etc to help manage their corporate needs for driving customers inquires and interest in our products. Sales and business development - Managing and grow global VARS: I managed and grew our VAR, and system integrator ecosystem from 4 to about 18 global partners. - Develop the authorization / on boarding and training for new partners - Channel manager for all global business development and sales opportunities with FMS and Access - Channel manager and direct resource for Adobe sales teams - Meeting customers and attending trade shows to help promote technologies - Manage strategic customer and channel partner sales opportunities - Provided feedback to business unit for product sales and marketing initiatives - Responsible for attainment of just over US$6 million in global channel sales
- Channel business development in North America focusing on video and Flash based streaming. - Direct customer technical sales of Adobe Media Server (Formerly Flash Media Server) across corporate, education and government verticals - Manage relationship, pipeline and technical needs of 3 value added resellers - Working with the BU to help identify marketing needs and secure funds for my partners - Attending trade shows and providing point of contact for demo needs and sales inquiries at booth - Responsible for North American revenue target of an estimated US$3 million
Develop and grow business in S. Florida and in particular in the mid to enterprise account space.
Develop marketing and sales guidlines for the company in order to help drive the revenue and gross profit. Primary reference point for all Adobe related business and marketing issues for the company.