Chicago, Illinois, United States
Award-winning Sales Professional with 20 years of experience building customer relationships, with a history of excellence in interpersonal communication and relationship development. Highly skilled in negotiation; expert ability to train and educate customers and coworkers while clarifying complex issues. Able to work independently and as part of a team; sophisticated organizational and analytical skills. Extremely knowledgeable of channel sales and Enterprise Buying Programs in both enterprise software and hardware.
Account Executive responsible for hunting and development of eight strategic accounts within Central Region with a focus on Cisco’s Full Stack Observability product set.
Buying Programs Leader for seven AppDynamics Sales Regions aligned to 40+ Product Sales Specialists. Responsible for generation of new logo lands, incremental revenue generation via focus products, and driving buying program adoption in AppDynamics’ shift from legacy buying programs. Acted as Subject Matter Expert in Cisco Enterprise Agreements and Whole Portfolio Agreements with a goal of growing average transaction sizes and developing multi-architecture participation. Lead cross-functional workflows with AppDynamics & Cisco Sales, Legal, Finance, Operations, Channel, and Product Management. • Comprehensive review and engagement in 75+ opportunities per quarter totaling $75m TCV annually within regions to decide and support customer buying program decision • Delivered a 95% program penetration rate against a 60% target in Cisco FY23 • Directed highly complex business transformation process against all opportunities successfully converted from legacy AppD buying program model to Cisco internal standards • Interface with customers to review Enterprise Agreement value and legacy program comparison • Generate opportunities 20+ opportunities per quarter via AppD to Cisco Interlock meetings • Source incremental revenue via inclusion in multi-architecture Enterprise Agreements • Meet with Channel Partners to develop, secure, and accelerate Enterprise Agreement pipeline • Conduct in-depth organization wide trainings on buying program benefits & engagement for both Sales and Operations
Channel Sales Executive chartered with partner alignment & strategy for three sales teams and 750 Global Enterprise/Select accounts within a portion of the AppDynamics Central region. Responsible for direct Channel pipeline generating activity across all partner types within the AppDynamics Channel: Cloud, GOSI, VAR, National. • Responsible for planning & execution of Channel based pipeline generating activity supporting $45m software business across eight Central Region states • Expanded existing accounts by leveraging complex partner program for multi-partner transactions resulting in up to 200% YoY revenue growth • Create pipeline totaling $27m in Cisco 4Q20 & 1Q21 through interlock sessions with key partners • Execute a quarterly average of 40 interlock sessions • Co-manage an average of four account based marketing events per quarter • Manage technical enablement for critical VAR partner • Collaborate with ecosystem of resources including Field & Channel Engineering, Marketing • Act as first point of contact for Sales leadership for all Channel business in territory • Deliver enablement on Channel Partners, Programs, and Channel Marketing updates • Develop relationships with Regional partner leadership and field sales teams
Channel Team Lead charged with ownership of Ivanti’s executive relationship within CDW Sales, S3, and PPM, carrying responsibility for indirect management of CDW Channel Team, including three Channel Managers and three CDW badged funded coworkers. Additionally, responsible for the planning and execution of CDW account wide Channel Marketing Plan and co-managing CDW business in Central and West regions. • Developed and executed 2017 Business Plan with emphasis on Ivanti’s rebranding efforts leading to 28% YoY Growth • Coordinated efforts across segments and Channel Team leading to over 35 Ivanti Field Sellers visiting CDW per quarter • Maintain weekly touchpoints with key CDW contact within S3 to meet shared business objectives • Lead efforts to complete negotiation of Resale of Services/MPSA agreement between Ivanti & CDW • Managed complex forecast consisting of new/volume, renewal, and professional services opportunities • Responsible for Executive alignment between both organizations at CDW Partner Summit, Ivanti Sales Kickoff, and Ivanti Interchange Conference • Initiated process of collaboration between Ivanti Expert Service Partners and CDW to create a third-party services offering • Worked to augment CDW PPM Marketing Plan to drive additional return on investment while eliminating items out of alignment with Ivanti Brand Strategy • Developed Sales Leadership relationships between Ivanti & CDW in key focus markets
Channel Manager responsible for the creation and implementation of LANDESK’s 2H16 and 2017 Business Plans across a broad array of software solutions, servicing all CDW sales segments, with a focus on CDW Healthcare. • Managed a $28 Million business relationship between LANDESK and CDW • Designed cross-sell campaigns to accelerate sales in new business acquisition: AppSense • Indirectly managed two partner-badged sales resources • Adapted Channel Marketing Plan to consistently meet 35:1 ROI expectations • Engaged a prescriptive field sales partner on-site method to maximize visit effectiveness
Partner Success Manager responsible for development and execution of Veritas’ Go-To-Market Strategy with enterprise backup and recovery, archiving, and information governance products in CDW’s Financial Services, Non-Profit, MedLar South Region, and CDW Canada. • Oversaw a $19 Million business relationship between Veritas and CDW, as well as CDW Canada • Managed highly complex pipeline and forecast involving third party services engagements, enterprise software agreements, cloud product, and built to order enterprise hardware • Drove enterprise software renewal growth through proactive assessment based selling with partner sales team to add value • Maintained executive cadence with CDW Sales Directors and District Managers to maximize segment and territory plan alignment • Organized funded head strategy and sales engagement plan across multiple North American locations • Created Datacenter ISA enablement model that was adopted as a team standard • Aligned partner business with commercial and enterprise sales teams in segments through key account identification and sales planning • Coordinated sales delivery plans through multiple distributors and direct models • Developed quarterly marketing plans generating 15x ROI ranging from top producer incentives to 175 attendee events
Partner Success Manager responsible for developing Symantec's go-to-market strategy for CDW Healthcare.