Channel Manager. Channel Sales Manager. Reseller Manager. Partner Manager. Business Development Manager. Director of Sales. Channel Marketing Specialist.
Summary
• 20+ years of being personally accountable for closing new business. Particular strengths in consultative sales working with executives and boards to achieve business goals
• 20+ years of achieving revenue targets through others. Significant experience developing and nurturing sales channels. Have managed 7 direct and over 30 indirect reports.
• strong strategic understanding of sales, marketing and business. Have taught on business faculties of three universities. Very familiar with leading sales methodologies and sales support technologies (CRM systems, document management, online communication tools)
Accomplishments
• achieved 250% of quota and was awarded Golden Circle recognition as one of top sales performers worldwide at IBM
• top performer at Sprint International. Introduced commercial Internet to Canada via resellers
• leveraged extensive network of C-level contacts across Canada to test market new wireless service resulting in 350% revenue growth over 4 months
• created and implemented business development strategy for offshore software development firm that delivered 8:1 ROI
Professional Experience
Analytics Marketing Inc., North Vancouver, BC
Managing Director
• management consultancy with focus on business development for growing business in the technology sector. Achieved client objectives directly, through channels and with the help of subcontractors.
SUMmedia Inc., Vancouver, BC
Vice-President, eBusiness
• B2B provider of online coupons and websites. Managed website development division and venture investments. Direct, through channels and with help of subcontractors.
Oracle Corporation, Vancouver, BC
Territory Manager (BC )
• sell Oracle database / application software and professional services top 150 enterprise accounts. Direct and through channels.
Sprint International Inc, Vancouver, BC
Territory Manager (Western Canada)
• sell international telecommunication services and platforms. Direct to key accounts and through channels.
IBM Canada Ltd (ROLM acquisition), Toronto, ON
Major Account Manager
• sell telecommunication systems and professional services. Direct to enterprise national accounts and through channels.
Texas Instruments Canada Ltd, Montreal, QC
Systems Analyst
• pre- and post-sales support and consulting to business accounts in Eastern Canada. Direct and through channels.
Education and Training
University of British Columbia (UBC), Vancouver, BC
Certificate in Internet Marketing
Southern Methodist University (SMU), Dallas, TX
MS-EE (Master of Science in Electrical Engineering). Specialization in Telecommunications Management
University of Western Ontario (UWO), London, ON
BA (Bachelor of Arts). Specialization in Computer Science
Miller Heiman. Completed Strategic Selling program
The Forum. Completed Face to Face Selling program
Languages
• English, French, Spanish and German.
Typical Responsibilities
• meet or exceed revenue targets
• develop and execute sales objectives, targets, business plans
• develop and manage relationships with key accounts, channel partners
• develop client business cases and ROI justification models
• recruit, manage, develop and evaluate reports
• successfully manage multiple complex projects at any given time