Direct Sales or sales via dealer network / channels
Channel Business Development Manager
Diverse experience with all facets of sales within or utilizing the channel. Business liaison focused on enhancing the partnership between the company, clients and partners. Results have enhanced collaborative relationships leading to increased revenue and market share.
• Strategic planning and tactical implementation of partner business plans including demand generation, technical resource analysis and maximization.
• Passion for the channel.
• Success in selling within the channel and direct to multiple verticals including: manufacturing, retail, telecom and government.
• Meticulous researcher and planner.
• Highly skilled at assessing and analyzing business goals and developing creative, standards based solutions.
IBM 2006-2009
Territory Partner Sales Representative
• Consistently exceeded quarterly and annual quotas.
• Increased revenue, in constricting vertical, by leveraging complimentary partner relationships to create collaborative solutions.
• Directed IBM resources to augment VAR technical skill set, resulting in creative end-user solution offerings.
• Led acquisition of new revenue streams for partners through creation and execution of outbound marketing and sales campaigns.
• Created personal IBM network spanning multiple regions and business units, developed rapport and sold internally on behalf of partners, resulting in manager receiving Manager of the Year award.
Intec Systems 2004-2006
Director of Business Development and Partner Relations
• Directed 35% year over year increase in revenue through development and execution of collaborative business plans with targeted focus partners. Monitored progress and adjusted course in QBR’s.
• Directed all Marketing and Business Development activities, including P&L and ROI, for $30M VAR/SI.
• Developed or enhanced relationships with strategic partners utilizing programs and sales incentives, resulting in over $3.5M in new revenue.
• Enhanced company reputation through development and execution of plan which increased certifications (technical and sales) of target partners. Aligned technical training with new corporate branding.
• Successfully developed new image of company to vendors and clients with top to bottom revision, re-branding and update of marketing materials.
Cleora Associates 2001-2004
Owner - Alliances and Business Development Manager
• Developed and implemented strategic plans for Government/Education VARS which initiated entering new commercial markets.
• Developed and executed plan to adjust technical certifications of the VARS to address unique commercial marketplace needs. Monitored ROI.
• Formed partnership with key manufacturers, distributors and independent technical consultants creating expanded virtual support team.
• Achieved ~$250,000 per year in product and services bookings by providing outsourced I.T Infrastructure Management, Business Intelligence, Strategic IT planning and deployment to SMB clientele.
Robert C. Franks
Channel Account Manager
NCR - Teradata 1999-2001
Business Development Manager - Strategic Retail Accounts
• Achieved 138% of budget resulting in receipt of NCR Presidents Club award.
• Closed $1.65m transaction of professional services and system upgrade resulting in turnaround of key, reference site customer.
• Created and implemented strategic plan which increased market penetration of NCR’s Teradata Data Warehouse solution to retail accounts in North Texas with $1B+ in revenue.
Oracle Corporation 1996 – 1999
Strategic Account Manager
• Oracle Presidents Club recipient FY97 and FY98.
• Orchestrated technology seminars specific to Corporate Account projects and corresponding Oracle product and service business units.
• Marketed Oracle on Windows NT O/S products to Major Accounts and Partners.
• Managed seven internal product specialists addressing diverse Strategic Account needs resulting in increased revenue.
Arrow Electronics 1992 – 1996
Strategic Account Manager
• Grew Strategic Account from < $1.0M to $ 5.3M, making it the largest single end user account in the company.
• Enhanced relationship with key manufacturer to form an expanded geographic working partnership.
• Created and managed plan to successfully expand Strategic Account from local to national account.
• Managed all aspects of account including: P+L, technical, marketing and sales efforts and associated personnel.
Avnet Incorporated 1987 – 1992
State and Local Government Account Manager
• Number 1 sales performer in Arizona/ S. Nevada territory.
• Ranked third nationally in sale of Hewlett-Packard systems, upgrades and peripherals.
• Improved relations and positioned company as liaison between manufacturers and customers which increased sales of manufacturer’s product line
Training Courses include:
Miller - Heiman
CISCO VoIP ROI solution selling
IBM Solution Selling Model
IBM Storage DS 3xxx Installation
H.P Business Class Storage
H.P Complex ROI Solutions
H.P Enterprise Server
Selling to Top Executives
Managing Complex Sales
Civic Involvement
Volunteer - Dallas Habitat for Humanity
Public Works Advisory Committee – City of University Park
Graduate - Leadership University Park
Education: B.S. Texas Christian University Major: Political Science, Minor: Economics
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