Summary


North American Channel Director Vice President IBM Products Extensive Technology Startup experience
23 year experience in high-growth technology industry with extensive hands on experience building effective go to market plans and schedules to accelerate client engagement opportunities. Significant experience in both startup and on-going business operations in several specific industry segments, : Business Process Outsourcing, On shore and Off Shore Technical Call Centers and IBM Security and Compliance Solutions. Demonstrated ability to develop Direct and Indirect Sales Channels while meeting year over year revenue targets.
Utilize strong business development skills to help translate a company s technology into business drivers that generate revenue opportunities. Particularly adept at creating the business process and SFA tools that improve the sales organizations ability to target, qualify and engage prospects through a consultative or solution selling methodology.
BPO Outsourcing, ASP, MSP Solutions SFA Development and Training experience in COBIT, SOX and HIPPA Compliance Enterprise Class and Hosted Software Solutions
Quantifiable track record of sales growth through effective market and target customer strategies
Negotiated 18 teaming agreements with IBM Business Partners 8 Premier Partners and developed engagement strategy with end users for each technology solution. Created alternative delivery options for partners with hosting companies, Rackspace, Connectria and Abacus LLC
launched Powertech s channel program in 4 months to include 4 of the largest IBM Premier Partners in the country launched ASP business model and secured contracts with hosting companies, DBSI, iNETU and Cervalis
As, Director Technical Support Solutions for e4e negotiated teaming agreement with HP as a Tier 1 Partner that generated more than $900K in managed service revenue in 2005 and projected to be at $2MM run rate in Q4 2006
As Regional Director with ON Technology closed 1 of the largest orders with MCI - $4MM - to implement company s desktop and server management technology across 4 MCI regional operations. Sales process required multiple presentations at the C level across several business units and departmental organizations.
Developed comprehensive business plan for ON Technology, to build previously undeveloped channel organization which generated 20% of total company sales - $6MM in eighteen months.
As Regional Director with National TechTeam transformed hardware centric regional office into $14MM service organization with 23 direct reports and 120 CSAs focused on L1 - L3 phone support, staff augmentation and Lotus implementations.
Structured sales initiatives that produce strong and sustainable growth
Developed and implemented every functional aspect of PowerTech s channel program to expand beyond a referral fee concept to a fully certified partner program. Expansion resulted in the addition of 10 IBM Premier Business Partners with the appropriate focus on xSeries platforms and service delivery capability.


Achievements

Responsible for the development of a regional sales and marketing strategy focused on the development of company s suite of service offerings . Required complete makeover of sales organization which focused entirely on previous management s strategy of white box and hardware sales .
create and drive revenue opportunities with clients here in the Midwest . Additionally responsible for managing and building internal Call Center support process capable of managing Level I and II , On-line and pre-sales support for multiple clients .

grew the Great Lakes Regional office from less than $1MM in annual revenue to almost $14MM in annual service revenue over a 5 year period . Personally closed multi-year support contracts with US Robotics , John Deere and 3COM .

In the first 6 months , personally secured region s first OEM Call Center contract with US Robotics , later 3Com , generating revenues in excess of $270K per month .
in 3 months original project expanded to 40 CSRs and launched US Robotics first corporate wide CRM program based on Siebel platform - Total contract value $4.5MM
Negotiated Pre-Sales support engagement with 3COM , Santa Clara , implementing unique SLA based on first call resolution , call duration and escalation metrics . Deployed 20 CSRs on project and performed according to SLA for duration of contract - Total Contract $1.4MM Annually
3Com Remote Access Certification Course 1997
Lessons in Leadership - How to survive in uncertain times , Tom Peters . 1992


Employment

October, 2006 -  Present
iSeries Technology VP Sales

Responsible for developing strategic relationships with IBM Premier Business Partners and ISVs to develop comprehensive client solutions, High Availability, Disaster Recovery, Security/Compliance and Web Enabling technologies. Marketing strategy focused on the IBM mid range platforms, the AS/400 System i, System p and x Now IBM Power Systems. iSeries Technology was responsible for targeting opportunities

Worked closely with the IBM vendor support team to develop a national list of Tier 2 Partners with System i technical experience. Personally targeted the top fifty partners to introduce their executive teams to 3 ISVs and our expanded North American marketing initiative.

Signed 11 IBM partners and launched individual marketing programs to engage their prospect base with a series of technical webinars and email news letters. Developed every aspect of sales, marketing and engagement strategy for the United States, Canada and Latin America.

Developed comprehensive Reseller Guide outlining level of participation, marketing strategies and technical pre-sales support required for each solution category.

Created series of Advanced Technical Webinars to establish sustainable marketing effort for partners to help introduce company and technology to channel.

Closed more than $300000 in Compliance software license sales in 2007 not, significant service revenue for each opportunity

Expanded program to include 2 partners in Canada and 1 in Latin America. Closed $84000 in software revenue in 2008 and helped negotiate an additional $50 - 60000 in service revenue for the IBM partners in country.

Negotiated partner agreement with large reseller out of Miami to take on the role of Value Added Distributor in Mexico, Latin America and South America. Agreement includes considerable investment by the partner to commit appropriate level of trained resources, trade shows and technical support for tier 2 resellers.

Lacking any marketing funds, developed strategy to engage installed base of System i prospects through a combination of Executive Briefings and Technical Webinar. Introduced company to Constant Contact and Go To Meeting webinar technology to reach out to thousands of companies across North America.

Completed 2007 Fiscal Year at 90% of target revenue $425K with virtually no market funds and 1 technical support resource for partner pre-sales support.

December, 2005 -  October, 2006
Director

Global Software Development company and Advanced Level IBM business partner with suite of software solutions for security compliance on IBM s iSeries and AS/400 servers. Technology reduces burden of SOX and HIPPA regulatory compliance for over 700 customers worldwide.

Launched comprehensive partner program that required extensive definition on both a strategic and tactical level. Created ideal partner profile based on analysis of target market, Policy and Procedure Guide to define roles and responsibilities, step by step qualification and engagement process with partners, training programs and contract documents.

Worked Closely with the IBM iSeries ISV team regionally and nationally to expand company s participation in IBM sponsored events and programs. Activity led to personal introductions to key executives in a number of regarded Premier Business Partners across the country.

Separately developed metrics and integration to SalesForce.com to measure progress and ensure scalability of national program.

recruited the top 5 IBM Business Partners as channel partners in the first 5 months MSI, Sirius, Berbee, Dynamix, Meridian IT

September, 2003 -  December, 2005
Technical Support

Global business process outsourcing company with particular focus on technology companies. Through multiple support centers in the US, Europe and India company provides L1 - L3 multi-language technical phone support and network management solutions for Fortune 1000 organizations.

Engaged and closed 3 large enterprise technical support agreements in the first 12 months to deliver Level 1 - 3 technical phone support Projects required a total of 120 TSE s across 3 call centers Total Annual Contract Value $3.2MM

Created detailed engagement process and trained customer advocacy group in Bangalore, India which included opening introductory phone script, qualification process, proper use of SFA tools and follow up collateral. in sixty days, advocacy group was generating 2 - 3 qualified leads per week creating 6 new clients in 2005.
Inside Team generated $800K in Managed Service Revenue in 2005
Following 3COM s acquisition of TippingPoint Technologies in 2004 negotiated expansion of existing technical support project for Tipping Point to include Level 2 and Level 3 support for 3COM products. Sales process included negotiations across multiple divisions of 3COM leading to a 3 year 24X7 support agreement Total Contract $1.8MM
Responsible for the long term sales activity in targeted accounts Mcafee. Symantec, PalmOne, US Robotics while developing branded solutions around Technical Support and Remote Network Management with Tier 1 distributors and system integrators

Secured Tier 1 Teaming Agreement with HP to provide branded network management services as part of their Complex Outtasking organization - Projected 2006 Services Revenue - $3MM

July, 1999 -  September, 2003

Advanced software platform for managing a range of computing devices and applications over diverse network infrastructure, Servers, desktops, mobile PCs and handhelds. Company s technology enables Corporations, ASPs, MSPs to deploy complex business applications, operating systems, content and asset management tools from a central management console.

Created cooperative marketing programs targeted to specific roles of partners, ASPs, Integrators, etc
Negotiated national and international resellers agreements with 15 partners, Unisys, Compuware, Compucom, Decision 1 and Miramar Technologies
Played an integral role in securing migration opportunity in partnership with Unisys Global Services group that included Network Assessment, W2K remediation and deployment of 1700 desktops into an existing NT environment

March, 2001 -  August, 2002
Director

Promoted to national position and given responsibility to develop Go To Market plan to launch company s national and international partner program. Strategy included targeting Fortune 100 companies in the telecommunication Sprint, MCI, financial UBS, Wells Fargo, Bank 1 and health care industries Humana, Advocate Health Care in an effort to create opportunities for national and international integration companies. Expanded program to include a number of national ASPs Exodus, USinternetworking and Corio and led the team that adapted technology to facilitate remote hosting solutions in support of E-mail, SFA and Business Intelligence applications

July, 1998 -  March, 2001
Regional Sales Director

Built regional sales organization to 3 Enterprise Sales Specialists and 2 Technical Supports Specialists covering 16 state geographical region.

In addition to driving revenue into National Telco accounts MCI, Ameritech as Regional Manager, responsible for developing close working relationships with companies like Tivoli, CA, EDS and IGS to help drive engagement opportunities with companies change management platform

Generated $770K in Sales over first 10 months of employment in 1998 - 1999
Generated $2.4MM Sales in 1999 against sales quota of $1.60MM
Generated $5.2MM sales in 2001 against quota of $4.75MM Number 1 Region Nationally
Developed complex engagement opportunity with Kellogg Company which included the migration of 1100 desktops to W2K and the integration of ON Technology s enterprise management platform with Tivoli Framework - $2.65 MM

March, 1994 -  July, 1998
Great Lakes Regional Manager

National TechTeam is an international company providing IT services to Fortune 1000 companies providing a Single Point of Contact to Fortune 1000 companies to consolidate the implementation of various service offerings, Call Center Services, Asset Management, SFA, CRM Solutions, Networking and Systems Integration, Messaging and Project Management.

Education