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Click here or scroll down to respond to this candidate TERRY WEST
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Results-driven and highly accomplished Sales Executive offering comprehensive achievements and key
contributions, leading various businesses through periods of dramatic revenue growth and profitability in highly
competitive markets.
Recruited and promoted throughout entire career for ability to provide innovative business solutions, deliver
world-class customer service and exceeding sales goals.
Developed top-performing sales teams demonstrating a deep sense of accountability and execution to exceed
expectations. Design and execution of award winning marketing plans in establishing brand management.
Excel at building strategic partnerships and alliances with major corporations. Polished communicator who can
customize conversations to specific customer requirements. Able to access and influence key decision makers.
EXPERIENCE
Morningside of Georgetown November 2017 March 2018
Five Star Senior Living
Director of Sales and Marketing
Increased residency from 67% to 89% in 3 months
Established working relations with many Tidelands Health services departments to assist with temporary
and permanent placements
Developed and executed annual media plan for brand and location management
Created a local business development group focusing on elder services within our community
Worked with Regional Alzheimers Association to increase awareness of the disease within the community
in an effort to support the Memory Care unit.
Fostered excellent relations with current residents for the purposes of referrals and hosted monthly events.
Created quarterly marketing campaigns for professionals for community referrals.
ID Systems 2016-2017
Personnel and Asset Management Systems
Channel Manager
Developed channel strategy and partner program for North and South Americas. Recruitment of OEM partners
for distribution of vehicle management systems through their dealer channels. Created quarterly
communication programs, marketing and sales tools for the channel.
Signed the #2 & #3 ranked OEM partners in the industrial equipment marketplace
Developed and documented on-boarding process with various internal teams to ensure success
Established strategic alliance partnerships to enhance the value proposition of the solution with top vendors
in the marketplace
ANVIZ Global 2014-2016
Biometric Security Company
General Manager
Developed and executed a North American channel strategy for this international company. Created marketing
programs for channel recruitment and partnership, managed operations and P & L. Hired and trained staff while
determining best practices for product development and solutions for the North American marketplace.
Signed key distribution and reseller partners to develop sales funnel in excess of $ 10 M
Developed partner program and recruitment/on-boarding process
Developed key selling tools for both internal and external product training
Allied Telesis 2011-2014
Advanced Networking & IP Security Company, $100M Annually
Channel Executive
Managed key distributor relations throughout North America, Synnex, Tech Data, Graybar and Anixter,
developing and executing marketing programs to address key verticals and business partnerships within the
channel.
Grew named accounts 40% YoY
Developed partner program and recruitment/on-boarding process
Managed Top 25 VAR/SI account development and grew 25% YoY
D-Link 2009-2011
Business Solutions and Service Provider Hardware Division, $ 500M Annually
Director of Channel Sales
Responsible for the development of the quarterly business and marketing plan offerings for the channel geared
toward both revenue growth and increasing breadth and depth of product line.
Managed 6 inside sales and 10 outside channel sales team members
Obtained monthly $ 10M quota for 6 consistent quarters
Created key sales tools and forecast reporting through Salesforce
Salesforce awarded D-Link Best in Class development for both internal and external use of this
platform for Partner Portal, of which I was project lead.
Field Marketing Program Manager
Worked with channel sales team and their partner accounts to develop annual business plans and quarterly
marketing programs.
Developed six month #1 Contender marketing program and all collateral
Awarded best marketing program by CDW in 2010
Grew enterprise marketplace by 40% YoY
East-West Consulting 2007-2009
Channel Business Consultant
Worked with global technology companies preparing business plans to support their North American channel
launch and marketing initiatives. Companies were focused in the securities marketplace, on a variety of
platforms. Identified business and channel models, appropriate distribution partners as well as providing
contractual arrangements with a variety of service providers in the areas of marketing, advertising and staffing
management.
Alternative Technology, an Arrow Company 2002-2006
Value Add Distributor for Security Hardware and Software, $ 500M Annually
Regional Manager Business Development
Hired to establish the office in Canada and to manage and grow inside/outside sales and operations teams.
Grew revenue to $ 25 million and staff to 15; managed credit, sales and operational teams with full
responsibility for P & L.
Direct management of Top 10 SIs, VARs and Retailers, with revenue growing in excess of 65% year over
year within each and every account.
Named by CRN as one of Top 25 Channel Executives.
Compaq 1999-2001
Computer and Network Hardware, $ 1B Annually
Global Accounts Program Manager
Developed and documented processes with all relevant internal departments then launched and managed the
program to top 100 global partners doing business in at least 3 geographical regions.
Worked with external consulting team to develop National Sales Training Program for GAMs.
Developing tools to synergize the teams efforts globally.....sales within those accounts grew over 45% in
the first year.
Sony 1998-1999
Computer Hardware Division, $ 50M Annually
Business Development Manager - Channel
Ensured strong C level relations and worked with LOB owners to create solutions for their customer needs
with Top 4 National accounts. Worked with Sales and Business Practice Management teams on opportunities
within various verticals; public sector, healthcare, manufacturing and Fortune 500 to ensure that Sonys value
proposition and various solution offerings in the display and storage areas.
Achieved 120% of sales goal, $ 50 Million in annual sales within this account base.
Signed partner contracts with Top 4 VARs and managed account development nationally.
Won municipal govt contract worth $10M for standardized displays.
Apple 1995-1998
CLARIS, Computer Software Division, $ 200M Annually
Channel Sales and Marketing Director
Managed the key distribution accounts, Ingram Micro, Tech Data, Synnex and Hartco which represented 75%
of the companys annual revenue.
Responsible for developing companies channel licensing program, then launching it through our distribution
partners. The frequent buyer marketing program generated 40% of closed sales in this format within 1
quarter.
Developed and executed the marketing plan to launch windows products resulting in 50% of annual sales,
and achieving the companys #2 sales goal.
Managed retail partners for Apple; Business Depot, CDW, Future Shop and Insight with annual revenue of $
20 Million.
Obtained annual sales goals by a minimum of 120% each and every year.
Symantec 1989-1995
Security Software Company, $ 1B Annually
Channel Sales and Marketing Manager
Managed Distribution Partners delivering over 125% of quote for 6 consecutive years.
In conjunction with management of four channel sales people, nationally, delivered $50 million in annual
sales within 5 years of opening the Canadian office.
Worked on the companys acquisition team representing channel sales, completing full review of acquired
companys strategies and how this merged into Symantec portfolio of partners and product lines.
Honored by the company worldwide as Global Channel Employee of the Year having developed and
implemented the strongest growth programs through the channel and management of inside sales team.
EDUCATION
University of Alberta - BA Managing People Around The Globe
The Coaching Manager Solutions Sales Certification
Xerox Sales Training Certification of Excellence The 7 Habits of Highly Successful People
Time and Territory Management Industry Certifications, CCSP, NCSP and NSCSP
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