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Click here or scroll down to respond to this candidateCandidate's Name
Street Address Lake Mary, FLPHONE NUMBER AVAILABLEEMAIL AVAILABLESUMMARYVersatile Channel Account Manager with over 10 years of experience overseeing MSPs, MSSPs, VARs, LVARs, and Systems Integrators to drive revenue growth. Expert in Virtualization, Email Security, Data Protection, and MDR, with a strong track record in recruiting, training, and supporting channel partners. Proven ability to refine sales procedures, lead partner training, and develop new partner programs. Exceptional analytical, communication, and interpersonal skills, with a strategic mindset for enhancing sales performance and achieving business objectives.SKILLSContract ManagementMarketing CollaborationTraining and DevelopmentProduct KnowledgeData AnalysisProject ManagementCRM Software UtilizationTechnical Knowledge of Security SolutionsNegotiation SkillsSales Enablement ToolsStrategic PlanningPerformance Metrics TrackingMarket AnalysisPartner Program DevelopmentChannel Partner RecruitmentSalesforce (SFDC) ProficiencySales managementRules and regulationsLegal and Regulatory ComplianceFinancial ReportingEXPERIENCEREPUBITUSAChannel Director 06/2020 to CurrentCreated a partner recruitment strategy that successfully signed 30 new partners to the program, enhancing the company's competitive edge and market presence.Strategically identified and recruited new channel partners, expanding the company's reach and capabilities through partnerships with industry-leading MSPs, MSSPs, VARs, LVARS, and System Integrators.Pioneered the development of a go-to-market strategy for cloud solutions, integrating targeted marketing campaigns and a robust social media presence to elevate brand visibility and attract key stakeholders.Developed and executed comprehensive business growth plans for start-up initiatives, resulting in the successful penetration of new markets and the acquisition of 30 new partners, including MSPs, MSSPs, VARs, LVARS, and System Integrators.NETSURION LLCUSASr. Channel Sales Manager 06/2022 to 04/2023Strategically managed the sale of IT security services into diverse accounts, leveraging strong industry relationships and technical expertise to meet and exceed sales targets.Led efforts in restructuring the sales team by hiring a new Chief Revenue Officer and implementing strategic changes to improve team dynamics and performance.Played a key role in developing and launching a new partner program, focusing on optimizing recruitment and engagement of MSPs, VARs, MSSPs, and LVARS to expand market reach and drive revenue.Spearheaded the recruitment and training of MSPs into the Netsurion Partner Program, leveraging in-depth knowledge of MDR, EDR, Open X EDR, Vulnerability Management, and SIEM to enhance partner capabilities.REPUBITUSAChannel Leader 06/2020 to 06/2022Guided channel development and sales strategy efforts, integrating data-driven insights and industry best practices to achieve superior results in a competitive landscape.Established and refined sales development processes to optimize efficiency and performance, driving significant improvements in sales outcomes and partner satisfaction.Designed and launched a robust Partner Program to attract and retain high-value VARs, LVARS, and MSPs, fostering long-term partnerships and expanding the company's market reach.Developed and implemented strategic initiatives to drive recurring revenue and secure new business opportunities, focusing on innovative channel and direct sales strategies.VADE SECUREUSARegional Account Manager 05/2018 to 04/2020Actively participated in local events to promote the company's offerings and build strategic relationships with potential partners, contributing to sustained growth in the region.Utilized SFDC to track and manage recruitment and sales opportunities, ensuring data-driven decision-making and efficient sales operations.Recruited and trained over 100 MSP, VAR, and LVAR partners into the Partner Program, enhancing their capabilities to sell and support IT services effectively.Developed and executed targeted strategies to drive sales of MDR and O365 solutions, resulting in the Southeast region consistently ranking among the top two for revenue each quarter.SAFETICAUSAUSAUS Channel Director 01/2017 to 03/2018Successfully sold IT services to SMB and Enterprise accounts through the channel, leveraging deep industry knowledge and strategic partnerships to exceed sales targets.Spearheaded recruitment of net new partners from VARs, LVARS, and MSPs, leveraging industry expertise to expand Safetica's channel network and competitive advantage.Developed and implemented sales incentive programs to motivate partners and drive performance, consistently reporting on results and metrics to ensure alignment with business objectives.Conducted a team of four in executing strategic initiatives to recruit and onboard 40 new partners, including VARs, LVARS, and MSPs, into the Safetica Partner Program, achieving channel goals of 10 new partners and $1M in revenue.REPUBITUSASales Consultant Direct Sales/Channel 01/2016 to 01/2017Guided channel and direct sales efforts through the creation of innovative strategies that focused on maximizing revenue and customer satisfaction.Recommended and executed targeted marketing and social media strategies to elevate brand visibility and engage key stakeholders, driving increased lead generation and conversion rates.Delineated and Performed comprehensive sales development processes to optimize efficiency and performance across direct and channel sales teams.Developed and effective strategic plans to drive recurring revenue and acquire new business, focusing on innovative direct sales and channel approaches.ESETUSAPartner Director/Direct Sales 09/2012 to 11/2015Drove direct sales efforts through the development and execution of comprehensive strategies that maximized revenue and partner engagement.Partnered with main channel partners to conduct direct selling to end-users, effectively expanding market penetration in SMB and enterprise accounts.Developed and executed strategies to recruit 37 new partners into the Partner Program, strengthening ESET Security's channel network and competitive advantage.Assisted a team of four in driving significant growth in the LVAR channel, achieving a 17% increase within one year and generating $1.7M in annual revenue.VMWAREUSAPartner Account Manager 07/2006 to 11/2009Supported SLED opportunities in Florida and Georgia by leveraging in-depth knowledge of VMware's solutions and fostering strong relationships with key stakeholders.Utilized expertise in account mapping to boost penetration and focus in key regions, including Florida, Alabama, and Mississippi, resulting in increased market share and revenue growth.Played a key role in scaling the VMware Partner/VAR Program from 250 partners to thousands, driving a 100% revenue increase in the SMB space in 2007.Consistently exceeded sales quotas by achieving 120% of targets each year, demonstrating a strong track record of success in selling VMware's cloud and virtualization solutions.SEAGATE/VERITAS/SYMANTECUSAChannel Account Manager 07/1993 to 07/2006Directed MDF fund management and created spiffs for resellers to incentivize performance and enhance channel engagement.Oversaw 20 commercial VARs, driving over $7 million in annual revenue and consistently achieving 110% of quota.Successfully recruited and developed IBM/AIX VARs for the VERITAS AIX product release, generating $250K in revenue within the first month of launch.Managed and developed the reseller channel for VERITAS/Symantec, including recruitment and business development across the Southeastern US (FL, GA, NC, SC, TN, MS, AL).EDUCATIONBACHELOR OF BUSINESS ADMINISTRATION: BBA, BUSINESSOrange Coast College, Costa Mesa, CaVERITAS110% goal attainment 1999109% goal attainment 2000115% goal attainment 2001121% goal attainment 2002115% goal attainment 2003120% Goal attainment 2004123% Goal attainment in 2005ESET110% goal attainment in 2012115% goal attainment in 2014Vade Secure115% goal attainment 2019TRAININGS AND CERTIFICATIONSCertified SalesforceCertified Data ProtectionCertified Cybersecurity8 times President's Club. 1 time with Vade Secure, 2 times with ESET, and 5 times with VERITAS |
