Experience

Flashpoint

• United States
• Technology, Information and Internet
• 200 - 300 Employee

• Director of Partnerships- Global

  • Aug 2022 - Present

  I will be assisting an amazing team to help our OEM, MSSP, and VAR partnerships to continue to grow and prosper.

• Sr Channel Sales Manager

  • Mar 2022 - Aug 2022

  I Lead the identification, recruitment, and enablement of new partners to grow our reseller network. This also allows me to energize and develop existing partnerships, with a focus on lead generation and active prospecting. I build and maintain annual business plans for our top partner accounts, and host quarterly business reviews to assess progress against plan. I work closely with the sales team to drive account mapping sessions and partner pipeline. This allows me to meet… Show more I Lead the identification, recruitment, and enablement of new partners to grow our reseller network. This also allows me to energize and develop existing partnerships, with a focus on lead generation and active prospecting. I build and maintain annual business plans for our top partner accounts, and host quarterly business reviews to assess progress against plan. I work closely with the sales team to drive account mapping sessions and partner pipeline. This allows me to meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts. Manage channel sales opportunities in close collaboration with our field sales, while providing ongoing deal support to help close new opportunities at identified resellers including pricing requests, resource coordination, and other partner management activities. Also support our marketing team in initiatives including go-to-market programs, and demand generation activities that will result in new reseller sales opportunities.

• Channel Account Manager

  • Apr 2021 - Mar 2022



Climb Channel Solutions NA

• United States
• Software Development
• 100 - 200 Employee

• Business Development Manager

  • May 2020 - Mar 2021

  • Building, maintaining, and owning the strategic relationships with Trend Micro MSP partners • Recruiting and introducing new MSP's to Trend Micro • Overall ownership of sales for Trend Micro's MSP product line • Enablement and education of Climb Channel Partners and reseller sales reps • Understanding of both Industry Trends and vendor partner technical value proposition in order to effectively approach the appropriate individuals or groups of individuals with the right Trend… Show more • Building, maintaining, and owning the strategic relationships with Trend Micro MSP partners • Recruiting and introducing new MSP's to Trend Micro • Overall ownership of sales for Trend Micro's MSP product line • Enablement and education of Climb Channel Partners and reseller sales reps • Understanding of both Industry Trends and vendor partner technical value proposition in order to effectively approach the appropriate individuals or groups of individuals with the right Trend Micro partner offerings * Assisting in strategic on boarding of new vendor partners and recruitment of new resellers and MSP's Show less • Building, maintaining, and owning the strategic relationships with Trend Micro MSP partners • Recruiting and introducing new MSP's to Trend Micro • Overall ownership of sales for Trend Micro's MSP product line • Enablement and education of Climb Channel Partners and reseller sales reps • Understanding of both Industry Trends and vendor partner technical value proposition in order to effectively approach the appropriate individuals or groups of individuals with the right Trend… Show more • Building, maintaining, and owning the strategic relationships with Trend Micro MSP partners • Recruiting and introducing new MSP's to Trend Micro • Overall ownership of sales for Trend Micro's MSP product line • Enablement and education of Climb Channel Partners and reseller sales reps • Understanding of both Industry Trends and vendor partner technical value proposition in order to effectively approach the appropriate individuals or groups of individuals with the right Trend Micro partner offerings * Assisting in strategic on boarding of new vendor partners and recruitment of new resellers and MSP's Show less



Interwork Technologies, A Climb Channel Solutions Company

• United States
• Computer and Network Security
• 1 - 100 Employee

• Business Development Manager - North America

  • Jul 2019 - Mar 2021

  Strategic Vendor Responsibilities: • Develop and maintain detailed knowledge of Vendors products, services, and processes. • Create and implement Vendor plans and drive achievement of new revenue targets. • Develop strategic relationships with key vendor contacts both in the sales and marketing divisions to drive commitment to Interwork’s field initiatives. • Drive key performance metrics including partner recruitment, revenue & gross margins, VAR enablement (Sales & SE training)… Show more Strategic Vendor Responsibilities: • Develop and maintain detailed knowledge of Vendors products, services, and processes. • Create and implement Vendor plans and drive achievement of new revenue targets. • Develop strategic relationships with key vendor contacts both in the sales and marketing divisions to drive commitment to Interwork’s field initiatives. • Drive key performance metrics including partner recruitment, revenue & gross margins, VAR enablement (Sales & SE training), up-sell/cross-sell, order volume, and other metrics as defined. • Engage with Vendor Field Teams to align your business development activities, understand their needs from a distributor, and create joint initiatives to drive business growth. • Generate leads and cold call prospective VAR’s & MSSP’s • Develop and implement sales strategies for new accounts, incorporating a strategy that targets specific vertical markets with offerings that line up with new emerging vendors. • Independently and directly engage with customers to solidify business relationships and thoroughly understand their challenges and opportunities, as well as uncover new opportunities to increase revenue and profitability. • Assist with engagement, enablement and continued development of our channel Value Added Resellers in conjunction with Interwork’s Channel Account Managers. • Support the Channel Account Manager team on identifying & qualifying leads, determining prospect needs, closing opportunities, and building effective relationships. • Act as the liaison between VAR’s and Vendors in coordinating introductions and business development activities. • Participate and/or present at key Vendor, Reseller, and industry events, seminars, & workshops. • Undertake in regular business reviews with Strategic Vendors and Key Value Added Resellers

• Product Sales Manager - WatchGuard

  • Jun 2014 - Mar 2021

  Supporting WatchGuard with our reseller community across North America with growing sales and creating new opportunities for their product line.

• Channel Account Representative

  • Jun 2014 - Mar 2021

  • Achieve key performance indicators that support corporate initiatives including sales, service, and reseller partner breadth & depth. • Identify & qualify leads, determine prospect needs, close opportunities, and build effective relationships. • Identify, develop, & expand technical relationships with key Reseller partners in the territory Drive revenue growth through identified reseller partners to End User customers by providing pre-sales technical support and technical… Show more • Achieve key performance indicators that support corporate initiatives including sales, service, and reseller partner breadth & depth. • Identify & qualify leads, determine prospect needs, close opportunities, and build effective relationships. • Identify, develop, & expand technical relationships with key Reseller partners in the territory Drive revenue growth through identified reseller partners to End User customers by providing pre-sales technical support and technical training • Independently and directly engage with reseller partners in order to solidify business relationships and thoroughly understand their challenges and opportunities, as well as uncover new opportunities to increase revenue. • Serve as subject matter expert on Trend Micro, Acronis, Security Mentor, BeyondTrust, Edgewave, Elfiq, Exinda, Scale, inGate, LogRhythm, WinMagic, Trustwave, Vasco products & security technologies through training/certifications • Demonstrate leadership in all facets of the business both internally & externally. • Develop & execute a territory business plan. • Complete pipeline reports and prepare management forecasts. • Identify & report on competitive trends (products, promotions, etc) in the territory

• Sr. Channel Account Manager - US SouthEast

  • Jun 2014 - May 2020

  • Responsible for Southeast US (North Carolina, South Carolina, Tennessee, Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Georgia and Florida) Interwork Technologies is a North American value-added specialty distributor of IT Security, Information Management, and Network Solutions. Established in 1991, it has more than 20 years of channel and distribution experience with sales resources in both Canada and the U.S. Interwork offers a diverse portfolio of security… Show more • Responsible for Southeast US (North Carolina, South Carolina, Tennessee, Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Georgia and Florida) Interwork Technologies is a North American value-added specialty distributor of IT Security, Information Management, and Network Solutions. Established in 1991, it has more than 20 years of channel and distribution experience with sales resources in both Canada and the U.S. Interwork offers a diverse portfolio of security technologies through its resellers, delivering advanced software and products for cloud and data center security, advanced threat detection, data security, legacy modernization, and converting big data into security intelligence. For its reseller channel partners, Interwork provides the technology expertise and support required to bring products to market. As a leader in launching emerging products, it delivers highly responsive service levels and invests heavily in training and development to provide its partners with the expertise and support they need to grow their business. It also offers them a complete portfolio of fully customizable services, including Product and Technical Training, Customer Service and Credit, and Vendor Programs. For its vendor partners, Interwork leverages its more than 2,500 reseller partner relationships to provide professional marketing services, business development, lead generation, partner recruitment and partner enablement. Interwork also helps its vendor partners reduce the overall cost of doing business by extending credit terms, managing collections, streamlining and consolidating order management functions, and extending sales and marketing resources for greater market coverage.



Ingram Micro

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Market Development Specialist

  • Sep 2007 - Oct 2012

  Working as a Senior Market Development specialist requires me to serve as a liaison between sales and the vendor to leverage competitive information to the mutual benefit of both my company as well as the vendors I serve. Having worked in a sales environment prior to this position has allowed myself to have a solid understanding of what is needed to successfully close a sale from creating the need to receiving the purchase order. In this role I have supported RIM, Sony, DIGI, Cradlepoint… Show more Working as a Senior Market Development specialist requires me to serve as a liaison between sales and the vendor to leverage competitive information to the mutual benefit of both my company as well as the vendors I serve. Having worked in a sales environment prior to this position has allowed myself to have a solid understanding of what is needed to successfully close a sale from creating the need to receiving the purchase order. In this role I have supported RIM, Sony, DIGI, Cradlepoint along with identifying opportunities for our carriers such as AT&T, Verizon and Sprint. My primary focus is identifying a market opportunity and creating prospects that are profitable for all parties involved. With extensive training of my product lines I have been exceptionally successful. Technology changes on a daily basis and the unfailing changes require ongoing training. Being a fast learner has allowed myself to consistently achieve my quota and proven results of continued profitable sales. Key to success is keeping it simple for the audience involved. This is true whether it is the Value Added Reseller, Vendor and inside sales team that enter the final product to be delivered. Listening to the customer is equally important. I have found that typically the solution can be better if you can hear what they need and expand on the entire solution. Working in the Mobile Business unit has allowed me to recognize that a sale of a smartphone requires service from a carrier, accessories for safety of the end-user as well as the software it runs on. Once you add the entire picture up the bottom line increases to a point that makes the “cell phone” sale turn into a profitable solution.

• Vendor Licensing Specialist I, II and III

  • Sep 2007 - Apr 2011

  Work with the team to grow market share and breadth on vendors programs to achieve Ingram Micros' and vendors' goals while managing margin through effective negotiation skills.Perform order entry received via the Web, EDI, email and verbally and followed up on bids, quotes, and orders through effective pipeline management and PUP report.Identify operational or system improvements and escalate as appropriate to ensure effective and timely order flow process end to end.Advise customers on product… Show more Work with the team to grow market share and breadth on vendors programs to achieve Ingram Micros' and vendors' goals while managing margin through effective negotiation skills.Perform order entry received via the Web, EDI, email and verbally and followed up on bids, quotes, and orders through effective pipeline management and PUP report.Identify operational or system improvements and escalate as appropriate to ensure effective and timely order flow process end to end.Advise customers on product options and confirm availability and pricing, all while probing for add-on solution selling opportunities such as C2L.Understand many vendor licensing programs, top resellers, and vendors' complete product offering, market share, and competition, which allows me to provide a complete solution for resellers. Utilize division tools where required and maintain to current data standards.Consistently act as a bond between Vendor, Reseller, Sales Marketing and Purchasing in order to capture sales. Apply market share and competitive position knowledge to make decisions and recommendations when managing tcustomer relationship.Cross trained to provide support for all vendors on designated team assisting with proactive efforts while meeting SLA's Work with the vendors to create a business plan around driving sale initiatives to grow the business partnering across various IM departments at all levels within MD, Vendor Management, and Sales & Credit. Work closely with all levels of the reseller's organization to understand and engage in winning opportunities.Proactively create an agenda and conduct team meetings following up on issues and updating or making recommendations to management. Conduct research and resolve problems providing status updates for customers, managers, and/or other sales reps to maintain service levels.Helped manage nine vendors within licensing including BlackBerry, Google, DataCore, Polycom, LANDesk, MySQL, Nero and Webtrends and current McAfee.



GEICO

• United States
• Insurance
• 700 & Above Employee

• Sales Representative

  • Jun 2004 - Feb 2007

  Obtained license to sell insurance in seven northeast states. Worked in a call center environment that received incoming calls which required consistent availability. Consistently achieved and exceeded sales quotas and goals set by management. Participated in company community events dressed as the well known "Gecko" to help raise money and gain recognition for Geico in our community. Obtained license to sell insurance in seven northeast states. Worked in a call center environment that received incoming calls which required consistent availability. Consistently achieved and exceeded sales quotas and goals set by management. Participated in company community events dressed as the well known "Gecko" to help raise money and gain recognition for Geico in our community.