Experience

Apporto

• United States
• Information Technology & Services
• 1 - 100 Employee

• Director Channel Sales

  • Sep 2022 - Present

  Responsible for the entire partner Program and especially the Partner Experience. Responsible for the entire partner Program and especially the Partner Experience.



Centilytics | Intelligent Cloud Management

• United States
• IT Services and IT Consulting
• 100 - 200 Employee

• Head of North American Channel

  • Jan 2021 - Sep 2022

  Served in contracted role to formulate US based presence of Centilytics Cloud Management Platform (CMP). • Expanded partnership presence within North America; developed strategic sales plans to deliver positive results against new engagements/bookings and revenue targets while achieving a high level of customer satisfaction. • Spearheaded planning and growth mechanics aimed at the Managed Service Provider market; worked cross-functionally with business unit leaders, sales, technical… Show more Served in contracted role to formulate US based presence of Centilytics Cloud Management Platform (CMP). • Expanded partnership presence within North America; developed strategic sales plans to deliver positive results against new engagements/bookings and revenue targets while achieving a high level of customer satisfaction. • Spearheaded planning and growth mechanics aimed at the Managed Service Provider market; worked cross-functionally with business unit leaders, sales, technical engineers and marketing teams to establish strategic marketing and growth plan. • Planned growth models through staff hires in key geographies to identify market opportunities by initiating go-to-market plans and sales follow-through. Show less Served in contracted role to formulate US based presence of Centilytics Cloud Management Platform (CMP). • Expanded partnership presence within North America; developed strategic sales plans to deliver positive results against new engagements/bookings and revenue targets while achieving a high level of customer satisfaction. • Spearheaded planning and growth mechanics aimed at the Managed Service Provider market; worked cross-functionally with business unit leaders, sales, technical… Show more Served in contracted role to formulate US based presence of Centilytics Cloud Management Platform (CMP). • Expanded partnership presence within North America; developed strategic sales plans to deliver positive results against new engagements/bookings and revenue targets while achieving a high level of customer satisfaction. • Spearheaded planning and growth mechanics aimed at the Managed Service Provider market; worked cross-functionally with business unit leaders, sales, technical engineers and marketing teams to establish strategic marketing and growth plan. • Planned growth models through staff hires in key geographies to identify market opportunities by initiating go-to-market plans and sales follow-through. Show less



IdentityLayer, Inc.

• Head of Channel Sales, Member Founding Team

  • Oct 2019 - Jan 2021

  Formed a startup to deliver SaaS solution for identity/access and risk mitigation of files/folders in Google Cloud Platform; signed and on-boarded 27 new partners. • Architected the Channel Sales Plan and go-to-market sales strategy; created pricing, partner and distribution margin models and revenue models. • Developed all related contracts, and associated processes for onboarding new partners. • Established relationships with distribution partners; targeted audience included MSP… Show more Formed a startup to deliver SaaS solution for identity/access and risk mitigation of files/folders in Google Cloud Platform; signed and on-boarded 27 new partners. • Architected the Channel Sales Plan and go-to-market sales strategy; created pricing, partner and distribution margin models and revenue models. • Developed all related contracts, and associated processes for onboarding new partners. • Established relationships with distribution partners; targeted audience included MSP, MSSP, VAR and contract referrals. • Addressed critical reporting functions utilizing Proforma for Investors. Show less Formed a startup to deliver SaaS solution for identity/access and risk mitigation of files/folders in Google Cloud Platform; signed and on-boarded 27 new partners. • Architected the Channel Sales Plan and go-to-market sales strategy; created pricing, partner and distribution margin models and revenue models. • Developed all related contracts, and associated processes for onboarding new partners. • Established relationships with distribution partners; targeted audience included MSP… Show more Formed a startup to deliver SaaS solution for identity/access and risk mitigation of files/folders in Google Cloud Platform; signed and on-boarded 27 new partners. • Architected the Channel Sales Plan and go-to-market sales strategy; created pricing, partner and distribution margin models and revenue models. • Developed all related contracts, and associated processes for onboarding new partners. • Established relationships with distribution partners; targeted audience included MSP, MSSP, VAR and contract referrals. • Addressed critical reporting functions utilizing Proforma for Investors. Show less



StorageCraft Technology Corp.

• Senior Channel Sales Manager MidAtlantic

  • May 2016 - Oct 2019

  Supplied aggressive growth and channel management across five (5) states; managed small team: (1) Field Sales Engineer, (2) Inside Sales Managers. • Averaged 116.3% of quarterly quota during tenure; revenues generated from Channel, along with significant opportunities initiated with End User companies to enable Channel partner introductions. • Coached, led and motivated team to maximize opportunities to expand portfolio of solutions to a robust set of enterprise customers and prospective… Show more Supplied aggressive growth and channel management across five (5) states; managed small team: (1) Field Sales Engineer, (2) Inside Sales Managers. • Averaged 116.3% of quarterly quota during tenure; revenues generated from Channel, along with significant opportunities initiated with End User companies to enable Channel partner introductions. • Coached, led and motivated team to maximize opportunities to expand portfolio of solutions to a robust set of enterprise customers and prospective Channel partners. • Top Performer (company wide) Ten (10) Quarters in a row. Show less Supplied aggressive growth and channel management across five (5) states; managed small team: (1) Field Sales Engineer, (2) Inside Sales Managers. • Averaged 116.3% of quarterly quota during tenure; revenues generated from Channel, along with significant opportunities initiated with End User companies to enable Channel partner introductions. • Coached, led and motivated team to maximize opportunities to expand portfolio of solutions to a robust set of enterprise customers and prospective… Show more Supplied aggressive growth and channel management across five (5) states; managed small team: (1) Field Sales Engineer, (2) Inside Sales Managers. • Averaged 116.3% of quarterly quota during tenure; revenues generated from Channel, along with significant opportunities initiated with End User companies to enable Channel partner introductions. • Coached, led and motivated team to maximize opportunities to expand portfolio of solutions to a robust set of enterprise customers and prospective Channel partners. • Top Performer (company wide) Ten (10) Quarters in a row. Show less



Globalscape, Inc.

• United States
• Appliances, Electrical, and Electronics Manufacturing
• 1 - 100 Employee

• Channel Sales Manager, East Region

  • Jan 2016 - May 2016

  Responsible for all Channel activities in 26 states. • Established and refined enterprise sales strategy and processes to effectively drive new license billings, including approach, engagement with field sales, operations, tracking, KPIs, and results. • Offered guidance during the sales process by identifying customers technical and business requirements and demonstrated product capabilities prior to designing a solution proposal that was the best for the customer.

• Channel Sales Manager

  • Apr 2015 - Jan 2016

  Managed team of five (5) including two (2) sales reps, two (2) engineers and one (1) inside sales rep; coverage of 13 states including eastern Canada. • Signed 11 new partners, pipeline growth in excess of 177% YOY, and a close ratio of 71% on average deal size of $56,850 within average of 72 days from quote. • Inherited unproductive territory, re-built entire Channel community in northeast. • Refined and ensured consistent sales processes, including adherence to set methodologies… Show more Managed team of five (5) including two (2) sales reps, two (2) engineers and one (1) inside sales rep; coverage of 13 states including eastern Canada. • Signed 11 new partners, pipeline growth in excess of 177% YOY, and a close ratio of 71% on average deal size of $56,850 within average of 72 days from quote. • Inherited unproductive territory, re-built entire Channel community in northeast. • Refined and ensured consistent sales processes, including adherence to set methodologies and sales enablement practices to achieve a repeatable and scalable process. • Navigated complex enterprise deals, including negotiating enterprise contracts and shepherding deals through the procurement process to achieve favorable terms.



FalconStor Software

• United States
• Software Development
• 100 - 200 Employee

• Mid-Market Territory Sales Director, East Region

  • Jan 2014 - Apr 2015

  Administered sales responsibility for territory covering 17 states, Maine to Georgia including Ohio; achieved gross sales revenue $3,866,400 on average deal size of $168,000. YTD 2014. • Managed team of four (4) staff: including two (2) Engineers, one (1) Inside Rep and one (1) Field Marketing Rep. • Generated through 26 existing Partner/Resellers: and prospected directly with End User companies. Administered sales responsibility for territory covering 17 states, Maine to Georgia including Ohio; achieved gross sales revenue $3,866,400 on average deal size of $168,000. YTD 2014. • Managed team of four (4) staff: including two (2) Engineers, one (1) Inside Rep and one (1) Field Marketing Rep. • Generated through 26 existing Partner/Resellers: and prospected directly with End User companies.



Windstream Communications

• United States
• 1 - 100 Employee

• Senior Account Executive

  • May 2012 - Jan 2014

  Introduced connectivity and data protection solutions to Channel partners, solidified business relationships, as well as conducted direct selling activities with emphasis on datacenter services. • Applied solution selling methodologies to VARs, system integrators and brokers. • Signed 14 New VAR Partners: with bookings revenues of $1,382,400 on 36-month contracts from $16,300 in direct sales and additional $22,100 monthly from VARs. Introduced connectivity and data protection solutions to Channel partners, solidified business relationships, as well as conducted direct selling activities with emphasis on datacenter services. • Applied solution selling methodologies to VARs, system integrators and brokers. • Signed 14 New VAR Partners: with bookings revenues of $1,382,400 on 36-month contracts from $16,300 in direct sales and additional $22,100 monthly from VARs.



OS33

• United States
• Software Development
• 1 - 100 Employee

• Director Channel Development

  • Jul 2010 - Apr 2012

  OS33 is a private label cloud service for channel partners. My role was to foster all the sales related activities to profile and sign New Partners such to provision them with Cloud Services they can offer their Customers under a private branded solution. OS33 is a private label cloud service for channel partners. My role was to foster all the sales related activities to profile and sign New Partners such to provision them with Cloud Services they can offer their Customers under a private branded solution.



Asigra

• Canada
• Software Development
• 1 - 100 Employee

• Eastern Regional Channel Sales Leader

  • Apr 2006 - Jun 2010

  Cloud BackUp Asigra develops software for the on-line data backup and recovery markets; selling principally and directly to service providers in the North East. Cloud BackUp Asigra develops software for the on-line data backup and recovery markets; selling principally and directly to service providers in the North East.



Intradyn

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• North East Channel Manager

  • Apr 2005 - Feb 2006

  Intradyn developed a network appliance for email archive called Compliance Vault and for data backup called Rocket Vault. Intradyn developed a network appliance for email archive called Compliance Vault and for data backup called Rocket Vault.



Entium Technology Partners

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Director Sales and Marketing

  • Dec 2000 - Apr 2005

  Carved sales strategy using Vendor/Partner solutions into multi-sourcing platform sales models. Signed 29 Partner Agreements and successfully launched an array of IT and Records Management centric solutions delivered in concert with Vendors and Staff. Carved sales strategy using Vendor/Partner solutions into multi-sourcing platform sales models. Signed 29 Partner Agreements and successfully launched an array of IT and Records Management centric solutions delivered in concert with Vendors and Staff.



Impresse

• Software Development

• Sales Director, North East

  • Apr 1998 - Nov 2000

  Impresse.com was an e-business enterprise software solution (Dot Com) for print procurement and marketing project management. Impresse.com was an e-business enterprise software solution (Dot Com) for print procurement and marketing project management.



WAM!NET

• IT Services and IT Consulting
• 1 - 100 Employee

• Senior Wam!Base Channel Sales Manager

  • Mar 1996 - Apr 1998

  WAM!NET, Inc. was an international company offering private line (VPN) connectivity and on-line storage to the Graphic Arts, Entertainment and Government markets. The Network was the single largest privately held VPN in the world. WAM!BASE, was the on-line data storage and asset management product/service allowing clients to store, manage and access data files of any format. WAM!NET, Inc. was an international company offering private line (VPN) connectivity and on-line storage to the Graphic Arts, Entertainment and Government markets. The Network was the single largest privately held VPN in the world. WAM!BASE, was the on-line data storage and asset management product/service allowing clients to store, manage and access data files of any format.



DALIM SOFTWARE GmbH

• Regional Sales Manager

  • 1993 - 1996

  Helped launch Dalim presence in USA. Held and managed sales territory East of the Mississippi, selling into Pre-Press Markets. Helped launch Dalim presence in USA. Held and managed sales territory East of the Mississippi, selling into Pre-Press Markets.