Experience

EMG International, LLC

• United States
• Environmental Services
• 1 - 100 Employee

• Business Development Manager

  • 2023 - Present

  As the Anaerobic Wastewater Pre-Treatment Leaders For 25 years EMG has delivered solutions for high-strength wastewater treatment, sustainability, regulatory compliance, and renewable energy generation. As the Anaerobic Wastewater Pre-Treatment Leaders For 25 years EMG has delivered solutions for high-strength wastewater treatment, sustainability, regulatory compliance, and renewable energy generation.



Gladinet

• United States
• Software Development
• 1 - 100 Employee

• Director, Channel Sales & Business Development

  • 2022 - Mar 2023

  Mobilize Your File Servers with Gladinet's Triofox Triofox enhances existing Windows file servers with secure remote access, mobile file sharing, data protection, and cloud migration while addressing business concerns about security, privacy, compliance, and control - all without sacrificing data ownership. MOBILIZE YOUR SERVERS | https://www.triofox.com NO VPN | NO RANSOMWARE | NO DATA SPRAWL | NO PROBLEM Mobilize Your File Servers with Gladinet's Triofox Triofox enhances existing Windows file servers with secure remote access, mobile file sharing, data protection, and cloud migration while addressing business concerns about security, privacy, compliance, and control - all without sacrificing data ownership. MOBILIZE YOUR SERVERS | https://www.triofox.com NO VPN | NO RANSOMWARE | NO DATA SPRAWL | NO PROBLEM



FirstLight Fiber

• United States
• Telecommunications
• 200 - 300 Employee

• Channel Manager

  • 2022 - 2023

  FirstLight offers a competitive and lucrative Channel Partner Program that provides generous compensation and a broad portfolio of products and services. Our low-latency, fully-redundant fiber network and cloud, together with 15 data center/colocation facilities, are attractive to the largest hospitals, financial institutions, schools, and universities in the Northeast. We nurture agent relationships by providing partners with the right tools and support to sell our world-class solutions. FirstLight offers a competitive and lucrative Channel Partner Program that provides generous compensation and a broad portfolio of products and services. Our low-latency, fully-redundant fiber network and cloud, together with 15 data center/colocation facilities, are attractive to the largest hospitals, financial institutions, schools, and universities in the Northeast. We nurture agent relationships by providing partners with the right tools and support to sell our world-class solutions.



Troy Barbell & Fitness

• Greater Philadelphia

• Senior Channel Sales Manager

  • 2020 - 2021

  First Channel Sales Executive brought on board by Houston based company as remote, in-territory channel professional to recruit new channel partners and build channel sales in northeast territory. ► Recruited new channel partners in fitness verticals of school athletic, multi-unit housing developments, specialty gyms and corporate and municipality facilities. ► Implemented and executed strategic sales and marketing initiatives to drive recruitment and sales growth in region. ► Consistently met or exceeded quota over $350,000 monthly, over $4.2 million in year one. ► Won sales contests for new product sales exceeding $10,000, and for market and competitive analysis presentation. Show less



Office Depot

• United States
• Retail Office Equipment
• 700 & Above Employee

• Sr. Channel Sales Manager

  • 2018 - 2019

  For CompuCom Managed IT as Service (ITaaS) offering, was part of the original team that built a new Channel Program to deliver Managed IT as a Service (ITaaS) to market via both telecom and MSP sub-agent partners in a Master Agent model. Identified, recruited, on-boarded, and provided tools and training (via webinars and face-to-face) to partners to assist in uncovering net new business. Built a robust rolodex of northeast technology partner contacts focused on ITaas, UCaaS, CCaaS, SaaS & other telecom & Managed Service Provider (MSP) Services. ► Developed strong relationships with Master Agent teams (Telarus, TCG, TBI & MicroCorp, Chorus Communications, Advantage Communications, Glacier Communications to educate and recruit sub-agents in channel program ► Generated over $843,000 in Monthly Recurring Revenue (MRR) opportunity pipeline with partners in four months ► Identified and contacted over 100 net new sub-agent partners in the northeast to introduce to our ITaaS solution Show less



Education Management Solutions

• United States
• Software Development
• 100 - 200 Employee

• Channel Sales Executive

  • 2017 - 2018

  Developed and executed channel distribution strategy through VARs, Systems Integrators, distributors, A&E firms, Consultants, AV vendors, GPOs and other resellers to build incremental pipeline and revenue for the EMS clinical simulation management solutions in multiple vertical markets. Developed and executed channel distribution strategy through VARs, Systems Integrators, distributors, A&E firms, Consultants, AV vendors, GPOs and other resellers to build incremental pipeline and revenue for the EMS clinical simulation management solutions in multiple vertical markets.



Franklin Flood, LLC

• Exton, PA

• VP Sales

  • 2015 - 2017

  Hired and managed channel sales team of 5 territory managers to recruit and drive revenue through independent agents. Implemented direct mail and digital marketing campaign in pursuit of higher margin direct agency business. Defined, implemented and optimized sales force, processes, and training, and produced accurate sales forecasting. ► Developed & implemented strategic plan which resulted in a 17% increase in Q1 revenue over prior year ► Increased independent agency channel recruitment from 30 new partners in 2015 to over 165 in 2016 ► Drove a agencies’ existing customer revenue from $30k in 2015 to over $175k in first 8 months of 2016 Show less



NICE

• United States
• Software Development
• 700 & Above Employee

• Director, Business Development, Public Safety | Security Division

  • 2007 - 2014

  ► Significant focus on partner development of large and key technology market leaders in emerging Next Generation 9-1-1 (NG 9-1-1) market; Intrado, Cassidian Communications, Harris, Solacom, microDATA, TCS, Avaya, TriTech. ► Secured Intrado relationship and drove contract negotiation, implemented technology integration plan and achieved lab integration, led collaborative NG 9-1-1 technology initiative and launched long-term product roadmap discussions in pursuit of joint market offerings.► Engaged Cassidian sales team to increase pipeline production via outreach campaign which included education sessions, field territory engagements, and regional account mapping exercises. ► Implemented quarterly service leadership meetings improving proactive communications geared toward higher levels of customer satisfaction.► Led field education and engagement blitzkrieg for Harris Corporation's LMR division connecting sales teams resulting in $740,000+ radio project, and deal engagement with Harris IT Services to win a $1M video and audio capture project. Show less

• Director of Channels, Contact Centers | Enterprise Division

  • Jan 2003 - Dec 2006

  ► Supervised team of six direct reports; provided training, coaching, strategic vision and tactical action plans to exceed quota, and annual performance reviews for same.► Restructured inside sales team and implemented the first Channel Sales Team at NICE, eliminating conflict between field sales, inside sales, partners/alliances, and channels.OTHER POSITIONS AT NICE SYSTEMSDIRECTOR OF CHANNEL DEVELOPMENT ► Managed eight direct reports and oversaw strategic design, integration, and management of strategic alliances and indirect distribution channels for the U.S., Canada and Latin America. ► Developed, implemented and managed partner recruitment and development process. Removed channel partner exclusivity and added 22 new channel partners in 29 months contributing $5.6M in additional revenue.► Increased new partner revenue contribution from 4.6% of indirect channel total to 27% in less then two years, and increased channel revenue for Canada and Latin America by $1.2M in 24 months. MARKETING MANAGER Managed pricing strategy, channel incentives/spiffs, training, competitive analysis, bids and proposals. ► Re-designed strategy incorporating channel team for contact center division with Avaya, NACR, SPS, Carousel Industries, Catalyst Telecom, Westcon Group, dealers and increased revenue from $4.1M in 2002 to $11.5M in 2006. Show less