Channel Sales Manager or Business Developement Manager or Partne

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MARK STALLINGS [email protected] 508.386.1950 CAREER OBJECTIVE: Seeking aChannelSales /Business Developmentposition. Offer a solid track record in selling, building solutions, and growing business utilizing enterpriseservers ,storage, networks, software, virtualization, and cloud solutions.Position will leverageover 18years of success and leadership working across healthcare, Manufa cturing, Retail, Financial, Federal,andAirlineIndustries. WORK HISTORY: August 2009 - May 2010 - FusionStorm HP Alliance Manager East - Consultant * Overall responsibility to grow the HP Channel business for the North East. Le verage HP's sales organization, special programs, and its key partners. * Exceeded targets for Sales and New Customer Growth. August 2007 - Present - Hewlett-Packard, Boston, MA Partner Business Manager/ Data Center Specialist- Technology Solutions Group * Overall responsibility to leverage the HP organization to win and grow datacen ter business for HP and its Key Channel Partners * Understand and articulateHP products and solutions and itsshort-term and longterm business vision * Allign the HP business vision and goals to its Partners * Engage effectively with all Virtual teams: Business UnitSpecialists, all custo mer segment teams - Strategic, Enterprise, State & Local Government, and Commerc ial, inside sales, business development and distribution teams * Achieve revenue growth goals of assigned partner portfolio each half to exceed Apiretargets * Demonstrate quarterly linearity of revenue attainment with assigned partners * Create and manage collaborative Business Plans with the Partnersthat are measu red and adjusted based on growth and mutual investment * Participate in regular business reviews withPartner executives / sales managem ent / sales and marketing, and pipeline reviews to drive results * Communicate and assign metric goals to assignedPartners. Adjust growth strateg ies accordingly * Create and update individual partner business plans on a quarter bases. Demons trate business strategy, involvement and knowledge through business reviews with HPmanagement * Increase attach andpenetration rates in assigned Partners * Understand and leverage full portfolio of HP products for increased profitabil ity November 2006 -July 2007- MTI, Boston, MA Technical Account Manager - Enterprise Servers, Storage, PS, Content, Search Eng ine Optimization * Technical Pre-sales Account Manager supporting the Boston area. * Re-seller for EMC hardware and software. March 2005 -November 2006- Dell, Boston, MA Systems Consultant/ Channel Partner Manager- EnterpriseServers,Storage, Networks * Pre-sales Consultant forfortune 1000Enterprise Accounts. * Expanded partnerships with EMC, Altiris, Microsoft, Vmware, Intel, NSI, Symant ec,CommVault, Quest, CISCO * Achieved 200% Quota for 2 consecutive quarters.Average quarterly quota 3.2mil April 2004 -February2005- AT&T, Boston, MA AEHostingSales

* Pre-sales Consultant forHosting/Outsourcing to key Enterprise Accounts.Applica tion Search optimization,OutsourcingincludesNetwork, Servers,and Storage. Data C enter Best Practices.Key verticals include Healthcare/Pharmaceutical,Retail, and Financial markets. * Provide Servicesforecastingto Account Team, pipeline tracking, and carry annua l quota. * Met or exceeded quota for each quarter * Responsible for all channel sale partners including EMC, Dell, Cisco to close business. June 1998 - June 2003 - EMC, Headquarters, Hopkinton, MA Systems Consultant/Business Development, Professional Services * TechnicalPre-Sales Consultant forProfessional Services toTelcoMedia &Entertain mentaccountsaround EMC's CLARiiON Storage offering.PrimaryEnterpriseaccounts wer e Thomson Companies, Chicago Tribune, RR Donnelly, EW Scripps.Worked jointly wit h DellAccountteam to design, sell, and implement SAN solutions. * Developed partner relationshipswith Dell, Microsoft, Cisco, Oracle. Focused on improving channel sales and services revenue. * ProvidedServicesforecasting, pipeline tracking, and carriedquarterlyquota for eachaccount. * Consistently met or exceeded quarterly Services quota. Annual Service Quota wa s1million. * Thorough knowledge of sales, proposal, and project management life cycle. * Leveraged theresourcepool for pre-sales and post-sales implementation. * Responsible for assembling all resources for EMC product deployments and makin g sure projects are on time and profitable. TechnicalSalesManager forWeb Hosting/OutsourcingSales andCloud StorageArchitectu re, Global Solutions Group * Part of ateam of SolutionArchitects&Storage Consultantsto support field sales covering a territory of over 15 states.Presentedto the fortune 2000 at corporate and includingall CXO leveland in the field on IT solution topics. Presented and delivered EMC product and Data Center best practices. Worked with and have stron g relationships with hundreds of core EMC customers. * Collaboratedandstrategizeon-going with each Sales District toprovide technical product/services into each account. * Consistently met or exceeded quarterlyHostingServices quota. * Integralpresenter/consultantto the Executive Briefing Centerat EMC on Disaster Recovery, Business Continuity, and Data Center Best Practices. Presented to hun dreds of companies each year and consistently asked to speak by both our EMC sal es force and our customers. Always met or exceeded customer expectations on EBC customer surveys. * Hardware/Software included Sun, HPQ, IBM, Dell Servers and Mainframe environme nts. * Experiencewithconsulting andselling into verticals such as healthcare, finance , state and local government and Fortune 2000. * Built Strategic Accounts with Wal-mart, Discover Financial, Coke, Fedex etc. T hese accounts continually ask for me to give advice on their infrastructure deci sions. * Sold high-end application web hosting management services into a target list o f clients and prospects located within a specific geographic territory, develop strategic relationships within these accounts, and strongly position EMC through out all levels in the company. * Consultative, solution sales experience selling into Enterprise, SI or ISV cus tomers. Proven experience with complex sales processes. Strong track record of q uota overachievement. High sense of urgency, aggressive and self-starter. Outsta nding communication skills (oral, written, and presentation). High standard of p rofessionalism and ethics. Strong technology aptitude and background in telecomm unications, IT outsourcing, software, Systems Integration and Consulting or hard ware and software sales. Excellent overall business skills. Experience selling i

nto accounts where there was previously no relationship. * Sold "when and where" to use networked storage solutions and applications--- N AS, SAN, DAS, CAS. * Key hosted accounts won for EMC; Discover Financial, Thompson Financial, Burge r King. June 1991- June 1998: Software Engineer - Web Hosting Services Manager State Street Bank and Trust Company, North Quincy, Massachusetts * Manager for Sales and Service forcorporate Intranet/Internet infrastructurefor all of State Street Bank. * Major Responsibilities-Selling Services to each Line of Business. Selecting an d integrating internal/external third-party tools and web middleware to support the pilot and production environments (version/source control, search engines, d atabase integration, performance monitoring, load balancing). Work across functi onal divisions to address technology initiatives and future opportunities to sup port State Street's web strategy. * Demonstrated ability to effectively manage, design,configures, andimplementswe b server hardware & software. Ability to understand and formulate strategies whi le undertaking tactical projects. Ability to prioritize and coordinate a variety of requests. Customer orientated. * Performance & Analytics Financial Workstation Team (Rapid Application Developm ent) * Development in UNIX /C using State Street's proprietary Interchange architectu re to provideperformance data from mainframe to Sybase tables. Host databases ar e swept and ISO messagescreated and posted to host mailboxes. A Gateway converts the host SNA protocol to TCP/IP and Message engines receive the message packets and forward them to one or more data engines on Sybase servers. September 1988 - June 1991: Programmer Analyst Bradlees, Inc., Central Store Systems, Braintree, Massachusetts * CreditCard ReentrySystem -An on-line entry/balancing facility * Scanning/Price Look-up - Providescanned UPCprice look-up at point-of-sale December 1987 - August 1988: Programmer Allied Information Services, Purchase Order Management Systems, Auburndale, Mass achusetts * Analysisand Implementation of POM systems for conversion from Wang to IBM syst ems MILITARY EXPERIENCE: January 1986-December 2007: Major - Training Officer, 102 Fighter Interceptor Wi ng Air National Guard, Otis Air National Guard Base, Cape Cod, Massachusetts * Directeda team to providestrength accountability for Homeland Defense for the USAF. Called to active duty for one year tour after 911 * Directand supervise staff of twelve providing base wide personnel customer ser viceandmanpower accounting * Officerin charge (OIC) for base wide mobility processing * Computer/Internet Operations Officer for 102 MissionSupport Flight * Architectingand building the intranet web site for the 102 MissionSupport Flig ht * Held Top Secret Security Clearance * Honorablydischarged October 1981 - October 1985: Aircraft Inspector/Supervisor United States Air Force, Plattsburgh, New York

* Trainedand supervised tactical aircraft maintenance personnel. Performed perio dic inspections and support team coordination to assure aircraft mission ready s tatus.Held Secret Security Clearance * Honorablydischarged EDUCATION: December 1996: Client/Server Certification Boston University, Boston, Massachusetts December 1987: Bachelorof Science, Computer Science Bridgewater State College, Bridgewater, Massachusetts May 1985: Associates Degree in Applied Science Community College of the Air Force, Plattsburgh AFB, New York References furnished upon request.

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