Amy R. McCarthy 685 South 15th Street, San Jose, California 95112 Phone: 949-842-3121 cell Email: [email protected]
BUSINESS DEVELOPMENT/ALLIANCES, CHANNEL SALES, DIRECT SALES Fierce Negotiator: Sales Contracts OEM and Partner Contracts Marketing Funds Epic Revenue Generator: Product Sales Channel Sales Over 15 years in high-tech. Expert at developing best-in-class best-in-class eco-systems eco-systems of s trategic channel channel partners for exceptional revenue growth. Expert at solution sa les to enterprise customers. customers. Consistently attained attained 100+ percent of target goal. Background also includes experience in Help Desk Management, Telecom Management , Direct Sales of Telecom Equipment and CTI and IVR Software. Strengths Unique business development, relationship and marketing skillsblend that of combine to drive unparalleled revenue.building, Strategicsales and analytical thi nker able to combine technology and business strategy to develop compelling sale s plans. Exceptional prioritization prioritization skills skills necessary to manage multiple priorit priorit ies in a dynamic work environment. Consummate professional with excellent rappor t between internal teams, C-Level Execs and customers. Extremely motivated and i ndependent contributor with high energy, enthusiasm and passion for the business . Experience February 2010 to June 2011 Business Development Director, North America KDS Travel Paris, France KDS is a SaaS-based Online Booking Tool for Travel Management Management Companies. KDS cl osed the North American office. Individual contributor as Business Development lead for North America. Brought i n to develop and build the partner reseller channel. Developed, executed and owned VAR channel strategies for KDS`s Partner Program in North America. Researched customer needs, conducted market analysis and formulated development approaches. Executed revenue bearing, high value partnerships with appropriate ecosystem pa rtners. Established and grew relationships with new customers and strategic partners. Re-negotiated existing contracts, structured, drove and closed partnership and OEM deals. Initiated regular meetings and calls with all current partners to ascertain pip eline, determine determine issues, provide training training and develop collateral. collateral. Tracked reven ue and built adoption rates. Increased transaction transaction volume 130% over last year. Collaborated with internal Marketing, Product, Development, R&D and Sales Engin eer teams to provide a competitive solution, joint marketing programs and collat eral. Managed responses to all RFP`s. Provided demos of product to enterprise customers. Built comprehensive list of target accounts in the states, planned regular webi nars and email blasts with Marketing, determined differentiating message from co mpetition. January, 2008 to January, 2010 Director, Channel Sales, Sales, US Clickability Inc. San Francisco, Francisco, CA Clickability is a privately held, on-demand Web Content Management solution for large media and enterprise customers. Restructuring reduced reduced company size by 15% including Business Development and Channel Sales. Brought in by VP of Business Development to build a world class Partner Channel. Goal was to drive revenue through lead generation, provide an end-to-end busine ss solution for customers and promote app through multiple avenues. Analyzed the ecosystem and identified partnership opportunities. Selected, recruited recruited and on-boarded best-in-class strategic pa partners. rtners. Negotiate d referral contracts, ensured visibility on respective web sites, developed co-m
arketing initiatives. Maintained relationships with Partner Business Plan. Selected new strategic partners to provide full ecosystem of solutions for our customers, including: content delivery delivery (Akamai), (Akamai), email marketing (Eloqua), soci soci al media, web analytics (Gomez), video and end-user experience reporting.
Amy R. McCarthy Page 2 Clickability Inc (cont.) Generated opportunities from Partners that exceeded 1 Million in monthly recurr ing revenue. Developed and and negotiated Marketing Development Development Funds Funds contracts. contracts. Developed and maintained Partner Portal. the qualification process, recommended improvements through use ofReviewed Campaigns inlead Salesforce. Developed the annual Partner Marketing Plan. Proposed, planned planned and executed executed ne wsletter articles, webinars, webinars, seminars seminars and User Conference Conference sponsorship. sponsorship. Managed $100K Partner Budget. October 2006 to December 2007 Director, Channel Development OpSource Inc. Santa Clara, CA OpSource is a privately held, managed hosting environment specifically for SaaS applications. Recruited by the VP of Sales to redefine and develop the Channel Sales Team. Alliance Manager Manager with Strategic Partners; Partners; Microsoft Microsoft and Salesforce.com. Enlist ed Microsoft`s Microsoft`s SaaS On-Ramp On-Ramp program for outbound telesales. Negotiated contract contract in Salesforce`s AppExchange Incubator, acted as the primary point of contact be tween Salesforce and OpSource, created tools, documents and collateral for both teams. Added 16 new Business Partners for mutual lead referrals and services for the O pSource ecosystem ecosystem to benefit benefit customers. customers. Added Developers, Developers, VC Funding, Marketing Marketing , Billing and Consulting partners for their value-add. Liaison to marketing, engineering and product teams to implement the company's business development initiatives. Brought in an average of $11K new Monthly Recurring Revenue per month from part ners in the last seven months, total of $92,000 in new recurring revenue which e quates to close to one million in yearly revenue directly attributed to the chan nel. Increased Channel revenue by 50% in first 8 months with a monthly revenue stream approaching nearly 100K monthly and totaling nearly 2M in contracts over the next 2-year period. July 2003 to August 2006 Director, Channel Sales, Sales, North America VegaStream, Inc Pleasanton, Pleasanton, CA VegaStream is a privately held, UK-based, manufacturing company of VoIP gateways for SMB and Enterprise customers. Loss of funding funding led to dis dismantling mantling of the en tire North America branch. Responsible for all aspects of building, developing, and maintaining distributor relationships in the US and Canada. Managed existing distributors through pro-active meetings, regular site visits, regular calls and follow-through with pricing and marketing/technical informati on. Assisted with all RFP`s. Negotiated OEM and VAR contracts. Developed Marketing Marketing Developmen Development t Funds contra contra cts. Recruited large national distributors that combined to deliver a growth of sale s at 50% above previous year. year. Provided training on a combined solution of a sof t-switch with VoiP gateways, developed new target markets. Strategized with distributors for go-to-market plans, initiatives and spiffs to build sales and brand recognition. Designed an email marketing marketing campaign aligne d with trade shows and conferences. Event Manager for trade-shows: selected give-aways, designed collateral, shippe d and set-up booth, worked with union staff for delivery of equipment, follow-up
on leads with database creation and email blasts. December 1999 - June 2003 Channel Sales Manager, Western US and Canada Technology for Business Manha ttan Beach, CA TFB is a developer of CTI and IVR software specifically for NEC switches and tar geted to enterprise size call centers. Manager for the West Coast and Canadian territory through VAR`s for CTI and IVR software sales. Achieved 140% of sales quota. Tripled number of VAR`s reselling product. product. Manag ed spiff program for resellers that increased sales by 20%. Worked with Product Development and Marketing departments to test, position and price new applications. Provided Solutions Sales training to reseller sales reps. Analyzed and designed IVR applications for customers. Amy R. McCarthy Page 3
1995 - 1999 Manager, Telecommunications SYBRON Den tal Specialties, Orange , CA Provided direction nationally for all aspects of voice communication including: Integration of new companies, switch cut-overs, disaster recovery planning, Y2K upgrades, networked voice communications, billing plans. Technical manager manager for 70 person Call Center, including: including: Internet Access, scree n pops, ETA/Queue position, callbacks, outbound call-campaigns, priority queuing . Programmed NEAX 2400 including: Moves, Adds and Changes, all additional lines, voicemail. Project manager for installation of 3 new PBXs for corporate headquarters and r emote manufacturing manufacturing sites. sites. Selected vendor, vendor, determined determined lines required, numberin numberin g plan, cabling requirements, class of service, auto-attendant scripts, ACD grou p requirements, requirements, least cost routing. Ensured that vendors met all critical dates . 1993 - 1995 Manager, Help Desk Nestle Food Company Corporate HQ Glendale, CA Managed 10 Help Desk Representatives who supported 8,000 Nestle end-users nation ally with software and hardware budget of over 1 million dollars. Researched, specified and implemented $150,000 problem management software pack age, Expert Advisor. 1988 - 1993 Manager, Computer Support Support McKinsey & Company, Inc Los Angeles, Angeles, CA Provided all technical support, training and project analysis to McKinsey consul tants. Education University of Connecticut Storrs, CT B.A., International Business NEC America, Inc Certified Technician - NEAX 2400 Certified Programmer - ACD IV Octel University Certified Programmer - Octel VMX Cisco Systems Certified Sales Rep Hobbies Ironman Distance Triathlons
* Completed 4 Ironman Races: California, France, Florida, Lake Placid (qualified for Team USA) Member, Team USA, Long Course Triathlons World Championship, Sweden, 2004 World Championship, Australia, 2006