Sales Manager

Resume for

Kenneth G. Rinehimer

**** **** ******** *****, *********, FL 32940 ~ 321-***-****/ 321-***-****

*******@***.**.***

Senior Sales Executive

~ Software & Technology Industry ~

~ History of Over Quota Achievement ~ President’s Club ~

~ Direct Sales & Channel/Partner Development Professional ~

~ Profile ~

Senior Sales Executive 20+ years experience and history of consistent over quota sales attainment

in both direct selling roles as well as channel/partner development/management.

Solution Sales Focused – Has expertise, knowledge, foresight and courage to properly qualify

business (in or out), lead qualified opportunities to closure, negotiate win/win transactions.

Team Player/Builder – Works within organizational structures to assemble and manage cross

functional teams that address complex sales issues and develop client solutions for their unique business

requirements that deliver expected ROI results.

Communicator – Outstanding relationship building skills, effective problem solving, sound

judgment, strong decision making and excellent verbal and written communication skills.

~ Career Highlights ~

Led sales efforts for multi million Grew and maintained 15% year

dollar awards for major State/Local over year revenue growth for National ISV

government accounts Channel

Increased Partner Influence Achieved record sales and

Revenue pipeline by 9X established national recognition for regional

system integrator

~ Technologies ~

~ Key Partnerships ~

Networking/Infrastructure, FoIP,

Imaging, Document Management, ECM GE Healthcare, McKesson,

(Enterprise Content Management), Workflow, Allscripts, Microsoft, Avanade, KPMG,

BPM, SaaS, Cloud, Mobility, SharePoint, SAP, iGate/Patni,

others CACI, BT, KnowledgeLake, Kofax, HCL, CGI,

Dell, Tata, others

~ Professional Experience/Accomplishments ~

1/3/2012 – 7/23/2012

Open Text Corporation

Regional Sales Executive Corporate Account Team – Eastern US

Startup division at Open Text focused on ‘Mid Market’

• 2M+ pipeline within first 5 months

• Recruited and signed new eco system partner first quarter responsible for over 300K net new pipeline

• Joint SAP/Open Text sale within first quarter

3/2009 – 9/2011

Global 360 (acquired by Open Text)

Partner Account Manager – Eastern USA, Canada & Puerto Rico

Developed Eastern US Global 360’s Eco system;

• 1.2M to 9.1M PIRP (partner influenced revenue pipeline) increase in less than 18 months

• Realigned partner recruitment and on boarding processes to meet Global 360’s market objectives

• Researched/recruited/signed key global, regional and vertically aligned SI’s (system integrators) and solution

partners to match the new Global 360 go to market strategy

• Developed and managed key relationships for Global 360’s Account Executives with Microsoft’s Eastern US

Sales and Technical teams

6/2005 – 3/2009

Captaris (acquired by Open Text) – Bellevue, WA

ISV Channel Manager – North America (6/2006 – 3/2009)

Developed and executed sales strategy for Captaris ISV Channel

• 15% Year over Year channel revenue growth

• 130% of quota 2008

• 116% of quota 2007

• President’s Club 2006, 2007 & 2008

• Nominated to ‘Sales Leadership Conference’ 2006 & 2007

New Growth Partners Division– North America (1/2006 – 6/2006)

Experimental division to create vertically aligned partners to create go to market prebuilt solutions. This division

was short lived due to market timing

• 100% of quota 6 month period of 2006

• Developed and implemented go to market strategies for new partners

Enterprise Sales Manager (6/2005 – 1/2006)

Workflow and Document Management technology sales for two Captaris acquisitions

• 110% of quota – 6 month period of 2005

• Successfully developed 3x quota pipeline through direct sales

• Assisted in developing reseller channel

06/1998 – 11/2004

Identitech, Inc. Melbourne, FL (acquired by eiStream/Global 360)

Business Development Manager (BDM)

Direct sales for Identitech enterprise ECM technology platform. Continually achieved over quota sales and developed

national market presence for Identitech

• 125% of quota 2003

• 150% of quota 2002

• 193% of quota 2001

• 129% of quota 2000

• 125% of quota 1999

05/1992 06/1998

NOVACOM, Inc. Reading, PA

VP of Sales

Startup SI in the Enterprise Content Management/Document/Imaging market.

Developed overall sales/marketing strategy and tactical plan, client development. Exceeded all goals

2.5M in revenue within 18 months

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Established trade organization memberships and participated at national trade shows

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Created corporate messaging, presentations

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Established and managed business partner program

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Developed vertical market presence

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Executive Relationship Manager for FileNet partner program

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Guest speaker at local and national trade shows

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Board of Directors Central Pennsylvania AIIM (Association of

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Information and Image Management) & active ARMA member

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