Sales Manager
Resume:
DOUGLAS G. BELL
**** *. ********* ***** ****: 480-***-****
Phoenix, AZ 85045 email: *******.*.****@*****.*** Mobile: (480)
Extensive expertise in developing and growing key relationships in complex
business environments.
Dynamic executive with deep proficiency in establishing new strategic
supplier business partner alliances, channels development & management; and
managing change leadership. Creative strategic thinker, action-oriented
leader with excellent interpersonal, communication, negotiation and
presentation skills. A proven track record of achieving successful
business results and integrating organizations due to mergers and
acquisitions. Demonstrated abilities in:
Partner Relationship Leadership Development
Management Learning Facilitation
Channel Management Mergers & Acquisitions
Business Development & Cultural Alignment
Management Acquisition Integration
Alliance Development &
Management
Executive Relationship
Development
PROFESSIONAL EXPERIENCE
INGRAM MICRO, INC., Santa Ana, CA 2007-2010
Global, Fortune 50 broad line distributor of information technology (IT)
products and supply chain solutions with annual revenue of $35.5 billion.
Sr. Manager ITS Business Development (June 2009- April 2010)
Defined and executed a brand agnostic channel platform, framework, and
methodology for a Data Center focused program designed to enable reseller
partners to build solutions offerings in this market segment.
o Led cross-departmental/cross-divisional task force to build enablement
platform model.
o Developed complete enablement program including education plan offerings.
o Developed and co-wrote Virtualization playbook for reseller utilization.
o Developed and co-wrote Storage Management playbook for reseller
utilization.
o Launched Virtualization program
Director of Sales, IBM Business Unit (February 2008 - May 2009)
Accountable for North American strategy and sales of IBM System X,
BladeCenter, and Storage solutions through mid-market reseller partner
firms, while managing a field sales team.
o Built sales strategy for value based sales business model.
o Hired and managed North American IBM Focused sales team.
o Re-gained lost market share among broad line distributors on focused
products for Q1 2008.
Sr. Manager Field Sales - Business Development (October 2007- January 2008)
Defined and executed program for field based business development and
recruiting of mid-market resellers for value model.
o Successfully hired five geographic focused and located Business
Development Managers within 45 days of start.
o Developed and established go-to-market business plan for business
development and recruiting.
o Promoted to Director level within 3 months of joining company/
MOTOROLA, INC., Tempe, AZ 2004-2007
Global, Fortune 50 manufacturer and service provider of seamless mobility
communications and embedded computer products with annual revenue of $43
billion.
Director of Business Development and Alliances Management (2005-2007)
Accountable for worldwide strategic partner alliances, supplier business
development, change leadership, while managing a staff Strategic Alliance
Managers.
o Negotiated contracts while leading and forming key revenue-generating
alliance with Intel.
o Co-led acquisition, integration & implementation planning efforts for
sales and marketing departments during the acquisition of Force
Computers. Created a strong unified organization while producing
positive impact on the company sales and marketing teams and culture.
o Built alliance program including hiring and mentoring alliance team
members resulting in strong business alliances and revenue generating
contacts for Motorola.
o Delivered and facilitated DDI classes on six different leadership topics
for future company leaders.
Strategic Alliance Manager (2004)
Defined and executed program for worldwide strategic partner alliance and
business development between IBM and Motorola.
o Successfully negotiated and established IBM OEM and Technology License
Agreements and new supplier relationship.
o Negotiated contract for IBM to distribute Motorola High-Availability
software products.
o Established and developed key executive relationships between Motorola
and IBM.
o Promoted from individual contributor to Director with team/department
oversight in less than one year.
AVNET, INC., Tempe, AZ 1998-2004
Global value-added, Fortune 500 distributor and service provider of
electronic components and computer products with annual revenue of $14.6
billion.
Director, Strategic Business Development (2003-2004)
Responsible for North American strategic partner alliances, strategic
direction, channels growth initiatives, supplier business development,
change leadership.
o Led the negotiations for Microsoft OEM enterprise software server
contracts and established new exclusive supplier relationship for Avnet
in United States.
o Established and developed key executive relationships between Microsoft
and Avnet.
o Drove sales in first eight months from $100k per month to over $500k per
month.
Director, IBM Business Development (1998-2003)
Accountable for all facets of IBM strategic partner alliance in North
America, with additional responsibility to consult and assist Avnet's IBM
related initiatives internationally.
o Developed multiple IBM alliance programs that funded $2 million+
incremental investment and 3-5% rebate to Avnet P&L.
o Served as charter member on the PartnerWorld Advisory Council for three
consecutive years.
o Co-developed Avnet services outsourcing plan for IBM PC Company and IBM
on supply chain restructuring project.
o Named Avnet's Computer Marketing's MVP (FY'01) and recognized at the
Excalibur XII Award Ceremony in Hawaii with CM's Top Performer for
Business Development for IBM program.
ARROW ELECTRONICS, Greenville, SC 1993-1998
Global value-added, Fortune 500 distributor and service provider of
electronic components and computer products with annual revenue of $13
billion.
Business Manager, IBM Midrange Systems (1996-1998)
Responsible for IBM midrange systems product marketing, procurement, and
technical support for the North America.
o Team Lead for on-site acquisition and integration, implementation
planning, and plan execution for sales-support departments of SupportNet
and Arrow's computer group achieving a strong united computer products
distribution organization.
o Led IBM Business Unit from startup of $1 million sales in first year to
support $63 million in sales by the sixth year.
o Served as on Partner Operations Advisory Council for two years.
o Participated in two Accelerated Change Together sessions resulting in
significant process improvement for the supply chain for both IBM and
distributors.
Product Manager, IBM RS/6000 (1993-1996)
Established, managed and grew IBM RS/6000 relationship & program.
o Drove business from initial startup to $12 million annual sales by third
year.
o Invited by IBM to serve on the initial design team for Authorized
Assembler Program resulting in accelerating time to market for Arrow
o Invited by IBM to serve as a member of the RS/6000 Marketing Advisory
Board for two years.
EDUCATION
Bachelor of Science, Management of Human Resources, Southern Wesleyan
University, Central, SC
Master of Business Administration, University of Phoenix, Phoenix, AZ
(Graduated August 2010)
EXECUTIVE DEVELOPMENT
Avnet Executive Global Organizational Leadership Development Program
Avnet Leadership Development Program
Leadership Breakthrough Training, Rapport Leadership International
Services Marketing and Management Institute, ASU Center for Service
Leadership
ARROW Executive Leadership Program
CERTIFICATIONS & OTHER
Speaker for breakout sessions at IEEE-USA annual conference,
[Effective Organizational Communications and Generation Diversity in the
Workplace] 2007
Certified Facilitator for Development Dimensions International (DDI)
Contributing writer to ASU CSL Symposium Strategic Handbook, 2002, 2003
Six Sigma White Belt Certification (Motorola) 2006
Building and Sustaining an Ecosystem White Paper Author, 2006
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