Sales Manager

LINDA H WE

Mobile: 206-***-**** ( E-mail: abm7i1@r.postjobfree.com (

www.linkedin.com/in/lindahowe

SALES/BUSINESS DEVELOPMENT PROFESSIONAL, SOFTWARE INDUSTRY

Senior sales/business development professional with 15+ year track record

of success in direct sales; indirect sales channels and strategic/technical

alliance programs. Developed and managed indirect sales channels (OEMs,

ISVs, VARs, distributors) that generated 10-20% of total annual revenues

for start-up and established hardware/software companies. Account

management of partners included: sales support, marketing support, account

management.

Areas of Expertise

Implementation of Direct & Contract Negotiation Relational Database

Indirect Sales Strategy Lead Generation & Technology

Implemented technical Awareness-Building Middleware

alliance/partner programs Programs Business Intelligence

Customer Care & Go-to-Market Plan Solutions

Relationship-building Development/Execution

Value Offered

. Channel Sales Development & Management: Established and managed

partners and sales channels that increased total corporate revenues by

10-20% per year:

- Implemented first Partner Program for Sybase which resulted in

complete solutions for target vertical markets. Achieved joint

selling with solution providers, closing key customers in financial

services, government and manufacturing.

- Set-up and managed overseas distributor network for Sybase and Now

Software.

. Alliance/Partner Program Development:

- Managed relationships with software vendors whose products were

resold by Sequent Computers.

- Created System Integrator Program, solidifying WebLogic alliances

with hardware and Operating System vendors such as IBM, Sun and

AT&T Bellcore.

. Direct Sales:

- Implemented direct sales strategy for WebLogic that generated $3

million in revenues in first 9 months of product introduction.

- Started Pacific NW Regional Sales efforts for Social Solutions Inc.

Sold Software as a Service (SaaS) web-based case management, data

collection and reporting solution to government agencies and non-

profits delivering social services.

. Account Management

- Management of customer accounts for implementation services, and

follow-on product sales and services.

Professional Highlights

REGIONAL DIRECTOR, PACIFIC NORTHWEST 2007-2009

Social Solutions, Inc.-Baltimore, MD

Implemented strategy for selling hosted, web-based case management, data

collection & reporting solution to government agencies and non-profits

delivering social services in Washington, Oregon, British Columbia, and

Idaho. Software-as-a-Service (SaaS) pricing model.

INDEPENDENT BUSINESS DEVELOPMENT CONSULTANT 2006-2007

Seattle, WA

Developed strategic and tactical channel sales plans for foreign

technology companies who were expanding to the US.

DIRECTOR, BUSINESS DEVELOPMENT 2004-2005

LogiXML Inc. - McLean, VA

Design/implement indirect sales channel strategy for web-based Business

Intelligence solution built on .NET and XML that generated 25% of total

revenues (approximately $500,000) first year.

. Initiated indirect sales channels that included VARs, System

Integrators, ISVs and consultancies.

. Developed marketing and sales strategy to penetrate several vertical

markets including Pharma/Clinical Trials/Medical Research vertical,

and Telecom Expense Control. Wrote case studies and marketing

materials to highlight partners.

BUSINESS DEVELOPMENT CONSULTANT 2002-2004

S3 Technologies - Reston, VA

Developed and implemented marketing and sales strategy for S3's Business

Process Re-engineering and custom software development consulting

services. Markets: mid-size corporations and government entities.

NubiGroup Inc. - Portland, OR

Initiated sales to engineering/IT firms for NubiGroup's online marketing

services.

Kavi Corporation - Portland, OR

Crafted entry to non-profit, educational and government markets for

Kavi's web-based collaboration tools.

DIRECTOR, BUSINESS DEVELOPMENT, SECURE DOCUMENTS DIVISION

1998-2002

Digimarc Corporation - Tualatin, OR

Identified and signed solution providers who incorporated Digimarc's

digital watermarking technology into their government-issued document

security offerings or into consumer kiosks located in retail locations.

Tasks included: selling product concept to initial set of partners,

developing business plan and product specifications and directing

engineering and consulting resources to deliver products and assist

customers in their implementation.

. Sold directly into federal-level government agencies in U.S. and

overseas who produced documents such as passports, visas and employee

identity documents.

DIRECTOR, BUSINESS DEVELOPMENT

1996-1998

WebLogic, Inc. (acquired by BEA Systems) - San Francisco, CA

Defined and implemented strategies for selling first Java-based

middleware heterogeneous information sources which resulting in $3.0

million in revenues in first 9 months of product launch.

. Closed initial end-user sales to Fortune 1000 and government agencies.

. Targeted and signed hardware and software vendors who bundled

technology with their products.

. Initiated PR and marketing activities for initial release of products.

PARTNERS PROGRAM MANAGER 1993-1996

Sequent Computers, Inc. (acquired by IBM Corporation) - Beaverton, OR

Aligned strategic relationships with major database vendors to better

match Sequent's current business model. Wrote and produced joint

marketing collateral.

. Instituted joint selling and marketing program that focused both

Sequent's and partners' sales forces on target accounts.

INTERNATIONAL BUSINESS MANAGER 1992-1993

Now Software, Inc. (acquired by Qualcomm Inc.) - Portland, OR

Established network of 14 international distributors in Europe and Asia

for Macintosh system utilities and personal information tools sold in

retail outlets to consumers. Managed distributors via quarterly revenue

and promotional plans.

. Revenues of $1.5 million in first 12 months of establishing

international distributor network.

. Implemented co-marketing efforts for European distributors.

PARTNERS PROGRAM MANAGER 1991-1992

Intel Corporation - Hillsboro, OR

Managed corporate relationships with major database and hardware

partners, including Oracle and Compaq. Instituted quarterly planning

model that resulted in on-time delivery of joint marketing and

development goals. Wrote and produced promotional materials tailored to

vertical markets.

MANAGER, BUSINESS DEVELOPMENT & INTERNATIONAL MARKETING

1985-1991

Sybase, Inc. - Emeryville, CA

Developed Sybase's first partner program which attracted VARs, System

Integrators and consultancies in Sybase's targeted verticals (financial,

manufacturing, and government. Developed and managed network of

subsidiaries and distributors in Europe and Asia that accounted for 20%

of total revenues (approximately $10 million). Coordinated efforts to

localize products for European markets.

Education

MBA, Finance, Indiana University

MS, Applied Mathematics/Statistics, University of Oregon

BS, Applied Mathematics/Statistics, University of California

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