Sales Manager
Resume:
Mark Carter
***** ******** **., ************, ** 46256
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*********@*********.***
SENIOR-LEVEL CHANNEL & MARKETING MANAGER
Motivated Senior-Level Executive looking to Develop and Execute Channel &
Partnership Business Development Growth thru Expertise in Marketing and
Proven go to Market Strategies.
PROFESSIONAL EXPERIENCE
Manager, Channel & New Business Development, Fusion Alliance, Indianapolis,
IN, August 2007 to January 2010
Created and executed channel marketing programs and campaigns that produced
19 new client
engagements, resulting in a 46% year over year revenue growth, and
equaling 2.1 million -to accomplish key corporate objectives; and led
company to 8 consecutive profitable quarters.
Managed, developed, coached, and motivated 3 -member new BD team - in
solution selling
methodology and negotiations which led to 108% achievement of new
business revenue goal.
Personally closed 1.8 million in new business over 2 year period.
Managed market positioning efforts and led development initiatives that
differentiated
company's products and services; ensured compelling value propositions
and created detailed go
to market plans that delivered value to market and provided new
business opportunities.
Led and managed all channel marketing strategies and relationships across
three
business units; ensured that strategies included market segmentation
definition and analysis,
competitive analysis and strategy, as well as channel strategy and key
account penetration
planning.
Championed two corporate strategic initiatives - including a first-to-
market services offering for
Hosted Testing Services market - requiring cash-flow analysis,
business planning, sales channel
support, contract.
Utilized Channel Programs to create and develop new lines of service
revenue which resulted in
500K new business revenue in a one year period.
Participation in conferences, channel executive round tables; to formulate
divisional business
plans designed to capture share of new/changing markets.
GM, Technology Solutions Group, Van Ausdall & Farrar, Indianapolis, IN,
October 2006 to June 2007
Reported directly to President.
Oversaw Account Executives, Marketing Coordinator, Director of
Professional Services, Service
Engineers and Technicians, Project Managers, Help Desk, Analyst,
Programmers, and
Administrative Assistant.
Managed Sales & Service P&L, including budgeting and forecasting.
Set goals and strategic direction including product and services focus.
Developed new marketing plans, web content, literature, strategies, demand
generation programs,
and launched new product initiatives which resulted in gross revenue
increase of 35% and gross
margin increase of 10% year over year.
Managed all vendor relationships and inventory control.
Partner Business Manager, Hewlett-Packard, Indianapolis, IN, 2004 to 2006
Led sales performance versus assigned quota for managed partners across the
entire portfolio of
HP commercial product and services.
Created, managed, and executed effective, high-ROI joint business plans,
leads, and coordinated
partner's interaction with HP resources that led to #1 territory in
region and assisted in achieving
150 million annual revenue target.
As a result of creating and executing effective demand creation with
partner owners and
executives attained new business development and partner mindshare
growth objectives.
Client & Server Solution Specialist, Hewlett-Packard, Indianapolis, IN,
2003 to 2004
Developed and executed sales strategy & growth plans for Desktops,
Notebooks, Industry
Standard Servers, Business Class Storage, and Services into 84
Enterprise and Mid-Market named
accounts which included 4 global accounts located throughout the
Central Region which
represented 100 million in sold product.
Owned and developed "C" level relationships in fortune 500 companies.
SMB Territory Account Manager, Hewlett-Packard, Indianapolis, IN, 2002 to
2003
Oversaw sales across all commercial business units in the small & medium
business market
segment for Indiana, Kentucky, & Tennessee which included management
of a 14 member
virtual inside sales team and other HP specialists.
Developed and executed go to market strategy and territory growth plan for
10 state Central
Region that resulted in 143% New Business and 130% Margin growth
versus stated plan/goal.
PSG Client Sales Specialist, Hewlett-Packard, Indianapolis, IN, 2001 to
2002
Managed & Developed PSG Partner and New Business clients that resulted in
30 million in sales
within Indiana & Kentucky assigned territory.
Vice-President of Sales, Monfort Electronics, Indianapolis, IN, 1995 to
2000
Designed & Presented new technology training, to over 225 resellers,
distributors, system
integrators and partners in Indiana & Kentucky which led to 15 million
in new sales revenue.
Grew Partner Network by 25% which resulted in 3 million in annual sales
revenue growth.
Engineered & Designed large client server projects for both software and
hardware vendors.
Account Executive, Van Ausdall & Farrar, Indianapolis, IN, 1994 to 1995
Developed new business clients for telephone sales, including hardware,
software, cabling and
telephony solutions which resulted in 500K in new business.
Project Manager, Innovation Marketing, Indianapolis, IN, 1993 to 1994
Managed marketing new Digital Satellite System (DSS) product launch for
Thomson
Consumer Electronics.
Producer / Board Engineer, WFBQ Q-95 / WNDE 1260, Indianapolis, IN, 1991 to
1993
Head Producer for the "Randy Montgomery Show" and "Sunday Nite Live".
Performed editing, voices, and production for "The Bob and Tom Show".
EDUCATION
-
Bachelor of Arts - Journalism - Advertising/Public Relations &
Broadcasting, Franklin College, Franklin, IN
PROFESSIONAL RECOGNITION
Hewlett Packard - Twice named Account Manager of the Quarter 2005
2005 Most Consistent Over Attainment for a 3 Year Period Award, Central
Region
2000 Pinnacle Club Award Recipient
#1 Manufacturers Representative Small & Medium Business Accounts for
Atlas/Soundolier North
America Sales
PROFESSIONAL AFFILIATIONS
Vice-President, St. Simon School Commission
Executive Member, St. Simon School Technology Committee
Executive Member, St. Simon Capital Campaign/New Building Committee
Executive Member, Economic Development Committee - Indiana Healthcare
Industry Forum
PROFESSIONAL PROFILE
Senior entrepreneurial executive with more than 14 years experience
managing sales, marketing,
operations, channel partnerships, and personnel.
Performance-driven, business development/marketing professional.
Expertise in business, sales and marketing, and technology applications.
Proactive self-starter with track record of initiative, personal
responsibility, ownership of work and
reputation for removing obstacles and making things happen.
Highly analytical thinker with demonstrated ability to scrutinize technical
and financial data.
Strong leader who effectively motivates others and directs top-level
strategic corporate initiatives.
Superlative interpersonal communicator, presenter, and negotiator; delivers
effective
presentations to internal and external corporate senior executives.
Creative, dependable, and enthusiastic change agent with proven track
record in improving
efficiencies, reducing costs, and increasing revenues.
Strategic marketer with history of developing new business.
AREAS OF EXPERTISE
--
Business Development
Digital & Emerging Technologies
Development of New Client
Opportunities
Territory Management & Prospecting
Strategic & Operational Technology
Planning
Strategic Marketing Planning
Account Presentation Development
Solution Selling & Creating Business
Value
Product Development
Enterprise Account Relationships
Lead Generation
Business & Technology Alignment
Marketing Campaign Execution
Channel Business Development
Channel Business Planning
Channel Management & Strategy
Channel Marketing Programs
Customer Satisfaction
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