Sales Manager

JAMES RANDAL (RANDY) PIERCE

** ********* ****, **** *

Boston, MA 02131

617-***-**** - cell

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

PROFESSIONAL PROFILE: Dynamic, results-oriented, quota carrying channel

sales and operations manager with 17 years' experience exceeding revenue

goals and developing high-performance teams. Specialties include partner

and channel sales, operations and marketing. International and US markets.

STRENGTHS

. Channel sales and marketing

. Indirect channels, business development, direct sales; single and two-

tier channels/models

. Quota carrier

. Building strategic partnerships/alliances

. Professional certified coaching

. Public speaking; presentations

. Change agent

. Budgetary responsibility

PROFESSIONAL ACHIEVEMENTS

McGHEE PRODUCTIVITY SOLUTIONS, Boston, MA

2008 - Present

Consulting services and products designed to maximize productivity of MS

Office technology investments (ie. SharePoint, MS CRM, Office).

Northeast Territory Manager, Certified Coach, Consultant and Trainer

. Responsible for territory development, sales, operations and delivery

. Productivity Coach for business executives dealing with information

overload and work/life balance

. Increased revenue by 100% through Microsoft alliances

. Created and organized end-user and partner events with Microsoft

. Launched the Microsoft Partner relationship in the Northeast

. Keynote speaker at Boston IAMCP events

ASPEN EDUCATION GROUP, Division of CRC Health, Boston, MA 2006 -

2008

Leading provider of education programs for struggling or underachieving

young people.

Northeast Regional Liaison

. Increased Aspen Education's Northeast sales by 50% ($10M to $15M)

. Built strategic relationships with educational consultants and clinical

professionals

. Instrumental in developing sales operations and workflow within the

company using salesforce.com; cloud computing

. Developed marketing programs, trade show events, and launched tour

programs

REFLEXION NETWORK SOLUTIONS, Woburn, MA 2005 - 2006

Managed email services that are differentiated by their ease of

implementation and use.

Channel Sales Manager

. Start-up; produced more revenue in Q1 2006 than all of YR 2005 (250K)

. Increased number of resellers from 30 to 65 in six months

. Developed Indirect Sales Model and recruited VARs and System Integrators

. Designed marketing plan and established internal sales infrastructure;

salesforce.com; cloud computing

MITEL NETWORKS, VoIP DIVISION, Boston, MA 2002-2004

Leading provider of communications solutions for small, single site offices

to multi-site, large enterprises.

Channel Sales & Marketing Manager

. Managed the HP Procurve relationship, increasing partner revenue by 50%

($2M to $3M)

. Developed strategic alliances with HP Procurve resellers and distributors

. Actively collaborated with marketing department in developing and

delivering comprehensive reseller training

. Key speaker for nationwide seminars, with targeted focus on promoting

product/service awareness

IDIOM TECHNOLOGIES (now part of SDL), Waltham, MA 2001- 2002

Maker of Global Information Management solutions for managing global

content.

Channel Sales Manager

. Start-up; pioneered strategic relationships with Deloitte Consulting,

Accenture, iXL, and Cap Gemini

. Evangelist during outreach programs and awareness campaigns

. Coordinated globalization summits with partners and end-user accounts

SYBASE, INC. (POWERSOFT DIVISION), Concord, MA 1995-2001

Internet Applications Division of Sybase, Inc.

Manager of Volume Channels, Sales, Marketing, and Operations; North America

. Managed $22 million business unit and staff of 10

. Partners included distributors, corporate resellers, VARs, and SIs

. Achieved 130% of revenue quota

. Directed the activities of the sales team and order processing to sustain

monthly, quarterly, and annual revenue objectives

. Responsible for presentations, marketing and sales programs that included

catalog advertising, direct mail, tradeshow specials, NFRs, seminars,

trainings, promotions, spiffs and rebate programs

ON TECHNOLOGY - DaVINCI SYSTEMS, Raleigh, NC 1989 - 1995

Leader in desktop communication tools for Novell Networks

International Territory Director

. Responsible for sales and management of international territories: UK,

Australia, New Zealand, Japan, LA

. Recruited 10 new distributors

. Contracts included new Kanji localization agreement increasing sales 100%

. Management of key end-user accounts such as the BBC, Guinness, Standard

Chartered Bank and the Australia State Revenue Office

Regional Sales Manager and Reseller Recruitment (US Division)

. Sales through the distribution and reseller channel, and ultimate sales

growth of 50% for the west coast territory

. Focus on direct sales and creating end-user pull for channel by

motivating resellers

. Specific programs: hosting reseller conferences, offering spiffs, and

theme promotions

. Top reseller recruiter with over 300 resellers in 12 month program

EDUCATION

UNIVERSITY OF NORTH CAROLINA AT CHAPEL HILL 1989

B.A., Speech and Business Communications

OTHER ACHIEVEMENTS/PUBLICATIONS

Author, "Making Shifts without Making Waves", Coaching and Leadership book,

Chalice Press 2009

Volunteer Work, Hobbies, Interests, and Awards: Community Servings and

Boston Children's Hospital; Certified Stott pilates instructor, Scholarship

recipient, Valwood Coaching; Boabom; Dale Carnegie Sales Talk Champion,

Powersoft Summit Club

Contact this candidate