Sales Manager
Resume:
Wayne Calcote
Channel / Alliance Manager
Monument, CO 80132
Tel: 719-***-**** Cell: 719-***-****
abmzx1@r.postjobfree.com
Linkedin: http://www.linkedin.com/in/waynecalcote
Summary
I have been successfully selling and marketing sophisticated software systems
and solutions for over sixteen years. I also have extensive experience
developing and managing channel programs and recruiting and managing channel
partners. For one employer I was responsible for increasing product revenues by
more than 90%. For another I was responsible for recruiting and managing new
partners and more than tripled the partner channel in just eighteen months. My
experience also includes developing and managing strategic corporate
relationships. I have been responsible for business development in the US,
Asia, Latin America and Canada.
Professional
Experience
ImageSource, Inc. Senior Account Manager
Olympia, WA Responsible for developing, building and managing new
Nov. 2007 - July territories for ImageSource.
2009
Sales and marketing activities including trade shows,
seminars, cold-calling and presentations
Contract negotiation
Develop and initiate specific local marketing programs
Manage lead follow up and accountability
FileNet, an IBM Channel Development Manager for SMB West
Company Responsible for recruiting, developing and managing
FileNet/IBM partners
Denver, CO Recruitment activities include trade shows, seminars and
July 2005 - Aug. presentations
2007 Contract negotiation
Develop and initiate partner marketing activities
Manage lead follow up, distribution and accountability
Stellent, Inc. Director of Business Development
(Optika)
Colorado Springs, CO Responsible for developing Stellent's partner channel for
North America
Nov. 2003 - Jan. Achieved quotas for recruiting OEM and reseller partners
2005 Recruitment activities include trade shows, seminars,
presentations and product demonstrations
Contract negotiation
Initiated marketing activities and created ad content
Designed Partner Program collateral and brochures
Redesigned / Implemented Partner Program area of public
web site
Print, Inc. Senior Consultant
Highlands Ranch, CO Responsible for building and managing a new business unit
Mar. 2003 - Sept. 03 to market and sell Document Imaging solutions throughout
the western United States.
Prevalent Vice President of Sales
Software, Inc. Responsible for Sales and Business Development Operations
Colorado Springs, CO Worldwide including:
Nov. 1999 - Mar. Building and managing a reseller channel
2002 Creating and managing OEM relationships
Creating and managing Strategic Alliances
Direct sales of software and services
Increasing product revenue by almost 90%
Contract writing, negotiation and management
Marketing - Including trade shows and seminars, company
and product name recognition, collateral design and
production, press relations
Spicer Corporation Rocky Mountain Regional Sales Manager
Colorado Springs, CO Responsible for all phases of operations within the 13
state region including:
Aug. 1998 - Aug. Direct sales of software and services
1999 Creating and managing Strategic Alliances
Hiring, training and managing regional sales force
Trade Shows and Seminars
End User Training
Creating name recognition in the region
Lead generation
Image Processing Solutions Specialist - Customer Satisfaction
Systems Responsible for customer management and satisfaction,
including:
Englewood, CO New sales within existing customer base
Oct. 1997 - June Managing all phases of customer's document management,
1998 document imaging and workflow projects
Insuring proper operation of systems and escalation of
technical issues
Restoring and maintaining good relationships with
customers
Trade Shows and Seminars
End User Training
Optika Imaging Vice President - International Sales
Systems, Inc. Responsible for operations in Asia, Latin America and
Canada, including:
Colorado Springs, CO Building and managing a reseller channel
Creating and managing Strategic Alliances
April 1993 - July Direct sales of software and services
1997 Contract writing, negotiation and management
Marketing - Including trade shows and seminars, company
and product name recognition, press relations
Optika Imaging Channel Manager, Inside Sales, Sales Support Manager
Systems, Inc. Responsible for all Inside Sales and Sales Support
Operations, including:
Building and managing a reseller channel in the US -
Increased channel by almost 400% in 18 months
Recruiting and managing Strategic Alliances
Direct sales of software and services
Sales support for regional sales managers and resellers in
the US
Recruiting, training and managing sales support staff
Sales Training - Assisted with the design and
implementation of sales training and reseller training
curriculums - Reseller training instructor
Trade shows and seminars
Initiated international sales activities in Asia, Latin
America and Canada
Designed and created Optika's contact manager database
FSE Corporation Sales Support/Purchasing/Inventory Control Manager
Plano, TX Direct sales of hardware, software and services
April 1989 - April Manage Strategic Alliances
1992 End User Training
Inside sales support - negotiations, presentations with
prospective customers
Received extensive training in PC based document imaging
Education Successful completion of courses in business and liberal
Dallas Baptist arts
College Successful completion of courses in biological and
1974 - 1978 chemical sciences
Other Skills Proficient in Microsoft Office applications.
Proficient with collaboration and presentation tools such
as WebEx
Interests and Corporate and community softball teams, hiking, running,
Activities snow skiing and golf. Colorado Springs Park and Rec youth
football coach.
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