Sales Manager

* *** ******** **** ● Livermore, CA ***** ● 925-***-**** ● abnccg@r.postjobfree.com

Don F. McMahan

Objective

Vice President of Sales, VP of business development for hardware or software

companies looking for growth in the Americas

Summary

• Vice President of Sales, Regional General Manager, United States &

Canada

• Document Imaging, IT Channel Executive

• 29 years of IT channel experience and channel growth

• Peripheral sales, hardware, software including expertise in both scanners

and printers

• Four time recipient of the CRN Top 100 Channel Executives, one of the

Top 10 Executives To Watch, CRN 2006, AIIM Board of Directors 2003-

2007, AIIM Company of Fellows Award in 2009

• A consummate channel executive with high energy, superior leadership,

sales and negotiation skills, with more than a decade of profitable channel

and sales growth in the document imaging market, a team builder and

channel development expert.

• Consulting experience that includes channel design and sales

compensation design for a $700M public company.

Skills and Accomplishments

Channel Building 2008-Kodak,

2 005 Visioneer

Designed a completely new channel program and more than quadrupled the

number of Kodak resellers in the first year to more than 1,000. Created a new VAR

program called the 20/20 Perfect Vision program and grew the Visioneer channel from

virtually zero to more than 1,400 VARs in the first 12 months.

L arge Sales Wins 2 002-2008

2008-Kodak-Large insurance company project-more than 21,000 desktop

scanners for over $12M, Fujitsu wins (2002-2004) include;CVS Pharmacy for 10,000

scanners and two refreshes, Walgreens for 15,000 desktop scanners, RiteAid

Pharmacy for 10,000 desktop scanners, Social Security Administration for 900 MVP

scanners and others..

Professional Experience

Jan. 2007 Feb C ompanyRochester, NY

2 010Eastman Kodak

Vice President of Sales, Regional Business Manager, US&C

Sales, Marketing, Service and P&L responsibility for the United States and Canada for a

multi hundred million dollar business. Invited into the organization in 2007 to refresh the

channel strategy and build a new distributed scanner channel and matching sales

organization. Rebuilt and refreshed the field sales and management team of 50+

professionals including technical field managers, and a business development group for

software.

Managed to completely restructure the channel programs, quadrupled the VAR base,

increased scanner share and made major improvements in profitability through shrewd

program management that still rewarded growth by the partners.

Implemented new tools for sales team improvements including activity based metrics,

new forecasting processes, and pipeline management that resulted in more than double

the active customers and twice the forecasting accuracy of the prior method.

Completely changed the GTM for the service sales team and achieved consistent

almost double digit growth in a down year of the economy for channel service sales.

F eb.2005

A ug.2006Visioneer

C orp.Pleasanton, CA

Executive Vice President of Sales & Marketing

Transitioned Visioneer from a retail/DMR driven company to a broader channel player

with their first VAR channel. Created a new VAR program and successfully on boarded

more than 1,000 new partners, staffed the field sales team with "A" players and grew

share in the desktop market to double digits in less than two years. Built an ISV

business development team, introduced and facilitated the acquisition of a software

company and generally put the company on the map of scanner companies to watch.

M arch 1998 C omputer Products of

J an.2005Fujitsu A mericaSan Jose, CA

Vice President of Sales, US&Latin America

Responsible for over $140M plus in hardware and service in FY2004 . Created the

original GTM strategy still in use today that emphasizes face time with the VAR and ISV

channels and has made and kept Fujitsu #1 in U.S. market share since 2000.

Developed a VAR channel of more than 3,000 partners. Personally recruited and hired

most of the sales organization still in place in 2009 (without any recruiter fees) Was the

first scanner vendor to build out the DMR channel, the healthcare market and grew

volume and share every year to more than 100,000 units in 2004 with strong trending to

more than double that within 18 months of my departure.

Oct. 1996 C omputer Products of

M ar.1998Fujitsu A mericaSan Jose, CA

Director of Product Management, Desktop Printers

Responsible for the launch and market development of the Fujitsu desktop laser family

of printers, as well as the dot-matrix line. Spent a lot of time in Japan with OEM

customers as well as channel build-out in the U.S. before the company decided to exit

the market worldwide in 1998.

Oct. 1994 Oct.1996 Hitachi of America H ayward, CA

National Sales Manager, Displays

Responsible for building, growing and managing a national group of specialty and large

scale distributors for the Hitachi branded 19” & 21” display line. Developed all

distribution and channel marketing programs, managed advertising and a small team to

build their non OEM channels. Hitachi combined this group with Hitachi NSI in 1996.

Nov.1982- Oct.1994 The Pacific Data Group Fremont, CA

President

One of the founders of this specialty VAR that focused on the hardcopy and prepress

market selling everything from large format ink-jet to Kodak dye sublimation

technologies. Top reseller in the region for Kodak in 1993, 94, for Tektronix in 1993, a

Xerox partner for desktop to production class color laser technologies. At its peak the

company had three offices in California and 30 employees selling solutions and

maintenance to aerospace and F1000 companies throughout the state.

Education

Degrees

August 1976 June U niversity-

1 978 California State FullertonFullerton, CA

B.A.Communications

President, Public Relations Student Society of America

Communications Dept.Scholarship, Jan. 1978

Certifications

• anton, CA

2006 AIIM ECM-P

C ertificationPleas

Awards

• AIIM Company of Fellows (#188), April 2009

• CRN Channel Chief, Feb.2009

• CRN Channel Chief, Feb.2008

• CRN Channel Chief, Feb.2006,2004, 2003

Professional and Community Memberships

• Boy Scouts of America-assistant scoutmaster and high adventure leader 2001-05

• Chairman of the Board, Carden West (private) school 1998-1999

• Little League coach, youth soccer coach (retired)

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