Sales Manager

JILL A. ARCHER

Home: 650-***-**** *************@*****.***

Cell: 650-***-**** Linkedin:

Key Words: Alliances, Partner Ecosystem, strategic planning, Microsoft technology-based, open-source ecosystem

SENIOR MANAGER, DIRECTOR OF ALLIANCES

Senior Alliance professional who is high energy, results-driven, tenacious, creative, collaborative, and

decisive. Ignites successful partnerships in both startup and Fortune 500 companies through exceptional

partner cultivation, management and program development resulting in high partner loyalty, productivity,

and sales results. Skilled in strategic business and account planning, enterprise software sales, new

business development, program development and contract negotiations.

Solution Selling Areas include:

Business Intelligence Data Warehousing CRM and ERP

Collaboration/Portals Application Development Infrastructure Standardization

SELECTED ACHIEVEMENTS

At Microsoft, recognized and awarded by senior management for innovative and creative approaches

to collaborative Field sales engagement resulting in high partner satisfaction. Examples include:

“speed-dating”, State-of-the-District, and Joint Cooking School with SAP.

At Hyperion, promoted by Professional Services Executive team for creating, managing, and

delivering a new Services and Alliance Sub-Contractor Program in a challenging post merger

environment. Drove over $700,000 in incremental revenue within the first six months of launch.

At IBM, awarded for successfully managing, supporting, and delivering the first Online Book

Publishing System to Fireman’s Fund reducing their costs by $8 million and influencing a $35 million

hardware and software sale.

PROFESSIONAL EXPERIENCE

MICROSOFT CORPORATION, San Francisco, California 2002 - 2008

Enterprise Partner Account Manager / Global ISV Partner Account Manager

Managed and drove enterprse district partner business for strategic CRM and ERP ISVs (SAP, Siebel

Systems, PeopleSoft), and high tech ISVs and System Integrators: Citrix, Quest Software, Wipro, Infosys,

British Telecom (BT Services), National System Integrator Allin Consulting (Dell 2009 acquisition) and

local System integrators/ISVs.

Developed and managed sales pipeline, marketing, and execution of multimillion dollar alliance

business for district across key verticals (Oil and Gas, Retail, High Tech, and HealthCare). Drove

and managed over $40 million in FY08 Microsoft partner-driven revenue (achieved 106% of Quota).

Exceeded annual revenue and win goals consistently over last five years.

Conducted targeted account planning and marketing strategy with partners. Uncovered and

developed new leads to closure through consultative selling approaches, utilizing proof-of-concept

and innovative sales incentives and marketing programs. Examples of new deals closed over $500K:

SutterHealth, E&J Gallo (BT Services), McKesson (Allin Consulting); Examples over $1million:

Charles Schwab (Wipro and Infosys); Intel (SAP); Kaiser Permanente (Citrix)

Developed, lead, and executed annual partner strategice business planning including territory

strategy and development. This process resulted in driving multi-million dollar pipelines which

contributed to annual double-digit growth in the district for last 5 years.

1 P age Jill Archer

Established and cultivated executive-level relationships between Microsoft and strategic Partners.

Initiated and established the Western regional executive relationship between Microsoft and SAP.

This lead to executive level sponsorship between SAP and Micrsoft at Intel.

DOCENT, INC., Sunnyvale, California 2000 – 2002

Senior Channels Sales Manager

Responsible for identification, creation, recruitment, contract negotiation, and sales and account

management of Docent’s Enterprise Solution Integrators for the e-learning market space. Recruited 90

percent of Docent’s channel partners in first year of program and grew indirect revenue by 300% in

second year resulting in $3.5 million and exceeding quota goals

HYPERION SOLUTIONS, INC., Sunnyvale, California 1999 – 2000

Director, Services Alliances

Identified, developed and delivered Services revenue-generating opportunities and strategies for

Hyperion. Managed Hyperion’s Services engagements with OEM, ERP, and ISV relationships such as

Lawson, Baan, IBM Global Services, and Global System Integrators (Accenture, Cap Gemini, Deloitte).

PLATINUM TECHNOLOGY INC., Redwood Shores, California 1995 – 1998

Director, Business Development for Regional Integrator Program – Western Region 1998

Generated $3 million in annual channel revenue via recruiting, training, and managing Regional System

Integrators. Achieved mid-year goals of 6-10 partners and exceeded targeted revenue of $1.6 million.

Rolled out program including sales training.

Director, Business Development, Strategic Technology Vendors 1995-1997

Established, built, and managed strategic database management, data warehousing, and applications

relationships. Key accounts included Oracle, PeopleSoft, Sybase, and Informix.

BUSINESS OBJECTS, INC., Cupertino, California 1993 - 1995

Business Alliance Manager

Evangelized business intelligence market while creating, developing, and managing Business Objects’

first Technology Alliance Partner Program. Partnerships included Oracle, Informix, Sybase, Prism, Red

Brick, IBM, and HP. Results contributed to BOI’s IPO, 120% annual growth, and leadership position.

CENTURA (GUPTA) CORPORATION, Menlo Park, California 1991 - 1993

VAR Account Manager, Corporate Sales

IBM Corporation, San Francisco, California 1985 - 1991

Systems Engineer, Sales and Marketing

EDUCATION

Bachelor of Science Degree in Management Science, with MIS emphasis

Case Western Reserve University, Cleveland, Ohio

TRAINING

IBM Sales Education (Atlanta, GA), IBM Programmer Training (San Jose, CA)

Microsoft Solution Selling, 3-DAY MBA Solution Selling.

Siebel CRM, Effective Negotiations, Effective Presentations, Human Factors in Project Management,

Effective Leadership, Coaching, and Communication Skills (Berkeley Extension), CHANNEL CORP.

Channel Sales Training, CHASM Training, Decker Communications Advanced Presentation Skills,

Barry Rhein Solution Selling

Contact this candidate