Sales Manager
Resume:
Michael Baker
Email: *********@********.***
Address: **** **** **.
City: Cumming
State: GA
Zip: 30041
Country: USA
Phone: 512-***-****
Skill Level: Experienced
Salary Range: $175,000
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
MICHAEL R. BAKER
*********@********.*** 512-***-****
3158 Neal Ct., Cumming, GA 30041
Director Direct, Channel & OEM Sales Business Development & Alliances
Growth-oriented, tenacious and proactive Senior Sales Management Executive with a hunter mentality, specializing in identifying distribution and integrator partners to propel revenue growth and drive product penetration. Expertise spans sales and go-to-market strategy development, marketing planning, and account management in quickly evolving IT sales environments. Devises and executes concepts into achievable business strategies focusing on expanding company horizons. Insightful communicator, capable of establishing lucrative and significant relationships amongst peers and superiors. Very effective and confident presenter.
AREAS OF EXPERTISE:
Channel Sales Strategy, Product Alignment, Market Segmentation, Sales Cycle Management
OEM Relationships & Strategic Partnerships, Vendor Alliance, Relationship Building and Development,
System Integrators, Market Analysis
Presentations, Negotiations, Marketing Collateral Development, Cross-Selling
PROFESSIONAL EXPERIENCE
Trend Micro, Inc. aaa Round Rock, TX 2010 aaa 2012
Global Leader in cloud security, developing Internet content security and threat management solutions that make the world safer for businesses and consumers to exchange digital information.
Dell Channel Manager
Responsible for all network security, IPS/IDS, email security, and web and virtualization security products. Drove day to day operations between Trend Micro and Dell to engage, align and market Trend Micro products thru Dell in the U.S. market. Met with marketing, inside and field sales leadership, to discuss product placement, competitive pressures, and target customers and overall positioning for Trend Micro. Presented thorough presentations for senior level management for Trend and Dell while aligning products cohesively. Talked directly to end users and customers for feedback and presented at Dell events to ensure sales force and build relationships. Responsible for OEM relationship in Dell's Small and Medium Business segment.
aa Managed all aspects of Dell partnership and responsible for growing Trend Micro/Dell sales in the U.S. Developed and implemented a sales and marketing plan enabling partner sales growth by 19% YoY.
aa Visited and trained call center reps at Dell call centers in Nashville, Oklahoma City, Round Rock, TX, and Panama City, Panama. Presented at various field locations in the US to perform trainings for high level, field technical and sales representatives.
aa Owned and managed a yearly MDF budget of over 1M.
Watchguard Technologies aaa Round Rock, TX/Seattle, WA 2010
Builder of affordable, all-in-one network and content security solutions to provide defense in depth for corporate content, networks, and businesses they power.
Dell Channel Manager, North America
Responsible for achieving sales, profitability, and partner recruitment objectives while establishing productive, professional relationships with key personnel in assigned Dell account.. Oversaw the sales of network security, email security, web security and wireless products in the U.S. and Canada, collaborating with data center technicians to place software in test labs. Ensured the reselling of Watchguard products by Dell rather than competitors i.e. Juniper and SonicWall. Managed all aspects of Dell partnership and responsible for growing Watchguard sales in the U.S. and Canada.
aa Developed and implemented a sales and marketing plan enabling partner sales growth by 150% in 6 months.
aa Aligned, enabled and motivated field sales to engage with OEM partner for 10X existing sales opportunities.
Egenera, Inc. aaa Round Rock, TX/Marlborough, MA 2008 aaa 2010
Automation and management solutions that enable enterprise IT organizations to quickly create secure private, public, and cloud services.
Director, OEM Sales
Grew Egenera / Dell OEM Datacenter software sales in the U.S. and Canada. Strategized and mapped with Dell sales teams how products could benefit consumers. Sourced, built, and maintained excellent channels and alliances while driving large scale business development efforts. Greatly repaired damaged Egenera relationships and reputation at Dell while concurrently and directly managing a territory consisting of AL, LA, KY, MS and TN. Responsible for OEM sales strategy relationship in public and large enterprise in the U.S. and Canada.
aa Spearheaded Lamar Advertising deal which closed at $1.1MM and University of Mississippi Medical Center deal which closed at $800K.
aa Developed long-term strategic relationships with key Dell data-center sales leaders and managers
LANDesk Software aaa Round Rock, TX 2005 aaa 2008
Provider of systems, security, service, asset, and process management solutions to organizations.
Channel Manager, North America
Responsible for growing LANDesk sales via Dell in Canada and the U.S. Improved LANDesk mind-share while facilitating all communications with distributors and Dell sales-makers. Monitored competitor activity and formed plans for increasing market share and communicating channel activities. Attended and presented at trade shows, seminars, product launches and other events related to Dell. Directed and commercialized activities, ensuring that propositions are 'ready-to sell' and executed on schedule and to budget.
aa Developed and implemented a sales and marketing plan enabling partner sales growth $800K to $12MM.
aa Owned and responsible for a MDF budge of over 800K
aa Awarded Channel Sales Manager of the Year for 2007.
aa Earned back to back All Star Club status and trip award.
Dell, Inc. aaa Round Rock, TX, Nashville, TN, Memphis, TN 1994 aaa 2005
Leading multinational computer Technology Corporation that develops, sells, repairs, and supports computers and related products and services.
Inside Sales Manager (2001-2005)
Remained accountable for all account and customer control. Oversaw and managed and provided leadership to team of 14 inside sales reps selling third party and Dell branded Software and Peripherals and APOS services and warranties. Built a solid inside sales team that exceeded sales goals while ensuring that sales pipeline remained full with qualified leads and prospects. Provided management communications to the Sales department while training and coaching the Account Executives.
aa Grew APOS business in Dell's Global 500 segment from 1M a quarter to 2.5M.
aa Received Operations Team Award, Q1 FY06 for cross-functional operational excellence.
aa Promoted several ISR's to management and higher level sales positions
Account Executive (1999-2001)
Promoted to Account Executive
aa Called on Federal Express and their subsidiaries, International Paper and AutoZone
aa Closed $2M Sales Force Automation project at FedEx
aa Negotiated so that Dell became the client standard at IP and AutoZone
aa Earned a spot on the Approved Vendor List for servers at all three accounts
aa Consistently exceeded assigned quotas
aa Awarded aaAVendor of the Yearaa at FedEx
aa Awarded Account Executive of the Quarter, Q3 2001.
aa Recipient of Customer Experience Account Executive of the Quarter, Q2.
Inside Sales Representative (1994-1999)
aa Maintained consistency, responsible for 25% cold calling/75% warm calling.
aa Consistently exceeded assigned quotas
aa Awarded 6 Team Player Awards and 4 ISR of the Quarter Awards.
aa Won Global RFP at NASA for monitors and other peripherals totally over 3M in revenue
aa Won the Dell Circle of Excellence award and trip
EDUCATION & AWARDS
Bachelor of Arts aaa Business Management aaa Concordia University aaa Austin, TX
Dell Circle of Excellence Trip Winner. Top Sales Rep out of over 200
2 Time LANDesk All-Star Club Trip Winner
LANDesk Channel Manager of the Year, 2007
Awarded aaAVendor of the Yearaa, 1999
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