Sales Manager

STEVEN BACON

817-***-**** cell **** Grand Rapids Drive, Fort Worth, TX 76177 ********@*****.***

SALES & CHANNEL MANAGEMENT EXECUTIVE

An award-winning sales leader offers proven success in cultivating teams to achieve optimal performance on multimillion-dollar revenue budgets for the sale of high tech products and solutions. Negotiates win-win, lucrative partnerships with industry leading businesses to increase both top- and bottom-line impact. Mentors new hires and identifies areas for improvement to enhance efficiency and cost savings in established and startup markets. CORE STRENGTHS: TEAM LEADERSHIP & DEVELOPMENT – P&L MANAGEMENT – STRATEGIC SOLUTION SELLING PARTNERSHIP BUILDING – PROJECT MANAGEMENT – ACCOUNT MANAGEMENT – CLIENT RELATIONS – RECRUITING – STARTUPS BUDGETING – PROCESS IMPROVEMENT – PRODUCT DEVELOPMENT & MARKETING – STRATEGIC PLANNING – PRESENTATIONS NEGOTIATIONS – COST CONTROLS – FORECASTING – MERCHANDISING – TERRITORY DEVELOPMENT – OPERATIONS Select Career Highlights

Managed $20M P&L at The Freeman Company while cultivating a large sales team and implementing new marketing and sales solutions that increased revenue 20% and improved profitability 10%.

Hired by Servergy to create the initial sales and marketing plan for launching a new “green” server technology in the global marketing place using a Channel Partner distribution strategy.

Negotiated contracts with two of the biggest VADs in the world (Ingram Micro and Avnet) to market Servergy solutions; developed marketing programs to support the launch of products to Channel Markets.

Developed and delivered increasingly higher annual revenue and profit budgets for both IBM and 30+ channel partners in the Software Group Branded Channel Marketplace in the US and Canada.

Recognized with IBM Rational Top Gun Award and IBM X-sellerate Top Sales Award; also earned Rational 100% Club for four years and the Cross Brand Top Gun Award. Professional Overview

THE FREEMAN COMPANY,Dallas/Fort Worth, TX 2014-Present Senior Client Solutions Director, Audio Visual

● Own full accountability for $20M in overall revenue while implementing new marketing solutions to drive lead generation for 2018; manage and cultivate 11 sales representatives.

● Serve as Brand Ambassador to other divisions to advance cross-divisional deals and lower rework costs.

● Increased top line revenue 20% while lifting overall profitability 10%; retooled the team, bringing on new staff while cultivating team capabilities and enabling them to exceed sales records each year.

● Achieved 10% YOY increase in sales closure rates.

● Improved collaboration across divisions while lowering costs and lifting profitability by more than 15%.

●Worked on multiple committees focused on improving profit and lead flow. SERVERGY,McKinney, TX 2013-2014

Global Director of Channel Sales

● Set up a process for recruiting alliances as a way to evaluate and decide on partnership strategies.

● Recruited partners globally in order to build $23M in pipeline revenue from high-value targets.

● Contributed to the success of the first sale of server solutions to a major storage manufacturer.

● Uncovered gaps in the go-to-market plan by using statistical data and trends analysis that led to reimaging the business vision/strategy and repositioning on a new business course.

● Acted as point person on alliances with major vendors such as IBM, Red Hat, SUSE, and Intank. STEVEN BACON 817-***-**** ********@*****.*** Page 2 Global Director of Channel Sales Continued...

●Managed relations with two of the top valued added distributors in the industry, Ingram Micro and Avnet, as well as VADs such as SIRIUS, LOGCALIS, and Metrotech; also educated existing hardware resellers.

● Expanded programs for international coverage in Europe, Asia, and the Middle East. IBM, Fort Worth, TX 2001-2013

Software Group North America Cross Brand Channel Manager (2011-2013)

● Administered a comprehensive sales budget of $37M per quarter/$148M per year; oversaw sales of software brands, recurring revenue streams such as maintenance services, integrated and aligned accounts, general business, and SMB markets; achieved budgeted margins for each category.

● Initiated and led creation, planning, and execution of “go-to-market” strategies in support of software value proposition for IBM and channel partners.

●Managed the expansion of partner software portfolio offerings by providing product training, market training, and technical training to cross-functional staff.

● Supported the administration of the Channel Partner sales pipeline and served as the primary account contact at IBM, working to continuously develop partner revenue growth.

● Increased partner sales 30% each year and improved margin for partners by educating them on programs.

● Drove two partners to win Channel Partner of Year awards based on sales performance and increases.

● Supported a partner in closing a deal at the state-level in North Carolina for $5M and executing a follow-up deal the following year that added $2M in revenue.

●Mentored new hires to become self-sufficient in 60% less time than previous recruits. Software Group North America Recruit & Activation Channel Manager (2009-2011)

● Established and built the recruit program from the ground up, owning accountability for working with Ingram Micro and Arrow to build their IBM recruit software programs.

● Developed and implemented strategies to recruit outside of the IBM sphere of influence by identifying new VARs in US and Canada, educating existing resellers on promoting IBM software, and demonstrating ROI.

● Created and deployed processes that enabled partners to see return in 90 days as opposed to 9-12 months.

● Exceeded quotas each quarter of tenure.

Rational Business Partner Manager/Rational Account Manager (2001-2009)

● Built a team of technical staff that were rated as the highest in the Southeast region for sales performance and execution of technical solutions; developed brand recognition for Rational in the territory.

● Sold $3M in Rational software and $1.5M in related services to achieve the highest single sale in territory history; grew sales performance in the region 20% YOY and brought in 70 new accounts.

● Implemented solutions that expedited time to market 30% and decreased errors 70%. SERVICE MERCHANDISE/HELZBERG DIAMONDS 1995-2001

Store Manager

● Owned full accountability for the P&L of multimillion-dollar retail establishments.

● Increased sales an average of 30% YOY during tenure while elevating profit 32% on $10M+ revenue; earned recognition as Manager of the Year.

● Hired, trained, and developed dozens of top performing sales and customer service personnel.

● Oversaw planning and management of store inventory, marketing, and merchandising functions. Education & Skills

BS, Business Administration (Marketing Concentration)– AMERICAN INTERCONTINENTAL UNIVERSITY STEVEN BACON 817-***-**** ********@*****.*** Page 2 MS Office: Word, Excel, PowerPoint, Access, Project, Visio

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