National Channel Sales Manager
Resume:
Ray J Nichols III
PO Box ***
Sutton, MA *****
**********@*****.*** Cell: 781-***-****
SUMMARY OF QUALIFICATIONS
A highly innovative Information Technology professional with experience in diverse business roles including: channel and direct sales, management, technical sales, support and development. Experienced in multiple technologies and delivering a global perspective as a: partner, client, consultant and vendor. Recognized for the ability to successfully lead and deliver high dollar value to customers and the company by creating an effective technical team and focusing on client relevant delivery of technology and operational processes. Demonstrated skills in:
Business Development/Sales
IT / Consulting Project Management
Managing Multicultural Teams
Channel Development
Strategic Planning & Success Tracking
Financial & Operational Benchmarking
Revenue Generation
Consultative Selling
People Management
PROFESSIONAL EXPERIENCE
Global Technology Systems Inc. – Natick, MA 2016 – 2017
A global designer, manufacturer and distributor of power solutions for mobile devices.
National Channel Sales Manager
Responsible for partner recruitment, training and enablement.
Responsible for managing relationships and expanding presence with strategic partners and distibutors.
Demonstrated sales improvement with revenue growth.
Build and execute on joint Business Plans consisting of Sales, Education and Marketing.
Tech Data – Sutton, MA 2013 – 2016
A global distributor of technology and services.
Channel Account Manager – New England
Responsible for managing relationships and expanding Tech Data’s presence with 70+ strategic partners.
Focused partner recruitment and enablement.
Focused on exceeding fiscal sales goals of $225M+ while managing Profit and Loss. Exceeded quota for FY16.
Built and executed on joint Business Plans consisting of sales, education and marketing.
Demonstrated sales improvement with year over year revenue growth
Channel Development Manager - Northeast
Responsible for partner recruitment and enablement specifically around IBM’s server, storage and cloud offerings.
Developed solutions based bundles and go-to-market strategies.
Enable relationship building and teaming between the Business Partners and IBM Field Sales by engaging in joint Account Mapping, Call Blitz’s, training and social activities.
Built and executed on joint Business Plans consisting of sales, education and marketing.
Demonstrated sales improvement with year over year revenue growth
A2B Tracking Solutions – Portsmouth, RI 2012 – 2013
A global provider of Military-Grade Solutions and services to track assets and manage the complexities of compliance.
Technical Business Development
Responsible for account development, tracking and compliance solutions into DoD and commercial customers.
Channel development and technical enablement of partners including Service Bureau, VAR and OEM.
Act as key liaison between technology providers and product development and product marketing.
Coordinate industry and market research along with customer requirements into product definition and roll outs.
Hewlett Packard - Andover, MA 2010 – 2012
A global designer, manufacturer and distributor of technology and services.
National Partner Business Manager
Focused on Partner sales for HPN in the New England Area and Upstate NY.
Relationship building and teaming between the VAR and HP Networking Field Sales by engaging in join Account Mapping, Call Blitz’s, Trainings and social activities.
Cross sell with server, storage & software channel & field teams with in Focus Partner accounts.
Build and execute on joint Business Plans consisting of Sales, Education, Marketing initiatives contributing to a measurable financial objective and strong ROI on the MDF investment.
Demonstrated sales improvement with Quarter over Quarter revenue growth.
Business Critical Server Sales
Focused on selling HP Business Critical Systems solutions and Business Intelligence to the Enterprise, Commercial and SMB organizations in the New England Area and Upstate NY.
Developed sales and go-to-market campaigns to drive revenue and enhance customer relationships.
Sun Microsystems - Scottsdale, AZ/Burlington, MA 2001 – 2009
A global designer, manufacturer and distributor of technology and services.
Business Development Manager
Managed a virtual team of Systems Practice sales and technical resources, coordinated efforts to maximize revenue and margin. Exceeded sales goals 7 out of 8 quarters, improving Quarter over Quarter and Year over Year growth.
Lead sales campaign by leveraging virtual warehouse and cost plus pricing to increase competitiveness.
Created tailored solutions and associated account messaging and campaigns for clients in support of sales efforts. Solutions included hardware, software, professional services and service.
Leveraged and expanded relations with key vertical ISVs and partners in joint go-to-market strategies to drive revenue.
Coordinated sales strategies and sales campaigns aligned with account plans resulting in increased sales.
Provided both sales and technical account planning with successful results against well-established competitors.
Practice Manager
Managed 22 consultants and architects supporting multiple selling areas ranging from large Fortune 50 accounts to general territory accounts. Responsible for all technical aspects of sales activities.
Exceeded utilization and revenue targets.
Customized and delivered solution portfolios to meet customer requirements within budget while increasing products and services delivered. Included working with related sales, technical management and partner teams to prioritize efforts based on business value while balancing revenue with strategic investment.
Architect
Supported the sales organization by creating specific solutions, messaging and campaigns for client, resulting in consistently exceeding goal.
Developed coordinated technical sales strategies and aligned technology account plans resulting in improvement of sales.
Expanets of Arizona/Vector Technology – Scottsdale, AZ 1998 – 2001
A regional VAR reselling technology and services in the Southwest.
Architect
Lead team contributor in building a customer-driven and quality-committed organization that established over 90% market share in Arizona for HP products.
Assisted with the development and implementation of business plans and budgets to facilitate expansion from the initial corporate office to multiple remote offices.
Microchip Technologies – Chandler, AZ 1997 – 1998
A global designer, manufacturer and distributor of semiconductor products and software solutions.
CAD Systems Manager
Managed staff in support of operations in multiple development location; systems architecture and infrastructure and meet all uptime and financial goals.
Managed the goals, budgets, quality assurance, and scheduling of numerous design and verification systems.
Modernized chip design and verification infrastructure resulting in lower cost and faster time to market processes.
EDUCATION
Bachelor of Science, Computer Science, St. Edward's University, Austin, TX
Activities, Delta Sigma Pi - Theta Omega Chapter
BOARD MEMBERSHIP & VOLUNTEERISM
Board Member, Sutton Board of Assessors, Sutton, MA (2009 – Present)
Committee Member, Hardship Committee, Sutton Lions Club, Sutton, MA (2009 – Present)
Committee Member, Boy Scouts of America, Sutton MA (2010 – 2015)
Volunteer, Sutton Community Television, Sutton MA (2007 – Present)
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