Sales Manager

DARLA R. MALONE

Austin Texas

*****.******@*****.*** 512-***-**** linkedin.com/in/darlarmalone

GLOBAL BUSINESS DEVELOPMENT, CHANNEL STRATEGIST AND CHANNEL SALES LEADER

• Adept at transforming, building and managing technology businesses with a focus on strategic planning, skills building, revenue attainment, change management and channel go to market

• Recognized as a discreet and trusted advisor to C-suite Executives

• Built successful partnerships with Arrow, Microsoft, Oracle, Dell Technologies & VMware as well as smaller niche market technology companies.

• Skilled and experienced at successfully leading profitable businesses, managing P&L, and developing high performing talent to consistently exceed expectations and earn promotions. KEY SKILLS & EXPERTISE

Global Channel Executive experience- Expertise in Business Development - Channel Strategy & Development – Global Leadership –C-Suite Sales - Sales Enablement and Acceleration – Industry Expertise SMB to Global Corporations –Technology expertise in Cloud-End Point Security-Iaas-PaaS-Virtualization -Hardware-Software, Expertise in Partner Enablement-Go to market strategy, Playbooks, KPI development CRM analytics and optimization-Revenue attainment, Complex problem resolution. PROFESSIONAL EXPERIENCE

HAYES SOFTWARE, Austin, TX 2017-2018

Vice President, Channels

Leader responsible to initiate channel strategy and partner program in 25 year-old direct sales business model

• Delivered $15,000,000 revenue 50% year over year growth

• Responsible for the acquisition, retention and performance expansion of VARs & Strategic Alliances

• Leadership role of 4 director level & Sr. Manager level personnel nation-wide EMPOWERING A BILLION WOMEN Austin, TX 2017

Consultant

Delivered consulting services around go to market strategy & revenue demand efforts

• Responsible for EBW Alliances strategy and recruitment of Fin-Tech Partnerships

• Delivered $1,000,000 revenue

ARROW CLOUD, Austin, TX (Remote)

Director, North American Sales 2016- 2017

Managed the strategy and execution of Microsoft America’s channel strategy and led sales teams for Microsoft delivering $10,000,000 revenue.

• Directed team 15 channel and technical sales resources and a marketing team of 3 to deliver on marketing plan for digital print, social media, and in-person events.

• Responsible for recruitment and enablement of value added resellers and strategic alliances VMWARE INC. Austin, TX

Director, Strategy and Sales Transformation & Marketing 2013 -2015 Led Commercial Channel & Marketing strategy for Commercial business

• Led rebranding efforts of “The Software Defined Enterprise” which delivered $141,000,000

• Designed and launched a “Partner Portal” and “Velocity to Millions program” which drove frictionless digital engagement delivering incremental $5,000,000

• Reengineered marketing lead funnel and lead scoring methods, delivering double-digit conversation rate DELL TECHNOLOGIES, Round Rock, TX

Senior Manager, Cloud Client Computing 2011 – 2013 Recruited to build Partner Program: recruitment, enablement & channel development strategy Dell’s Cloud Business

• Designed global channel program, built channel teams and vertical markets from concept /infancy

• Delivered $50,000,000. annual quota for 13-state region.

• Recognized with Above and Beyond Award for driving 50% increase in channel production.

• Reduced expenses $1,000,000 by decommissioning underperforming products.

• Designed and launched automated request for proposal (RFP) process, decreasing sales cycle time 6 weeks driving shorter sales cycles

ABSOLUTE SOFTWARE, Austin, TX

Global Channel Manager 2009 – 2011

Led global channel development for commercial and public markets with Dell

• Broadened channel strategy to include Absolute and Dell brand solutions, generating $7,000,000 revenue.

• Collaborated with Dell C-Suite and functional leadership teams to drive technology, branding, customer messaging and sales motions.

• Expanded Absolute technology footprint in global commercial and public markets. LEXMARK INTERNATIONAL, Austin, TX

Senior Sales Account Manager 2008-2009

Expanded Lexmark technology and managed print services footprint in State of Texas.

• Negotiated agency-wide adoption of Lexmark Technology at Texas Workforce Commission, closing $5,000,000 TCV.

• Brokered Dell and Lexmark OEM relationship, establishing Lexmark technology footprint in Dell State of Texas agency customers with Department of Information resources (DIR) contract.

• Exceeded $30,000,000 annual quota by creating state agency custom solution bundles ORBITZ WORLD WIDE, Austin, TX

Director of Business Development 2007

Designed sales strategy of white label and co-brand business unit

• Attained $83,000,000 revenue 60% growth

• Clients included: MSN, Capitol One, Virgin and United Airlines, and Marriott.

• Products – white label of Orbitz booking/search platform DELL TECHNOLGOIES, INC, Round Rock, TX 2003-2007

Regional Sales Manager, Dell Consumer Markets (Dell.com sales team) Directed consumer retail strategy for Dell Consumer Market

• Recognized with Regional Sales Manager of the Quarter Award for $40,000,000 annual quota -125% plan

• Partnered with the product and merchandising teams to deliver double digit revenue growth on Dell.com

• Leadership role of 10 sales managers, 250 consumer sales inside sales reps. – Top Sales Leader Award Field Services Sales Executive, Dell Managed Services, Oversaw managed and professional service engagement sales at public sector account in emerging market position to bringing fee-based services solutions to customers

• Surpassed $30,000,000 annual revenue, earning Key Contributor Award.

• Grew 30% year-over-year (YoY) revenue, through solution based sales methodolgy optimizating solutions, reducing costs and providing customers scale.

Account Executive, Public Division

Revenue generating to 13 state regions - acquisition sales “hunter role”

• Exceeded $5,000,000 annual quota with 131% attainment of plan, resulting in Circle of Excellence Award.

• Served customers in the Public Vertical in State & Local Governemnts

• Drove 86% YoY revenue growth; recognized with Above and Beyond Award for Top Account Executive Acquisition EDUCATION AND PROFESSIONAL DEVELOPMENT AND BOARD POSITIONS Business Associates, Northwest Iowa Community College, Sheldon, IA Business Administration University of Iowa, Iowa City, IA Cyber Vista – Certification Program for CISSP-“Certified Information Systems Security Professional” Landmark Leadership Forum

IPEC Coaching, Masters Certification: Leadership Executive Coaching, ELI-MP, and ICF Accredited Elevate Certification of Entrepreneurial Studies, Ali Brown International, Inc. Business Process Improvement Change Management, Green Belt certified, Tennessee Associates International Serve as Board Member: Survive 2 Thrive Foundation www.survive2thrive.org

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