Braintree, MA t 781-***-**** t email@example.com
Channel Marketing Manager & Trusted Advisor
“By leveraging his knowledge and experience as well as what seems to be an intuitive ability to understand the needs of your partners, Chuck has already solved several challenges for us. In the two Named Partner Program sessions we’ve completed to date, Chuck has provided more value in strategic guidance than other partners combined have provided in years.” Director of Marketing, ADNET
Lead Generation Event Management Field Marketing
Go To Market Plans Top Distributors Global Public Relations
Award-winning, Channel Marketing Subject-Matter expert with 15+ years of experience in the software industry managing a broad range of relationships, including VADs, VARs, ISPs, MSPs, Alliance Partners and Office Equipment dealers (OE).
Proven record of initiating and managing cost-effective partner & field marketing programs that exceed expectations for global industry leaders like IBM, Progress and Ascential.
Recognized by Partners and senior management as a Trusted Advisor, completing 100+ joint partner marketing plans.
Known for building close relationships with Account Managers and managing effective GTM and enablement programs.
TRUSTED ADVISOR & ACHIEVEMENTS
TRUSTED ADVISOR TO LEADING CHANNEL PARTNERS: Fully leveraged 2-tier distribution model with leaders like IBM, SAP, QAD, Symantec, CA Technologies, Arrow Electronics, Ingram Micro, Avnet, Synnex and TechData. Built strong Go-to-market relationships and provided guidance on optimizing Market Development Funds (MDF).
BOOST CHANNEL SALES: establish a trusting relationship. Facilitate their sales efforts with strong marketing knowledge and programs that enable both teams to be successful.
RECENT SALES ACHIEVEMENTS: 18% over goal audience acquisition goal for 3 consecutive Progress annual conferences, including the inaugural ProgressNEXT 2018 International Conference requiring payment of a conference fee. Achieved 108% MDF utilization in 2018. Managed educational webinar program garnering over 80% partner participation.
INTERNATIONAL MARKETS: Managed Latin American partner relationships at IBM, exceeding pipeline goals and advising on MDF expenditure. Countries included Brazil, Mexico, Argentina, Chile, Columbia and partners like Totvs, SQLWorks, Progressive Software and Flexware.
Continuum, Boston MA January 2019 – Present
Channel Marketing Manager
Hired to create an over-arching Go-to-market strategy and execution plan for Office Equipment (OE) partners and MSPs built on Continuum’s marketing strategy, value proposition and key messages.
•Accountable for execution on strategic priorities, providing overall partner marketing strategy for top 25 strategic partners, developing integrated and comprehensive marketing plans with partner account teams in support of key channel sales and marketing initiatives.
•Team lead and provided insights for suggested best practices on overhauling Partner Support Portal.
Progress Software, Bedford, MA August 2013 – September 2018
Global Partner Marketing Manager
Highly value member of Field Marketing team, provided Progress account managers and partners with best practice guidance, assets and programs to drive truly effective pipeline build activities.
•Developed a channel marketing consultation program that helped partners complete comprehensive marketing plans. Guided partners on execution and effective utilization of Marketing Development Funds. 95% of top tier partners took advantage of this program.
•Core member that developed new partner portal – responsible for all marketing content for the portal. It was very well received by partners for abundance of resources and ease to navigate.
•Developed a Digital Acceleration Program with a partner marketing agency that provided a snapshot of a partner’s current digital footprint and offering suggestions on optimizing their marketing effectiveness.
•Initiated a Partner Enablement Program, including quarterly partner video updates, product & program webinar training events, product workshops, Powered By Progress adoption program and a branded social media platform (via ContentMX) used for to and through partner communications.
IBM Corporation, Cambridge, MA 2004 – July 2013
Worldwide Senior Channel Marketing Manager 2005 – July 2013
•Liaised across organizational boundaries with 4 key IBM stakeholders in North America and Latin America: Channel Sales, Business Partner Marketing, IBM Demand Programs and Brand Market Segment Manager, increasing joint marketing participation by 30% year on year.
•Developed quarterly key focus plays and joint partner marketing demand generation programs, providing territories with assets and guidance for executing successful demand generation activities.
•Managed IBM Software co-funding program for the Information Management brand in US and Latin America, consistently increasing Business Partner utilization every year.
•Collaborated with IBM Channel Sales and partners on lead generation and progression activities, resulting in a 57% increase in validated leads and 70% increase in revenue.
•Managed North America demand program with SAP All-in-One and IBM DB2 partners, increasing pipeline opportunities by 52% and validated leads by 42%.
Senior Manager, Partner Marketing Ascential Software 2004 – 2005
•Integral part of the Ascential Demand Generation team that identified high value Business Partners to execute joint pipeline build activities, including events, webcasts, direct mail and telemarketing. Grew joint marketing activities from zero to over 90% of all campaigns and events.
•Developed online interactive and search based global business partner catalog, allowing high value partners a way to connect with other Ascential partners and Channel Sales, driving additional revenue opportunities.
MS, Communications Management, Simmons College, Boston, MA
BS, Business Administration, Merrimack College, North Andover, MA
IPED Channel Master’s Program May 2018
IBM: Team Excellence Award, Trailblazer Award, Information Management Teaming Award and Sales/Marketing Bridge Builder Award
Ascential: REACH Award, for “Above and Beyond” marketing execution and results
Experience with Salesforce (SFDC), Eloqua, Tableau, and Marketo