Sales Manager

LAURA CECIL

Email: acat6a@r.postjobfree.com

Sales & Marketing Executive

Channel Marketing and Product Marketing Technical & Sales Training for VARs & Sales Reps

Channel Partner Management Creation and Maintenance of Intranet & VAR Websites

Strategic Planning & Partner Alliances Marketing Communications & Events Management

Product Management & Account Management Consultative Selling/Spin Selling

New Market Development Distributor IT Management

A seasoned, results-oriented Channel Sales & Marketing professional with a demonstrated track record for success in negotiations

in the computer industry. Strengths include Sales, Business Development, Channel Marketing, and Innovation in the distribution

channel, e-tail, retail and Value Added Resellers. Significant skills in account management and delivery of bottom line profit.

Proficient at quickly establishing business relationships, working effectively with individual and groups and in acting as a liaison

between a company, its internal staff, external vendors and clientele.

PROFESSIONAL EXPERIENCE

EDGEWAVE– CHANNEL DIRECTOR, WESTERN REGION San Diego, CA 12-2012 / 5-2013

• Responsible for developing the Western territory of the US & Canada. Managing and growing existing portfolio of Channel

Partners, distributors Interwork Technologies & Tech Data and the end users reporting to Vice President of World Wide

Sales. Work with the marketing and executive team to refine and execute the company’s channel sales strategy. Develop

mutual performance objectives, financial targets, and critical milestones for our partner program.

• Develop business plans and sales strategies for our distribution and VAR programs that ensures attainment of company sales

goals and profitability. Develop and execute sales channel policies, strategies and tactics.

• Analyzing sales performance metrics in order to identify develop and implement sales operations processes and procedures

that will increase channel performance and operational efficiency. Tracking of sales channel performance and trends relative

to operational goals and identify gaps and areas for driving efficiencies and improvements.

• Preparing and delivering presentations, facilitating all communications with Distribution and VARs, monitoring competitor

activity and forming plans for increasing market share and communicating channel activities.

• Developing marketing programs for distribution and VAR’s. Delivering value propositions and other key messaging via

seminars, tradeshows, trainings, industry presentations and events.

WEBSENSE –CHANNEL ACCOUNT MANAGER (CAM)/ DMR/ICAM San Diego, CA 10-2006 / 5-2010

Reason for leaving –laid off

• Responsible for accurately forecasting and developing and maintaining a pipeline of qualified opportunities and the

maintenance of sales forecasts and reporting analysis of monthly, quarterly, and annual partner targets in the Southwest

designated region of the United States which included some National Accounts. While on the DMR side managed PC

MALL, Zones, En Pointe, PC Connection and assisted with Dell/ASAP, Insight, Fishnet, Accuvant & Ingram Micro as a

CAM managed all the VARs in my Southwest Territory of CA, AZ, NV and HI. Won several CAM contests.

• Responsible for locating, recruiting, training, educating and developing qualified Channel Partners in order to achieve

corporate objectives of sales, growth, profits and visibility within the partner community both regional/national. Developed

and implemented channel marketing programs. Created product marketing strategies.

• Responsible for the creation of a business plan per my Top 10 Partners in addition to expanding sales to existing accounts

and building new business opportunities from a list of target customer accounts. Drove the sale process by providing and/or

coordinating appropriate resources for partner generation and management of leads and training partners on Websense

products, systems and enablement tools.

• Pro-actively interfaced with prospects and reseller partners on a daily basis via in person meetings, industry events,

telephone and email to provide assistance and support the closure of revenue opportunities and to educate partners on the

Websense Partner Program value proposition along with ensuring the in-depth knowledge of Websense products and

technologies, competitive products and industry trends.

• Performed ongoing analysis and reporting on meetings with partners and end users, conference calls, product demo’s,

webinars, industry events and supported tracked sales opportunities in our partner database/Salesforce (leads, deal

registrations, quotes, rebates, promotions, marketing programs etc.) and drove partners’ revenue generation activities.

LAURA CECIL

P.O. Box 4430 Carlsbad, CA 92018 Cell: 760-***-**** Email: acat6a@r.postjobfree.com

ACTIONTEC ELECTRONICS-VAR/ACCOUNT MANAGER Sunnyvale, CA 1-2002 / 8-2003

Recruited to assist an underperforming sales division. Reason for leaving- the entire division was laid off

• Responsible for North American channel sales efforts of wireless networking and analog and broadband communications

products.

• Channel focus included retail, e-tail, distribution, VAR, Tier 2 & 3 OEM and ISP Accounts.

• Responsible for all aspects of the Actiontec partnership –meeting revenue and growth objectives in sales, marketing,

merchandising, pricing, promotional activities, and training.

• Met with key clients, assisted sales reps with maintaining relationships and negotiated closing deals.

• Managed new product introductions into the channel and managed inventory levels.

• Created and executed account specific promotions and national promotions.

• Provided sales and product trainings at accounts. Represented the company at distribution, reseller and industry trade

events.

• Worked with distributors to drive vertical channel initiatives such as telecom, government and educational channels.

• Key Accounts were Ingram Micro, BUY.COM, Insight, PC Mall, J&R Computer World, Global Computers, Tiger Direct,

Provantage, Baillio’s Inc, RCS Computer Experience, DataVision and Ecost.

LINKSYS- BUSINESS DEVELOPMENT MANAGER, RETAIL ACCT. MANAGER Irvine, CA 8-2000 / 1-2002

Reason for leaving- job change to include International travel to South East Asia.

• Responsible for the development, execution and return on investment of Linksys Distribution, by planning and executing

effective channel promotions, programs and communications.

• Created and maintained highly visible in-store displays, maximizing all areas of opportunity and focus on Linksys market

share on a weekly, monthly and annual basis.

• Managed marketing initiatives through multi touch campaigns including advertising, events and publications.

• Created, tracked and evaluated metrics and management reporting on marketing performance and effectiveness of

programs, offers, channel, markets and product mix.

• Minimized channel conflicts, addressing inventory challenges and increase market share in DSL and other broadband

networking and telephony peripherals.

• Leveraged strategic planning and industry trend analysis to identify market place opportunities, construct business cases and

formulate new offers, rebates, incentives and promotions.

• Managed new product launches, coordinating with Product Marketing and Product Management.

• Contributed to corporate marketing initiatives that including branding and messaging.

• Budgeted and monitored expenses and making the most effective use of channel expenditures.

• Consistently monitored price levels, competitors, and overall industry trends.

• Negotiated and implemented prominent web exposure of products.

• Developed clear product line plans at each account to support the strategic direction of the company.

• Worked with Channels addressing the small business and SOHO markets, including telecom, government, education, direct

response marketers, distributors and VARs in the United States.

• Managed the following accounts: Best Buy, Comp USA, Staples, FRYs, Office Max, Office Depot, and Charter

Communications in the US and in Europe: Ingram Micro, Dixons, PC World and Nationwide VARs in the U.S. only.

LAURA CECIL

P.O. Box 4430 Carlsbad, CA 92018 Cell: 760-***-**** Email: acat6a@r.postjobfree.com

CYBEROFFICE TECHNOLOGIES-CHANNEL MKTG/DISTRIBUTION MGR Carlsbad, CA 7-1998 / 7-2000

Reason for leaving –laid off as the company closed its doors.

• Developed and wrote communications pieces, including program and promotion announcements, advertisements, web

content, training materials, lead generation programs, reseller sales and marketing tools.

• Designed and executed Marketing Programs to generate interest and recruit VARs and created VAR website.

• Managed and executed the localization strategy of channel programs, promotions and industry events.

• Developed, implemented, managed and monitored strategic sales plans to accommodate corporate goals and ROI for all

reseller promotions.

• Developed and managed channel sales contracts, promotions, programs and account activities.

• Represented company at trade association meetings to promote products and deliver sales presentations to key clients as

well as maintaining relationships and negotiating bids and volume opportunities and closing deals.

• Performed special projects, analysis and other duties as assigned.

GLOBELLE/ GBC TECHNOLOGIES/VITEK SYSTEMS –BUYER/PROD. MGR Carlsbad, CA 5-1996 / 6-1998

Reason for leaving laid off as the company closed its doors.

• Awarded Intel Top Performer

• Managed a Marketing team of 4 people, responsibilities included planning, budgeting and tracking of Coop/MDF funds.

• Managed and maintained inventory levels in excess of $7 million dollars for Intel Corporation and American Power

Conversion.

• Created, planned and implemented sales and marketing programs to promote Intel and APC products to sales executives and

resellers to increase market share.

• Maintained ETA’s, negotiated contracts, communicated cost changes, resolved pricing variances, reviewed competitive

vendors and bids, scheduled shipments, resolved shipping discrepancies, volume forecasting and vendor relations.

• Planned, coordinated and participated in sales trainings, sales meetings, special events and industry trade shows.

Additional Work Experience:

INDEPENDENT CONTRACTOR, San Diego, Orange and Riverside Counties, CA

Human Resources Trainer for HR by the Hour in San Diego, CA

Corporate Recruiter for Murray Staffing in Escondido, CA

Consultant for T & F Custom Wood Products in San Marcos, CA

Outside Sales for It’s Scooter Time in Menifee, CA

EDUCATION

CALIFORNIA STATE UNIVERSITY Bachelors of Science in Business Administration, Deans List

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