Kevin P Sullivan
Channel Supplier / Vendor Relationship Manager / Sales
Strategic, Value Add, Marketing, Development, and Business Results
Results-oriented Business Development / Channel Manager with 20 + years relationship experience in Distribution, with positions in Operations, Marketing and Value Add positioning. Innovative strategists with proven ability to manage and launch products and services in direct and channel markets. Responsible for operational process for quoting, sales and order placement. Successful working with a diverse Suppliers and staff. With a focus on promoting excellence and directing staff to perform at exceptional levels.
Product and Services Vendor Launch
Inside, Remote and Field Based teams
Channel, VAR, B to B, and Cloud experience
Recurring Revenue Model (MRR)
Sales Profit Analysis
MSP and SI experience
2013 to Present
Orange County, CA
Supplier Relationship Manager, North America – Responsible for Launch, Strategy and Execution for diverse line of Vendors including Vendor onboarding, GTM and Launch as well as responsible overall marketing programs.
Vendor Manager covering Enablement, Operational flow, of Traditional and Cloud offerings, including but not limited to: IaaS, PaaS, DaaS, Back Up, Disaster Recovery, SaaS, and Service products.
Monitor Vendor operations regularly to ensure quality of service, including accounting/reporting
Outstanding business acumen effectively leverage overlay resources when working with VAR’s needs and requirements.
Experienced with Start-Up and Existing modeling, forward looking to the end result.
2007 to 2013
Santa Ana, CA
Sr. Manager, Vendor Management / Operations – Responsible for developing and managing all go-to market activities. Managed aspects of Sales and Sales Operations, including evaluating and onboarding Suppliers, establishing relationships with target customers, Vendor Forecast for Cloud and Services Business. Technically savvy, quickly grasp new technologies, and successfully apply skills to increase sales volume and profits. Crate and implement workflow process that streamlines efficiency for sales volume scaling.
Developed Strategic business plan including tactics and tracking
Business Development Channel VAR and IT Distribution Model, Cloud and Traditional products
Strategically increased front end margin two fold, at the same time having a sales volume increase of 20%
Outstanding Business acumen and Effectively leverage overlay resources when working with VAR’s needs and requirements
Successfully managed and approved MDF budgets and back end rebates funds in the millions of dollars.
Mission Viejo, CA
Franchise Operations and Training Manager
Analyzed, restructured the outdated two, one week University into a single five day training Academy, saving significant cost and start-up time for franchise partners.
Set new standards and took on lead role in implementing the “pricing and wage” financial benchmark survey.
Orange County, CA
Center Manager Field Operations - Multi Unit Area Manager responsible for area retail locations including but not limited to, Sales, Operations, Service Work, HR, Marketing, AR and AP.
Repeatedly achieved or exceeded sales objectives through effective monitoring and redirection of staffing, store layout of sales floor as well as continuous training and improvements.
Collaborated with developers and ran as the first beta High Volume location with custom POS system, advised and implemented changes with programmer resulting in streamlined order entry and operational workflow efficiency by 12%.
Developed field sales pipeline review and project costing to win additional sales in assigned district resulting in lead store in Orange County.
Los Angeles, CA
Sales Manager West Regional Office – 2003 – 2004 Created a separate West Regional office for Support Net (Arrow) focusing on regional Key Business Partners. Managed Inside and Outside Sales teams, Pipeline, Responsible for Hiring, Operational flow, Location Setup, Training.
Staffed new sales team and increased sales by 14% by year with a yearend total of $130m
Managed inside and outside sales teams, Key customer supervision, managed pipeline and ordered staging for each quarter end business model.
Operational flow creation and continuous updating.
1996 – 2003
Manager of Technical Services, Presales-
Developed training programs designed to meet changing requirements from the Manufacturer for sales volume and certification levels, implementing the program to take full discount offerings that normally equaled 2% to 6% of topline sales volume for the company.
Set up new value add programs that reduced hard costs of $650,000 and increased sales by 11 % by converting post sale support team into a quoting and presales support team.
Additional operational efficiency projects resulting in savings of $350,000 / $210,000 / $54,000.
Microsoft Outlook, Word, Excel, PowerPoint, OneNote, Publisher
Sales Force, IMTelletrack (Quoting CRM), PartnerWorld, and other exclusive applications
Dr. Karris – Effective Negotiating
Dale Carnegie – Sales
The Senior Product Manager for the Cloud practice oversees the overall business strategy and execution while delivering on product strategy, driving product development, and leading the growth of the Cloud practice at Arrow. The Senior Product Manager must ensure alignment of all overall business plans, sales objectives, and marketing activities, including those executed by supporting marketing functions and business units. The incumbent will be responsible for working with multiple supplier technologies and products culminating with the creation of leading edge cloud solutions that can be seamlessly and successful deployed across Arrows vast channel partner community.
The development and implementation of a sound global Go-to-Market (GTM) strategy will be key to the success of Arrow’s ability to increase market share and visibility within the cloud solution area and to meet or exceed assigned objectives and goals. Product Managers must also develop and maintain a high level of rapport with internal and external stakeholders as the role requires extensive collaboration with individuals and organizations including, but not limited to: Arrow field marketing and support, sales management, inside and outside sales representatives, engineering, operations, accounting and finance, supplier account managers, channel partners, marketing support, and 3rd party contract agencies.
Leadership & Vision
Build a global cloud practice roadmap based on key market trends and compelling opportunities for the hybrid & public cloud market that differentiates Arrow as a cloud market leader.
Provide expert understanding of the cloud market and create a vision and strategy for how Arrow can help businesses move from traditional private data center security solutions to those of hybrid and public cloud solutions.
Understand what cloud businesses would need in order to support their transition to the cloud and be the “voice of the business customer” in developing cloud solutions, thus translating that knowledge into an executable channel partner GTM strategy.
Provide leadership in creating GTM strategies based on well-defined best practices, processes, training, sales and support.
Ability to understand the global hybrid & public cloud landscape, particularly in EMEA and NA regions while being proficient in identifying and incorporating the local market variances.
Ensure alignment of sales and business development priorities to support the goals of the Cloud Business Unit (BU).
Produce business development plans for the cloud practice area in line with the additional cloud practice areas and overall corporate and cloud strategy, initiatives, products, and programs.
Senior Product Manager will be responsible for the ownership of the Cloud product roadmap, key KPIs to drive the business as well as P&L ownership.
Understand how to interpret analytical data and apply it to strategic and tactical plans.