Executive Sales Management - Direct and Channel

Glenn Borchert

*** ***** *****, *****, ** *****

972-***-**** – email: ********@*****.***

SUMMARY

A successful executive with a track record for overachieving on revenue and profit objectives, growing effective teams, and building strong channel partner and client relationships. An ambitious self starting leader with strong financial acumen and excellent interpersonal skills. A superb problem solver who has effectively created new profitable revenue streams while unwinding ineffective channels at multiple companies. A winning officer who has increased individual and team productivity through careful hiring, training, coaching, and motivating for continual higher performance.

I have managed successful teams that sold direct to end users, supported a channel strategy, and managed both direct employees and contract labor. Under my guidance by mentoring from direction to delegation, numerous employees have been very successful in their specific role with many promoted into higher levels of management.

I have started and ran 2 small entrepreneurial corporations for profit, ambitiously accelerating sales and developing new accounts and channel relationships. I effectively collaborated within large workgroups at Fortune companies as well as developing the programs and go to market strategies for my business partners.

PROFESSIONAL EXPERIENCE

TigerDirect, Inc. – B2B Computer Reseller 01/13 – Present

Sale Manager – Dallas, TX

As Sales Manager I was responsible for the sale and profit the Dallas office.

•Hire, train and coach 30+ sales agents for TigerDirect products and services.

•Interaction with our customers to insure high levels of customer service, and project planning for future IT rollouts.

•Work with our executive management team to develop and implement sales programs and strategy.

•Have direct relationships with the national distribution channel and service providers who affect our markets.

Command Solutions, Inc. – B2B Computer Reseller

Vice President Sales & Managing Partner – Dallas, TX 01/10 – 01/13

As partner I developed a number of sales channels from existing relationships that grew into national rollouts for several large automotive service providers of interactive point of sale, inspections and management tools.

•Developed partner relationships with IT equipment manufacturers.

•Developed distribution partner relationships within the IT environment.

•Developed financial relationships to provide options for customer purchases.

•Interaction with CxO level executives to develop rollout and equipment strategies.

Upsite Technologies, Inc. - $12 million data center efficiency products manufacturer

Channel Partner Manager – Dallas, TX 08/09 – 01/10

I was responsible for channel development and sales of Upsite products. Upsite Technologies manufacturers’ thermal management products and sells via channel partners.

•Grew channel sales in 2010 16% over 2009.

•Handled the largest account for company and grew business 64% from that account in 2010.

•In 2010 my top 10 accounts provided 33% of top line revenue to the company.

•Territory included Eastern US, Canada and Latin America.

•Developed 18 new channel partners in 2010.

CompUSA, Inc. - $4.5 billion computer reseller/retailer

Corporate Sales Manager – Dallas, TX 03/04 – 3/08

My team was responsible for new customer acquisition and sales in the North Texas area. We functioned as a direct reseller of computer technology and technical services to the small and medium market place. Our customer base ranged from the small business 10-100 employees to a medium customer size of 100 -500 employees. My team sold via our internal CompUSA warehouses and through the national distribution channel. I was also responsible for developing the company’s first true vertical market program that brings together outside partners in delivering a total solution to the markets we served. I also managed CompUSA’s government, education and reseller sales team. My team was consistently in the top 3 business sales units in the company with sales of 1+ million per month.

Autocom Consulting, Inc – Sales/Marketing Consulting and Channel Sales

President/Owner 6/02 - 3/04

I started Autocom Consulting which was dedicated to providing sales and marketing services to companies in the U.S. market. My customers included CompUSA, Inc, AOpen Components Inc, and Profit Pro Software in addition to other local market customers.

•Developed Profit Pro, Inc’s go to market strategy for its online auto parts ordering software. This included developing the market for a client/server solution to replace existing UNIX based systems.

•Channel Sales Representative for AOpen products in the Texas reseller/distribution market.

•Consultant to CompUSA Business Services on sales reporting and internal communications. This included the authoring of a business sales guide for new employees, and a redesign of the daily sales reports to provide faster and more accurate data to the sales teams.

CompUSA, Inc & CompUSA PC, Inc – $7.0 billion computer reseller/retailer

Regional and National Director Positions 8/92 – 5/02

Over the ten year period listed I was promoted several times to regional and national director positions A listing of my accomplishments were:

CompUSA PC – National Director of Sales

•I developed and implemented a plan that included the formation of a direct selling team supported by a call center, B2B E-Commerce and a new product line to service the VAR marketplace. In this role I had three divisional directors that reported to me and who serviced the East, Central and Western territories. My call center manager had a staff of twenty inside sales people. The call center staff also serviced the VAR market opportunities. In November of 1999 we launched CompUSAPC.com and began a mass media campaign utilizing print and on-line advertising. Total sales for my business unit rose from 4 million a month to an average of 12 million during my time in this role.

Regional Director of Direct Sales

•I was responsible for sales within the northeast region to our b2b customers. I had 13 locations that reported to me. Within each location were 2-3 account executives and 6-9 account managers. My teams sold the full range of CompUSA products and services to medium and enterprise level corporate customers. My total budget was 120 million dollars which we exceeded. My team also had the highest services and highest training sales in the company during my tenure.

Regional Merchandise Manager

•I joined the regional team after two years as retail sales manager of the number one retail location in the company. As a regional I had responsibility for 8 locations overall products mix, advertising and pricing. I was also charged with store program compliance, plan-o-grams and store appearance. I was a team lead when we opened new locations within the region.

EDUCATION

State University of New York – Farmingdale – 81-83 – Business Administration

State University of New York – Brockport – 83-85 - Business Administration

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