MARK A. STEINBERG

*** ****** *** ******** ** O***5 203-***-**** ad2xvx@r.postjobfree.com

SR REGIONAL CHANNEL Manager

Dynamic and transparent Channel Account Manager with over 28 years of extensive experience and a track record in driving revenue growth in enterprise and channel business, account management, and forging strategic partnerships. Skilled in cultivating strong relationships with channel partners, providing training and support, and ensuring seamless collaboration. Demonstrated ability to analyze market trends and competitor activities to identify new business opportunities. Excellent communication and negotiation skills and a deep understanding of the industry landscape. Committed to exceeding sales targets and fostering long-term, mutually beneficial relationships.

Area of Expertise

Channel Management Account Management Partner Marketing Expense Management Distributor Management Sales Cycle Market Analysis Lead Generation Business Planning Revenue Growth Market Expansion New Business Acquisition Cross-Selling and Up-selling Customer Experience SAAS Solutions Negotiation Contracts Presentation Skills Consultings Cross-functional Collaboration Team Leadership CRM Systems Analytics Market Trends Competitive Analysis Solution Selling Strategic Planning Conflict Resolution On-boarding Processes Skill Enhancement Initiatives Excellent Communication & Interpersonal Skills

Professional History

Sangoma Tri State NY CT NJ Jan 2023 – Present

Sr. Channel Manager

Led strategic initiatives to align partner activities with Sangoma's goals, fostering a collaborative environment that contributed to a 30% increase in successful Major Account Level deals and established long-term partnerships with key clients.

●Collaborate with TSB (master agents) and direct agents in CT, NJ, and NYC, resulting in a 20% increase in Sangoma managed Services and UCAAS sales within the first quarter.

●Successfully trains and develops partner skills in Sangoma product knowledge, facilitating seamless demos, efficient quoting processes, and streamlined setup procedures, enhancing overall partner capabilities by 30%.

●Plays a pivotal role in negotiating and closing Enterprise-level deals with critical partners, leading to a 25% revenue boost and strengthening Sangoma's market presence in the highly competitive NYC area.

●Implement targeted training programs for partners, resulting in a 15% improvement in their ability to articulate the value proposition of Sangoma services, thus enhancing customer engagement and satisfaction.

AppSmart Inc Apr 2021 – Dec 2022

Sr. Channel Manager

Led the region and achieved the highest customer satisfaction ratings, implementing customer-focused initiatives and feedback mechanisms that enhanced overall partner and customer relationships, solidifying the company's reputation for excellence in service delivery.

●Established and nurtured strategic relationships with key partners, fostering a collaborative environment that facilitated the successful launch of new solutions within the portfolio, expanding market presence, and capturing additional market share.

●Successfully recruited and onboarded a high-performing team of sales partners across the Northeast Region, contributing to a 30% increase in regional sales within the first year.

●Achieved and surpassed sales targets, consistently leveraging a robust understanding of Information Technology and Telecommunication industry trends to drive strategic initiatives and revenue growth.

●Implemented comprehensive training programs for advisors from Maine to DC, resulting in a notable improvement in product knowledge and sales effectiveness, ultimately leading to a 25% boost in partner-generated revenue.

TPX Communication Dec 2017 – Apr 2021

Sr. Channel Manager

Played a pivotal role in negotiating and closing Enterprise-level deals with partners, contributing to the successful expansion of TPX services within critical accounts, strengthening relationships with high-value clients, and increasing sales opportunities.

●Collaborated with Master Agents and direct agents in CT, RI, and NYC, successfully driving the sale of TPX managed services and UCX, significantly increasing revenue and market share.

●Spearheaded comprehensive training programs for partners, enhancing their skills in TPX product knowledge, including effective demonstration techniques, accurate quoting processes, and seamless set-up procedures.

●Implemented targeted partner development strategies, resulting in a measurable improvement in partner capabilities across all aspects of TPX products.

●Closed major account-level deals with partners, providing invaluable support and expertise throughout the sales cycle, demonstrating a commitment to achieving success at both individual and organizational levels.

Nextiva NY Northeast Sep 2017 – Dec 2017

Regional Channel Manager

Developed and executed targeted strategies to enhance partner relationships, resulting in a 25% increase in partner loyalty and the establishment of Nextiva as the preferred Hosted UC Solutions provider among Master Agents and MSPs.

●Spearheaded comprehensive training programs, equipping partners with the necessary skills in Nextiva product demonstrations, quoting processes, and system setup, resulting in a 15% improvement in partner proficiency and customer satisfaction.

●Collaborated with Master Agents Intelisys, Telarus, Microcorp, and MSPs to communicate the Nextiva story effectively, contributing to a 20% increase in partner engagement and market share within the territory.

●Facilitated Enterprise and Major Account Level deals in collaboration with partners, closing key deals worth over $2 million in annual revenue and solidifying Nextiva's presence in high-value market segments.

●Implemented a streamlined communication framework with Master Agents and partners, resulting in a 30% reduction in deal cycle times and ensuring a more efficient and responsive approach to customer needs in the Nextiva ecosystem.

PGI Atlanta GA Sep 2016 – Sep 2017

Partner Executive

Played a pivotal role in negotiating and closing enterprise and major account-level deals in conjunction with partners, contributing to a 25% boost in sales revenue, thereby establishing a reputation for successful deal execution.

●Successfully collaborated with Intelisys master agent partners and channel managers in the Northeast region, resulting in a 20% increase in partnership engagements and strengthened relationships.

●Demonstrated proficiency in managing and expanding a base of existing partners, strategically identifying and onboarding new partners, leading to a 15% growth in revenue within the first fiscal quarter.

●Supported comprehensive training programs to enhance partners' competence with PGI products and services, resulting in a 30% improvement in partner product knowledge and increased customer satisfaction.

●Implemented measures to streamline communication and collaboration between partners and internal teams, leading to a 10% reduction in deal cycle times and improved overall efficiency in closing deals.

MeetiingZone Inc Toronto Canada 2012 – 2016

Regional Manager US

Achieved a remarkable milestone by delivering three out of the top five MZ accounts, including prestigious clients such as Ford Foundation, Blank Rome LLC, and Dechert LLP, showcasing a track record of securing high-value partnerships and clients.

●Spearheaded sales representatives' successful management and growth, overseeing both Channel and new Enterprise customers in the U.S. and Canada, resulting in consistent revenue increase and market expansion.

●Exceeded performance expectations by achieving 125% of the plan Year-to-Date, highlighting a consistent commitment to exceeding sales targets and driving business success.

●Demonstrated exceptional networking abilities at National Trade shows, building a robust lead list that translated into tangible business opportunities and enhanced market presence.

●Effectively nurtured and expanded a base of existing partners, implementing strategic initiatives that led to a substantial rise in revenue, showcasing adept skills in partner relationship management and business development.

Also Excelled As

Sr. Channel Manager - Nationwide Conference Plus Inc./Arkadin, Schaumburg, IL 2011 – 2012

Regional Manager Indirect - Northeast Navman Wireless Glenwood IL 2008 – 2011

Director Channel Sales – East Coast Panterra Networks, San Diego CA 2007 – 2008

Director of Indirect Channel Sales Premiere Global Services Inc., Atlanta, GA 2005 – 2007

Vice President Sales & Marketing Communications Design Group Inc., Stanford CT 2000 – 2005

Vice President Sales – Northeast Region DSL.NET, New Haven, CT 1999 – 2000

Regional Vice President – Eastern Region Frontier Conference, New York, NY 1996 – 1999

Regional Vice President Midcom Communications New York, NY 1995 – 1996

District Manager LDDS Communication/Worldcom, New Haven, CT 1992 – 1995

Education

Bryant College

Technical Skills

Tools: Microsoft Office Suite, Microsoft Teams, Salesforce.com, Siebel

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