Indirect Sales Management
Entrepreneurial and data-driven Channels leader with 20+ years in technology sales, exceeding revenue goals and scaling recurring revenue through strong partnerships and developing focused sales teams. Creative, pragmatic and resource-lean manager.
Expert in GTM strategy development, implementing and managing the partner lifecycle. Excellent negotiator with innovative pricing and win/win business model creation. Hands-on style with experience prioritizing, building and scaling sales processes. Experienced with signing and managing all partner types.
Managed sales, telesales and pre-sales teams. Consistently exceeded quotas, e.g., top manager at
139% of $17M quota, most consistent producer, top indirect salesperson at 212% of $5.7M quota.
Expertise in complex consultative technology sales including business analytics and data integration.
Vice President, Sales
CETRUS, LLC, San Ramon, CA 2015 - 2019
Software Asset Optimization Platform
SaaS application analytics sales with $1k - $50K annual subscription
Developed and implemented GTM strategy.
Signed first 10 customers.
Signed and enabled first four reseller partners.
Principal 2014 - 2015
EH CONSULTING, INC., Moraga, CA
Sales strategy for start-ups / re-starts
Consulted on VMWare Channel Partner Web Sales transition
Sr. Director, Business Development and Channels 2013 - 2014
SNAPLOGIC, Inc., San Mateo, CA
SaaS Cloud Integration Platform
IT sales with $50k - $1M+ annual subscription
Managed 3 person new OEM/SI/Alliances Team.
Booked $800k+ in new OEM/resale revenue and built $3M+ lead pipeline.
Drove strategic corporate relationships with ServiceNow, Tableau and Splunk.
Signed OEM agreements with Tidemark, SumTotal and Appature/IMS Health.
Signed multiple SI/Reseller agreements, including Fruition Partners, Capgemini.
World Wide Sales Leader, AIM Cloud Products 2008 - 2013
IBM CORPORATION via Cast Iron acquisition, San Jose, CA
Cloud Integration - Information Technology Services
IT Sales with $50k - $1M+ annual subscription or perpetual license
Drove WW Cast Iron Reseller Channel in IBM – grew business from 4% to 80% of
$20M run rate in less than 3 years.
Signed multiple ISV’s to Application Specific License (OEM) contracts.
Trained IBM VAD, Reseller, ASL and MSP geo teams on Cast Iron and Cloud products.
Started APAC Cloud Partner ecosystem – trained IBM sales teams and qualified partners.
Erik Hoogerhuis 925-***-**** firstname.lastname@example.org Page 2
Vice President, Business Development 2007 - 2008
PENTAHO CORPORATION, Orlando, FL
Open Source Business Intelligence and Data Warehousing Platform
IT Sales with $50k - $250k+ annual support subscription and $50k - $500k in licensing/development
Negotiated strategic Development Agreements with Axciom and Teradata for $700k and $250k.
Established strategic relationship with Sun Microsystems – multiple internal pilots.
Signed and managed new ISV and reseller relationships.
Managed full time ISV salesperson.
Created Worldwide Channels (ISV and SI) sales, marketing and training programs.
Vice President, North American Sales 2005 - 2007
COMMENDO SOFTWARE, Fremont, CA
Consumer web recording service
IT/Business sale with $25 - $100k perpetual licenses
IT sales with $50k - $1M perpetual licenses
Signed Fujitsu Labs as first US customer.
Built $2.5M cross industry pipeline; company repositioned to consumer space.
Developed strategic Intel relationship – exhibited in Pavilion at CES, January 2007.
Principal 2001 - 2005
EH CONSULTING, INC., Moraga, CA
Sales strategy for software start-ups / re-starts
Created distribution strategies, started territories and business development activities.
Doubled revenue and sold 6 new accounts at Neotonic (acquired by Google).
Built $2.5M pipeline at CrossWeave.
Built $1M Channels product and services pipeline at Enkata in 3 months.
Director, North American Field Channels 1999 - 2001
INFORMATICA CORPORATION. Redwood City, CA
Data warehousing and analytic solutions
Rebuilt organization and infrastructure from ground up.
Grew Channels from 3 to 8 people, created Partner training and competency testing,
built Compensation and Quota models, and signed 2 Global and 120+ SI partners.
Increased revenue from $11M - $25M in less than two years. Fastest growing group.
$25M and 139% YTD on prorated $17M quota FY 00. Top Quota Achieving Manager.
104% of $11M quota FY 99.
Director of Sales, West 1997 - 1999
PERSISTENCE SOFTWARE, San Mateo, CA
Object-oriented, in-memory application server
IT sales with $50 - $500k perpetual licensing
Rebuilt Western US sales territory; hired and trained Pre-Sales consultant.
Signed first company OEM - PE Applied Biosystems at $500k.
105% of $650k quota FY 97. Only Salesperson to achieve Quota in ’97.
$700+k FY 98.
Western Region Manager - INFORMATION ADVANTAGE. #2 and Most Consistent
OEM/Strategic Accounts Manager - ORACLE CORP. - #1 Indirect and 3 100% Clubs
MA, Higher Education Administration – Michigan State University, East Lansing, MI
BS, Biological Sciences – University of California, Irvine, Irvine, CA