Resume

Sign in

Sales Leader

Location:
Littleton, MA
Posted:
February 28, 2020

Contact this candidate

Resume:

Stephen DeSisto

Littleton, MA *****

adb1mq@r.postjobfree.com 978-***-**** www.linkedin.com/in/stevedesisto/

Strategically-Focused Sales Leader

Vision to build strategic joint go-to-market business plans that align with value and growth goals.

Builds and executes global strategic plans resulting in accelerated revenue growth. Passion to execute strategic and tactical plans across all lines of business: sales, marketing, engineering and operations for significant revenue and profitability growth.

-Alliance & Partner Management/Enablement

-Analytics: Tracking & Reporting Metrics

-Strategic & Tactical GTM Development

-Team Building & Sales Team Coaching

-Solution/Product Launches & Evangelist

-Account & Territory Management

Professional Experience

OBLONG INDUSTRIES 2015-2019

Director, Worldwide Channel Sales

Developed and executed global channel program for driving overall revenue through distribution, direct VAR’s and indirect VAR’s. Recruited, created and executed go to market plans for strategic channel partners. Built and maintained strong relationships at the executive level with channel partners. Collaborated with cross functional executive team to launch new products, build strategic sales and marketing plans including a joint Cisco go to market plan to drive growth. Lead the Field Sales Team to execute sales strategy and channel enablement. Negotiate with legal teams to complete partner agreements.

Transitioned 100% of sales to channel sales model

Increased sales volume by 300+%

Increased channel revenue from $0 to $15M

Lead new product launch which resulted in 25 net new customers and increased revenue by 40% in 6 months.

SMART TECHNOLOGIES 2014-2015

District Manager, Enterprise, Northeast

Developed and executed comprehensive strategic sales and go to market strategy for district. This included building enterprise, alliance and partner sales plans. Managed team consisting of Territory Account Manager, Partner Account Manager Pre Sale Technical Lead, Post Sale Technical Lead and Partner Marketing Manager.

Established Alliances with Microsoft, Aruba Networks, Plantronics, Sonus, Jabra

Increased sales by 40% and pipeline by 120% in district with global and large enterprises.

Built partner ecosystem by on boarding several new SMART partners and increased sales through existing partner ecosystem.

POLYCOM 2006 – 2014

Global Alliance / Partner Manager, Americas 2012 – 2014

Recruited, built go-to-market strategies and managed global system integrators (SIs) with Microsoft Unified Communications practice into company ecosystem. Established and executed accelerated revenue goals for global joint system integrators. Leveraged and managed 30 regional channel managers to execute plans.

Established relationships with Microsoft UC team to target global SIs resulting in 3 new global SIs offering Polycom solutions: Dimension Data, CSC and Avanade.

Increased net new revenue $10M in 2012 and $30M in 2013 by developing revenue acceleration plans with global SI’s, garner executive alignment and participation, joint investment, line of business / field alignment and coaching sales teams.

Developed course correction plans by holding quarterly business reviews with executive and field sales teams to measure results.

Attained 100% quota in 2012 and 180% in 2013 by executing strategic go to market plans.

UC Alliance / Channel Manager – East Region 2011

Served as key member of a national team that built SI partner program by establishing relationships with Microsoft East Region UC teams. Developed and executed strategic plans for joint partners and existing national partners.

Recruited 11 Microsoft SI’s into partner program that successfully marketed and sold joint solutions.

Achieved 200% revenue to plan by aligning and coaching Microsoft UC, Polycom and SI sales teams in building and executing strategic plan.

Regional Channel Manager – Northeast Region 2009 – 2010

Managed all regional and national partners with significant revenue. Coached partner sales teams in offering complete UC solutions.

Acted as consultant to partners by evangelizing and promoting company’s value to overall business, increasing revenue and client control. Successfully targeted and built partner communities / ecosystems

Increased partner-generated revenue 80% in Northeast Region by executing on collaborative plans.

Regional Alliance / Channel Manager – Voice Division, Northeast 2009

Built relationships with call control alliances and tier 1 / tier 2 partners to ensure company brand and technology solution were preferred voice endpoint and solutions became “the standard” in solution offering. Built go-to-market strategy plans and enabled sales field team for tier 1 / tier 2 telecom SIs.

On-boarded 10 open standard on-premise PBX and hosted voice solution providers that led to standardization on Polycom product.

Increased QoQ growth through entire year (Q1 – 84%, Q2 – 96%, Q3 – 103%, Q4 – 108%).

Voice Territory Account Manager – New England 2006 – 2008

Developed, cultivated and managed relationships with clients / prospects and channel partners. Oversaw all aspects of client / vendor relationship with Polycom / SpectraLink including analyzing VoIP, wireless telephony and messaging needs for prospects, proposal development / presentation, pricing negotiations and entire sales process.

Attained 340% quota in 2006 and 120% in 2007.

MTM TECHNOLOGIES, INC. 2006

IP Telephony Practice Principal – East Region

Built and managed IP Telephony Practice Solutions Practice for East Region. Created go-to-market strategy, managed relationships with OEM’s (Avaya, Cisco, Nortel), account executives and direct clients / prospects, built demand generation plans, and collaborated with professional services team to deliver / implement solution.

Increased IPT pipeline in region from $0 to $10M.

Increased IP telephony revenue from $0 to $2M

CV COMMUNICATIONS INC. 2004 – 2006

Partner / Principal, VP of Business Development

Developed, cultivated and managed relationships with SIs, electrical contractors and clients. Managed client / vendor relationships which included building go-to-market strategy and demand generation programs, creating proposals, negotiating pricing, performing site surveys for cabling requirements and entire sales process.

Increased revenue 65% from 2003 to 2004 and 55% from 2004 to 2005.

LUCENT TECHNOLOGIES / AVAYA / EXPANETS 1997 – 2003

Account Manager - Business Communications Systems

Managed communications needs for 100 corporate accounts. Collaborated with new and existing clients to understand technology infrastructure needs / applications (VoIP, Contact Center, Unified Messaging) and relationship to clients’ business needs. Developed and presented proposals, negotiated favorable pricing and terms, and managed life cycle of product sale. Became fluent in Cisco, Avaya and NEC telephony solutions.

Achieved consistent Achievers Club Award winner 1998 – 2003 (120%+ quota attainment).

Recognized as Expanets “Elite” award winner in 2002 (top 10 sales executive in North America).

Education

Bachelor of Science, Industrial / Manufacturing Engineering, University of Rhode Island, Kingston RI

Professional Development

-Sandler Sales Institute

-Cisco System Sales Coursework

-Polycom Sales Certification Coursework

-Challenger Sales

-Lucent Technologies/Avaya Sales Certification Coursework

-Consultative Selling



Contact this candidate