Randy Weeter

630-***-**** • adcslb@r.postjobfree.com

Highly Engaged Sales Leader

Sales, Business Development and Operations leader with over 20 years’ experience. Primary strengths and passion are building/executing sales strategies that deliver top line revenue growth at high gross profit. Strong business development mentality with a focus towards growth through innovation, both professionally and personally. Hands-on builder who leads by example, with an extensive track record of building teams, strategies, new business development, program development, recruiting and sales enablement

Key Skills & Expertise

Building & Leading Winning Sales Teams

Business Development Execution

Speaker, Instructor, Market Evangelist

Strategic Planning, Forecasts & Analytics

Sales Education / Enablement

Negotiating Pricing & Contracts

Sales / Services Operations

Cloud and SaaS Go to Market

Solution & Value Selling Methods

Business & Technical Acumen

Professional Experience

SKC Communications, Inc 2019 - Current

General Manager – Chicago

Responsible for growing Revenues, Brand Awareness, Market Share and Operational Excellence for Chicago and Surrounding markets

Responsible for managing all Sales, Install and Support resources for the region

Presenter, Speaker, Technology/Market Evangelist

Player/Coach – personally delivered 6 net new customer logos and 1.5M in rev within first 9 months at SKC

Built relationships with Vendors, Consultants, GC's, EC's and Architects to expand awareness in Chicago market

Grew Chicago sales organization while increasing both revenue and gross profit within first year

Created regional RFP/Bid processes to align with Chicago market requirements

Prysm, Inc 2015 - 2019

Sales Director – Central US

Built New Central US Business, Revenues, Brand Awareness and Market Share

Led highest growth region in revenue for Prysm globally – 3 consecutive years

Highest number of Net New customer logo wins worldwide - 3 consecutive years

o100% referenceable customers - 60% became repeat buyers within 12 months

Highest consecutive year revenue producer, worldwide

Avaya / Radvision - (Avaya acquired Radvision) 2011 - 2015

Director, Video Channel Sales – North America

Built and deployed North America channel reseller program as well as recruiting and on-boarding methodology of strategic partners within Radvision. Successfully recruited and on-boarded multiple new partners within first 2 quarters while concurrently increasing sales pipeline by >1M.

Managed North America channel integration between Radvision & Avaya through company acquisition. Blended channel programs, pricing, quote to order processes and fulfillment.

Led the development and delivery of Video Sales enablement training, tools and operations within Avaya, to drive new partner recruiting and channel proficiencies while increasing sales funnel. Resulted in recruiting/on boarding 200 authorized partners in the US and over 800 globally. Drove sales funnel growth >100M in US.

Established inventory stock for product in the US for first time in Radvision company history. Base-lined strategy to replicate globally. Reduced order/ship timelines, shipping costs and operational delays while gaining sales out reporting and increasing distributor’s reach and value-add.

Core Team for Avaya Cloud Video solution representing Sales and Channel. Developed and executed Channel Sales Strategy. Delivered Webinars, Sales Enablement Training, Speaker/Presenter at Customer Events. Authorized 150 partners within first quarter of solution availability.

CISCO SYSTEMS / TANDBERG - (Cisco acquired Tandberg) 2009 – 2011

Practice Leader/Business Development – North America

Built the Sales and Marketing RTM strategy for company’s first Cloud-based Video Conferencing practice for the US market under Tandberg. Successfully re-launched Video-as-a-Service Cloud offering with Cisco and set the bar for others in the industry to follow.

Led new Sales and Business Development strategy, while recruiting and on-boarding 50 strategic partners. Grew sales pipeline from zero to >5M in 5 months, while building the business. Achieved FY11 Sales Achiever award.

Created / implemented Commercial / Enterprise channel partner program as well as SMB channel program for new cloud offering. Developed and delivered, all internal / external Sales training and enablement.

AVAYA, INC. 2008 – 2009

Channel Development Manager – Central Region

Designed and implemented partner enablement strategy. Drove effective change throughout the region and delivered 110% quota against a 100M plan.

Developed channel business plans and implemented a strategy for the CDW partnership to increase top line growth. Within 4 months, produced visibility into 13M in sales pipeline through closed loop proactive communication and sales leadership engagement processes, driving accountability and ownership across departments.

SYNTELLECT, INC. (Syntellect acquired Apropos) 2005-2008

Vice President, Global Channel Sales

Built and executed global GTM strategy. Developed a channel sales program, marketing and pricing, Recruited and on-boarded partners such as IBM, Fuji-Xerox and PeopleSoft, driving top line revenue growth from 500k to 2.5M within 18 months.

Led Channel Sales, New Business Development and Alliance strategy throughout 10 countries. Drove top line revenue increases in South African market by 500%, Asia (ASEAN) market by 400% and Australian market by 100% within 18 months.

Directed global sales enablement for both direct and indirect teams on consultative selling and complex sales methodologies. Guided behavioral changes in sales teams that led to increased deal closure rates and shortened sales cycles.

APROPOS TECHNOLOGY, INC. 2000 – 2005

Senior Director Sales – North America

Led team of 12 National direct sales reps and 4 pre-sale engineers with an annual plan of 30M. Restructured organization and cross-organizational processes. Delivered 100% of plan, driving company to its first reported profit, 4 years post-IPO.

Developed new selling strategies, sales training programs and performance management solutions, leading to a 20% increase in deal qualification and conversion rates.

While Director of Professional Services - Authored Professional Services Deployment Methodology used in over 300 global deployments. Increased utilization by 30% and reduced project expenses by 20%.

Led team of 18 services specialists from Project Managers to Developers, while building a Services revenue strategy and creating a catalog of offerings. Produced 1M of incremental services revenue within 1 year.

Additional Experience

Black Belt – Instructor – TaeKwonDo

Education & Training

Business Management and Computer Science North Central Michigan College Petoskey, MI

Additional training includes Ring Central Sales Professional, The Complex Sale, Sales Professional International (SPI), Channel Corp, Team Leadership, Negotiating Techniques, Contact Center Management, along with Public Speaking at industry conferences within US and APAC markets

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