Stephen DeSisto...

978-***-**** • www.linkedin.com/in/stevedesisto/ • add16p@r.postjobfree.com

Highly strategic Senior Global Business/Channel Development Executive who consistently delivers multimillion-dollar growth within the highly competitive and often volatile technology markets. Brings subject matter expertise to the table, melding deep and broad direct, channel, and alliance sales experience to build valuable strategic partnerships with some of the world’s most notable companies, including Microsoft and Cisco.

Respected for strategic insight, agile execution, and customized solutions that drive continuous improvement and sales excellence. With integrity, leadership, and a passion for mentoring, fosters not only organizational sustainability and individual growth, but trust, collaboration, and consensus among strategic partners and internal and external stakeholders. Possesses a natural ability to influence, motivate, and inspire people to succeed.

Value Contribution Snapshot

Strategic Alliances: Deepened the relationship between Polycom and Microsoft, aligning the two Unified Communications Ecosystems and driving relevant channel programs, growing revenue from the alliance from zero to $300M+.

Channel Development: Transitioned Oblong Industries into a 100% channel sales model. Added $23M annually in new sales, over and above the existing revenue stream, from company’s sole, although major client, for the original product offering, a customized executive presentation “solution-in-a-box.”

New Product Launch: Launched, through Oblong Industries’ new Channel program, a more affordable version of the presentation solution and positioned the new product as a content collaboration tool, driving $8M in additional revenues and doubling the account base with 25 new clients within six months.

Leadership Strengths that Drive Market Success

Strategic and Tactical Planning

Startup, Turnaround, and Rapid Growth

New Market and Business Development P&L

Revenue Improvement

Product and Solutions Launch

Sales Leadership

Change Management Analytics

Negotiations

Global Strategic Alliances and Partnerships

Channel Relationship Management

Performance Management

High-Performance Team Building, Leadership and Mentoring

Career of Aligning Resources for Momentum, Profitability and Customer Engagement

Oblong Industries, Los Angeles, CA, Designs and develops spatial interfaces to control applications and data spread across various displays.

DIRECTOR, WORLDWIDE CHANNEL SALES, 2015 – 2019

Recruited to build and execute a global Channel program, for early-growth stage organization, which had a single major account at the time. Focused on driving overall revenue through distribution, direct and indirect VARs for the company’s “customized video conferencing solution in a box.” Built field sales team, executed go-to-market strategies, and collaborated with cross-functional executive team on new products, sales, and marketing plans. Negotiated with legal team to complete partner agreements. Reported directly to Chief Revenue Officer.

Transitioned 100% of sales to channel sales model, increasing channel revenue from zero to $23M.

Increase sale volume 300%+ by expanding partner/channel base outside of initial, sole client.

Formed joint go-to-market plan with Cisco.

Increased revenue 40% in six months with a new product launch that garnered 25 new customers.

SMART Technologies, Calgary, AB, Developer of interactive whiteboards branded as the "SMART Board."

DISTRICT MANAGER, ENTERPRISE, NORTHEAST, 2014 – 2015

Recruited to build and execute strategic sales plans and lead Northeast team in achieving revenue goals for a “Microsoft Team,” a joint solution with Microsoft. Directed team comprised of Territory and Partner Account Managers, presale and post-sale Technical Leads, and Partner Marketing Manager.

Increased sales 40%; achieved 105% plan to quota and pipeline 120% by building partner ecosystem, onboarding several new and existing SMART partners.

Established alliances with Microsoft, Aruba Networks, Plantronics, Sonus, and Jabra.

Polycom, Andover, MA/San Jose, CA, Developer of video, voice and content collaboration and communication technology.

GLOBAL ALLIANCE/PARTNER MANAGER – AMERICAS, 2012 – 2014

Promoted to drive revenue growth by strengthening relationship between Microsoft Unified Communications (UC) Practice and Polycom. Established and executed accelerated revenue goals for global joint system integrators (SIs). Leveraged and managed 30 regional channel managers to execute plans.

In cooperation with Microsoft UC team, targeted global SIs with Polycom solutions – Dimension Data, CSC, and Avanade.

Increased new net revenues associated with Microsoft $100M in 2012 and $300M in 2013, in part through new partner programs, revenue acceleration plans with global SIs, executive alignment and participations, and joint investments.

Developed relevant channel programs for Microsoft’s channel ecosystems that promoted the value of the joint solution.

Coached both direct and indirect reports on sales leadership, driving revenues on the back end, and engaging and building relationships with MS resellers.

Attained 100% quota in 2012 and 180% in 2013.

UC (UNIFIED COMMUNICATIONS) ALLIANCE/CHANNEL MANAGER – EAST REGION, 2011 – 2012

Upon the creation of one solution, that encapsulated voice, video, and messaging, promoted to national team that was tasked with building SI partner program. Developed and executed strategic plans for joint partners and existing national partners.

Recruited 11 Microsoft SIs into the partner program that 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

Following merger of the business units, undertook oversight of both video and voice products and solutions for the Northeast region. Coached partner sales teams in offering complete UC solutions.

Evangelized and promoted company’s value to partners’ overall business, successfully building partner communities and ecosystems.

Increased partner-generated revenue 80% (120% quota attainment) in Northeast Region by executing on collaborative plans.

REGIONAL ALLIANCE/CHANNEL MANAGER – VOICE DIVISION, NORTHEAST, 2009

Continued growing alliance and channel sales, assuring company’s brand and technology solution became “the standard” among call control alliances and tier 1 and 2 partners. Formulated go-to-market strategies and build field sales team to target tier 1 and 2 SIs.

Established the Polycom product as the go-to-standard by onboarding 10 open standard, on-premise PBX, and hosted voice solution providers.

Increased QOQ growth through entire year; Q1 – 84%, Q2 – 96%, Q3 – 103%, Q4 – 108%.

VOICE TERRITORY ACCOUNT MANAGER – NEW ENGLAND, 2006 – 2008

Joined Polycom to penetrate a new market for wireless telephony products. Oversaw all aspects of client and vendor relationship with Polycom/SpectraLink including analyzing VoIP, wireless telephony, and messaging needs for prospects, proposal development/presentation, pricing negotiations, and entire sales process.

Played key role in expanding from solely direct to alliance and channel sales.

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

Earlier career progression:

IP Telephony Practice Principal, East Region, MTM Technologies, Inc.

Partner/Principal and Vice President, Business Development, CV Communications, Inc.

Account Manager, Business Communications Systems, Lucent Technologies/Avaya/Expanets

Education

BS, Industrial/Manufacturing Engineering, University of Rhode Island, Kingston, RI

Professional Development

Sandler Sales Institute Polycom, Lucent Technologies, and Avaya Sales Certifications

Challenger and Cisco Systems Sales courses Consultative Selling

BUILDING ENDURING RELATIONSHIPS FOR ACCELERATED REVENUE GROWTH

Contact this candidate