THOMAS J. KOCH

Crystal Lake, IL *****

847-***-****

adg7xl@r.postjobfree.com

www.linkedin.com/in/tomkoch1

SUMMARY

SALES OPERATIONS AND CHANNEL MANAGEMENT

Innovative channel sales executive specializing in spearheading high performing, revenue generating operations. Exceptional technology skills combined with proven ability to drive market penetrating strategies, manage and nurture talent, deliver sales growth, form strategic partnerships, and successfully implement and oversee complex enterprise projects. Demonstrated management skills that enhance productivity and drive sustained organizational performance. Technical proficiency in Salesforce CRM and Microsoft Office Suite. SKILLS & EXPERTISE

New Business Development

Talent Management

Channel Marketing

Organizational Roadmaps

Strategic & Tactical Planning

Competitive Analysis

Revenue Enhancements

Project Management

Consumer Insights

PROFESSIONAL EXPERIENCE

GPS Insight, Scottsdale, AZ

Director, Strategic Partnerships

2019 – Present

Responsible for the development of all strategic partnerships to sell / influence GPS Insight’s SaaS offerings. Manage all areas of the GPS Insight National Solutions Provider, Global / Regional Solutions Integrator relationships. Developed 2-tier distribution strategy which allowed rapid expansion of partner program. Develop GTM strategies with partners leadership which includes enablement, training, marketing and incentive programs to accelerate productivity. Key Accomplishments:

Negotiated contracts with CDW, Connection and ScanSource during first 4 months. Developed and executed plan to open distribution of GPS Insight to drive new partner recruitment of both reseller and agent partners. Device sales tripled in first 3 months following launch

Developed meet in the market partnerships with complementary hardware companies such as Samsung, Panasonic and Zebra Managed the transition of integration partners into newly launched Partner Program Developed partnerships with multiple national insurance companies to drive new revenue to sales teams. 200% increase in sales derived from risk management operations. MOBI Wireless Management / Tangoe, Indianapolis, IN / Parsippany, NJ Director of Channels

2017 – 2019

Manage all areas of the MOBI Channel Program through acquisition by Tangoe. Development of Global Channel strategy, program and implementation for global growth. Assess current channel program and take corrective actions to improve sales velocity through existing and new channel partners. Develop channel pricing strategy and the implementation of both tactical and strategic initiative to maximize growth. Additional responsibilities include developing partner scoring, business planning and expense management. Key Accomplishments:

Developed strategic partnership with Apple for mobility management 300% increase in Channel Sales funnel in first 4 months. Double channel partner base with highly scored partners Architected and launched Partner Program from scratch in 9 months Sales Velocity through channel increased over 260% in first 12 months. Named a Channel Chief 2018 and 2019 by CRN

ADTRAN, Huntsville, AL

Director of Channel Sales and Sales Operations

2015 - 2016

Manage all areas of ADTRAN Commercial Markets marketing mix strategy. Maximize profits through effective sales forecasts, inventory management, contract negotiations, and marketing plans. Measure and influence critical drivers of sales productivity and velocity. Additional responsibilities priorities include developing sales optimization solutions, sales territory planning, creating effective sales compensation plans and scorecards. Provide business analytics and recommendations to executive staff. Key Accomplishments:

Oversee $140M in revenue and a reseller network of 4,400 companies. Initiated the National Solutions Provider sales channel Direct Market Reseller (DMR) initiative which resulted in a 30% increase in sales in its first year and forecasted to increase by 60% in year two.

Increased productivity of field sales team in excess of 50% with the introduction of new performance enhancement tools. Negotiated agreement and managed outsourced inside channel management team ADTRAN, Huntsville, AL

Director of US Channel Sales

2011 - 2015

Utilized consumer-focused strategies to convert ADTRAN prospects into Enterprise and Small and Midsize Business (SMB) customers. Upgraded existing products and services through value-added resellers (VARs), strategic partners and system integrators. Established the ADvantage Partner Program providing customer incentives and benefits which raised client engagement and overall channel growth. Met or exceeded 3 year growth projections for ADTRAN strategic products. Certified in Channel Masters, Channel Co. Key Accomplishments:

Increased sales by 42.3% through the execution of a nationwide reseller channel initiative across 8 regions. Attained 125% increase in client network (2000 dealers to over 4500). Raised switch product sales by 250% with the development of promotions in partnership with various cross-functional teams. Increased sales closing rate by 60% and average order value by 35% resulting in a $130M growth in 3 years. Created channel forecasting tool for top selling products which increased sales forecasting accuracy by 85%. Drove marketing strategies that resulted in a 400% hike in Wireless Solutions sales. Awarded The Channel Co.’s CRN 5 Star Partner Program for 7 consecutive years. Won Quota Club in 2012 and 2013.

ADTRAN, Huntsville, AL

Director of Regional Sales

2008 – 2011

Promoted to lead the US Channel Team. Played an integral role in all areas of strategic marketing improvements overseeing business development activities in the Northeast Regional market. Implemented competitive sales strategy, developed budgets, and researched market and consumer insights. Developed new business and multiple strategic partnerships resulting in multi-million dollar project awards.

Key Accomplishments:

Raised target account partnerships by 75% through the implementation of new strategic sales initiatives. Earned Sales Region of the Year – 2010.

Won Quota Club in 2009 and 2010.

ADTRAN, Huntsville, AL

Director of National Account Business Development

2001 – 2007

Oversaw the market of major carrier dealer accounts to ADTRAN’s newly introduced NetVanta Router product line. Led the business development of new and existing major accounts including AT&T, Verizon, Regal Cinemas, Securus, Advance Auto Parts, and Thomson Financial. Oversaw the instructional design for Channel Sales team training materials. Key Accomplishments:

Established a revenue growth of more than $23M.

Developed a monthly internal publication encouraging company-wide transparency of ADTRAN field group activities in National Accounts (Carrier Channel Newsletter). Improved target account sales by 300%.

Won Quota Club in 2001, 2003, 2004, 2005 and 2007. ADTRAN

Business Development Manager

Motorola Inc.

Major Account Manager

EDUCATION & TRAININGS

UNIVERSITY OF ILLINOIS Chicago

Business Management

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