Sales Channel Account Manager

DREW B. OHMART

***** *. ******* *** ***/***-**** c

Parker, CO 80138

**********@*******.***

SUMMARY

Effective leader with a proven track record of sales, management, and profitability through exceptional business skills, with the ability to produce outstanding results through strategic vision, new business development, team development and relationship. Excellent communication and presentation skills

WORK EXPERIENCE

Pure Storage

MSP Account Executive – West Region 04/20 – 5/21

Managed 15 MSP Channel partnerships in the West region and Canada Region.

Drive satisfied customers while maintaining an overall Account Plan, accurate forecast and working with multiple channel partners as part of the Account Plan.

Generated revenue and working closely with a network of Channel Partners to successfully sell to and sell with the Pure Storage solution.

Building business case and establish value for Pure solutions: develop and present proposals to customers with information that demonstrates the ability of the Pure Storage solution to meet the customers’ business objectives and justify the sale.

Drive account strategies and coordinate team selling efforts with Global Account Team and partners to close business on a quarterly and annual basis.

Prospecting: proven track record of identifying and penetrating new areas of large accounts, reaching decision-makers, and closing business.

Zerto, Inc

Cloud Account Executive – West Region 05/19 – 04/20

Achievement of 134% quarterly/year sales goals for 2019.

Manage 31 Cloud Provider (MSP’s) Channel partnerships in the West Region – Manage current pipeline business

Strategic targeting and prospecting – new pipeline

Account management – from contract negotiations thru Active-billing

Work closely with MSP’s on sales funnel progression, sales enablement, and business planning

Drive cross functional engagement – Sales, Sales Engineering, Marketing, Support, and Management

Develop, track, and communicate territory business plans

Citrix, Inc.

Senior Partner Account Manager 10/17 – 05/19

Manage a focused Channel based ‘Book of Business’, which includes AWS Marketplace.

Achievement of 110% quarterly/year sales goals for 2018.

Develop and manage critical, complex, highly visible, Partner accounts. Co-ordinates, where appropriate, with relevant groups within Citrix and the broader Field.

Represent Citrix at the C Level, inclusive of driving Net New Product growth through the CSPs ‘Go to Market’ Strategy

Develop strategic plan for partner relationships to drive pipeline and exceed net new partner-sourced quota (including Sales VPs, Channel Leadership and Marketing)

Manage the day to day running of the business; conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs

Orchestrate resources to support partner and help strengthen relationships with Citrix including: ensuring all Citrix sales teams and system engineers are engaged and providing appropriate deal support; organizing training; ensuring participation in marketing and partner strategy programs

Drive sales execution through partner by enabling and influencing (enable, co-sell, etc.)

Monitor and provide insight into named partners’ business and technical service capability, financial results, and investment in selling Citrix products and services

Kaspersky Labs

Partner Channel Sales Manager (CO, KS, NM) 9/16 – 10/17

Manage and drive direct sales engagements into a set of Named and non-namend Channel Accounts across geographic location, and through strategic resellers/VAR’S and LAR’s .

Focus on reseller partners enablement and growth. Create and implement go to marketing plans.

Enable and work with new resellers to sell Kaspersky Lab products and services.

Set up POC’s and Demo’s for end users and partners. Deliver the Kaspersky Lab pitch.

Negotiated terms of business with clients and partners to achieve win/win results that provide the basis for strong ongoing relationships across the channel.

Generated new business opportunities and managing the sales process through to closure of the sale.

Enter and manage all SFDC opportunities and forecast accordingly.

Work all renewal opportunities and up sell whenever possible.

Achievement of set quarterly/year sales goals.

Sell new and existing products, discover new opportunities, and secure incremental business.

Generated a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Fortinet, Inc.

Territory Account Manager (CO, UT, ID, WY) 10/15 – 9/16

Managed and drove direct sales engagements into a set of Named Accounts Inc. Fortune 2000 accounts and strategic Partners.

Focused to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services.

Developed executive relationships with key buyers and influencers and leverage these during the sales process.

Coordinated with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.

Negotiated terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships

Generated enterprise business opportunities and managing the sales process through to closure of the sale.

Achievement of agreed 100% quarterly/year sales goals.

Worked and engage with the Reseller Channel Partners to drive and enable business.

Generated a sales pipeline, qualifying opportunities, and accurately forecast pipeline.

Gigamon, Inc.

Regional Sales Director 2/14 – 10/15

Sales of Gigamon's products within an assigned geographic territory focused on developing: New Logo/Greenfield accounts for Gigamon. Colorado, Idaho, Montana, Wyoming.

Achieve sales budget by development of new and existing enterprise accounts

Promoted to Regional Sales Director.

Enter interactions with customers in Salesforce database.

Used available resources to develop effective sales calls; these resources include opportunities identified by previous sales calls, invoices, Tech Service cases, webinar attendees and sample requests

Sell new and existing products, discover new opportunities, and secure incremental business.

Explore, identify, and communicate potential opportunities with the Regional Directors and Senior Regional Director.

Consistently perform effective sales calls throughout the assigned territory and close new business opportunities.

Provide timely communication and follow-up to customers, consistently meet the customers’ expectations.

Ingram Micro, Santa Ana, CA

Ingram Micro Computer Distribution Services, Santa Ana, CA

Channel Sales Executive, Rocky Mountain Region 12/05 – 02/14

Senior Product Manager, Product Manager I & II, Associate Buyer 10/93 – 09/99

Established and manage the Rocky Mountain Channel Sales Region which includes Arizona, Colorado, New Mexico, Utah, Nevada, and Idaho.

Solution Based Selling to 55 reseller channel partners which represented $130 million in annual review for 2013. Optiv, MSN Communications, MicroAge, IT1 Source and GHA.

Year over year growth for 2014 was 18%.

Work with Ingram’s Top Manufacture Partners to focus on increasing sales and awareness within the region.

Co-Manage 6 Inside Sales Representatives in Buffalo, New York.

Responsible for Quarterly Business Plans which target reseller and manufacture growth.

Monitor P&L within the Rocky Mountain territory to ensure profitable and growth.

Work with assigned resellers to increase sales through education, marketing events and entanglement, to ensure they list Ingram Micro as their preferred Distribution partner.

President’s Club winner for 2006 – HP

President’s Club winner for 2008 – Brother

President’s Club winner for 2009 – Motorola

Ingram Micro Field Sales VTN Partnership Award, US - 2012

Averatec, Inc., Santa Ana, CA 03/04 – 06/05

Channel Account Manager

Built and Managed the Distribution/Channel Partner Notebook business representing $30 million for in both the US and Canada.

Established Tech Data, Business Depot Canada, along with other VAR’s and reseller’s, as Averatec Channel Partners.

Determined product mix, configuration and pricing for the Distribution channel.

Responsible for tracking weekly sales and inventory position to ensure proper channel inventory management, along with month sales forecasting and allocation.

Implemented marketing plans within individual Channel Partners to ensure Averatec’s brand awareness in the channel, along with maintaining and tracking marketing budgets.

Negotiated customer contracts outlining company terms and conditions for a valued partnership as well as profitability on behalf of Averatec.

Philips Business Solutions, Atlanta, GA 07/02 – 12/03

Distribution Account Manager, West

Managed Distribution, Ingram Micro and ICG, along with the Direct Reseller channel, Insight, for the Philips Business Solutions Group. Products include LCD/CRT Monitors, Projectors, and Plasma TV’s, which resulted in a $20 million dollar annual business.

Created and coordinated marketing and promotional programs for Distribution and the Reseller channels.

Focused on brand awareness, while promoting quality products, and customer loyalty.

Increased and maintained Distribution and Reseller sales, while price continues to fluctuate.

Managed and tracked monthly sales budgets for the Distribution/Reseller channel to ensure overall profitability.

Continually monitor the channel to determine how to best react to the constant market changes in LCD/CRT Monitors.

Successfully worked with Product Management teams to ensure smooth transition of new products into the channel.

Viking Components, Rancho Santa Margarita, CA 08/01 – 07/02

Distribution Channel Account Manager

Accomplished company initiative by implementing the transition of over 2,000 accounts from direct relationship to a two-tiered Distribution channel relationship.

Managed Distribution and Reseller channel for North America, Canada and Latin America, which represented over 30% of Viking’s overall business. Ingram Micro being the largest customer.

Increased year over year Distribution revenue by 100%.

Coordinated marketing and promotion programs for Distribution and the Reseller channels.

Focusing on brand awareness and promoting quality products.

Developed, managed and tracked monthly sales budgets for the Distribution/Reseller channel.

Managed three Account Representatives.

Kensington Technology Group, San Mateo, CA 09/99 – 05/01

National Accounts Manager

Managed the Western US Distribution channel, Ingram Micro, for security products, input devices and computer cases, which represented approximately 75% of total National Distribution sales.

Increased year over year growth for Reseller and Mail Order accounts by 28%, while maintaining steady growth for Distribution sales.

Managed four Reseller/Mail Order accounts: Insight, Multiple Zones, PCMall, and Club Mac.

Coordinated marketing & promotion programs for three business segments, including US Distribution, Reseller and Mail Order accounts.

Worked with internal Marketing teams to assist in the creation and implementation of channel marketing programs within the various channels.

Developed, managed and tracked annual budgets for the Distribution, Reseller and Mail Order channels while maintaining 100% compliance.

Worked with Product Management teams to ensure smooth transition of new products into the channel.

EDUCATION

Colorado State University, Fort Collins, CO.

Graduation Date: May 1989

Bachelor of Arts Degree in Political Science

Concentration in Economics and Speech Communications

REFERENCES UPON REQUEST

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