Business Development Account Manager

Patrick J. King

San Jose, CA ***** 408-***-****

www.linkedin.com/in/patrickking44/ adt85i@r.postjobfree.com

Director of Sales / Channel Sales / Business Development

Accomplished, goal-oriented leader with a comprehensive channel sales management background. Acknowledged as an experienced OEM partner manager, innovative account manager, and tech sales leader with a natural affinity for sophisticated technical products. Demonstrated leadership abilities in managing extensive territories and directing top performing sales teams. Proven track record in penetrating new markets and consistently exceeding organizational sales objectives. Recipient of awards for exemplary sales performance.

Channel Sales Management

Territory Management

Strategic Business Development

Partner On-boarding & Training

Team Leadership

Contract Administration

Partner Program Development

Pipeline Development

Lead Generation

Product Knowledge

Presentations & Demonstrations

Tradeshow Attendance

SaaS Sales Experience

PROFESSIONAL EXPERIENCE

Advantage Homes, San Jose, CA 2021-present

Regional Sales Manager

Manage all operations and project management for 8-sales divisions

Report directly to CEO on all sales and operations

Maintain, update, and forecast all company wide sales inventory

Inspect and manage all new home orders, deliveries, construction to completion

Work and build relationships with all factory’s general management team

Manage all customer services for the entire customer installed base

Supervise 35 sales agents with their forecasts, events, and customer on-site meetings

Oversee all day-to-day operations company wide

Coordinate and support all construction, finance, accounting team for company sales

Manage a book of business 30 million in revenues to the company

ICE Consulting, Milpitas, CA 2020-2021

Sr. Business Development Manager

Identify new customers and business partnerships

Report Directly to CEO

Work with associations affiliated with Health and Life Sciences with Biotech Pharmaceutical companies

Manage all data inputs daily using SalesForce.com

Reporting all new customer engagements setting up demonstrations by cold calling and email campaigns

Scheduling and running all virtual new customer meetings and presentations

Building new pipeline and increasing net new business by selling MSP contracts

SUPERMICRO COMPUTER INC., San Jose, CA 2019-2020

Sr. Business Development Manager

Identify and build new customers and business partnerships through channel sales

Work with Fortune 500 partners in the US at the CXO level

Create executive discovery workshops and briefings

Develop trainings and workshops for partner sales and engineering enablement

Responsible for all West Region business management and new business development

Enable Value Add Resellers and System Integrators including Colocation DataCenters

Oversee all operations in Western Region

LUCIDWORKS, San Francisco, CA 2018-2019

Director of Channel Sales/Business Development

Continuously exhibit leadership expertise in overseeing all channel partner contracts in the West Region Sales Division and developing partner training enablement programs for training certifications. Participate in forecast calls with partner sales management teams and cadence calls with internal/external sales teams.

Act as a subject matter expert by on-boarding and training partners for pre-sales/sales/delivery services development

Oversee all Salesforce.com registrations, forecasts, and lead generation processes, as well as reseller contracts and NDA documentation for partners

Maintain a comprehensive knowledge of complex technical products to deliver informative presentations at trade shows aimed at new prospects

Successfully developed 10 new partner relationships and created >$10M in partner pipeline development, both within the past 6 months

Sell SaaS software platform solutions

HUAWEI, Cupertino, CA

Director of Channels Cloud/Data Center/Business Development

2016 – 2018

Demonstrated leadership abilities to oversee the following: all nationwide Cloud Data Center partnerships; a $45M pipeline of combined partners for Cloud Data Center projects; and pipeline forecasts of all partners reselling IT/IP solutions. Oversaw discovery and EBC sessions at the company’s China Headquarters.

Leveraged business development expertise to create partner programs and business plans for all tier levels of partners

Managed partner enablement sessions with 56 channel partners in the U.S. and recruited 7 enterprise Global 1000 partner/resellers for the West Sales division

Earned recognition for attaining 110% of annual goals ($30M) and creating $30M in net new pipeline development from 5 partners over 12 months

Successfully on-boarded, trained, and certified prominent new partners such as WWT, Fusionstorm, Insight, and CDW

LIVEACTION, Palo Alto, CA

US Channel Account Manager/Business Development

2014 – 2016

Maintained responsibility for business forecasting using Salesforce.com; partner relationships at the executive and technical levels; channel sales process definition; and Cisco OEM relationship generating $4M in revenues. Collaborated with sales groups, channel partners, the engineering team, and the marketing team on processes. Developed strategies to acquire new channel partners and built channel partnerships. On-boarded partners such as NexusIS, Dimension Data, NTT, and Kambrian.

Successfully trained 300+ Presales, Sales, CCIE Engineers across the U.S. LiveAction partnership community and trained/certified 8 VARs on Network Performance software solutions

Signed 4 new Global 1000 partners/resellers within the first year in the role and subsequently built a new partnership pipeline of up to $25M+

Consecutively surpassed sales targets: Quota 2014 - $4.5M (achieved $6.3M – 140%) and Quota 2015 - $8M (achieved $10.8M – 135%)

Architected lead generation campaigns by working with partner Cisco between LiveAction and Cisco sales teams

Sold and managed SaaS sales software platform solutions

HP, Sunnyvale, CA

Partner Account Manager/Business Development Manager

2008 – 2014

Managed 3 sales districts, while streamlining business models between HPSS sales and channel partners and initiating team selling relationships with HPSD/HPSS organizations.

Generated >95% bookings through partner contributions

Orchestrated partner ELA contracts for prominent brands such as Rockwell, Best Buy, Boeing, Phillips, CVS, and Cargill

Sold SaaS platform software solutions

Continuously delivered exemplary sales results: FY13 Quota $26M-Achieved 103%; FY12 Quota $13M-Achieved 155%; FY11 Quota $16M-Achieved 101%; FY10 Quota $12M- Achieved 130%; FY09 Quota $21M- Achieved 102%; and FY08 Quota $4.6M- Achieved 155%

Earned the Top Bull-Dog Award for Outstanding Performance (FY09) and Top-Dog Award for Over-Attainment of Yearly Quota (FY08)

Earlier experience as Senior Manager, Channel Sales and Senior Manager, Sales

EDUCATION

Bachelor of Arts: Liberal Studies San Jose State University

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