Nickell Melo

408-***-**** aduxj8@r.postjobfree.com LinkedIn

Partner Program Manager

SUMMARY

• Global Partner Marketing, Alliances, and Enablement background with 25 years of experience.

• Focused on building relationships, thinking outside the box and rolling up the sleeves to drive organizational success.

PROFESSIONAL EXPERIENCE

Freelance Consulting Services (Amplify Through Partnering) -- April 2022--Present

• Work with SMB/Ent (SaaS/SW & HW) companies to scale their business to, through and with the channel

• Direct, Distribution/2T, Multi-Channel (Co-sell, Affiliate, Referral, and Marketplace)

• Partner Manager Expertise Includes:

o Develop/Execute: Strategy, Programs, Recruitment, Onboarding, Enablement, Incentives, Reporting

o Create/Manage: Content, Copy Writing, Campaign and Digital Marketing Expertise o Communicate: Dashboards, Newsletters, eMail, Social, Training o Streamline: Processes to minimize silos and automate where possible to improve efficiencies

o Customer is king: Excellent dedication to team and customer success skills

Partner Business Development, Alliances Manager

The Spur Group, June 2021 – March 2022

• Led, implemented, and managed a scalable alliance practice with Partner Relationship Management (PRM), Incentive, and Ecosystem partners.

• Worked with partners to create joint plans supporting revenue goals by providing a connected vision, approach, replicable processes, campaigns, tools, resources (decks, case studies, templates, etc.), and offerings to support the partner ecosystem.

• Collaborated cross-functionally with internal service lines (i.e., Sales, Marketing, Automation, Operations, Artificial Intelligence (AI), Business Intelligence (BI), Account Management Teams) to support lead opportunities.

• Served as a mentor and coach for Women of Spur Board. Global Partner Incentives, Enablement, and Optimization Manager Poly (Previously Plantronics and Polycom), now Hewlett Packard - 2018-2021

• Managed Market Development Funds (MDF), Rebates, and Deal Registration for 5000 partners globally.

• Collaborated across 14 global disciplines to gather requirements, document current and new processes, and streamlined rebates supporting 1000+ partners – reducing payment turnaround time from 8+ weeks down to 4 weeks while increasing visibility to payments.

• Developed and implemented a global lead generation process reducing submission time from one hour down to 2 mins and eliminated the need for inside sales to manage lead status.

• Facilitated process with corporate product and marketing teams to position and extend campaigns and promotional offerings supporting all regions.

• Trained internal and external partner stakeholders on incentives processes, releases, and provided ideas for scale and growth to support the end customer.

• Engaged profitability vendors to gather, document, onboard, and manage implementation and ongoing release plans.

• Developed strategy to support Poly merge (Plantronics and Polycom) activities for channel management minimizing incentive support cases by 30%. Global Distribution Business Incentives and Investments Manager Cisco Systems (Consultant at Finocchio Consulting), 2012–2018

• Developed and launched Next Gen Distribution Investment Platform supporting 4000 users globally and helping to reduce rebate cycles from 20 hours per quarter down to 1 hour per quarter.

• Collaborated with stakeholders across management, marketing, sales, finance, Ops, IT-to define, develop, and execute profitability offerings aligned to strategic goals.

• Managed policy, process, vendor, and communications for Global Distribution incentives and Co- op program.

• Managed integrated campaign offerings ensuring brand consistency across multiple channels globally.

• Led quarterly off-site meetings and gathered feedback to support field & partners.

• Managed offshore teams to support tool, cases, reporting for global initiatives platforms.

• Engaged with demand gen and profitability vendors to gather, document, and manage enhancement release plans.

• Agency expertise and budget management.

Global Partner Marketing and Incentives Manager

Juniper Networks, Sunnyvale, CA, 2007-2012

• Managed Juniper’s Partner Market Development Fund (MDF) and Individual Rewards programs by developing, aligning, communicating, and measuring investments and incentives to support overall sales strategy.

• Engaged marketing management, channel sales and channel product management to define, align, develop, and execute investment and incentive plans in support of Juniper sales goals.

• Engaged Juniper/Vendor IT groups to implement SSO for MDF tool helping to streamline offerings, reduce costs, while increasing offerings for partners and Juniper sales team.

• Developed and launched new rewards platform within four months working closely with IT, vendor, and stakeholders ensuring that requirements were clearly defined, implemented, and executed to customer specifications.

• Increased partner participation in channel incentive program by 15% per quarter.

• Led quarterly review meetings for investments and incentives with key stakeholders across channels.

• Created reporting dashboard which showcased all incentive KPIs/metrics, leader board, wins, and roadmap supporting future incentive offerings.

• Agency expertise and budget management

OTHER PROFESSIONAL EXPERIENCE

• WW Channel Marketing and Enablement Manager, Cisco Systems, Inc., 2005-2007

• Channel Market Development Funds (MDF-Investments) Cisco Systems, 1997-2005 EDUCATION, CERTIFICATIONS, AND MEMBERSHIPS

• Bachelor of Science (BS), Business Operations and Management, University of Phoenix - 2011

• University of California Santa Cruz (UCSC), Sales Operations and Data Science Certificate – 2021

• Women of the Channel Recipient - 2021

• Cal State Hayward University - Transformational Leadership Council KEY SKILLS/TOOLS EXPERTISE

Account Planning, Communications, Enablement, Marketing/Sales Automation, Business Development, Data Management, Incentive Management, Operations, Process Optimization, Program Creator/Manager, Project Management

PRM/Incentives Relationships: Ansira, Channel Mechanics, E2Open, ModelN, PartnerStack, PartnerPortal, SalesForce, Workspan, Vistex

Tools/Operations: Box, Canva, Drop Box, Dayforce, HubSpot, Google Analytics, Microsoft Office Suite, Monday.com, Mural, Oracle, Paperflite, PartnerHub, Power BI, SalesForce (CPQ, Partner Connect, SFDC + 16 Trailheads) SMARTsheet, Social Networking: (Facebook, Instagram, Twitter, TikTok, LinkedIn), Systeme.io, Tableau, TEAMs, Webex, Workfront, Zoom

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