Business Development Vice President
Resume:
GAHN LANE
EXECUTIVE LEADER GLOBAL CHANNELS, PARTNERSHIPS & ALLIANCES REVENUE GROWTH
CONTACT
EXPERTISE PROFESSIONAL EXPERIENCE
■ Executive Sales Leadership
■ Revenue & Profit Growth
■ Go-to-Market Strategy &
Alliances
■ Indirect & Channel Sales
■ Sales Operations &
Forecasting
■ C-Suite Relationship
Building
■ SaaS & Cloud Experience
■ New Business Development
■ P&L Accountability
■ Process Improvements
■ Contract Negotiation
■ Team Leadership &
Development
Tenacious and integrity-driven global channel leader and sales executive with 16 years of experience leading sales organizations, driving growth across the U.S., EMEA, LATAM, and APAC regions, and successfully collaborating with the world’s foremost innovators including Google and AWS. Optimize strategies and enhance revenues with multidisciplinary experience in Cloud and SaaS, Terrestrial, Wireless, Distribution, and Pro Services verticals. Experienced in managing teams of up to 800 employees and full P&L responsibility of $1B. Skilled in executing a holistic, end- to-end partnership strategy focused on enterprise GSI, ISVs, Cloud Partners, and resellers. Adept at building world-class teams leading direct, indirect, and channel sales that exceed expectations and create unprecedented levels of growth. SENIOR STRATEGIC ADVISOR TO THE CEO
Tone Commander 2022 – Present
Hired as a strategic advisor to the CEO for this industry leading federal organization with a rich history in designing and manufacturing highly secure, military-grade VoIP and TSG-6 endpoints for the DoD branches and Civilian Government Agencies and $10M in revenue.
■ Entrusted with global responsibility for Go-to-market and expansion planning, overseeing all business aspects.
■ Collaborated with the executive team to drive international growth, providing high-level executive and project support.
■ Played a key role in identifying and assisting with recruiting, alliances, and acquisitions.
VICE PRESIDENT, GLOBAL PARTNERS & ALLIANCES
Pindrop 2021 – 2022
Appointed to develop and execute partner and alliance strategy for an Authorization and Fraud Detection and Prevention firm providing SaaS to Financial, Insurance, and Healthcare institutions worldwide. Exceeded Year 1 commitments within 8 months, with team generating $52M in pipeline activity and $8M in closed business from a $0 starting point.
■ Built global partner/channel model and ecosystem from scratch. Quickly defined vision and secured first joint partner announcement and press release in under two months.
■ Develop strategies to enhance company brand and expand footprint worldwide, with key areas of growth including North America, Europe, Middle East, Africa, Latin America, Asia-Pacific, and the Caribbean.
■ Defined routes-to-market, including CCaaS, Global SI, Global and Domestic Telco, and Platform.
■ Drive strategy to transform indirect sales from under 15% to 40% of total revenue.
■ Hired and trained high-performing team to drive inside sales and execute strategy worldwide.
SUMMARY
******@**.***
Frisco, TX
http://www.linkedin.com/in/
gahn-lane-51b4532/
https://gahnhlane.com/
PROFESSIONAL EXPERIENCE CONTINUED
VICE PRESIDENT, GLOBAL STRATEGIC ALLIANCES & PARTNERS PGi Atlanta, GA 2020 – 2021
Recruited as a member of the executive team charged with identifying, developing, and driving new business development and revenue generation initiatives. Led efforts to promote growth across new and underserved markets with a focus on SaaS, Cloud service providers, and carriers.
■ Identified opportunities for new business development and company growth. Evaluated existing partner and channel landscape to improve alignment with strategic plan and meet growth goals.
■ Grew sales pipeline and boost revenue by networking with personal contacts. Generated highly profitable B2B leads through prospecting and cold calling at the C-level.
■ Built partnerships with multinational corporations including Oracle, T-Systems, Colt, TenCent and others. Prospected and established partnership framework which created $10M in revenue in the first 18 months.
■ Developed and implemented a strategic framework for vetting and selecting potential partnership opportunities.
■ Collaborated cross-functionally with marketing, products, customer success, sales, and executive team to drive overall partner strategy and ensure internal and external alignment.
■ Served as trusted advisor and business partner to C-level executives. Collaborated on executive leadership team to address emerging issues and exceed organizational goals by identifying complexities and gaining internal and external buy-in for mutually beneficial GTM and collaboration opportunities
VICE PRESIDENT, GLOBAL STRATEGIC PARTNERS
Syniverse Tampa, FL 2019 – 2020
Hired to cultivate high-impact relationships and increase engagement with global partners, including Samsung, IBM, HCL, and Oracle. Planned and steered revenue generation and business development for organization with emphasis on 5G/pLTE, messaging, blockchain, COVID security, and spam/fraud prevention.
■ Developed and launched a 5G private LTE solution adopted by T-Mobile which leverages blockchain to improve payment transfers and offer at a lower cost than competitors.
■ Built and spearheaded sales organization to enhance collaboration and ensure seamless operations across sales, services, product management, legal, and finance teams.
■ Designed and executed go-to-market, return on equity, and other strategies to develop an ecosystem of partners and maintain mutually beneficial relationships with sales partners.
MANAGING PRINCIPAL & CONSULTANT
Tascosa Consulting Frisco, TX 2018 – 2020
Established partnerships and served as consultant to various clients, including Frontier, CBTS, Ingram Micro, Calvi, and Yagna. Consulted clients on complex business issues and devised strategies to solve business challenges.
■ Oversaw practice’s development end-to-end, including big-picture strategy and operations. Led organization with a focus on creating value, maximizing growth, and improving business performance.
■ Delivered consulting services to Dutch billing software developer, Calvi, which enabled the company’s expansion in the North American telecom marketplace by serving as broker and agent.
■ Developed innovative go-to-market strategy for Yagna in partnership with the tech company’s founder and CEO.
■ Participated in a project with Microsoft and John Deere to create portable 4G units to offer network services to farmers.
BOARD
MEMBERSHIPS
Advisor
Yagna (Tech Start-up)
972-***-**** ******@**.*** Frisco, TX http://www.linkedin.com/in/gahn-lane-51b4532/ https://gahnhlane.com/ PROFESSIONAL EXPERIENCE CONTINUED
VICE PRESIDENT OF SALES, DIRECT & INDIRECT SOFTWARE INDUSTRY CenturyLink Monroe, LA 2016 – 2018
Charged with maintaining existing revenue streams, augmenting new revenue channels, and supporting the $36B company’s data center business. Managed a team of 12 direct and 800 second- and third-line reports with full P&L responsibility of $850M.
■ Directed efforts to enhance products and services and improve delivery to marketplace, solidify channel sales efforts, and expand federal contracts business.
■ Increased revenue from $700M to $1B by consolidating three business units into a single team which improved processes, streamlined management structures, and deployed go-to-market strategies for new channel programs.
■ Developed new federal business channel and established sales solutions to increase market share.
■ Optimized client relationships and portfolios which decreased overhead cost by $20M, streamlined existing organizational processes, and reduced the number of clients with outstanding payments.
■ Created new sales compensation plans and roles. Rationalized existing direct accounts which saved $10M.
■ Boosted net revenue $15M by transforming the primary sales product from direct to channel sales.
VICE PRESIDENT & GENERAL MANAGER
Westcon Tarrytown, NY 2009 – 2016
Brought in to establish business unit supporting global service providers, consolidate existing sales channels, and optimize cost savings. Developed and launched channel organization by executing go-to-market strategies. Oversaw P&L of $1B.
■ Secured bidding on unsolicited RFP for configuration, global order management, and logistics valued at over $100M per year.
■ Built service provider business unit from scratch for new Westcon division, resulting in $1B revenue by the sixth year.
■ Produced $120M in revenue above $90M goal through strategic sales and business development plans, additionally increasing revenue to $200M in the second year.
■ Leveraged innovative methodologies to enhance SLED and GEM channel performance, meanwhile substantially lowering costs. Grew revenue to
$750M through establishing new verticals and improving go-to-market strategy.
■ Oversaw talent acquisition and development. Increased revenue by 35% and supported organizational restructure.
Nortel Networks Richardson, TX 2001 – 2009
VICE PRESIDENT OF SALES & MARKETING, AT&T ACCOUNT, 2003 – 2009 Promoted through multiple roles, ultimately charged with leading sales of Nortel data switches and network components at AT&T. Managed a team of 45 direct and 80 second- and third-line reports with $700M P&L responsibility.
■ Expanded portfolio by launching Nortel’s inside sales center. Grew sales from $$25M to several hundred million which established the company as the biggest reseller of the portfolio except for the entire country of China.
■ Grew revenue from $300M to $500M through strategic planning, coordination, and balancing of direct and channel-based sales/marketing efforts.
■ Achieved $1.5M annual decrease in costs by eliminating undesired products and introducing new products.
■ Standardized processes using Six Sigma methodology which increased profit and reduced costs.
AWARDS
CRN Magazine
People of the Channel:
“100 People You Don’t Know
but Should” Recognition
Nortel
Masters, Greater Achievement,
Circle of Excellence, and Honor
Circle Awards
Westcon
Presidents Club
972-***-**** ******@**.*** Frisco, TX http://www.linkedin.com/in/gahn-lane-51b4532/ https://gahnhlane.com/ PROFESSIONAL EXPERIENCE CONTINUED
DIRECTOR OF STRATEGIC SALES, SPRINT ACCOUNT, 2001 – 2003
■ Expanded Nortel within the SMB telecom voice and data market by designing new deals and strategies based on the Business Communications Manager (BCM) product.
■ Closed contract with Passport MultiSwitch Product Line Reseller agreement with Sprint and won first deployment.
EDUCATION &
PROFESSIONAL
DEVELOPMENT
MBA, International Business
University of Dallas
BS, Business Management
and Marketing
University of Texas at Dallas
Executive E-Commerce
Certificate
SMU Cox School of Business
972-***-**** ******@**.*** Frisco, TX http://www.linkedin.com/in/gahn-lane-51b4532/ https://gahnhlane.com/
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