Highly accomplished Senior Account and Channel Business Manager
Resume:
BRIAN WORRELL
**** ****** #***● Montreal, QC H*A 2R2 ● **********@*****.***
ACCOUNT/BUSINESS MANAGER HIGHLIGHTS
• Highly qualified Channel Business Manager specializing in expanding distribution activities.
• Experienced in analyzing markets and growth opportunities as well as instituting a team approach, resulting in unified and motivated personnel and enhanced performance by channels.
• Diplomatic and easily establishes relationships with clients and channels.
• Entrepreneurial spirit, with experience developing strategic and tactical solutions that improve competitive performance while increasing sales during complex sales cycles for partners.
• A bottom-line producer with a track record of success in assisting channels to reach their goals.
• A visionary leader and communicator who aligns departments and personnel organization-wide plus motivates staff to work in unison to achieve a common goal.
• Recognized for strengths in consultative & solution sales.
• Excellent at coordinating, training, and delivering presentations face to face or via webex.
• Bachelor of Arts in Economics / Bilingual (English/French).
PROFESSIONAL EXPERIENCE
ICAM Technologies Corporation 2007 – present
Montreal, QC
Channel Business Manager
(Developing post processing and simulation software solutions which facilitate the translation from the Cam System to the world of Machine tools)
Responsible for developing new business partnerships within North America and Europe as well as managing existing client and partner requirements.
• Responsible for managing the top three global partners and increasing sales by 30% (Siemens, Mazak & DMG).
• Assisted in developing & negotiating global contract terms with Siemens/Unigraphics which increased revenue for ICAM by 20%.
• Drove underperforming channels and territory revenue up by 50% for ICAM within territory, which included newly created partnerships and prospects.
• Collaborated with machine tool partner, Mazak in closing deal with Rock Island Arsenal worth over $5 million.
• Assisted machine tool partners in landing influential accounts (GKN, Caterpillar, Hill Airforce Base, Raytheon, BE Aerospace & Rolls Royce, etc).
• Expanded business with new clients, and doubled company’s profits by landing and establishing new relationships with accounts (Boeing, Lockheed Martin, Smith International etc.)
• Continue to exceed quarterly quotas set by management and on path to surpass previous target annual quota by 10%.
• Regular attendance and participation in North American and European trade
shows.
Agile/Cimmetry Systems Corporation 2003 – 2006
Montreal, QC
Regional Sales & Channel Business Manager
(Enabling native document visualization and collaboration across the global enterprise-Autovue)
Responsible for developing and managing underperforming territory in the West coast regions (North America), negotiating new partnership agreements, and implementing training programs to enable partner success.
• Won “President’s Award” for surpassing annual sales quota in the first year by 100%.
• Increased new and underdeveloped territory total sales over 269% in the first year by closing orders of close to $100K with major accounts (BC Hydro, Encana, EMC BSC Canada, Lyme Computer Systems, Shell Canada, Chevron Inf. Technology, BP America Inc, PacifiCorp, etc.).
• Won business to implement Autovue visualization as a standard tool over three departments at Los Alamos National Labs.
• Recruited VARs and established strong relationships with distribution channels that contributed to 70% of gross margin sales in territory (sofTEQ Group, TWeatherford, Autodraft, Impac, Optiva, etc.)
• Increased pipeline of opportunities for deals ranging from $10K to $100K each quarter.
• Developed business relationships with strategic accounts to position Cimmetry as a preferred vendor with accounts (Boeing, Chugach Alaska Corporation, BP America Encana, PacifiCorp, etc.)
• Regularly delivered training and presenting product innovations to partners.
JCIB Electronics 1999 - 2003
Montreal, QC
Owner
(Independent distributor of hard to find electronic components and franchise distributor for Silicon sensors)
Responsible for managing day to day operations of the business, including sales & marketing, negotiating contracts, purchasing, inventory control, and accounting.
• Negotiated contract with BAE to import and distribute their product lines across North America.
• Developed strategic and partner relationships with accounts to be the sole provider for hard to find semiconductors (Caterpillar, AAPL, Crystalaid, etc.)
• Established partnership with strategic franchised distributors to supply their inventory of obsolete semiconductors such as Future Electronics, & Avnet
• Increasingly supplied to accounts that was previously secured by the competition (Mitec, Wavesat, Celestica, Focal Technology, etc.)
CSC International 1997 - 1999
Montreal, QC
Territory Sales Manager
(Electronic semiconductor manufacturing representative)
Responsible for continual sales growth of electronic manufacturing lines, developing and supporting new business partnerships as well as managing established distribution channels and large accounts.
• Grew sales within first year via distribution channels by 100% while managing the following electronic manufacturing lines;
(Abracon, Central Semiconductor, Erni Components, Fairchild, Samsung, Samtec and Spectrum Control.)
• Consistently reached 100% of quota with existing as well as landing and establishing new relationships with accounts (Positron, Nortel, Via Systems, C-MAC, Flextronics, etc.).
• Regularly coordinated and collaborated with channels to provide workshops and on site visits.
• Continued to increase pipeline of opportunities and sales, sales calls, client’s presentations, and knowledge of the different product lines.
Future Electronics 1995 - 1997
Montreal, QC
Senior Account Executive
(Franchised distributor of electronic semiconductors)
Responsible for continued sales growth by contributing to the development of new marketing sales tools to increase overall exposure and company world wide revenues.
• Successfully completed FIST (Future Intensive Sales Training)
• Assisted in initiating first ever distribution of Catalogue, generating over $5 million in company revenues in its first year of publication.
(Still in use today.)
• Organized and delivered internal training on new semiconductor or product lines introduced within the catalogue.
• Assisted in interviewing process of new product lines before submitting in the catalogue.
• Assisted in creating the marketing plan each quarter for new editions of the catalogue.
EDUCATION
Bachelor of Arts, Economics 1994
Concordia University
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