Dennis Daugherty Resume

DENNIS W. DAUGHERTY

** ********* ***** • Danbury, Connecticut 06811

203-***-**** • *****@****.***

SENIOR-LEVEL SALES/BUSINESS DEVELOPMENT

Team-oriented, innovative, and analytical channel and direct sales professional offering more than 20 years of broad experience in technical, consumer, and financial services environments. Proven track record of growing business as well as increasing revenue, productivity, and customer satisfaction by building mutually-beneficial relationships, developing effective go-to-market-strategies and utilizing strong negotiation techniques. Resolute leader skilled in building, training, and maintaining top-performing teams. Known for being trusted advisor to customers and colleagues alike. Areas of excellence:

Relationship Management • Consultative/Solution Selling • Business Development

Collaborative Leadership • Team Building • Process/Procedure Development

Negotiations • Go-to-Market Strategy Development • Needs Analysis

Marketing Campaign Development • Technical Support

PROFESSIONAL EXPERIENCE

DATACAP INC., Tarrytown, New York • 2008

Developer of document capture software with $10M in sales and 50 employees.

Channel Program Manager: Defined and administered channel partner program. Recruited new and developed existing partnerships for resale of company software worldwide. Facilitated education of partners to promote independence in sales and technical skills. Ensured utilization of marketing resources to fullest potential to provide comprehensive channel support. Coordinated development of communications materials for distribution to existing and prospective partners. Collaborated with partners to design and deploy demand-generating marketing campaigns.

Teamed with inside and outside sales representatives to close partner-led opportunities and resolve issues. Identified high-potential ISVs and negotiated OEM contracts for integration of company software into their solutions. Fostered and maintained mutually-beneficial relationships with technology providers, including scanner manufacturers and enterprise content management vendors, such as Kodak, IBM/FileNet, Oracle, and Vignette. Established Reseller Advisory Council. Gained fluency in use of Salesforce.com as a CRM and opportunity management system.

• Drove sales and provided incentives to enhance partner software sales skills through design and implementation of new channel program.

• Boosted number of reselling partners 15% and produced $700K in new revenue pipeline.

• Formulated terms and negotiated agreement with Australian partner, allowing 24/7 technical support for company products.

• Secured OEM agreement with integrated document management ISV via successful negotiations.

IBM, Armonk, New York • 2000-2008

Global computer technology and consulting corporation with $98B+ in revenue and 300,000+ employees.

Software Sales, Business Partners—Information Management Brand: Identified, capitalized on, and grew new partner relationships to achieve Brand objectives. Recruited and enabled ISVs in customer-driven situations. Recruited and generated OEM and reselling revenue. Drove business development and sales coordination with reselling systems integrators. Managed projects using IBM resources for partner application and practice enablement to Information Management software. Commanded deep understanding of partner business models and how they match IBM strategies—Independent Software Vendors, Global and Regional Systems Integrators, Solution Providers, Fulfillment, Reseller, and Influence Partners.

DENNIS W. DAUGHERTY • Page 2 • *****@****.***

Software Sales, Business Partners—Information Management Brand, continued: Utilized company-standard sales processes and programs, such as CRM Siebel, Passport Advantage, PartnerWorld, Software Value Incentive, OEM, Special Bids, pricing, and licensing. Designed and instituted demand-generating initiatives in coordination with partners, including webinars, seminars, and telephone campaigns with approved marketing vendors. Publicized business partners and closed partner-led software transactions in collaboration with IBM sales and technical teams. Functioned as instructor at IBM Top Gun training program entitled “Winning with Business Partners”. Partner relationships included Lighthouse, Dynax, PC Connection, Accenture, Orchestria, DeskNet, Nstein, Datawatch, StreamServe, CDW, Akamai, Pegasystems, ProfitLogic, Cuesol, ContextMedia, Yantra, Kronos, and Cartesis.

• Realized $3M Information Management Brand reselling revenue target in 2007 by effectively managing 20 sales relationships with strategic business partners.

• Surpassed recruiting and/or revenue targets during 6 out of 7 years.

• Achieved membership into IBM 100% club based on exemplary sales performance.

• Yielded annual sales of up to $5M during 2003 and 2004 by administering 70+ OEM and reselling relationships, 80% of which were personally recruited.

• Justified and managed more than 200 days of IBM resources required for Pegasystems’ DB2 migration from Oracle; enablement generated $11M in DB2 sales at BONY and Amex.

AON CORPORATION, New York, New York • 1991-2000

Global insurance, reinsurance, and benefits broker with $7.5B in revenue and 36,000+ employees.

Senior Vice President: Established and administrated groundbreaking insurance brokerage data management department handling personal computer-based client services. Provided quality online claim access, analysis, premium budgeting and allocations, and risk management information systems (RMIS). Supervised 4 employees, along with outside consultants and application developers; managed $650K annual budget. Provided clients with RMIS consulting services consisting of needs analysis, RFP development, and fee negotiations.

Conducted client-site electronic presentations on regular basis with Internet and database applications. Headed New York office sales for industry-leading client-facing intranet program, AonLine. Completed high-level evaluation of insurance claim trends and benchmarks, utilizing databases and spreadsheets. Functioned as online claim systems expert, providing technical and advisory services for future product development for insurers. Played integral role in retaining key clients, including Pirelli, Perrier, Johnson & Johnson, Olin, Starwood Hotels, Hollywood Casinos, Viacom, and Philips Electronics.

• Met RMIS software sales quotas continuously for Northeast US.

• Developed best practices for online claims systems and RMIS programs companywide.

Career Note: Additional previous positions included Vice President of Risk Management for Page Mill Management Services and Director of Insurance and Risk Management for Primerica Corporation/American Can Company

EDUCATION, CERTIFICATIONS, AND TRAINING

MBA, Marketing and Accounting: University of Pittsburgh, Pittsburgh, Pennsylvania

BA, International Relations: Lehigh University, Bethlehem, Pennsylvania

Associate in Risk Management Certification • Chartered Property and Casualty Underwriter Certification

DB2 Brand and Sales Training Programs at IBM

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