Sr. Channel Marketing Manager
Managed 500+ voice over Wi-Fi Resellers and 15 distributors selling through telecom voice partners Cisco, Avaya, Nortel, Inter-Tel, Verizon, Siemens, AT&T, Alcatel and NEC. Led team of 7 developing business opportunities within targeted verticals. Negotiated contracts including volume and revenue discounts. Created Channel sales training, reseller bulletins, price book updates, notifications, and new product launches. Developed sales tools, coaching sheets, promotion guides, webinars, data sheets, and field training videos.
- Doubled revenues from $50-100M in 2-year period, planning and implementing conversion from direct to indirect sales model.
- Created successful promotions, rebates, and spiffs, resulting in $19M in partner revenue.
- Debuted 88 partner products, educating sales staff and partners on features and selling points to increase product familiarity and boost sales.
- Developed product launch strategy and content including business case development, collateral content, product positioning and vision, sales and marketing plans, and competitive market analysis increased revenue 25%.
- Administered partner budgets of $3.1M to drive revenue through marketing strategies including webinars, promotions, and training.
- Developed 10 channel marketing plans for premium partners, managing $1.5M co-op funding, sponsoring channel events, as well as creating channel collateral and partner case studies.