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Reviews for National-Channel-Sales-Director-in-Chicago-IL-Resume-Scott-Cain
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Date Created: 12/22/15
SCOTT P. CAIN South Elgin, Illinois 6017(847) 888-8905 firstname.lastname@example.org www.linkedin.com/in/cainscott/ SUMMARY An executive management professional offering extensive experience and outstanding performance in reseller channel strategy, sales and marketing. Additional capabilities in sales recruiting and hiring, training, mentoring and program development. Recognized as a proven developer of optimal marketing and business development strategies and implementation plans, based on evaluating customer requirements and competitive forces coupled with rigorous ROI analytics. A results-focused team-builder and highly regarded communicator, with special expertise in growing channel revenue. EXPERIENCE EMERSON N ETWORK P OWER , Columbus, Ohio Central Region Channel Managing Director, 2010-2013 Held management and revenue responsibility for 15-state Central Region, comprised of Liebert power and cooling and Avocent KVM hardware, software and Data Center Infrastructure Management (DCIM) solution sales. Development and management of 22-Emerson Network Power (ENP) Channel Account Managers (CAMs) and 110 resellers, comprised of solution integrators, DMRs, distributors and contractors, including quota attainment, in compliance with channel reseller program. Served as the Central Channel Program Director responsible for presenting to customers and resellers, recruiting, training and development of new and existing office CAMs, and resellers, including product promotions and programs. Served as event coordinator for ENP marketing and financial participation. Implemented solid communication skillset platform, including weekly team calls addressing any topics and questions to share among regional teams. Held in-field meetings and visits with management, CAMs and resellers to enable visibility, open communication, better understanding of market challenges, types of solutions and mentoring required. Developed and executed a separate reseller channel for ENP product lines running parallel to Avocent reseller channel. Presented cross-selling programs requiring training and nurturing of Avocent and ENP products, generating revenue, mind share and larger solution sales opportunities. Increased reseller sales by 35% YOY. Created strategic approach for efficiency and quicker financial ramp-up of revenues by identifying top five resellers, including national and large regional resellers in 22 regions, enabling local CAMs to drive business. Implemented account mapping between Avocent sales team and Emerson CAMs, creating introductions through relationships. Aligned product lines with quarterly promotions and programs to strategically increase market share and revenue. Created motivation and morale for resellers to achieve requirements for promotion to higher reseller program levels. Scheduled quarterly revenue trending and reviews with each CAM and top five reseller C-level officials per region. Analyzed efforts and revenue per sales person along with required remedies and next steps to achieve goals. Efficiently negotiated MDF, SDF and COOP funds distribution for ENP channel participation in reseller events. Accredited with participation in development and execution of best-in-class channel reseller program, receiving CRN channel champion award for past three years running. Exceeded annual quota, increased and maintained channel revenue by 20% YOY from $49,000,000 to $61,000,000 by developing a structured channel market presence and purpose-driven CAM sales team. AVOCENT C ORPORATION, Huntsville, Alabama Central Region Channel Manager, 2009-2010 Held management and revenue responsibility for 19-state Central Region, comprised of Avocent KVM hardware, software and DCIM solutions. Directed resellers, DMRs, broadline distributors and contractors, including quota attainment, in compliance with channel reseller program. Presented products, recruiting, training and development of new and existing resellers, including product promotions and programs, to achieve sales and technical certifications across product portfolio. Served as event coordinator for marketing and financial participation. Scott P. Cain, Page 2 Implemented best-practices approach for communications, including weekly team calls addressing topics and questions. Coordinated in-field meetings and visits with management and resellers, enabling visibility and open communication, in addition to better understanding market challenges, types of solutions and any mentoring required. Prioritized strategic approach for time efficiency and quicker revenue ramp-up by identifying top national and large regional revenue-producing resellers in 19 states focused on driving business. Initiated account mapping with sales team. Aligned specific products with quarterly promotions and programs to strategically increase market share and revenue. Created motivation and morale for resellers to achieve requirements for promotion to higher reseller program level. Scheduled quarterly revenue trending and reviews with C-level officials from each participating reseller per region. Analyzed resellers sales skills sets, experience, ability to identify opportunities and revenue performance per product family, provided mentoring, remedies or next steps required to reach sales goals and revenue targets. Efficiently negotiated MDF, SDF and COOP funds distribution for channel ENP participation in reseller events. Increased channel sales revenue by 26% MOM, by focusing on top channel resellers in partner program and securing revenue commitments to reach next channel program level, enabling increased discounts and margins per reseller. Regional Sales Manager, 2004-2009 Held management and revenue responsibility for the 26-state Central Region, comprised of revenue generation from three product lines and diverse product-line application focuses, addressing serial over IP, KVM and Pro AV markets. Established, negotiated and trained distribution alliances for Tier 1 and Tier 2 distributors within all three product lines. Developed channel and direct business relationships for serial and KVM product markets. Launched new Pro AV product line, requiring reseller market development, product training, mentoring, management and quarterly revenue-growth reporting. Presented solutions and recruited, trained, developed and managed relations with new and existing AV and IT resellers, DMRs, solution providers and contractors in compliance with reseller program. Developed sales motivation and revenue with quarterly product promotions and programs. Implemented best-practices approach for communications, including weekly team calls addressing topics and questions. Coordinated in-field meetings and visits with management and resellers, enabling visibility and open communication, in addition to better understanding of market challenges, types of solutions and any mentoring required. Prioritized focused strategic approach for time efficiency and quicker revenue ramp-up by identifying top national and large regional revenue-producing resellers in 26 states to drive business, in addition to account-mapping with sales team for serial and KVM product sales. Pioneered vertical market focus on serial appliances in fast-food industry. Created relationship and conducted direct sales development and management of custom serial appliances for McDonald’s Corporation to collect all serial communications in each store and put data on IP network. Generated $16,300,000 over three years. Managed direct relationship accounts, such as Kroger Foods, Sonic, 7-Eleven, Papa John’s Pizza and Blockbuster video. Developed relationship and product with engineering group for GE Medical. Identified and avoided potentially fatal liability in GE fetal monitors and created custom solution, utilizing zero current optical connections to capture, record and convert infant vital-sign serial data to hospitals’ IP servers for patient records. Served in developing Avocent Pro AV start-up venture to expand and integrate remote connectivity and control throughout digital signage marketplace. Created and grew Pro AV channel presence in 26-state Central Region by recruiting, training and mentoring resellers, in addition to hiring Avocent channel managers, to divide region and create stronger focus achieving higher sales revenues. Increased annual revenue 55% YOY. Aligned product lines with quarterly promotions and programs to strategically increase market share and revenue. Improved resellers’ motivation and morale to achieve requirements for promotion to higher reseller program level. Scheduled quarterly revenue trending and reviews with C-Level officials for each participating reseller per region. Provided awareness on salespersons’ efforts and revenue with any remedies or next steps to reach goals. Achieved President’s Club award from 2004 through 2007. ADDITIONAL EXPERIENCE O RIUS CENTRAL O FFICE SERVICES, Barrington, Illinois, National Account Manager, 2000-2004. Developed and expanded telecommunications marketoffering engineeringandinstallationservices. Increasedrevenues 69% basedonpartnershipalliance. Scott P. Cain, Page 3 DATATEC S YSTEMSINC., Lisle, Illinois, IT National Account Manager, 1999-2000. Developed large rollout deployments for IT network opportunities. Quoted network design, products, software and installation services for multi-location opportunities. M ERCOMMBE INC., Elk Grove Village, Illinois, Regional Communications and Telecommunications Account Manager, 1997- 1998. Sold wire, cable and network infrastructure products to companies, resellers, integrators and contractors. PERLE SYSTEMS, Westmont, Illinois, National Channel Account Manager, 1995-1997. Presented Perle IT hardware solutions for IBM AS 400 Platforms to IT resellers and solution providers in 24-state region. Built reseller network and grew revenues through promotions and programs. THE NORTHERN TRUST COMPANY , Chicago, Illinois, Corporate Infrastructure and Telecommunications Engineer, 1992-1995. Managed network and telecommunications connectivity for all moves, adds and changes. Maintained and repaired PCs and network devices throughout four corporate buildings in Chicago. NORTHROP GRUMMAN CORPORATION , Schaumburg, Illinois, IT Sales Engineer, 1990-1992. Maintained and managed existing IT accounts. Promoted, sold and implemented new IT technologies to existing customer base. COMPUTERLAND OF ELMHURST , Elmhurst, Illinois, Computer Technician, 1988-1990. Built and repaired PCs. Created and installed PCs and software images on site. D&B A UTO R ADIO, Edison Park, Illinois, Digital Climate Control Division Manager, 1984-1988. Led digital climate control division for all 5 General Motors automotive divisions. EDUCATION TRITON COLLEGE, River Grove, Illinois Degree in Electronic Engineering, 1988 CERTIFICATION Data Center Power and Cooling Management, 2012 Data Center Infrastructure Management (DCIM) Certification, 2011 CTS, Technology Specialist Certification, Pro AV Certification, 2007 Commonwealth Edison, Computer Systems Certification, 1979 PROFESSIONAL DEVELOPMENT Professional Solution-Selling Inc. Workshop, 2012 Wilson Learning, The Counselor Salesperson, 2011 Question-Based Selling Methodologies Lecture and Workshop, 2003 ISO and TL 9000 Training, 2002 Novell Software Training, 1992 3Com Network Topology and Design Training, 1989 The Management Institute, Getting Things Done, The New Supervisor, 1988 Zig Ziglar, See You at the Top, 1987 Miller Heiman, Strategic Selling and Conceptual Selling, 1987 Sandler Sales, Selling Dynamics, 1986 Cabletron, DIGITAL, Data General, Plexus, Mini and Mainframe Systems, 1986 Network Topologies, 1984 COMPUTER SKILLS Software: MS Office Suite, SAP, CRM, Salesforce Hardware: Mainframe, Servers, Storage, Routers, Switches, PCs, Laptops, Telecom
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