Managing a direct and manufacturer's representative salesforce in California, the Pacific Northwest, and Rocky Mountain states

Managing Omron direct, channel and cross border sales in the Northern California region •Promoted to Sales Development Engineer in April 2020 to help other Territory Managers find success on key opportunities or focus industries in the West region.•Consistently achieved and exceeded sales and MBO goals on a yearly basis.•Generated $3M+ in sales annually at key account managed worldwide.•Mentored new Territory Managers to develop their sales and technical skills.•Resolved customer issues that would arise working with local quality assurance team and overseas factory engineers.•Aligned with new company vision to focus on modular solution sales as opposed to traditional component sales.

Directing and overseeing Coraid channel objectives, policies and initiatives•Developed a channel go-to-market strategy to best leverage the strengths of the organization while identifying and remedying gaps of the current program.•Spearheaded the development of product bundles with alliance partners to focus partners on the right opportunities and simplify the sales process.•Implemented processes to provide structure to the channel program and guidance to the field in areas such as partner onboarding and joint event marketing.•Drove field activities and supported partners and Coraid team at seminars.•Collaborated with Inside and Outside Sales teams to target and recruit partners aligned with Coraid’s direction.•Directed the creation of sales tools with cross-functional teams to enable partners to sell more effectively. •Forecasted channel driven opportunities through management and enforcement of deal registration program.•Generated reports and dashboards in Salesforce to track activity and hold partners accountable.•Aligned US channel strategy with worldwide channel strategy.

Managed Agilent indirect channel partner sales in the Northern California region • More than doubled territory sales between FY 2009 and FY 2012 to over $20 million/year while working through a challenging direct/indirect channel model.• Achieved and exceeded quota while consistently delivering double-digit year over year growth. • Hosted over 120 demand and awareness generating events with distribution partners at customer sites each year.•Managed deal registration program to incent partners to proactively search for and close significant incremental opportunities.• Delivered sales and technical product training to partners that was tailored to their background and level of expertise.• Provided onsite technical support to customers by demoing and configuring a wide array of test and measurement equipment and software.• Built a diverse team with backgrounds ranging from marketing engineers to product specialists to further extend reach and close deals. •Captured distributor mindshare through relationship building and developing creative incentive programs for sales representatives.• Assured sales opportunities and customers were aligned with the appropriate partner to maximize sales growth.• Managed discount program to help partners to beat the competition in strategic deals.• Successfully managed complex delivery escalations with key accounts.

Generated awareness of Agilent’s new line of handheld tools by training distributors and supporting them on sales opportunities• Collaborated with distributors to search for and win handheld multimeter business against well-established competition.• Directed meetings between strategic customers and distributors with Agilent factory representatives to gather feedback for improvement.• Conducted follow-ups with distributors after training to ensure they were able to easily direct customers to Agilent offerings.

Completed Agilent sales and product training in preparation for a customer facing role• Attended introductory sales training and shadowed Agilent Field Engineers on customer visits.• Assisted Outbound Sales team by qualifying potential leads and following up with customer quotes.• Successfully completed online courses and two weeks of hands-on training on current test and measurement equipment.• Presented overviews of basic Agilent products and product families to Agilent Application Engineers.

Ensured future Seagate hard drive electrical components would be RoHS compliant• Headed electrical component compliance on pilot program under new Seagate Compliance Assurance System (224 electrical components).• Project successfully achieved compliance goals on-budget and on-schedule.• Facilitated Seagate and supplier transition to new Compliance Assurance System.• Extensive communication and problem resolution with worldwide supplier base.• Motivated internal team to follow up with suppliers on needed corrective actions.• Developed a Failure Modes and Effects Analysis (FMEA) to forecast the top risks to the new system.• Chaired discussions with internal cross-functional team on FMEA to successfully generate corrective actions to greatly reduce the major risks.• Effectively created spreadsheets to track large amounts of supplier information.• Assisted with training materials and developed an F.A.Q. guide based on common supplier difficulties.