Grew Channel software license & SaaS revenue in assigned global regions, by recruiting, enabling and developing productive Partners. Demonstrated success was achieved by serving as a consultant to the Partners, guiding Management in building a practice around IBM middleware solutions. Numerous metrics such as revenue, certifications, trained employees and opportunities identified are measured quarterly against an agreed business plan based on aggressive targets and goals.

Started and developed BPM Channel Program. Lombardi acquired by IBM in January 2010.

Created and implemented the BEA Channel Program in North America, developing VAR, VAD, GSI & ISV Partners and growing enterprise software Channel revenue in the South Region (Texas through Maryland). Promoted to Team Lead, expanded territory sales to Latin America and grew Global SI revenue with the focus on BPM, Collaborative Portal, and Web 2.0 products. Accelerated Partner relationships and Channel revenue growth by enforcing rules of engagement with BEA Sales Reps & scheduling joint account mapping sessions with Partner Reps. Over-achieved Channel Revenue quota (FY ’08 at 165%, FY ‘07 at 122% and FY ‘06 at 138%).

Managed Sales and Business Development activities in Texas territory. Consulted with Managing Partners at Law Firms to drive sales of products, including ProLaw practice management software, WestLaw online legal research, and FindLaw website development and Internet marketing. Earned Sales Award for highest percent to quota (194%) in Southwest Region for 2002, ranked #1 out of 53 Reps.

Responsible for all Oracle, VERITAS, VMware, HP, McAfee, Symantec, IBM and Computer Associates Software Channel Sales as the manager of eight state territory for the Software Business Unit. Based at home office in Dallas, traveled extensively through Texas, New Mexico, Colorado, Utah, Oklahoma, Louisiana, Arkansas, and Kansas to meet with VAR Partner Execs and lead Sales activities at their clients. Twice earned Excalibur Club Award & Hawaii trip for Sales Excellence, ranked #1 region nationwide in 2000 & 2001. Closed $27M on $9M quota for 300% attainment.