Brian Abernethy Email & Phone Number

Boston, Massachusetts, United States

Bellingham, Massachusetts, United States

For hire consulting services, helping companies plan, develop and build their GTM channel strategy for sales and services including enablement, partner types, ROI structure, benefits and requirements among others.

Portsmouth, Nh

Led sales strategy and team expansion for a start-up remote monitoring and management as a service business. Initiated and implemented Remotely's three-year Growth Strategy and Funding Plan. Nurtured relationships and facilitated growth by aligning with CEO vision and early alliances, including Microsoft, Dell, HPE, and Lenovo.Selected Contributions:• Boosted growth and market reach by adopting SaaS into Microsoft's Marketplace and Dell's Tech Select programs.

Franklin, Massachusetts, United States

Led a high-performing partner enablement team driving sales growth by leveraging strategic account planning, relationship development, and partnerships with channel sales leaders. Coached and mentored team members in consultative planning and service methods, including services resell, co-sell, and partner branding. Proactively managed team risks to ensure KPIs tracked to corporate targets and developed mitigating strategies to reduce communication and tracking errors.Selected Contributions:• Achieved 86% or $7.3B of total partner revenue by supporting channel sales that engaged ~200 alliances.• Attained 15% YoY and ~$750M annual contribution growth through service enablement via a target partner strategy.

Hopkinton, Massachusetts, United States

Oversaw and directed a global team of 50 across Program Development, Operations, and Business Units, including Program Development, Operations, and Business Unit readiness teams. Transformed EMC’s partner services program goals by introducing new portfolio offers and blending partner-delivered and partner-sold options. Created a Services Partner Advisory Board (SPAB) to drive robust partnership collaboration supporting continuous improvement. Launched annual award and recognition benefit for qualifying partners with 85% or higher quality ratings. Selected Contributions:• Grew new partner base from 20 to +5K using a self-serve, automated process.• Exponential year-over-year growth of certified partner resources including Technology Architects (pre-sales), Implementation Engineers (post-sales deployment), and Platform Engineers (support) capabilities exceeding +10K globally.• Achieved enablement growth of up to 90% over three years by introducing a Specialty Enablement Requirements capability.

Hopkinton, Massachusetts, United States

Effectively led and managed Strategic Global Alliance partnerships including day-to-day oversight of EMC marketing and engineering resource activities to support and drive goal/KPI attainment. Led and managed account plan development, pipeline and sales forecasts, quarterly engineering roadmap reviews, support readiness, district sales events, and regular Enterprise account mapping sessions with sales leaders. Selected Contributions:• Grew worldwide NCR revenues from $40M to $70M and Sequent revenues from $60M to $90M.• Exceeded quota attainment with Global Alliance partners by 10-20% annually. Closed $22M Symmetrix Storage opportunity with NCR Teradata to replace Dell’s Oracle data warehouse.• EMC Club Sales Achievement in recognition of sales excellence.

Waltham, Massachusetts, United States

Strategized and developed the two-tier channel structure and vision to increase market awareness, share and overall revenues. • Succeeded in recruiting, negotiating, signing, and implementing the first distribution partners for the company including Merisel’s Sun division (MOCA) and Ingram Micro, growing company’s revenues from <$1M to over $10M • Engaged with Fortune 100 end-users resulted in identifying new product offers

Mansfield, Massachusetts, United States

Provided LAN/WAN infrastructure design and quotes for assigned Telco partners for internal and customer consumption. • Proficient in designing T1 and Frame Relay networks

Westborough, Massachusetts, United States

Grew thirty-five vendor lines with resellers in New England, NY and NJ Specialized in networking, UNIX, and database products

Bachelor Of Fine Arts (Bfa), Communication Graphics

Activities and Societies: Member of Lambda Chi Alpha Fraternity

Education record

Data Communications

Bachelor Of Fine Arts - Bfa, Communication Graphics

Activities and Societies: Member of Lambda Chi Alpha, President of Newman Club 1983-84

Bachelor Of Fine Arts - Bfa, Communication Graphics, 3.2

Activities and Societies: Newman Club President and member of Lambda Chi Alpha fraternity