Brian Cassano Email & Phone Number

Texas, United States

United States

Lead VAR recruitment strategy and program for North America.

Dallas, Texas, United States

• Managed cross functional teams including Channel Partner Sales on product strategy and committed sales quota obtainment of $22 Million over 3 years on various partner solutions including Microsoft Teams Mobile and Calling.• Directed channel product enablement launches that will generate over $3.5 Million in new Fixed Wireless Access sales.• Improved partner and market access to strategic solutions with program management launch procedures that reduced time to market by 60 days to help obtain 18% YoY partner revenue growth.Worked with executive leadership to create objectives for expanded channel team, defined responsibilities for channel product enablement process, leveraged third party providers for joint solution development, and established revenue growth initiatives in support of $2.3 Billion channel organization.

United States

• Generated $12 Million in annual revenue through Global System Integrator partner sales engagements which included service delivery, program management, contract management, joint solution development, and ongoing support to HP, IBM, Conduent, Accenture, and Microsoft.• Expanded channel partner sales of Cloud Solutions and Managed Services by $70 Million from 2016 – 2018.• Maximized profits and market penetration with Global System Integrator alliance partners by creating joint offers to meet defined end client business outcomes and increase overall sales win rate by 27% generating over $200 Million in 10 years.• Directed Contract Management, Product Development, and Third-Party solution providers to create unique joint offers with competitive pricing models to secure wins across airline, banking, manufacturing, and public sector verticals.• Orchestrated Executive Briefing presentations to top alliance partners including Accenture, Conduent, and HPE executive stakeholders outlining strategic direction and value proposition of partnership.Expanded Global System Integrator alliance ecosystem sales revenue with Customer Experience transformation and optimization solutions, and increased partner competitiveness with joint Go-to-Market offers.

United States

Cloud based Customer Experience solutions with Business Process automation capability. • Increased overall sales and revenue objectives by developing multi-million-dollar strategic partner relationship, implemented lead generation programs, and sponsored regional marketing initiatives to recruit new partners.

United States

• Headed multi-million-dollar complex joint sales opportunities such as Lockheed Martin, EchoStar, and The American Cancer Society to help generate over $40 Million in channel sales revenue from 2004 – 2006.• Creation, development, and management of 3rd party Avaya Alliance Customer Experience Practice that expanded the solution portfolio and generated $105 Million over five-year period.• Negotiated contracts for distribution, sales, joint marketing development, outlined business case requirements for additional dedicated resources, drove Avaya channel sales organization to support AT&T partner initiatives, and engaged internal executive leadership to sponsor overall alliance development.• Evangelized Avaya Alliance Practice within AT&T Global, Enterprise, and Public Sector sales teams to create awareness and generate new sales opportunities providing positive EBITA impact.Established and managed the Avaya Technology partner sales practice within the AT&T Solutions Group to provide joint strategic offers to grow overall market share and sales revenue to new and existing clients.Established and managed the Avaya Technology partner sales practice within the AT&T Solutions Group to provide joint strategic offers to grow overall market share and sales revenue to new and existing clients.

United States

Consistently recognized for outstanding achievement and promoted to positions with greater organizational, sales, and management responsibility.• Managed global sales and operations outsourcing to and through Avaya alliance partners. Led sales engagement team in pursuit of opportunities with partner end-client teams to sell customized managed services to increase monthly recurring revenue.

London, England, United Kingdom

• Generated partner sales operating revenue >$25 Million during 2-year period.• Managed, motivated, and directed seven business development managers responsible for all in-country alliance support across the EMEA region resulting in sales opportunities for each country. • Executed the Avaya/IBM EMEA Reseller Agreement and negotiated 8 Country Participation Agreements establishing parameters for joint sales engagement between Avaya and IBM.• Created partnership exposure through correspondence, trade events, advertising, and public relations by effectively managing $.5 Million marketing budget.• Established Avaya practice within IBM Global Services training 14 engineers and sales representatives by managing a $1.5 Million business development budget.I orchestrated the Avaya/IBM partnership across the EMEA region and developed key relationships with IBM leadership including alliance directors, country managing directors, sales executives, and IBM Global Services practice leaders.

Master Of Business Administration - Mba, International Business

Bachelor Of Science - Bs, Business/Managerial Economics