David Barney Email & Phone Number

Santa Clara, Ca

SR. CHANNEL ACCOUNT MANAGER – WESTERN U.S AND LATIN AMERICAResponsible for driving revenue targets and enablement initiatives for the Western United States and Latin America. Create scale by driving reseller recruitment through existing and potential ecosystem relationships. Utilize relationship management to develop and nurture meaningful relationships with partner’s leadership. Enhance reseller effectiveness by driving cross-functional alignment amongst external teams to develop business plans and execute GTM strategy.Key Responsibilities- Responsible for the day-to-day relationship management of channel partners- Meets / Exceeds Revenue Goals- Maintains productive, professional, relationships with key stakeholder personnel within Top Go To Partners- Ensures partner compliance with Channel Partner programs and agreements - Communicates product launches and promotions; drives partner participation to vendor events- Leads joint partner planning process to develop objectives, financial targets, and critical milestones- Executes marketing activities and MDF budget in coordination with Channel Marketing Manager- Drives Partner sales and technical certifications- Reviews Top Go To Partner performance quarterly with key stakeholders- Works collaboratively between partners and Gigamon sales teams to drive white space discussions, work opportunities and manage events- Identifies, recruits and on-boards new partners that fill a geography or vertical market gap- Understands and works closely with 2 Tier Distribution- Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners- Stays abreast of competitive products, technologies and industry trends - Preparation of presentations, territory plans and reports- Maintains SFDC for partners in region- Completes required training and development objectives

Delivered on GTM strategy by driving cross-functional joint awareness and lead generation events with alliance partners and their channels. Increase product market adoption by driving product and demonstration placement in partner field labs/briefing centers. Leveraged relationship management and alignment to develop and maintain meaningful relationships with partner’s leadership. Delivered effective communication strategy while promoting joint success stories and effective quarterly business reviews across platforms and senior management. Identified, recruited, on-boarded and trained existing and new relationship opportunities. Identified joint solution market opportunities and drove interoperability, integration, and soft bundles as appropriate. Work with respective internal teams to produce required collateral such as presentation materials that support driving sales of joint solution.ACCOMPLISHMENTS AND CONTRIBUTIONS: -Drove executive and field awareness through ecosystem partners; increased HPC and Cloud engagements by 35%.-Amplified channel visibility with internal leadership on strategy and vision; increased investments by $2M Y/Y -Leveraged Alliance’s to increase product and demonstration placement; resulted in 40% RFQ increase and $300K revenue

Santa Clara, Ca

Charged with driving overall revenue objectives within a tier 1 distribution partner (Avnet). Responsible for increasing the strategic value of a $500M account within distribution and their partners. Directed 16 person sales and marketing team on growing revenue, utilizing channel programs and partner development in North America. Managed and utilized annual marketing budget of $3M to increase brand awareness, the facilitation of recruitment and organic growth through channel partners. Operated as key sales and escalation point for issue resolution. Led cross-functional teams in development, execution and measurement of an annual and strategic business plans. Identified opportunities to expand Brocade's market share including the expansion into untapped markets via recruitment and organic growth. Build and maintain key customer and partner relationships.ACCOMPLISHMENTS AND CONTRIBUTIONS:-Drove Avnet’s Brocade networking/fiber revenue from $2M to $180M in 6 years; 100% goal attainment for 6 straight years.-Introduced and implemented B2B relationship; driving ship-from-stock rate to a consistent 69% fill rate; 31% increase. -Exceeded corporate and industry growth rates by 25+% for 9 years; #1 market share among five distributors for 6 years. -Structured and implemented successful marketing programs; generating 8 to 1 return on investment annually. -Exceeded annual revenue goal by 300%; led to selection Brocade President’s Club in 2010. -Creation of mobile POC kits designed to increase sales via demonstrations and F2F meetings led to receiving the Brocade Channel Representative of the Year in 2011. -Trained 12 team members on forecast improvement and accuracy; increased pipeline accuracy by 28%. -Consistently rated “Top Performer;” grew emerging SMB OEM business from $0 to $15M within 3 years.-Revamped renewal process, increasing renewal closure and support attach rate from 39% to 66%.

Charged with driving overall revenue objectives within a tier 1 distribution partner (Avnet). Responsible for increasing the strategic value of a $500M account within distribution and their partners. Directed 16 person sales and marketing team on growing revenue, utilizing channel programs and partner development in North America. Managed and utilized annual marketing budget of $3M to increase brand awareness, the facilitation of recruitment and organic growth through channel partners. Operated as key sales and escalation point for issue resolution. Led cross-functional teams in development, execution and measurement of an annual and strategic business plans. Identified opportunities to expand Brocade's market share including the expansion into untapped markets via recruitment and organic growth. Build and maintain key customer and partner relationships.ACCOMPLISHMENTS AND CONTRIBUTIONS:-Orchestrated partner certification events and programs; resulting in 100% partner certification and 25% RFQ increase -Drove partner enablement; improved Avnet market share to over 65% in networking and 75% in fiber channel -Introduced and implemented B2B relationship; driving ship-from-stock rate to a consistent 69% fill rate; 31% increase -Executed an 11 city Ethernet Fabric road show; 470+ attendees and 133 different SMB partners trained

Managed regional relationship for high-profile EMC partners with revenues exceeding $40M annually. Developed and enhanced executive and field relationships with partners and suppliers through increased engagements. Utilized historical and targeted growth numbers to establish quarterly and annual sales goals. Leveraged cross functional teams to create and execute customers business and marketing plans. Led Quarterly Business Review’s with internal and supplier leadership teams ensuring business initiatives were 100% completed. Coordinated sales and technical certifications for strategic accounts to increase greater share of customers spend. Proactively solved customer satisfaction issues.ACCOMPLISHMENTS AND CONTRIBUTIONS:-Responsible for 20% attach rate on new products; resulting in $200K of increased revenue annually. -Communicated with partners to identify customer satisfaction issues; 98% customer satisfaction rate.-Created and owned customer business and marketing plan, leveraged cross functional teams to execute plan-Developed and enhanced executive relationships with partners and suppliers; drove accountability through awareness-Established quarterly and annual sales goals; improved pipeline accuracy and drove increased reporting 85%-Led Quarterly Business Review’s with internal and supplier leadership teams; business initiatives 100% complete-Coordinated sales and technical certifications for strategic accounts; ensured 100% certification rate-Leveraged partner relationships and training to increase product up selling; increased attach rate 18% annually-Proactively communicated with partners to identify customer satisfaction issues; 98% customer satisfaction rate

Supervises and performs item/monetary accounting, inventory stock control, financial planning, and funds control. Manages, administers, and operates supply systems and activities; operating and managing materiel storage warehouses; equipment review and validation; records maintenance; inventory and distribution control; and inspection and identification of property.ACCOMPLISHMENTS AND CONTRIBUTIONS: Audited $140M of serialized non-repairable equipment, ensured asset control measures were in place and being practiced. Researched and returned misidentified Due-In-For-Maintenance assets back into the functional asset system, saving the Air Force over $32M annually.  Created a process to streamline audits; saved nearly 40 man hours and $43K in annual savings.

Bachelor’S Degree, Computer/Information Technology Administration And Management, Cum Laude

Associate’S Degree, Logistics, Materials, And Supply Chain Management

Education record