Jerry Hulse Email & Phone Number

Irvine, CA

Costa Mesa, CA

• Manage large number of Business Partners who build their business around the resale of IBM’s analytics software and associated services. Develop and grow successful relationships with Business Partner executives to.
• Ensure partners develop consistent sales pipelines through demand generation, and various marketing activities, which results in partners maintaining robust pipelines throughout the year rather than quarter-to-quarter.
• Facilitate ongoing joint sales opportunity reviews with partners, IBM direct sellers, and IBM/ channel technical sellers which results in obtaining faster business results.
• Achieved 161% of SaaS revenue target in first half of 2017 and 176% of full year revenue target in 2016.
• Ensure annual success by jointly developing business plans with top partners, which includes yearly sales goals, enablement needs and marketing strategies.
• Maintain a healthy and active partner base by verifying that each has current sales and technical certifications to maintain resale authorizations.

Costa Mesa, CA

• Managed recruiting, onboarding, and activation process of new and expanding business partners in North America for ECM software channel program. Grew selected named and opportunistic partners to maximize market.
• Onboarded partners to PartnerWorld and Software Value Plus programs to grow the channel ecosystem. Worked with newly recruited partners to achieve required sales and technical sales certifications for reseller.
• Provided demand generation guidance and best practices, which helped new partners with faster pipeline growth and new opportunity identification.
• Grew channel revenue by having ten partners with no prior year’s sales close deals in 2015.
• Provided partner education on channel programs and incentives, thereby putting the partners and IBM in the best position for mutual success.
• Mentored less experienced teammates, thus helping them close deals and grow channel revenue.

Costa Mesa, CA

• Managed 100+ opportunistic business partners who built their business around reselling IBM’s analytics software and associated services. Developed and grew successful relationships with Business Partner executives to.
• Developed in-depth knowledge of multiple partners and their solutions, which helped determine the right partner for a given opportunity, thereby increasing deal closures.
• Performed joint sales opportunity reviews with business partners and sellers to ensure successful deal progression and closure.
• Received special recognition for exceeding revenue targets: 2009, 2010, 2011 (Q1, 2H), 2012, 2013, and 2014 (2H).

Costa Mesa, CA