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 strong quarterly channel revenue.• 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.• Significantly improved communication with partners and value-added distributors for better end-to-end partner support and partner programs adoption and guidance.• Interacted proactively with dormant partners, which led to new channel revenue.

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 opportunity.• 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 authorizations.• 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 ensure strong quarterly channel revenue.• 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