Joel Harrington Email & Phone Number

Fredericksburg, Va, Us

Virginia, United States

Columbia, Md

As Partner Alliance Manager with NetCraftsmen my primary duties are to handle vendor relations for our manufacturers. Manufacturers include Cisco, Palo Alto, Pure Storage, Aruba and others. Other responsibilities include:• Assisting the sales teams with generating pipeline via marketing efforts, product demos, network assessments, proof of concept and other demand generation activities• Ensuring NetCraftsmen maximizes profitability programs from its various vendors/partners• Managing certification/specialization compliance across manufacturers• Driving AM and team collaboration within accounts

Herndon, Va

As a Territory Account Manager I managed roughly 5000 accounts across the Mid-Atlantic Commercial Territory (VA, WV and DC). In FY2018, I achieved 117% of goal attainment and, as such, I was recognized for exceeding my goals as a Sales Achiever. My primary responsibilities included:• Driving sales and adoption of Cisco technology in my account base• Working closely with partners and partner reps to initiate and grow deals• Managing a team of inside sales representatives to cover my vast territory and hit revenue targets

Mid-Atlantic Territory (Virginia)

As a trusted business advisor to my Regional Manager (RM) in Cisco’s Mid-Atlantic Commercial Territory sales, I primarily concentrated on under penetrated or “whitespace” accounts aligned to my RM’s number and initiatives. While my RM managed the territory from the top down, I managed the territory from the bottom up through our Partners AKA “Partner Led” initiatives, serving as the primary Partner Led resource for Mid-Atlantic Territory. As a TBM, I also spearheaded a partner profitability program assisting partners in achieving their goals by selling Cisco products. I was also responsible for a number of other initiatives, some of which are listed below:• Partner Tuesdays/Whitespace Wednesdays: Aligned partners with account teams to identify technology or sales gaps in their accounts and drive growth in my territory• Quarterback Go campaigns: Generated opportunities and built pipeline for resellers and Cisco• Assisted territory account teams in growing “non-named” accounts: Targeted numerous marketing campaigns as well as NDI partners to call and grow Cisco’s penetration in these accounts• Recruited 17 new partner AMs to target whitespace accounts in Mid-Atlantic territory• Grew whitespace pipeline by 3.7M in FY17• Grew WHIP (Whitespace Incentive Program) adoption 16%; regional average was 12%

As a PAM, I supported 30-35 partners in Cisco’s Mid-Atlantic territory. I provided configuration assistance and program support, drove incremental revenue for Cisco and the partner and led quarterly business reviews with key stakeholders from the partner and extended Cisco team. I also increased services adoption and services revenue growth, drove lead generation activities, and promoted and led training on Cisco tools adoption. Serving as the single point of contact for partners executing Cisco’s partner led go to market strategy, I was successful in growing partner revenue, certifications/specializations, services and the overall Cisco practice. Various other responsibilities included:• Global Virtual Sales America’s East VPAM Team Lead• Subject Matter Expert for Cisco’s VIP program for Global Virtual Sales East and Central Teams• Associate Sales Representative Mentor FY11, FY12 and FY13• Partner Advisor Team Liaison – FY11 and FY12