Mike Highland Email & Phone Number

San Diego, Ca, Us

Achievement of company goals through creating a framework for success that includes establishing strategic priorities, developing and executing partner joint business plans, fostering partner executive relationships, creating alignment between the channel and sales organization, amplifying ecosystem alliances, and leveraging cross functional teams including marketing, engineering, product management, and sales operations.• Created and managed the relationship of NSP partners CDW, Insight, and SHI as well as Disty with TDS• Recognized as top new growth partner with TDS accounting for the highest sales amongst new partners with TDS• Developed partner programs to drive engagement, mindshare and growth with new partners as well as existing• Created, planned, and executed quarterly marketing plans including enablement activities and trainings• Established workflows related to sales process, new partner onboarding, and partner programs including training platforms, incentives, and deal registration• Recruited and onboarded 50 new partners and expanded channel sales to 3 million within the first year• Effectively articulated product value proposition, new solutions and programs, to partners in a clear concise manner in order to drive sales and engagements• Worked with partners to ensure operational efficient through SKU setup, website setup, PRM access, content and training accessibility

Led national sales alignment across all verticals and segments for multiple partners in west. Develop and drive sales strategy for private sector, public sector and healthcare. Manage forecast and pipeline on monthly / quarterly basis.• Managed, developed and grew 2 to 50 channel partners, driving revenue for assigned partners E360, Ahead, Technologent• Maximized partner revenue generation by heading all non-opportunity / deal-specific activities associated with partner recruitment, enablement, executive relationships, business planning and demand generation, rep-to-rep management, overall partner support, forecasting, deal and program administration.• Championed commitment to products and solutions by leading new product adoption, partner demo capability, partner sales and technical learning paths and strengthening overall relationships.• Leveraged territory team of specialists, driving enablement and marketing activities for partner training and execution activities.• Exceeded monthly and quarterly sales goals with over 100% quarter-over-quarter quota attainment through new partner development and onboarding, new product adoption and certification roadmaps.

Greater Chicago Area

Oversaw Tripp Lite’s biggest account as CDW’s largest partner. Engaged daily with customers on conference calls to recommend IT infrastructure solutions. Provided onsite support through facilitating team engagements and various training and tradeshows to offer value, credibility and opportunities. Trained and onboarded new hires within CDW sales organization.• Awarded Partner of the Year, earning recognition as top-class provider in power protection and management.• Promoted after 2 years to take on 2 additional segments, doubling headcount and workflow.• Achieved President’s Club through top sales performance.• Surpassed monthly and quarterly sales initiatives and elevated business by 40% YoY (accounting for $2.8M in growth in agile fast-paced environment) through internal and external relationships, solution selling, management engagement and marketing events.• Exceeded pipeline generation, growing opportunities by 30% quarter over quarter.• Boosted sales by understanding customers, products, competitors and market.• Developed and maintained strategic relationships and drove business by creating unique sales incentives.• Determined issues or areas of weakness and devised strategic plans to address and improve challenges through quarterly / yearly business plan presentations.• Maintained accurate and timely account records through Salesforce, including pipeline management for efficient account management.• Utilized internal and external reporting, identifying product category trends that affected business outcomes and success of sales teams.

Carol Stream, Il

Managed $200M account in Microsoft. Oversaw all east coast data center locations and sold innovative and broad portfolio of enterprise data center products and solutions focused on driving revenue growth and geographic expansion within distribution channel and strategic end-user clients. Interacted daily with Microsoft employees, project managers and manufacturers.• Earned national recognition through outstanding performance and dedication to exceptional sales growth.• Worked on RFPs and strategies for implementing products into new and existing data center infrastructure, enhancing efficiencies and maximizing space, time and money.• Coordinated projects logistically based on customer needs, meeting / improving deadlines if needed.• Grew contractor profit margin by 15% from previous year by providing timely and accurate forecasts, inventory management and new product adoption enablement.• Implemented targeted sales plans across lines of business, achieving annual operating targets and corporate revenue goals.• Developed key relationships, driving new market share capture and gain within most sought-after end-user clients worldwide.• Assisted sales team, helping reach yearly goals and working on special projects.

Carol Stream

Led 120 customers and increased sales of products and services by obtaining and upselling orders, creating customer satisfaction and adding value to customers’ buying experiences. Focused on proactive selling techniques to add business and expand current book of accounts. Collaborated with outside sales to ensure goal attainment.• Generated new business through heavy outbound calls to regional customers.• Developed and executed strategies to penetrate market and overcome objectives, expanding pipeline by 4x YoY.• Increased market share by earning business owners’ trust through value added solution selling• Grew customer base from zero to 120 in first year through product enablement, inventory management, solution selling and suggesting alternative products based on understanding customers’ needs and wants.

Woodridge

Oversaw growth and retention of portfolio of active carrier accounts. Created value by understanding each carrier’s goals and preferences and identifying freight that best meets needs. Developed awareness of digital, automated and manual booking solutions and drove capacity utilization through relationship building, problem-solving and providing exceptional experiences. Informed contracted carriers of service level requirements to meet customer expectations.• Participated in group of 8 selected out of office of 250 employees to work on 1 of company’s largest projects, generating 15% of profit.• Led team in monthly bookings through project, increasing sales by 20%.• Maintained customers by assessing cost analysis benefits and determining unique ways to save money and increase business.• Generated accurate and precise quotes by studying economic trends.

Bachelor Of Business Administration (B.B.A.)

Education record