Peter Richards Email & Phone Number

Flower Mound, Texas, United States

Dallas/Fort Worth Area

Dallas/Fort Worth Area

Dallas/Fort Worth Area

Focused on Cisco business partner practice and service sales best practice development. My role requires executive level relationship building, effective communication and presentation skills as well as an intimate knowledge of Cisco's services offerings and channel partner environment which includes skills in financial modeling to assist partners with solution development, define new service capabilities, capacity for new technologies and services. Engage with partner executives to develop service offerings for new and growing phases of the lifecycle, as well as improving existing servicesKey Activities and Responsibilities:Meet/exceed annual sales revenue objectives/quota for assigned partners. Annual goals ranged from $80M - $180M.Align relationships at the executive levels and facilitate the interlock between partner resources and Cisco counterparts to drive profitable growthExecute onsite consultative workshops (leveraging a consistent methodology) focused on partner's macro business level initiatives and practice specific development that result in tighter integration between the partner and Cisco Collaborate with partners on execution of key business development priorities as jointly defined with the partner Provide subject matter expertise, leading practices and training plans for Services programs and offers that may be mutually beneficial to Cisco and the partnerBuild joint business plans with the partner to capture new market opportunities that maximum revenue share and margin Understand and leverage partner unique strengths, growth strategies, marketing segments, and selling capabilitiesDemonstrate strategic and tactical plan execution- Team with partner to develop and execute both strategic and tactical plans necessary to exceed targeted metrics attainment levels for both revenue and non-revenue objectives.

My role as an ASM was focused on leading the Enterprise South area sales team. I led a team of service sales professionals who sold Cisco services solutions to top enterprise accounts in a twelve state geographical territory. Each year the business growth was at a greater pace than the overall theater as a result of maintaining key executive relationships with customers and partners. Key Activities and Responsibilities:Drove leadership of Services strategy and inclusion across cross functional boundaries to insure other teams support and alignment.Focused on the development, success, diversity and team building of the Enterprise Services sales organization, both existing and new employees.Developed strategic plan for fiscal year and future success for the Area. Effectively formulated strategy, tactics and action plans to achieve results and build bridge to future state.Opportunity Management: Managing opportunities through the sales stages in the sales process: prospect, qualify, solution, proof, close, and oversee deploy, and support. Own the sales cycle for Services opportunities end-to-end and involve delivery management proactively in complex deals. Business Management: Sales strategy and account planning, financial results planning, pipeline management, integration with Service Line marketing.Grew Cisco's service revenue from $100M to over $300M under my leadership.

I was responsible for service sales in my assigned territory. A key aspect of this role was to build influential relationships with the product sales teams and customers to meet and exceed business goals and objectives; I developed opportunities to drive services sales bookings and revenue. I was responsible for building the sales pipeline and to accurately forecast revenue on a weekly, monthly and quarterly schedule. During my time in this role, the service sales business grew from $2M to over $30M in my assigned territory.

I was responsible for service sales for assigned strategic accounts in the US Theater. My main focus was on the large service provider accounts and developing opportunities for Motorola managed and transactional services for those clients.

Regional Service Delivery Director

I was responsible for providing leadership and management of the service post sales engineers for the South and Midwest territories. My primary focus was on customer satisfaction and employee development to ensure the team was meeting assigned goals and objectives that included customer satisfaction, P&L and employee development.

Education record

Business Administrationconcentration; Business Management