Rich Bue Email & Phone Number

Raleigh, Nc, Us

Enterprise Sales Manager covering the Carolinas for Cylance

Raleigh-Durham, North Carolina Area

Effectively manage Channel Partners & End User account coverage to grow Territory/Region bookings.Build Channel business by recruiting new Partners.Develop new business through engagement of optimal Resellers.Support Partners by conducting training, seminars, education and presentations.obtained 130% of plan for FY2014

• Focused Partner recruitment and entailment .• Enable relationship building and teaming between the VAR and IBM Field Sales by engaging in joint Account Mapping, Call Blitz’s, training and social activities.• Build and execute on joint Business Plans consisting of Sales, Education, Marketing.

Primary responsibility is new business development within the Federal Market including extensive work with both Manufacturers and Channel partners driving new business opportunities. Developed structured business goals to increase territory market share with existing clients while also targeting and adding the top business prospects as new clients in Federal. Finished fiscal 2012 year at 200 percent of goal.

Generated annual revenue in excess of 20 million dollarsDrove Partner loyalty and growth within the sales region. Tasked with building and maintaining a strong relationship with Cisco resellers Analyze buying trends and POS data to accurately forecast current quarter purchases. Technical and pre-sales liaison for all Cisco partners assigned to my region.Expand current sales and technical levels for each Cisco partner.Negotiate and facilitate training events Certifications and Specialization programs.Tasked with understanding partner verticals and business models and present this information to executive level management.Develop marketing plans to increase partner visibility and maximize sales opportunities.

Prevented Grey Market and Sales Assist of Cisco Products that lead to revenue/quota reduction in excess of 50 million dollars in fiscal year 2009 and 25 Million in fiscal year 2010.Liaison to Canada for all Brand Protection issues; directly supported the Cisco Country Vice President.Educate and train account teams, channel partners, and end users on Cisco policies regarding software licensing, inspections, and the risks of buying grey market and counterfeit equipment.Collaborated and supported Local and Federal Law Enforcement on investigations in diversion fraud and counterfeit cases.Program management and channel governance of investigations involving supply and demand, counterfeit and grey market cases within US, Canada and Emerging Markets (South America, Central Eastern Europe.)Presented and chaired sales and channel operations governance meetings to all Area Vice Presidents. Developed Brand Protection strategy for the Cisco Global Learning Partner program to mitigate grey market. Coordinated audits of Channel Partners. Supported education and awareness programs through presentations to Partners and Customers.Liaison with Cisco Distribution Partners in the US and Canada.Developed and Implemented Global Partner Reinstatement Policy for Brand Protection.

AS Sales Consultant for the Joint Programs Sales Region.Teaming with the Service Account Manager to provide strategic leadership, direction and guidance which will result in successful implementation of the account plan, including sales and delivery of Advanced Services for the Joint Programs Sales RegionDeveloped services strategies and create account plans which include Advanced Services for Global Accounts in the Joint Programs Region. Positioned and sold Advanced Engineering and Support services for the Joint Programs Sales Region, which included customers in the Intelligence and DoD (Department of Defense) communities. Segment Team Lead, Intelligence Community-annual product revenue 100 million dollars; service revenue 40 million.Responsible for the all the new and renewal service contracts for Joint Programs Sales RegionTracked and coordinated all Cisco Engineering Projects for the customerProvided Government customers methods to sanitize Cisco hardware before returning equipment.Provided quarterly reviews to Cisco and customer senior management.Supported Information Security Initiatives for US Government customers.Help ensure customer's network wasn't vulnerable to attack by coordinating Cisco engineering resources.Track all operational issues for customers and provide weekly, monthly and quarterly reports.Initiate trending analysis using historical data from reports.Proactively look for trends in customer satisfaction tool and resolveEngage senior program management with customer on critical network issues.Collaborate with the Account Teams; Participate in education of customer network and any new network implementations.Qualify new opportunities and accompany team on new and existing accounts.Lead conception and development of the Federal Operations Relationship Manager Program.Partner with Business Units within Cisco to help drive customer success of new product sales

Project Lead for Global TRC Y2K Contingency/Support Plan.Provided technical support for Information Technology and Field Sales.Operations Priority 1 Duty Coordinator for all internal issues including daily Change Management Review meeting.Responsible for weekly and quarterly metric reports to managementTrained and mentored new hires.

Bachelor Of Arts, History

Education record