Sandra Ford Email & Phone Number

Coquitlam, Bc, Ca

Burnaby

• Directly manage relationships with all existing Arbutus distributors• Takeover distributor prospects that are already in contact with Arbutus• Find and build up channel/distributor network in all key global markets outside of NA• Set revenue targets with distributors• Maintain distributor contracts make sure they are current• Support the sales and marketing efforts of distributors• Manage direct sales opportunities outside of Canada and US not represented by distributors• Account payable follow up for all distributors• Develop and deploy distributors reporting processes and policies (leads/forecasting etc)

Sourced new Solution Providers/Partners in USA and Latin AmericaParticipated in conferences and trade showsManaged day to day contact with all Solution Providers to ensure targets are metBuilt and maintained relationships with key users in primary marketsVirgin territory with set up of channel partners

Established a Channel Partner Program and sourced new Channel PartnersOversaw the localization of the productParticipated in Channel Partner trainingProvided product demonstrations both on-site and via the InternetManaged day to day contact with all business partner regarding sales pipeline, marketing and administration to ensure objectives were metAttended international conferences and trade showsCold calling and direct selling in the territories with no Channel PartnersDirect selling into North America.

Established a Channel Partner Program and sourced new Channel PartnersOversaw the localization of the productParticipated in Channel Partner trainingProvided product demonstrations both on-site and via the InternetManaged day to day contact with all business partner regarding sales pipeline, marketing and administration to ensure objectives were metAttended international conferences and trade shows and networking functionsCoordinated and planned product launches and marketing eventsCold calling and direct selling in the territories with no Channel PartnersDirect selling into North America.Liaised with Integrator and Implementation Partner such as Control Solutions and DeloitteLiaised with Technology Partners such as CasewareIDEA and Arbutus SoftwareTraveled to Latin America to evaluate new partners

Initiated, developed and maintained the sales channel for Latin America and helped meet the sales objectives of the companyParticipated in trade shows, conferences and other events as requiredProvided product demonstrations to groups of 100+ senior individuals both on-site and via InternetIdentified and qualified all new sales opportunities within the territory Ensured all sales and business leads were followed up in a timely and professional mannerQualified and identified client requirements, including end-user pricing strategies Identified new business partners in countries without an Imagis presence, recruited them and negotiated termsManaged day to day contact with all Business PartnersCo-managed large accounts in conjunction with the Business Partner Built and maintained relationships with key users in primary marketsAllocated financial resources to relevant activities and countriesParticipated in sales meetings, provided information regarding product interest, evaluation or SDK and follow up

Initiated, developed and maintained the sales channel for Latin America and helped meet the sales objectives of the companyCold calling and direct selling into territories where there was no Channel PartnerParticipated in trade shows, conferences and other events as requiredProvided product demonstrations to groups of 100+ senior individuals both on-site and via InternetIdentified and qualified all new sales opportunities within the territory Ensured all sales and business leads were followed up in a timely and professional mannerQualified and identified client requirements, including end-user pricing strategies Identified new business partners in countries without an Imagis presence, recruited them and negotiated termsManaged day to day contact with all Business PartnersCo-managed large accounts in conjunction with the Business Partner Built and maintained relationships with key users in primary marketsAllocated financial resources to relevant activities and countriesParticipated in sales meetings, provided information regarding product interest, evaluation on SDK and follow up Worked in conjunction with Integrator Partner, such as Unysis, in some projects to integrate the facial recognition SDK to third party solutionsTraveled 50% of the time

Joined the company in the role of Assistant to the Channel Manager, promoted to Sales Coordinator, then Sales and Marketing Representative and finally to Channel Manager in early 1999Reported to the Regional Director for Latin America, with mandate to maximize the business potential of the regionInitiated, developed, and maintained sales channel for Latin America to assist in meeting the overall sales objectives of the companyParticipated in trade shows, conferences and other events as requiredLaunched new releases of localized software, conducted seminars and directed mail campaignsProvided on-site product demonstrations within territoryIdentified and qualified all new sales opportunities within territoryEnsured all sales and business leads were followed up in a timely and professional mannerQualified client's requirements, including end user pricing strategiesIdentified and recruited new distributors in target countries, negotiated terms and conditionsManaged day to day contact with distributors and all business partner to ensure objectives are being metEvaluated distributor's performance versus strategic goalsCo-managed large clients accounts in conjunction with distributorBuilt and maintained long-term relationships with key users in primary marketsAllocated budgeted financial resources to relevant activities and marketsParticipated in sales meetingsAchieved sales targets every year

Joined the company in the role of Assistant to the Channel Manager, promoted to Sales Coordinator, then Sales and Marketing Representative and finally to Channel Manager in early 1999Reported to the Regional Director for Latin America, with mandate to maximize the business potential of the regionInitiated, developed, and maintained sales channel for Latin America to assist in meeting the overall sales objectives of the companyParticipated in trade shows, conferences and other events as requiredCold calling and direct selling into territories where there was no Channel PartnersLaunched new releases of localized software, conducted seminars and directed mail campaignsProvided on-site product demonstrations within territoryIdentified and qualified all new sales opportunities within territoryEnsured all sales and business leads were followed up in a timely and professional mannerQualified client's requirements, including end user pricing strategiesIdentified and recruited new distributors in target countries, negotiated terms and conditionsManaged day to day contact with distributors and all business partner to ensure objectives are being metEvaluated distributor's performance versus strategic goalsCo-managed large clients accounts in conjunction with distributorBuilt and maintained long-term relationships with key users in primary marketsAllocated budgeted financial resources to relevant activities and marketsParticipated in sales meetingsAchieved sales targets every year