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I am an influential sales management leader with a robust 20-year background in channel sales, renowned for creating impactful and best-in-class sales programs. My expertise lies in orchestrating high-performing internal and external teams to achieve remarkable success. Over the past decade, I've consistently delivered profitable sales growth, both nationally and internationally, cementing my reputation as a results-driven leader in the competitive world of channel sales.Known for my dynamic and collaborative leadership style, I excel in orchestrating large teams to achieve ambitious goals. I foster a culture of collaboration and empowerment, leading by example and being actively engaged in the trenches with my teams.As a passionate coach, I go beyond conventional expectations, pushing individuals to exceed their perceived capabilities. Through clear communication and strategic guidance, I ensure that the teams under my purview not only meet but consistently surpass organizational objectives. My commitment to a collaborative work environment has been instrumental in cultivating successful teams that consistently deliver exceptional results.Furthermore, my extensive experience in Channel and Partner Sales has honed my ability to build and nurture relationships with Fortune 500 partners. Engaging with high-stakes accounts such as Amazon, CDW, Staples, and Office Depot, I've consistently exceeded annual sales targets, achieving an average rate of 106%.My approach involves not only understanding the unique needs and objectives of these partners but also crafting tailored solutions that align with their strategic goals. Leveraging effective communication and a deep understanding of market dynamics, I have successfully positioned Lexmark as a valuable partner, resulting in strong and enduring relationships with Fortune 500 companies in the IT channel landscape.Areas of expertise include Sales Leadership, Business Operations, and Technical Acumen. Proficient in Channel Strategy, Recruiting, Relationship Building, and Sales Process Optimization.Recipient of the Lexmark Diamond Club and Lexmark Achievers Club awards, showcasing consistent top-tier performance.Channel Sales Management | Strategic Partnerships | Program Development | Leadership | Channel Marketing | Business Development | Revenue Growth | Relationship Building | Sales Strategy | International Sales | Account Management | Sales Training
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Director, North America Channel SalesLexmark Dec 2017 - PresentLexington, Kentucky, Us• Manage high-stakes relationships with multimillion-dollar accounts, including Amazon, CDW, Insight, Staples and Office Depot, consistently exceeding annual sales targets with an average of 106% of annual targets• Coach and lead teams, driving impactful Quarterly Business Reviews (QBRs) and establishing critical Key Performance Indicators (KPIs) to align with revenue goals• Develop e-commerce sales channels ensuring proper promotional, programmatic, and content strategies yielding 80% growth since implementation• Collaborate with cross-functional teams including Finance, Marketing and Professional Services to develop offers, programs and manage critical sales initiatives• Drive and launch comprehensive channel Managed Print Services programs; recruited 55 partners to date with over 200% of program sales target, enhancing partners’ customer value and guaranteeing critical annuities revenue
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Sr. Manager, Channel Business Development And AlliancesLexmark Jan 2017 - Dec 2017Lexington, Kentucky, Us• Built and trained a new inside sales team of seven who drove and recruited partners to deliver $13M+ in annual hardware revenue through 1000+ partners across a variety of channel segments• Developed and launched a mid-market sales initiative, driving unprecedented growth in hardware wins through sales channels in multiple market segments• Launched highly effective channel sales programs, developed profitable pricing strategies, and led the promotion of joint offers to meet and exceed hardware sales goals of $100 million• Renegotiated existing programs with partners to better meet their goals while saving Lexmark substantial resources, exemplifying a strategic and cost-effective approach to enhance mutual success
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Sr. Manager, North America Channel Business DevelopmentLexmark Feb 2012 - Dec 2016Lexington, Kentucky, Us• Advanced to the position of Senior Manager with the mission to build best-in-class channel programs, consistently earning acclaim in industry publications.• Headed three distinctive teams responsible for workflow and security software sales, print services sales, and all channel marketing for the $300M North American channel sales organization.• Secured a sales partnership with Sharp Business Systems, managing Lexmark sales across 15 Sharp locations and dozens of independent dealers.• Formulated and introduced reseller sales and incentive programs, designed to evoke enthusiasm through engaging contests and awards, effectively propelling business growth.• Devised and implemented strategic promotions that significantly boosted monthly sales.• Analyzed market and customer needs to identify areas and audiences of interest, building effective product, marketing, and sales enablement strategies.• Oversaw external sales training efforts with channel partners to ensure Lexmark products were well-represented.• Led key channel partner activities, including national dealer meetings, performance award events, advisory boards, and customer briefings, delivering Lexmark messaging and positioning the brand.
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Manager, Channel Business DevelopmentLexmark Jun 2008 - Feb 2012Lexington, Kentucky, Us• Orchestrated a comprehensive sales and marketing strategy for the US Channel Sales Organization, spearheading initiatives that yielded over $120 million in annual hardware revenue.• Developed and executed best-in-class channel programs, cutting-edge communication campaigns, and impactful sales incentives.• Pioneered the creation and launch of reseller sales and technical education programs, empowering partners for enhanced performance.• Played a pivotal role in the successful launch of a sales program tailored for office equipment dealers, now driving over $100 million in total revenue.• Initiated the launch of a channel-enabled workflow and document solutions infrastructure, driving a new revenue stream and incremental hardware sales for Lexmark.
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District Sales ManagerLexmark Dec 2006 - Jun 2008Lexington, Kentucky, Us• Effectively led and mentored a team of 12 Lexmark Inside Sales Representatives, ensuring optimal performance and results.• Oversaw the sales activity of 3000+ Solution Providers, driving the delivery of a remarkable $25 million in Open Market hardware revenue.• Achieved an impressive 50% Year-on-Year District Open Market Revenue Growth, showcasing strategic planning and execution.• Surpassed expectations with a stellar performance, achieving 98% of the Open Market hardware quota.• Championed a major initiative to relocate inside sales functions to Cebu, Philippines, demonstrating leadership in strategy, training, and management both in the US and through onsite activities in the Philippines.
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Channel Solutions ManagerLexmark Jun 2006 - Dec 2006Lexington, Kentucky, Us• Played a pivotal role in driving sales of Lexmark Solutions through Value Added Resellers, contributing to significant revenue growth.• Emphasized education and support to facilitate the delivery of manufacturing and distribution workflow solutions through channel partners.• Effectively managed key channel projects, overseeing program development and creating a comprehensive reseller education curriculum.
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Sr. Regional Sales RepresentativeLexmark Apr 2004 - Jun 2006Lexington, Kentucky, Us• Served as a Senior Regional Sales Representative at Lexmark, playing a pivotal role in business development and territory management.• Engaged with IT executives to grasp their needs, facilitating the proposal and delivery of suitable solutions to enhance printer and imaging efficiency.• Conducted compelling customer presentations, showcasing the value proposition of Lexmark products and services.• Collaborated with channel partners to strengthen relationships and bolster joint sales efforts for increased market penetration.
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Regional Account RepresentativeFifth Third Bank Sep 2001 - Apr 2004Cincinnati, Ohio, Us• Executed strategic business development and territory management responsibilities for financial services at Fifth Third Bank.• Collaborated with diverse clientele, including key accounts, to comprehend their financial needs and proposed tailored solutions for improved banking efficiency and client support.• Conducted engaging customer presentations, effectively demonstrating the benefits and features of banking products and services.• Fostered and managed relationships with channel partners to enhance joint sales efforts and maximize revenue opportunities. -
Account ManagerCourion Corporation Jan 2001 - Sep 2001Roswell, Ga, Us• Strategically managed business development and territory activities, driving the sale of password management software and services.• Maintained and leveraged Customer Relationship Management databases for accurate forecasting and effective account management.• Delivered highly customized presentations and product demonstrations to IT executives, showcasing the unique value propositions of the solutions.• Played a key role in proposal creation and skillful contract negotiations to secure successful business outcomes. -
Account ExecutiveUnisys Jun 1999 - Jan 2001Blue Bell, Pennsylvania, Us• Executed strategic business development and territory management, driving the sale of network and desktop infrastructure services.• Collaborated with IT executives, comprehensively understanding their needs to propose and deliver tailored solutions for optimizing LAN/WAN efficiency and enhancing end-user support.• Expertly prepared and delivered customer presentations, showcasing innovative solutions.• Cultivated and managed relationships with channel partners, fostering collaborative efforts to maximize joint sales impact.
Sean Endicott Skills
Sean Endicott Education Details
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University Of KentuckyMaster Of Business Administration (Mba) -
University Of KentuckyMarketing And Decision Science/Information Systems
Frequently Asked Questions about Sean Endicott
What company does Sean Endicott work for?
Sean Endicott works for Lexmark
What is Sean Endicott's role at the current company?
Sean Endicott's current role is Director, North America Channel Sales at Lexmark.
What is Sean Endicott's email address?
Sean Endicott's email address is se****@****ark.com
What is Sean Endicott's direct phone number?
Sean Endicott's direct phone number is +185923*****
What schools did Sean Endicott attend?
Sean Endicott attended University Of Kentucky, University Of Kentucky.
What skills is Sean Endicott known for?
Sean Endicott has skills like Sales, Sales Management, Channel Sales, Channel Partners, Sales Training, Business Strategy, Business Case Preparation, Sales Presentations, Program Development, Sales Incentives.
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