Edward Gaffey is an accomplished, results-focused sales management professional offering a solid and consistent track record of success driving dramatic increased sales and year-over-year revenue growth through valuable partner channels in highly competitive markets. He is noted for action orientation, strategic vision, and superb problem solving skills; aggressively tackles tough issues head on. Edward is willing to take calculated risks for strong returns and act rapidly to convert business opportunities into new revenue and profits. He possesses excellent interpersonal, communication, and leadership skills.
E DWARD B. G AFFEY Lawrenceville, GA 30043 Home: (770) 962-0097 Email: email@example.com Cell: (404) 449-3542 C HA N N E L M A N A G E M E N T E XP E R T Accomplished, results-focused sales management professional offering a solid and consistent track record of success driving dramatic increased sales and year-over-year revenue growth through valuable partner channels in highly competitive markets. Noted for action orientation, strategic vision, and superb problem solving skills; aggressively tackle tough issues head on. Willing to take calculated risks for strong returns and act rapidly to convert business opportunities into new revenue and profits. Excellent interpersonal, communication, and leadership skills. Core skills in: Strategic Alliance & Partnership Development New Program Development & Implementation Sales Management & Team Leadership Region & Territory Development/Growth Strategic Business Development Sales Training & Staff Development Channel Marketing/Value-Focused & Solution Sales Prospecting/Contract Negotiations & Closings 15 Years of Award-Winning Achievements in Channel Management Expertise in Leading Extended C-Level Negotiations MBA with dual emphasis on Leadership Development and Emerging Technologies P RO F E SS IO N A L E XP E RI E N C E W.W. Grainger – Lake Forest, IL May 2004 – January 2010 SENIOR CORPORATE SALES MANAGER / CHANNEL PARTNERS Develop strategic and tactical sales plans to help drive major change initiatives company-wide and ensure dramatic incremental revenue generation through Partners. Managed largest and most complex single portfolio of Channel Partners. Draft, negotiate, and implement corporate agreements. Formulate and execute value-added programs aligning customers’ objectives with W.W. Grainger’s value proposition. Designed and implemented ongoing account strategies to remove barriers within high-potential sites. Continually prospect for new revenue opportunities. Selected Achievements: Ranked in the top 5 single largest contributors of gross profits during all 4 years of hire, outperforming peers by an average of 25%. Increased portfolio by high double-digit growth, well above the norm of 5%. Repositioned integrators / reseller portfolio as a high-growth opportunity for Grainger’s sales team and leveraged strategic partnerships for tremendous growth of both account acquisition, and wallet share. Managed 6-month vetting process of current and potential partners to maintain $50+ million of existing contracted business. Earned 8 quarterly awards for highest percentage over goal as well as recipient of Navigator Award 2007 for implementing sales programs that inserted company resources at clients’ location to generate business directly. Sprint International – Atlanta, GA 2001 – 2004 MANAGER, ALLIANCES & PARTNERS (2002 – 2004) PARTNER DEVEL. MANAGER (2001 – 2002) Dramatically increased revenue through development and management of alliance/partner relationships. Provided indirect leadership for over 400 individuals and held full P&L responsibility for revenue generated through Sprint’s strategic alliance partners, including: - Cisco - Sun MicroSystems - IBM - Oracle - Nortel - Hewlett-Packard - I2 - SAP Continued… E D W A RD B. G A F F E Y Page 2 Coordinated and managed all engagement activity between internal sales team and partner sales teams; constructed and delivered value propositions both internally and externally and served as primary liaison, facilitating interaction with partner companies. Developed and led implementation of sales initiatives to drive new leads and teaming opportunities. Identified and assessed opportunities for key strategic partnerships and play primary role in entire sales process, from prospecting to solutioning, contract signing, and ongoing maintenance. Responsible for troubleshooting and resolving all issues with Partners. Selected Achievements: Surpassed annual $60 million revenue goal by 50% within first 2 quarters of 2003 (totaling $100+ million) – a full 6 months ahead of schedule; delivered 300% by year-end. Generated $18 million incremental revenue growth and 135% of target revenue in 2002, earned 6 “Acceleration Awards” for exceeding quarterly quota for 6 consecutive quarters, and increased partner sales in excess of 200%, placing as #1 alliance manager nationwide. Re-concentrated department focus on value of alliances, sales team education, and staff accountability through implementation, in conjunction with other directors, of new formalized Alliance Plan. Strengthened support of new Managed Hosting Services Plan and satisfied needs of quarterly opportunities review through development and institution of new territory planning methodology. Collaborated on multiple committees and work teams, including Total Quality Management, Process Improvement Committee, IP Telephony Expertise Team, Partner Development Team, and Excellence in Communication Team, Rules of Engagement Team, and Managed IP/Vertical IP Telephony Initiative. Computer Associates – Atlanta, GA 1997 – 2001 REGIONAL SALES MANAGER (1999 – 2001) ▪ BUSINESS PARTNER MANAGER (1997 – 1999) Brought into company to contribute strong experience building regional/national sales and marketing programs, in addition to demonstrated success boosting sales and share in established accounts. Promoted to manage 167 Partner firms and driving all revenue generation throughout the Southeastern US. Spearheaded all Partner training, knowledge transfer, problem resolution, client presentations, pricing issues, marketing, and promotions. Selected Achievements: Produced dramatic year-over-year increases in regional revenues, earning multiple commendations: - 16-time “Quarterly Achievement” ~ 12-time “Highest over Quota” ~ “President’s Club” winner Created and launched highly acclaimed 2-day sales training widely praised for success and subsequently adopted for implementation by other regions. E D UC A T IO N & T E C H N IC A L S K IL L S M.B.A., Leadership Management and Emerging Technologies – with honors (2003) University of Georgia – Athens, GA B.S., Business – with honors (1997), Cardinal Stritch University – Madison, WI Certified Sales Trainer – Max Sax International (2000) Miller Heiman Sales Training (2009) DPS - Dimensions in Professional Selling (2007) Max Sax Certified Sales Trainer (2001)
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