Channel Sales Manager in Atlanta GA Resume Edward Gaffey by EdwardGaffey

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									                                           E DWARD B. G AFFEY
                                                 Lawrenceville, GA 30043
Home: (770) 962-0097                       Email: terry2003a@netscape.net                             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

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  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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