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Teresa  Clarkson

309 Carter Ct. SW

Vienna, VA  22001

(703) 405-1230 Mobile

teresa@aol.com

SALES, ALLIANCE and CHANNEL MANAGER

Seasoned sales consultant and channel manager with a 25 year track record of managing high performance sales teams and developing superior relationships with customers, partner executives and senior management.  Designed and implemented several channel programs.  Experienced in the Small Business, Enterprise and Federal govt  markets.  Territories covered include the USA, Canada and DOD Europe.

PROFESSIONAL EXPERIENCE

Technology Sales Consultant                                                                            (May 2008-Present)

Independent consultant and small business owner advising hedge funds and private equity firms who are evaluating investments in unified communications and video conferencing companies.

·      Conducted and delivered industry research on web, social, video and Federal market companies.  Provided analysis on market trends, company positioning and sales channel strategies.

·      Selected to advise on 30 major equity and debt transactions over a 3 ½ year period.

•  Engagements typically fell into three areas.  1) Broad market and trend analysis  2) Specific company evaluations  3) Channel sales and partner program evaluation and  recommendations.
• Attended seminars and stayed current with video, messaging, UC and networking market trends.
• Maintained relationships with Tandberg, Cisco, Polycom, Lifesize and Vidyo contacts.
• Conducted research on company positioning.  Provided analysis on product line comparisons.
• Evaluated company managements and go to market strategies.  Recommended sales channel alignments and best practices.
• Required knowledge and ability to understand and discuss technology, business processes and corporate financial concepts with MBA level clients.

Tandberg

Channel Sales Director                                                                                                (2007 – 2008)

Sales Director responsible for a team of channel managers covering the Federal government and 20 state eastern commercial regions.

·      Recruited, trained and managed 11 partner managers selling $250M per year of videoconferencing solutions through VAR’s, systems integrators and managed services providers.

·      Built executive relationships with Tandberg’s top channel partners.  Led a portion of the team that mplemented a completely restructured and tiered partner program including certifications, partner incentives, deal registration and cooperative marketing funds.

·      Grew 2007 revenue 48% over 2006 levels.

• Managed a team of 8 commercial CAM’s (Boston, NYC, NJ, Philly, Reston, Atlanta) and 3 Federal CAM’s covering the Maine to Miami region.  Traveled weekly throughout the territory.
• Built executive relationships with Tandberg’s largest VAR, SI and Service Provider partners including BT/Wire One, IVCi, VSGi, AVI-SPL and Providea.
• Attended weekly staff meetings with the direct sales VP and Regional Managers.
• Demonstrated effective matrix management skills.  Partnered internally with Channel Marketing to develop broad lead generation programs and partner specific marketing campaigns.  Partnered with finance to insure prompt payment of receivables by partners.  Helped plan and host the annual partner meeting.

Northrop Grumman

Strategic Alliance Mgr                                                                                              (2005 – 2007)

Alliance manager responsible for managing  Northrop’s Gold level strategic partnerships with Cisco Systems and Sprint Nextel.

·      Responsible for new business development, strategy planning, executive relationships and involvement in large IP Telephony, Security and Wireless transactions.

·      Produced $275M per year in product and services revenue.  Collected $4M per yr in VIP Plan rebates equal to 20% of the division P&L.

• Built relationships and met regularly with the Cisco CAM and Federal management teams including Duross, Graling, LaTour, Purcell, Anderson, Young and Blake.
• Coordinated quarterly reviews with Cisco and NG executives.  Presented monthly program status to Dr. Brammer and the NGIT technology council.
• Coordinated relationship building and account planning between NG sales and Cisco BD reps.
• Attended annual Cisco Partner Conference.  Evaluated new product and service offerings.  Created internal introduction strategies.
• Prepared for and managed the Cisco audit process with 3^rd party auditors.  Tracked and managed Cisco certifications for approximately 100 Northrop certified professional services engineers.
• Personally passed Cisco Sales Expert and Cisco Wireless Sales exams.
• After closure of the division holding the Gold certification, I built and executed the plan to recertify with Cisco at NGIT Sector.  Worked with a sister division to create the required call center.  Achieved certification with no loss of benefits to NGIT.
• Developed mindshare for Cisco and Northrop by creating a monthly internal newsletter highlighting key Cisco wins and announcements.
• Attended weekly sales VP meeting.  Built discount approval process to insure achievement of gross margin targets.  Partnered with inside sales to insure renewal of all Smartnet contracts.
• Designed internal training meetings and coordinated attendance at external classes and seminars.

Avaya - Small Business

Channel Sales VP                                                                                                                (2003 - 2004)

·      Responsible for managing a team of 85 Sales Managers, Distribution Managers, channel sales reps and SE's selling $300M per year of VoIP hardware and software solutions to the small business market via 1200 dealers in the US and Canada.

• Established a creative channel coverage program utilizing a 3^rd party marketing company which saved Avaya over $2 million per year.
• Implemented a weekly team forecast program.  Reduced the quarterly hockey stick by 22%.
• Travels the USA and Canada weekly to meet with customers.  Acted as a main contact point for key channel partners understanding their goals, account plans & critical issues.
• Negotiated multi-million dollar deals each quarter with key distributors ScanSource and Wescon .

Foundry Networks

Eastern Region Sales VP                                                                                                    (2000 – 2002)

·      Sales VP responsible for 60 Regional Managers, sales reps and SE's selling gigabit ethernet switching, Layer 4-7 security and enterprise data center solutions.

• Hands on leader that traveled the territory constantly, built successful customer relationships and personally oversaw all key deals.
• Created the region go-to-market strategy for competing directly against Cisco Systems and Extreme Networks identifying targets, tactics and required resources.
• Responsible for presenting the region forecast to the CEO on the first Saturday of each month.
• Generated revenue growth of 58% in 2001.

Cisco Systems

Federal Sales Director                                                                                                        (1996–1999)

 

·      Managed 80 Sales Reps and SE's spread throughout the US and Europe selling to the Intelligence Community and Civilian Agency markets.

• Grew revenue from $120 million in 1996 to $200 million in 1999.
• Held a TOP SECRET clearance.  Traveled extensively to meet customers throughout the USA, Germany, Italy and the UK.
• Demonstrated the ability to recruit, lead and retain a high performing direct sales team in a fast growing and demanding environment.

EDUCATION

University of California, Santa Barbara

BA, Business Economics  (1981)

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