Channel Sales Leader

Based on a track record of high accomplishment in leading sales teams and in account management, I have been given the opportunity to engage in many emerging and existing sales channels to formulate strategy, forge new relationships, and significantly grow established relationships. I have successful hardware and software experience in commercial, education, government, and consumer markets managing wholesale distributors, DMR’s, LMR’s, MSP’s, IT system integrators, Pro AV, online/catalog resellers, specialty retailers, and OEM customers.

Ole Dame
Portland, OR


NETOP, Portland, OR (6/2014 – 10/2015)
Business Development Director – Education
• Established new relationships to promote sales of Netop classroom management software solutions including SaaS and cloud offerings.
o Led the business development strategy and priorities for the Americas.
o Led a shift from a largely direct business to embracing the channel.
 Created a new dealer program to incent dealer partners to train their sales staff on Netop products and market and sell Netop to their customers.
 Changed internal sales and marketing process to better support channel partners.
 Recruited and managed wholesale distributors and dealers focused on the education market in the US, Canada, and Latin America including Synnex, Douglas Stewart, SHI, CDW-G, Logisoft, JourneyEd, and many more.
 Trained all dealer sales reps in person or via webinar.
 Partnered with dealer sales reps to target potential school customers and jointly close sales working directly with the end user.
o Worked with Microsoft, Apple, and Google to co-develop and co-market software solutions.
o Established relationships with complementary ISV’s and content providers to enhance interoperability and co-market solutions.
o Established relationships with education hardware vendors to bundle Netop software with their solutions.
o Partnered with education technology consultants, education social media influencers, and education technology organizations to promote Netop products.

INFOCUS CORPORATION, Portland, OR (1994-2014)
Director, Worldwide Sales Operations (3/2013 – 5/2014)
• Developed new sales channels for entrance into new product categories.
• Developed and implemented a new online business strategy including multiple channels and the company store.
• Managed inside sales, field sales staff, and manufacturer rep firms including directing territory coverage for the Western U.S.
• Filled in as acting Director of Sales for Europe (4 months)
• Worldwide forecasting, production planning, and inventory management.
• Worldwide multi-channel pricing and deal approval.
• Led new product introduction process including product selection, pricing, profitability, positioning, and market plan.
• Led company initiative to improve efficiency by driving automation across the company.

Regional Sales Manager, West and National Sales Manager, Education (7/2009 – 2/2013)
• Managed all dealer and end user relationships of commercial business in the Western United States by establishing and maintaining relationships with C-Level management down.
o Large End Users including Intel, Genentech, Microsoft, Synopsys, Boeing, University of Washington, and Portland Public Schools.
o Large national IT integrators including EnPointe Technologies and Technology Integration Group.
o Regional Integrators and Managed Service Providers including CMIT Solutions, Team Logic IT, 3GC Group, Tele Express Business Systems, and Connecting Point.
o Professional Audio Visual Integrators including Projectus, Compview, CCS, AVI-SPL, and The Whitlock Group.
o Direct Market Resellers including Zones, PC Mall, and Softchoice.
o Web include Amazon,,,, NewEgg, and Overstock.
• Managed and directed activities of inside sales, field sales, and training staff, and manufacturer rep firms within region.
• National lead for K-12 education programs.
• Consistent top performer: Only sales person to achieve over 100% of quota in both 2009 and 2010 (1 of 3 in 2009, 1 of 2 in 2010). #1 quota achievement in 2011. #1 combined quota and focus product achievement in 2012.

National Sales Manager, Consumer & Education (1/2007 – 7/2009)
• Defined, executed, and led the sales, marketing, and product strategy for U.S. and Canada custom installation and K-12/Higher Education market.
• Created national dealer programs.
• Managed inside and field sales staff through territory and account planning process.
• Responsible for Profit and Loss of business segment including forecasting and pricing.
• Continued direct customer management responsibilities from Sr. BDM position below.

Sr. Business Development Manager, Consumer (1/2005 – 12/2006)
• Managed regional wholesale distribution of high end consumer electronics, large specialty retail, and 1000 dealers in the Western and Southeastern U.S.
• Acquired and developed new regional specialty retail customers and independent custom integrators.
• Created sales and installation tools to simplify selling and installing InFocus products for dealers.
• Designed and implemented customer marketing plans.
• Continued responsibility from Consumer BDM position below.

Business Development Manager, OEM and Consumer (1/2002 – 12/2004)
• Consumer
• Member of “tiger team” to develop consumer sales and marketing strategy for entrance into new market.
• Within 3 years the brand gained #1 market share position.
• Grew wholesale distributor business an average of 53% each year for the first 3 years.
• Grew dealer representation from zero to over 300 dealers.
• Trained dealer and distributor staff on how to use, install, and sell InFocus products.

• Managed entire relationship with both domestic and international (Toshiba) customers for whom InFocus made product.
• Led internal teams of project management, product management, and engineering to bring new products to market.
• Led internal teams, contract manufacturer, and customer engineers to gain product approval and launch.
• Led internal engineering teams and worked directly with component suppliers to resolve customer technical issues.
• Negotiated pricing, sales and service contracts.
• Forecasted internal production plans for 15 unique products to accommodate for changing customer forecasts while maximizing customer upside opportunities and limiting excess inventory and unique inventory exposure.
• 2003 President’s Club award winner. 2004 quota achievement award winner.

Channel Development Manager, Commercial (7/2000 – 12/2001)
• Managed PC Connection and Microwarehouse, 2 wholesale distributors, and top 100 PC dealers in Western US.
• $36M annual revenue quota with a $500,000 marketing budget.
• Held #1 market share position within every account.

Jr. Business Development Manager, Commercial (7/1998 – 6/2000)
• Managed large IT integrators like EnPointe, Compucom, and Vanstar to promote InFocus to their customers.
• Set InFocus as the technology standard with large end user customers like Mass Mutual, International Paper, and IBM.
• Managed $300,000 marketing budget.
• Grew account revenue from $5.5 million in 1998 to $13 million in 2000.

Jr. Territory Account Manager, N. California (7/1997-6/1998)
Customer Account Representative, Inside Sales (1/1996-6/1997)
Accounts Receivable and Reporting Specialist (10/1994-12/1995)

NORDSTROM, Portland, OR & Santa Clara, CA (1989-1994)

B.S. Commerce (Business), Major: Finance 1994
Santa Clara University, Santa Clara, CA

Effective Sales Management, Santa Clara University, Executive Development Center 2006

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