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| Channel Manager | | | Ref. Number: | CRM11423 | | |
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| Personal Information |
| Personal Profile: | Major strengths include leading and managing Major Account Sales Teams, while leveraging marketing organizations to achieve revenue objectives. Experienced in generating new account activity while developing major account penetration. Extensive experience in International Sales to the Finance and Banking industries on large complex projects. Instilling sales disciplines to reduce sales cycles and improve forecasting
RightNow Technologies 2005- Present.
Channel manager for System Integrators and Outsourcing firms. I recruited IBM into the RightNow Technologies Channel Management team. I also recruited and signed Teleperformance and Harte-Hanks as resellers of the RightNow Technologies products and services these two firms are two of the largest Outsourcing firms in the United States. This is a commissioned role, with incentives based on penetration and overlay sales activity. I manage the World Wide relationship with IBM. I have also signed and managed the relationships with Comergent, Agistics, UCN, Lithium and four additional on demand solution providers.
Deloitte & Touche LLP National Business Development Manager 2003-2004
Tax Outsourcing Service Line.
Acting in the role of National Business Development Manager for the Tax Outsourcing group at Deloitte and Touche, I perform sales development and marketing support functions as we establish this new practice for Deloitte. I have worked on three major sales campaigns and contributed to the sale of a $4million dollar per year outsourcing engagement located in Houston.
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KPMG LLP 1998 -2002
National Accounts Manager –Tax
Hired to develop sales force in KPMG LLP tax technology practice.
1st year 100% performance attained sales quota of 1.8 million
2nd year promoted to National Account Manager $3 Million quota, attained over $4.8M was number four in sales at KPMG nationally.
Promoted to National Account Manager for the Technology Portal Practice. I sold solutions to TXU, PG&E, Southwestern Bell and Pacific Bell. (Financial Data Warehouse projects)
Practice manager for the sales team of seven people for the KPMG Tax Outsourcing TMS group. (Tax Management Solutions)
Created a technology workshop that was the most successful marketing program in KPMG’s Southwest Area. (Third party alliance partners were Oracle, Documentum and Microsoft.)
COMPUTHINK, INC 1997 to 1998 Vice President of Sales and Marketing.
• Developed a VAR Channel and Direct Sales organization selling the Content Management product. (The Paperless Office)
• Established OEM partnerships with Canon, Hewlett Packard, Microsoft and two major software companies in the EDM markets.
• Hired and trained the current sales staff of 7 sales professionals in Solution Selling. Currently creating training for the development of Vertical Market Expertise in the following selected Vertical Markets: Banking, Insurance, Medical, Legal, A/C/E, and the Federal Government.
• Negotiated our GSA schedule for the Federal Government at 34% off list
• Manage current marketing and technical support staff (I 3) for worldwide support of our products.
• Created and manage a $2.5 million budget.
• Company lost lawsuit on copyright infringement, forcing it to close sales operations.
TEXAS INSTRUMENTS SOFTWARE, Plano, Texas
Manager of Program Promotions 1994 to 1996
(Retained by TI Software Division as the Marketing Liaison to Sales Worldwide)
Promoted to tactical support of the TI Software Orion Group (7/95). Our group reported directly to the office of the President of TI Software. The group was chartered to 1) identify activities in terms of strategic acquisitions and business development, 2) provide global alliance management for Hewlett Packard, Microsoft, and SAP Inc., and 3) serve as a media interface for all media and analyst relations.
• Managed the development of the global relationship between TI and Microsoft, and participated in the review and management of the Client Server Joint Repository Design. One of two authorized to communicate with the media and analysts.
• Managed contract implementation of the Solution Provider Program, Microsoft Back-office Logo Program, and Premier Support Program for TI. Actively executing the development of tactical programs with Microsoft Sales Executive Management.
• Provided tactical support for the Hewlett Packard and SAP “Keritsu” relationships. Joint HP/TI Software FY’94 account goal $21.6M - attained $40.29M leveraged hardware and $13.5M direct software on 134 installations worldwide. FY’95 account goal $51M - attained $74M on 208 total installations worldwide.
Developed programs that reduced the sales cycle, from an average 12-18 months to 4-6 months on large complex sales. I refined forecasting process improving accuracy from swings of 40% to forecasting accurately to within 10-12%. (Within the European theater.) The single largest contribution was the transition of the sales staff from a highly technical product oriented group to a business solution sales team whose main focus is the client.
• Recognized the need for an advance sales/marketing-training program to identify critical customer business issues.
• Managed the sales and marketing training program for Solution Selling.
• Managed and coached the delivery of 33 classes worldwide - 16 domestic and 17 international.
• Created international marketing materials for three vertical markets: Telecom, Utilities, and Financial Solution Selling Guides. Trained sales staff on technical sales programs for Telecom and developed tools/metrics for sales teams nationally.
• Created and managed two major marketing programs: Project Renaissance, Investment Protection Program. These two programs captured over 20 new name accounts, leveraging over $3.5M in incremental sales.
• Managed the “Hiring Winners” program, defined the sales team profile, and managed the portfolio of sales staff to meet the desired skill sets.
JAMES MARTIN & CO. (International Group Purchased by Texas Instruments.)
Global Channel Sales Manager, Company sold to Texas Instruments 1992 - 1993
Managed channel partner accounts such as Bank of America, Pacific Bell, Chevron, and Mervyns’s. Worldwide sales activities within the European and Asian theaters. Generated over $3M in sales in first year.
• Negotiated the JM & Co./Gupta contract for the creation of the Client Server Methodology (TCSM)
• Participated in the planning of the acquisition of PACT, a Philippine company purchased by JM & Co.
• Managed Western Regional Sales office reporting to the VP of Western Region.
• Specialized in the JM & Co utility practice with clients SMUD, PG&E, Duke Power.
WANG LABORATORIES
Branch Manager 1986 - 1992
• Supervised 10 sales and 11 technical support personnel.
• Two achievers clubs as a branch manager. Two Top Gun awards as a District Application Manager in the (VAR) Value Added Resale channel.
• Advanced district from 30 of 36 to first in revenue and second in bookings.
• Seven of eight of my sales staff attained “Achiever” status.
• Developed two marketing programs: “When you wish upon a VAR” and “Adopt a VAR”
HONEYWELL
Small Systems Business Manager, Headquarters 1981 - 1986
Reported directly to the Worldwide VP of Sales. Provided total business support for the small systems direct sales organization. Managed 7 managers with total staff of 70 marketing professionals and sales support for the International Indirect Channels for the Pacific Rim Countries and South America
•Attained $230M goal in 1985 •Coordinated all trade shows
•Managed three Comdex shows. •Developed over 20 major distributorships in Asia.
Other positions held: Director of Market Programs, Regional Sales Manager of ISO Division, Branch Sales Manager, and Branch Marketing Manager
HEWLETT PACKARD 1979 - 1981
Salesperson achieved two 100% clubs.
INTERNATIONAL BUSINESS MACHINES 1975 - 1979
Sales Rep - recruited out of college into DPD. Received manufacturing certifications.
Achieved two 100% clubs.
EDUCATION
BS, Brigham Young University
SPECIALIZED TRAINING
•APICS certified in MRP/IC •Certified Coaches Captain Solution Selling
•Target Account Selling •Harvard Executive Extension Program
• CDIA Certification Training
I am heavily involved in Scouting working with the Dallas Youth Village as Chairman of the Youth Village Foundation. I was selected by the Volunteer Center as a nominee for the Governor’s Award for my work at the Dallas Youth Village. On August 15th, 2001 I was honored to receive national recognition as the Thousand Points of Light Award recipient for my volunteer efforts. I currently sit on the Texas Neurofibromatosis Foundation Board of Directors. I am Chairman of the Youth Village Foundation a nonprofit organization aiding disadvantaged at risk youth.
I served as Board Vice President for two years and President for Two years at the Texas NF Foundation.
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| Education: | Bachelor Degree |
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| Current Position |
| Current Job Title: | Channel Manager |
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| Current Salary: | 80-100,000 $ |
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| Preferred Position |
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| Preferred Location: | Dallas |
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| Preferred Salary: | >100,000 $ |
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| Education | | BA | |
| Working Experience | RICHARD ROLLINS
5007 Timber Circle Drive 972 /540 7877(Home)
McKinney, Texas 75070 214/564 8448 (Office)
richarderollins@sbcglobal.net
Major strengths include leading and managing Major Account Sales Teams, while leveraging marketing organizations to achieve revenue objectives. Experienced in generating new account activity while developing major account penetration. Extensive experience in International Sales to the Finance and Banking industries on large complex projects. Instilling sales disciplines to reduce sales cycles and improve forecasting
RightNow Technologies 2005- Present.
Channel manager for System Integrators and Outsourcing firms. I recruited IBM into the RightNow Technologies Channel Management team. I also recruited and signed Teleperformance and Harte-Hanks as resellers of the RightNow Technologies products and services these two firms are two of the largest Outsourcing firms in the United States. This is a commissioned role, with incentives based on penetration and overlay sales activity. I manage the World Wide relationship with IBM. I have also signed and managed the relationships with Comergent, Agistics, UCN, Lithium and four additional on demand solution providers.
Deloitte & Touche LLP National Business Development Manager 2003-2004
Tax Outsourcing Service Line.
Acting in the role of National Business Development Manager for the Tax Outsourcing group at Deloitte and Touche, I perform sales development and marketing support functions as we establish this new practice for Deloitte. I have worked on three major sales campaigns and contributed to the sale of a $4million dollar per year outsourcing engagement located in Houston.
.
KPMG LLP 1998 -2002
National Accounts Manager –Tax
Hired to develop sales force in KPMG LLP tax technology practice.
1st year 100% performance attained sales quota of 1.8 million
2nd year promoted to National Account Manager $3 Million quota, attained over $4.8M was number four in sales at KPMG nationally.
Promoted to National Account Manager for the Technology Portal Practice. I sold solutions to TXU, PG&E, Southwestern Bell and Pacific Bell. (Financial Data Warehouse projects)
Practice manager for the sales team of seven people for the KPMG Tax Outsourcing TMS group. (Tax Management Solutions)
Created a technology workshop that was the most successful marketing program in KPMG’s Southwest Area. (Third party alliance partners were Oracle, Documentum and Microsoft.)
COMPUTHINK, INC 1997 to 1998 Vice President of Sales and Marketing.
• Developed a VAR Channel and Direct Sales organization selling the Content Management product. (The Paperless Office)
• Established OEM partnerships with Canon, Hewlett Packard, Microsoft and two major software companies in the EDM markets.
• Hired and trained the current sales staff of 7 sales professionals in Solution Selling. Currently creating training for the development of Vertical Market Expertise in the following selected Vertical Markets: Banking, Insurance, Medical, Legal, A/C/E, and the Federal Government.
• Negotiated our GSA schedule for the Federal Government at 34% off list
• Manage current marketing and technical support staff (I 3) for worldwide support of our products.
• Created and manage a $2.5 million budget.
• Company lost lawsuit on copyright infringement, forcing it to close sales operations.
TEXAS INSTRUMENTS SOFTWARE, Plano, Texas
Manager of Program Promotions 1994 to 1996
(Retained by TI Software Division as the Marketing Liaison to Sales Worldwide)
Promoted to tactical support of the TI Software Orion Group (7/95). Our group reported directly to the office of the President of TI Software. The group was chartered to 1) identify activities in terms of strategic acquisitions and business development, 2) provide global alliance management for Hewlett Packard, Microsoft, and SAP Inc., and 3) serve as a media interface for all media and analyst relations.
• Managed the development of the global relationship between TI and Microsoft, and participated in the review and management of the Client Server Joint Repository Design. One of two authorized to communicate with the media and analysts.
• Managed contract implementation of the Solution Provider Program, Microsoft Back-office Logo Program, and Premier Support Program for TI. Actively executing the development of tactical programs with Microsoft Sales Executive Management.
• Provided tactical support for the Hewlett Packard and SAP “Keritsu” relationships. Joint HP/TI Software FY’94 account goal $21.6M - attained $40.29M leveraged hardware and $13.5M direct software on 134 installations worldwide. FY’95 account goal $51M - attained $74M on 208 total installations worldwide.
Developed programs that reduced the sales cycle, from an average 12-18 months to 4-6 months on large complex sales. I refined forecasting process improving accuracy from swings of 40% to forecasting accurately to within 10-12%. (Within the European theater.) The single largest contribution was the transition of the sales staff from a highly technical product oriented group to a business solution sales team whose main focus is the client.
• Recognized the need for an advance sales/marketing-training program to identify critical customer business issues.
• Managed the sales and marketing training program for Solution Selling.
• Managed and coached the delivery of 33 classes worldwide - 16 domestic and 17 international.
• Created international marketing materials for three vertical markets: Telecom, Utilities, and Financial Solution Selling Guides. Trained sales staff on technical sales programs for Telecom and developed tools/metrics for sales teams nationally.
• Created and managed two major marketing programs: Project Renaissance, Investment Protection Program. These two programs captured over 20 new name accounts, leveraging over $3.5M in incremental sales.
• Managed the “Hiring Winners” program, defined the sales team profile, and managed the portfolio of sales staff to meet the desired skill sets.
JAMES MARTIN & CO. (International Group Purchased by Texas Instruments.)
Global Channel Sales Manager, Company sold to Texas Instruments 1992 - 1993
Managed channel partner accounts such as Bank of America, Pacific Bell, Chevron, and Mervyns’s. Worldwide sales activities within the European and Asian theaters. Generated over $3M in sales in first year.
• Negotiated the JM & Co./Gupta contract for the creation of the Client Server Methodology (TCSM)
• Participated in the planning of the acquisition of PACT, a Philippine company purchased by JM & Co.
• Managed Western Regional Sales office reporting to the VP of Western Region.
• Specialized in the JM & Co utility practice with clients SMUD, PG&E, Duke Power.
WANG LABORATORIES
Branch Manager 1986 - 1992
• Supervised 10 sales and 11 technical support personnel.
• Two achievers clubs as a branch manager. Two Top Gun awards as a District Application Manager in the (VAR) Value Added Resale channel.
• Advanced district from 30 of 36 to first in revenue and second in bookings.
• Seven of eight of my sales staff attained “Achiever” status.
• Developed two marketing programs: “When you wish upon a VAR” and “Adopt a VAR”
HONEYWELL
Small Systems Business Manager, Headquarters 1981 - 1986
Reported directly to the Worldwide VP of Sales. Provided total business support for the small systems direct sales organization. Managed 7 managers with total staff of 70 marketing professionals and sales support for the International Indirect Channels for the Pacific Rim Countries and South America
•Attained $230M goal in 1985 •Coordinated all trade shows
•Managed three Comdex shows. •Developed over 20 major distributorships in Asia.
Other positions held: Director of Market Programs, Regional Sales Manager of ISO Division, Branch Sales Manager, and Branch Marketing Manager
HEWLETT PACKARD 1979 - 1981
Salesperson achieved two 100% clubs.
INTERNATIONAL BUSINESS MACHINES 1975 - 1979
Sales Rep - recruited out of college into DPD. Received manufacturing certifications.
Achieved two 100% clubs.
EDUCATION
BS, Brigham Young University
SPECIALIZED TRAINING
•APICS certified in MRP/IC •Certified Coaches Captain Solution Selling
•Target Account Selling •Harvard Executive Extension Program
• CDIA Certification Training
I am heavily involved in Scouting working with the Dallas Youth Village as Chairman of the Youth Village Foundation. I was selected by the Volunteer Center as a nominee for the Governor’s Award for my work at the Dallas Youth Village. On August 15th, 2001 I was honored to receive national recognition as the Thousand Points of Light Award recipient for my volunteer efforts. I currently sit on the Texas Neurofibromatosis Foundation Board of Directors. I am Chairman of the Youth Village Foundation a nonprofit organization aiding disadvantaged at risk youth.
I served as Board Vice President for two years and President for Two years at the Texas NF Foundation.
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| Other Skills | | Sales training, Sales management, |
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