Aly Valenciano
Channel Development
Yorba Linda,CA
Summary
Accomplished channel sales leader with over 20 years of experience developing and managing reseller partners, including VARs, retailers and distributors. Diligent in identifying sales opportunities, recruiting customers, building solid partnerships, developing marketing strategies and closing deals. Proactively creates and drives business plans as well as motivates team members to achieve revenue and personal development goals. Successful record of expanding network connections through persuasive brand imaging.
Overview
23
23
years of professional experience
Work History
Channel Development Manager
Absolute Software
01.2018 - Current
- Manage NSPs and VARs, including Insight, Zones, Microage, DCW and GST
- Responsible for developing and executing partner go-to-market strategies
- Manage new customer acquisition and pipeline development
- Interface with C-level management to maintain visibility of company’s strategies, initiatives, and business plans
- Coordinate partner efforts cross-functionally within sales, marketing, operations, legal and finance
- Increased combined partner revenue by 42% in 3 years by acquiring net new business and increasing license adaption rates
- Awarded President’s Club accolade in every eligible year.
Channel Account Executive
Lenovo
01.2013 - 01.2018
- Managed the sales development of PCM (Insight), a leading B2B reseller in the U.S
- Managed a team of business development managers to drive key sales initiatives
- Worked with Lenovo Alliance Partners (Intel, Microsoft, Nutanix, etc.) to co-brand marketing initiatives and drive joint sales
- Collaborated with partner executive management to set mutual sales goals and operational objectives
- Successfully expanded Lenovo’s PCM business in enterprise and in SLED
- Successfully launched new Lenovo product lines – workstations and servers
- Responsible for $137M in annual sales
- Increased PCM’s topline Lenovo revenue by 31% from 2013 to 2017
- Received PCM’s Strategic Growth Partner of the Year award in 2016.
Key Account Manager
Imation Corporation
01.2009 - 01.2013
- Managed global IT distributors, VARs and retailers including Ingram Micro, Synnex, Tech Data, D&H, Cranel, Promark, PCM, Insight, Zones and Newegg
- Implemented sales strategies, marketing plans and promotional offers to drive sales
- Negotiated terms & conditions, pricing strategies and VIR goals with key customers
- Managed pipeline opportunities and sales forecast reports
- Conducted quarterly business reviews with key accounts to identify sales gaps and define areas of opportunity
- Grew combined distributor sales by 23% from 2009 to 2012
- Increased overall reseller sales by 47% from 2009 to 2011
- Received Imation’s GoldStar Sales Award and the Imation Shout-Out Award.
Sr. Key Account Manager
Brother International
01.1999 - 01.2009
- Managed global IT distributors and B2B resellers including Ingram Micro, Tech Data, Supplies Network, Nuworld, Horizon Distribution, Corporate Express and Staples
- Planned and executed partner strategies to drive sales
- Successfully implemented vertical market strategies in healthcare, SLED and hospitality
- Trained partners on product positioning and solution selling
- Collaborated with partner executives to gain overall focus and commitment
- Coached and managed Brother distribution sales team to effectively cover national accounts
- Grew B2B reseller sales by 23% from $39M to $48M
- Increased distribution sales by 17% from $54M to $63M
- Achieved President’s Club 6 of 8 eligible years.
Education
Masters of Business Administration -
Ateneo Graduate School of Business
Bachelor of Arts - Philosophy
University of the Philippines
Skills
Strategic planning
undefinedTimeline
Channel Development Manager
Absolute Software
01.2018 - Current
Channel Account Executive
Lenovo
01.2013 - 01.2018
Key Account Manager
Imation Corporation
01.2009 - 01.2013
Sr. Key Account Manager
Brother International
01.1999 - 01.2009
Masters of Business Administration -
Ateneo Graduate School of Business
Bachelor of Arts - Philosophy
University of the Philippines
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