Bart Adams
Rancho Palos Verdes,CA
Summary
Channel sales and alliances leader with a focus on cybersecurity and cloud partner growth. Led Western Region channel strategy, executive relationships, and partner enablement, driving Cisco security bookings from $6M to $33M and from $8M to $39M while supporting 20%+ annual growth.
Overview
1
1
Certification
30
30
years of professional experience
Work History
Senior Cybersecurity Partner Specialist
Cisco
01.2016 - 01.2026
- Grew Trace3's Cisco Security bookings from $6M to $33M annually, a 450% increase; grew ConvergeOne (C1) bookings from $8M to $39M annually, a 388% increase.
- Achieved 20%+ year-over-year growth in Western Region security segment while managing partner-facing quotas up to $800M.
- Led Western Region channel strategy and partner revenue growth for Cisco's security portfolio, working with top-tier resellers and driving multi-architectural solution selling.
- Established senior-executive relationships and developed go-to-market strategies to align Cisco field teams with partners, accelerating pipeline growth.
- Earned Cisco Sales Achiever recognition in FY2016, 2017, 2019, 2021, 2024, and 2025 for consistent performance.
Channel Sales Director West
Lancope (acquired by Cisco in 2015)
01.2014 - 01.2016
- Built the Western Region channel from the ground up, growing revenue from $1M to more than $25M in 18 months through strategic partner development.
- Cultivated relationships with Cisco regional and national leaders, enhancing channel access and identifying opportunities; collaborated with account teams on key seven-figure deals to secure significant revenue.
- Recruited and developed major Cisco VARs, driving expansion of cybersecurity opportunities through channel.
Channel Development Manager
ShoreTel Premise & Cloud Divisions
01.2011 - 01.2014
- Signed 12 new enterprise partners in FY20122013, including Avaya's fifth-largest partner into the Cloud Channel Program.
- Recruited major Cisco and HP resellers into ShoreTel Champion Partner Program, enabling channel partners for premise-based and cloud unified communications platforms.
- Transitioned premise-based partners to cloud channel program, collaborating with local sales teams to enhance partner integration and accelerate time-to-revenue.
Channel Account Manager
Avaya
01.2006 - 01.2011
- Managed channel sales and relationships for SI/SP accounts in Western Region, engaging IBM, Verizon, and AT&T to strengthen partnerships.
- Ranked #1 in North American Channels quota attainment in FY2006 and managed annual quotas of $30M$50M.
- Consistently achieved or exceeded sales quotas; named Channel Account Manager of the Quarter (Q3 2010) and Channel Advantage Award winner (2007).
- Served as Regional Channels Director, participating in channel councils and integration teams to shape strategic initiatives and develop programs.
Enterprise Development Manager
Veramark Technologies
01.2004 - 01.2006
- Achieved 110% of quota in 2005 and 132% in 2006 against a $1.2M quota, turning a neglected territory into a top company-wide revenue producer.
- Sold enterprise telecommunications management solutions to Fortune 1000 clients, enhancing client operational efficiency and driving revenue growth.
- Built and strengthened partner-channel relationships within Avaya and Nortel sales communities, increasing market penetration and collaboration opportunities.
Regional Sales Director
CompuThink
01.2003 - 01.2004
- Directed regional sales strategy for CompuThink technology solutions, achieving $1.1M quota and generating 95% of revenue from new business.
- Developed enterprise-client and channel-partner relationships, leading sales pipeline reviews and forecast planning to support strategic growth.
- Led regional sales strategy for CompuThink technology solutions
- Managed key account relationships across regional customer base
- Coordinated sales forecasts, pipelines, and territory planning
Regional Sales Director
WebGain
01.2001 - 01.2002
- Achieved 120% of quota and generated $1.1M+ in revenue by transforming mid-market accounts into enterprise agreements with DirecTV, Toyota, and Amgen.
- Directed regional sales strategy for software and internet solutions, led pipeline reviews, and built partner relationships across account channels and reseller networks to enhance market penetration.
- Directed regional sales strategy for CompuThink technology solutions across assigned territories.
- Built client relationships with key accounts and decision makers.
- Led pipeline reviews with sales teams and regional partners.
Regional Sales Manager
Plexus Software
01.1998 - 01.2001
- Achieved 415% territory revenue growth from 19982000, closing $1.4M in new business in 2000.
- Managed regional sales pipeline for enterprise clients, delivered impactful product presentations and software demonstrations, and cultivated strategic relationships with key decision makers at target accounts.
- Managed regional software sales pipeline for Plexus Software accounts.
- Developed territory plans using Plexus Software CRM records and market data.
- Led client discovery calls for Plexus Software solutions and needs.
Account Manager / Sales Manager
Optical Laser
01.1996 - 01.1998
- Managed a four-person sales team, produced $14M in annual territory revenue, and achieved 150%+ of quota.
- Strengthened customer relationships and loyalty for optical laser products and services; created precise quotes for industrial optics and laser systems.
- Coordinated order details with sales, production, and shipping teams, ensuring timely delivery and enhancing customer satisfaction.
Education
B.A. - Business Administration
California State University, Fullerton
01-1996
Skills
- Cybersecurity channel strategy
- Cybersecurity go-to-market
- Cybersecurity solution selling
- Cybersecurity frameworks
- Threat intelligence tools
- Cybersecurity AI integration
- Channel partner enablement
- SI/SP account management
- Sales pipeline management
- Pipeline management
- Cloud security solutions
- Executive management
- Revenue growth
Personal Information
Title: Channel Sales & Alliances | Cybersecurity | AI-Enabled Growth
Certification
- Cisco Security Fire Jumper (2020)
- Solution Selling Methodology (2012)
- Avaya APSS-Data (2011)
- ChannelCorp Channel Management (2007, 2009)
- Critical Path Strategies Sales Training (2001)
- Dale Carnegie Sales Training (1996)
Timeline
Senior Cybersecurity Partner Specialist
Cisco
01.2016 - 01.2026
Channel Sales Director West
Lancope (acquired by Cisco in 2015)
01.2014 - 01.2016
Channel Development Manager
ShoreTel Premise & Cloud Divisions
01.2011 - 01.2014
Channel Account Manager
Avaya
01.2006 - 01.2011
Enterprise Development Manager
Veramark Technologies
01.2004 - 01.2006
Regional Sales Director
CompuThink
01.2003 - 01.2004
Regional Sales Director
WebGain
01.2001 - 01.2002
Regional Sales Manager
Plexus Software
01.1998 - 01.2001
Account Manager / Sales Manager
Optical Laser
01.1996 - 01.1998
B.A. - Business Administration
California State University, Fullerton