Craig Thomas
Sparks,MD
Summary
Dynamic Senior Federal Channel Manager with a proven track record at Panasonic Connect, excelling in channel management and partner training. Achieved significant revenue growth through strategic partnerships and effective sales forecasting. Renowned for exceptional problem-solving abilities and fostering strong customer relationships, driving market presence and competitive advantage.
Overview
28
28
years of professional experience
Work History
Senior Federal Channel Manager
Panasonic Connect
Chesapeake Beach, Maryland
06.2016 - Current
- Developed strategic channel partnerships to enhance market presence and customer reach.
- Coordinated training programs for channel partners to improve product knowledge and sales techniques.
- Managed communication between internal teams and external partners to ensure alignment.
- Facilitated regular meetings with partners to discuss objectives and address challenges.
- Monitored competitor activities in the marketplace to ensure competitive advantage was maintained.
- Organized training sessions for channel partners on new products or services.
Federal Business Developer
Kodak Alaris
Rochester, United States
06.2013 - Current
- Managed all Federal sales within Unites States with annual target of 15 million
- Grew territory from 9 million to 15 million in 3 years
- Established and managed GSA partners
- Engaged key software partners and System Integrators to build end to end solutions for large Federal customers
- Attended end user and partner events to demo Kodak Alaris products and services
- Responsible for getting Kodak Alaris products on BPA’s and IDIQ’s
- Educated other team members on how to sell to the Federal Government
- Great communication and presentation skills
- Forecasted deals monthly to upper management
Account Executive- Federal
Fujitsu
Sunnyvale, United States
05.2008 - 05.2013
- Responsible for all Federal sales within the United States with annual target of 26 million
- Established and manage GSA Partners
- Call on key end users, System Integrators, and valued channel partners to drive Fujitsu sales
- Attend Federal trade shows to promote Fujitsu product line
- Worked with key software partners to provide scanning solutions to clients
- Tracks large deals in Sales Force to help management with forecasting
- Trains and educates Fujitsu team members on Federal terminology
- Vast knowledge of Federal buying vehicles and contracts
SR Account Manager - Federal
Visioneer
Pleasanton, United States
01.2007 - 04.2008
- Responsible for all Federal sales within the United States.
- Developed new accounts through cold calls, attendance at trade shows, and working with key channel partners
- Grew and developed key GSA partners
- Increased revenue by 120 percent
- Called on key end users to grow Visioneer’s market share
- Managed Federal contracts such as NMCI, BOPNET, PITO, and Firebird.
Federal Account Manager
Xerox
Rochester, United States
03.2001 - 01.2007
- Responsible for Federal sales in Department of Justice and Department of State
- Attended local and national trade shows to promote Xerox brand
- Maintained established accounts by providing exceptional customer service and support
- Expanded territory from 2 million to 6 million in sales
- Built key reseller channel who held key contracts
- Called on key Integrators such as Lockheed Martin
- Presidents club in 2002,2003,2004,2005
Account Manager
Westwood Computer
Springfield, United States
03.1998 - 02.2001
- Managed federal accounts in the in the Washington DC are to include - Intel, Army, DOD, and Civilian
- Teamed up with manufacture reps such as HP to do joint calls into key accounts.
- Provided quotes in a timely manner
- Solved any customer issues
Education
BA -
Salisbury State University
Salisbury, Maryland01.1993
Skills
- Channel management
- Partner training
- Sales forecasting
- Market analysis
- Account development
- Customer relationship management
- Team collaboration
- Problem solving
- Channel development
- Partner recruitment
Accomplishments
- Achieved sales quota 8 out of 9 years
- Presidents Club
Timeline
Senior Federal Channel Manager
Panasonic Connect
06.2016 - Current
Federal Business Developer
Kodak Alaris
06.2013 - Current
Account Executive- Federal
Fujitsu
05.2008 - 05.2013
SR Account Manager - Federal
Visioneer
01.2007 - 04.2008
Federal Account Manager
Xerox
03.2001 - 01.2007
Account Manager
Westwood Computer
03.1998 - 02.2001
BA -
Salisbury State University