Edward Wu
Vice President Of Channel
HENDERSON,NV
Summary
Results-driven Sales Leader with forward-thinking approach centered on company success and competitive growth. Demonstrated record of success in building successful teams and managing profitable operations.
Pragmatic professional with solid experience in leadership roles. Adept at implementing strategic business plans, driving growth and improving operations. Skilled in financial management and stakeholder relations. Collaborative and dedicated to building and leading talented and motivated individuals.
Overview
8
8
years of professional experience
12
12
years of post-secondary education
Work History
Vice President of Partnerships
Anitian
Beaverton , OR
09.2022 - 06.2023
- Established performance goals for department and provided methods for reaching milestones.
- Identified and resolved issues with strategic partners, promoting better collaboration and increase revenue
- Evaluated product development strategies and prepared alternative approaches to goal achievement.
- Increased company growth through collaboration with sales and marketing departments.
- Initiated strategy to drive company growth and increase market share and profitability.
- Focused on Top Partner AWS, A-LIGN and Moss Adams resulting in 2x YOY Pipeline Growth and 25% of overall company pipeline
Vice President of Global Partnership
PIPL
Post Falls, ID
09.2021 - 09.2022
- Established performance goals for department and provided methods for reaching milestones.
- Identified opportunities to improve business process flows and productivity.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols.
- Developed and implemented " Partner in a Box" program that included channel sales enablement solutions like partner portal, sales playbook, joint demand generation programs, sales and technical certification programs
- In Q4, 2021, drove Q4revenue growth off $421,00. 22.3% YoY growth
- In Q1, 2022, drove Q1 revenue growth of $772,000. 61.2%YoY growth
- In Q2,2022, drove Q2 revenue growth of $561,000. 37.2%YoY growth
Director of Global Partnerships
TransUnion LLC
Portland, OR
05.2018 - 09.2021
- Formulated and Implemented new sales and marketing strategies to bring TransUnions’ Identity & Fraud Solution suite to the Iovation Channel
- In 2019 drove revenue growth by $2,610,000+, achieved 110% of quota. 28% growth compared to 2018
- In 2020 drove revenue growth by $5,150,000+ and achieved 120% of quota. 43% growth compared to 2019
- Fiserv: Standardization of TransUnion products as their primary Identity verification and authentication solutions resulting in a $2.8M revenue growth in 24 months
- Equifax Increase revenue growth by $1.9M in 24 months and locking a 2 year extension to Global MSA agreement in 2021
- Additional Key Channel Partners:ACI, CRIF, Dun & Bradstreet, Feedzai, PlayTech, SBTech, FIS Global, Temenos, eMerchantPay, TransUnion, TruNarrative, Ping Identity,ForgeRock, Entrust Datacard, etc
Vice President of Global Partnership
Iovation Corporation
Portland, OR
06.2017 - 05.2018
- Restructured Partnership and Alliance Program
- Developed and implemented “Partner in a Box” Go To Market program that included Channel sales enablement solutions like partner portal, sales playbook, joint channel demand generation programs, joint solution collaterals, sales, and technical training certification programs
- Increase: Overall Channel Sales by $2.6M, representing first year growth of 38%
- Equifax: Fiserv and ACI captured 3 of top 5 revenue production
- Equifax: Increased Channel Sales through this partner by 88% in first 12 months,resulting in $836K revenue growth
- Equifax: Global standardization the use of Iovation Device intelligence to protect their consumer portals
- Fiserv: Revitalized Partnership and increased Channel Sales by 420% in first 12 months, resulting in $565K revenue growth
- Fiserv: Standardization the use of Iovation Device intelligence for SecureNow, Fiserv login defense platform that is utilized by their Core Banking Platforms
- Key Channel Partners: Fiserv, Equifax, ACI, CRIF, Dun & Bradstreet, Feedzai PlayTech, SBTech, FIS Global, Temenos, eMerchantPay, TransUnion, TruNarrative, etc
Global Vice President of Sales
Identiv Corporation
Fremont, CA
06.2016 - 06.2017
- In Q3 2016 drove revenue growth by $2,100,000+, achieved 110% of quota. 36% growth compared to Q3 2015
- In Q4 2016 drove revenue growth by $2,450,000+ and achieved 120% of quota. 43% growth compared to Q4 2015
- Reorganized and optimized sales operation resulting in cost saving $500K
- Formulating and implementing innovative sales and marketing strategies. These plans resulted in significantly increased sales and pipeline over the next several years.
- Motivational management style with a record of developing and retaining highly motivated sales teams and distribution networks. Demonstrated leadership during challenging periods
- Key Partners: Dimension Data, Presidio Fishnet Security, Eplus, Zones, Tyco, Johnson Controls, Booz Allen Hamilton, Absco,One Path, Signet Securities, Day Automation, A-2 Security, Quest Securities, etc.
Senior Director, Business Development
Identiv
Fremont, CA
03.2015 - 06.2016
- Cisco: Increase Channel Sales 70+% quarter over quarter, resulting in $900K+ in quarterly revenue
- Cisco: Increase number of Cisco Channel transaction by 82%
- Increase Channel Average Sales Transaction by 125+%
- Closed largest Identiv / Cisco IoT Opportunity, Job Corp for $198 Million
- Strategic Cisco internal BU partnerships, such as Safety and Security, Consumer,Transportation, Utilities, Finance, Healthcare and Educational with joint marketing and sales activities.
- 2016 Johnson Controls: Increase Annual Channel Sales by 800+%
- 2016 Johnson Controls: Twice, Named Vendor of the Month
- Led the development of the Johnson Controls VAR program, including all legal, commercial and technical aspects, e.g. Knowledge Transfer. The Knowledge Transfer program includes training, demo systems, presentations, playbook, extranet, system planner, etc. Johnson Controls VAR program became the model to be adopted as their corporate VAR program.
- Key Joint Partner Wins: Textron, General Motors Financial, Price Waterhouse Cooper, United Nations, CBRE, Southern Company, Freeport McMoran, Royal Caribbean, Houston Community College, Wichita State University, Melbourne Olympic Park, Aurizon Mining, Kuehne Nagel, Job Corp, Liberal ISD, West ISD, Savannah ISD, etc.
Education
Associate of Arts - Business Administration And Management
San Jose City College
San Jose, CA 09.1988 - 07.2000
Skills
Performance metrics analysis
Policy and procedure development
Relationship building and retention
Customer and employee rapport
Business Development
Program oversight
Timeline
Vice President of Partnerships
Anitian
09.2022 - 06.2023
Vice President of Global Partnership
PIPL
09.2021 - 09.2022
Director of Global Partnerships
TransUnion LLC
05.2018 - 09.2021
Vice President of Global Partnership
Iovation Corporation
06.2017 - 05.2018
Global Vice President of Sales
Identiv Corporation
06.2016 - 06.2017
Senior Director, Business Development
Identiv
03.2015 - 06.2016
Associate of Arts - Business Administration And Management
San Jose City College
09.1988 - 07.2000