ERIN L. WILKINS
Amherst,NY
Summary
Enthusiastic and creative IT sales and organizational development professional who learns quickly and produces results. Possess 25+ years of experience in the areas of sales & market development, project management, people management, change management, sales/organizational training & enablement and leadership development.
Overview
28
28
years of professional experience
Work History
Sales Training & Onboarding Manager
INGRAM MICRO, INC.
Williamsville, USA
12.2021 - Current
- Oversee all aspects of READY sales onboarding & training program
- Deliver systems, value add and foundational sales training to incoming new hires
- Developed & introduced 'Bridge-to-BU' concept to ensure support in respective business units beyond initial 4-week training/onboarding period
- Provide feedback to Managers around associate's individual 'readiness' as they transition from sales training to business unit
- Support transformational training initiatives as it relates to training of existing associates and incoming new hires
Senior Manager, Business Systems
INGRAM MICRO, INC.
Williamsville, USA
12.2020 - 12.2021
- Training development and implementation around objectives related to Business Unit Roadmaps designed to drive a positive associate, vendor and customer experience
- Drove transformational initiatives tied to Automation, Data & Application, Upskilling Teams and Organizational Optimization
- Drove alignment to core strategic pillars including, but not limited to Data Led, Services Focused, Technology Invested and People Devoted initiatives
- Simultaneously managed Business Systems initiatives while also managing new hire sales training and took the lead on transformational Sales Coaching project
Senior Manager, Learning & Organizational Development
INGRAM MICRO, INC.
Williamsville, USA
12.2018 - 12.2020
- Maximized the impact of organizational transformation investments through change management, leadership development and sales/customer support training and enablement
- Ensured the design and delivery of learning and development programs to address all levels of tenure on the Go-to-Market teams
- Sales Training initiatives included management of Onboarding Peer Coach Network, foundational sales training and Sales Manager Effectiveness Coaching
- Transformational initiatives included Market Segmentation project, Sales Effectiveness Initiative, Leadership Development (Grow-to-Lead & ADP), Customer Experience and CRM (MS Dynamics) adoption, Automation & LEAN initiatives
Senior Sales & Market Development Manager
Hewlett Packard Enterprise
Williamsville, USA
07.2007 - 11.2018
- Managed a Sales & Market Development team with expertise in the areas of HPE Servers, Storage, Networking, Software, Security & Services
- Responsible for retiring multi-million dollar quarterly/annual quota goals while simultaneously driving toward achievement of back-end vendor rebate goals
- Effectively managed pipeline management & forecasting activities between multiple sales development segments
- Oversaw all day-to-day operations of US HPE process management functions between Ingram Micro & HPE, with teams in the US and abroad
- Designated Hewlett Packard Enterprise project lead to oversee the split of HP into two companies (HPE & HPI) within Ingram Micro's organization
- Responsible for implementing and leading the Ingram Micro Future Sales Management Development Program from June 2015 - December 2016
Data Center Software & Infrastructure
Hewlett Packard Enterprise
Williamsville, USA
10.2010 - 10.2012
- Responsible for building & managing a Market Development Team within a new business unit focused on data center development & management
- This role included defining our value in the market, expanding & establishing vendor partnerships and driving toward net new revenue growth
- From February 2012-October 2012 I was one of two US Sales/Market Development associates selected to work full time as an Integration Lead on a significant global strategic initiative
Software & Software Security
Hewlett Packard Enterprise
Williamsville, USA
07.2007 - 10.2010
- Managed a Market Development team comprised of 26 direct reports and 17 indirect reports across 14 vendor lines producing over $2 billion in annual revenue
- Grew and maintained reseller & vendor partnerships across 14 strategic software lines including, but not limited to: Microsoft, Citrix, Trend Micro, McAfee, Symantec, IBM Software & Adobe
- Managed successful pilot program for transition of Microsoft's TPAM program to distribution, ultimately resulting in movement of the entire program to distribution across the channel
- Directly responsible for building an entire DtPAM team of 22 associates in a 2 month time frame that included all logistics, hiring and onboarding
- Performance on this initiative earned the North America Regional Award of Excellence from Ingram Micro's Executive Management Team
Senior Market Development Specialist
INGRAM MICRO, INC.
Williamsville, USA
08.2004 - 06.2007
- Developed and implemented internal and external sales strategies aimed at increasing profitable IBM Hardware & Lenovo product sales and market share through Ingram Micro
- Lead on internal communication campaign promoting IBM PC split to Lenovo
- Implemented and facilitated sales training for overseas sales team resulting in an immediate increase of 38% over the previous month's sales
- One of 14 North America associates selected for Ingram Micro's Management Development Program, first to be promoted into a management position
Sales Representative
INGRAM MICRO, INC.
Williamsville, USA
06.1997 - 07.2004
- Successfully managed various account bases for Value Add Reseller (VAR) accounts specializing in small-to-midsize business (SMB), Enterprise/Fortune 1000, government and educational market segments
- Team lead for a group of five individuals responsible for a monthly sales quota exceeding $5 million
- Leadership initiatives included development and maintenance of a team business plan, pipeline development, forecasting and sales coaching
- Proactively worked with executive decision makers to develop and incorporate strategic business plans incorporating e-commerce solutions, customized solutions and financing
Education
Master of Science - Organizational Communication and Development
CANISIUS COLLEGE
Buffalo, NY05.2000
Bachelor of Arts - Communication Studies
CANISIUS COLLEGE
Buffalo, NY05.1997
Skills
- Organizational growth
- Software implementation
- Policy enforcement
- Stakeholder management
Timeline
Sales Training & Onboarding Manager
INGRAM MICRO, INC.
12.2021 - Current
Senior Manager, Business Systems
INGRAM MICRO, INC.
12.2020 - 12.2021
Senior Manager, Learning & Organizational Development
INGRAM MICRO, INC.
12.2018 - 12.2020
Data Center Software & Infrastructure
Hewlett Packard Enterprise
10.2010 - 10.2012
Senior Sales & Market Development Manager
Hewlett Packard Enterprise
07.2007 - 11.2018
Software & Software Security
Hewlett Packard Enterprise
07.2007 - 10.2010
Senior Market Development Specialist
INGRAM MICRO, INC.
08.2004 - 06.2007
Sales Representative
INGRAM MICRO, INC.
06.1997 - 07.2004
Bachelor of Arts - Communication Studies
CANISIUS COLLEGE
Master of Science - Organizational Communication and Development
CANISIUS COLLEGE
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