Glenn Kane
Avon,NY
Summary
Senior Channel Sales Manager skilled at driving company growth by finding leads, closing sales, supporting existing clients, formulating sales strategies, and communicating product value to clients. Adaptable and knowledgeable multitasker with experience driving sales in diverse market conditions. Exceptional at account management, C-Level presentations, customer acquisition and retention, and revenue expansion. Adept at forging cross-functional collaborations to deliver stellar results. Proficient in establishing business connections to accomplish defined sales objectives and achieve quantifiable results. Extensive senior level network and practical proficiency in Business to Business (B2B) channels. Flexible, adaptable, and can easily embrace change and drive productivity in diverse environments. Organized Channel Sales Manager with record of success in surpassing sales targets. Talented in connecting partners and building new sales channels with robust profits. Performance-oriented professional with progressive background and consistent accomplishments.
Overview
28
28
years of professional experience
Work History
Client Engagement Manager
Advoda Technology Solutions
Rochester, NY
04.2021 - Current
- Built strong, productive relationships with existing partners, recruiting and onboarding new partners, and focusing on growing new business opportunities within each partner.
- Worked as a hybrid sales role by selling in a direct and partner role,
- Prospected by cold calling, emails and field visits.
- #1 Advoda new business producer in 2021!
- Tasked with creating new business relationships by attending network events,golf tournaments,hosting technology demonstrations.
- Hired by clients to run technology vendor selection and negotiate best pricing.
- Learn and maintain in-depth knowledge of Cybersecurity products and technologies, competitive products and industry trends.
Business Development Manager
Windstream Enterprises
Rochester, NY
01.2020 - 01.2021
- Strategically plan sales opportunities with key partners focusing on UCaaS and SD-WAN.
- Collaborate with National Master Agents and partners to generate business leads to acquire customers, improve the business and profit ratio.
- Identify business opportunities and perform market research to determine prospects and potential projects
- Generate clients and business relationships to ensure business and projects are being sold.
- Spearhead the business development team bringing best practices and sharing success stories to help mentor the team.
- Initiated and maintained concrete business relationships with partners to generate sales and revenue generation in the Northeast.
- Crushed and surpassed sales quotas!
- Provided product demonstrations to partners and customers.
- Surpassed all company objectives on marketing and lunch and learning activities with partners
Partner Client Account Manager
Windstream Enterprises
Rochester, NY
01.2017 - 01.2020
- Managed a base of partner accounts billing over $1.5M across a national region.
- Stimulated account growth via client visits, cold calling, and industry trade shows in Chicago and Los Angeles.
- Acted as the primary contact for customer escalations,repair,billing,project management and sales.
- Coaches and educated sales agents, face to face, regarding Windstream products, processes and procedures to improve their productivity and results.
- Sold and leveraged strategic services such as UCaaS, SD-WAN, managed security and all the traditional ethernet solutions.
- Recognized as one of top performers for 2018 and 2019 and concentrated on government, healthcare, and education verticals.
- Interfaced with multiple departments to ensure delivery of services and ongoing sales agent and customer satisfaction.
- Supported over 1,000 accounts nationally and grew account base by 30% YOY.
Senior Account Executive
Integrated Systems
Victor, NY
03.2017 - 11.2017
- Sold WAN's,wireless P2P and P2MP in the government space and to telco and wireless Internet providers.
- Expanded market penetration and created business development opportunities in Western New York within Healthcare and Government verticals.
- Sourced business opportunities, forecasted budgets, acquired and preserved accounts, negotiated and closed sales contracts, met and exceeded sales targets and bolstered client relations.
- Held accountability for $500K annual quota selling traditional managed and hosted IT solutions, CPE sales of Avaya, Ruckus.
Major Account Executive
Frontier Communications
Rochester, NY
01.2015 - 01.2017
- Contacted prospective customers by cold calling, networking, lead generation, proposal submission, and customer appointments to identify new sales opportunities in your territory.
- Sold Avaya IP Office, Mitel, Cisco and Ruckus CPE and project led to install
- Met and exceeded quote of network and CPE product sales.
- Led growth of partner sales over 125% YOY!
- Presented proposals and closed business to secure a quota of over $11,000 month consistently.
Account Executive II
Time Warner Cable Business Class
Rochester, NY
01.2009 - 01.2015
- Led the team on partner recruitment and sales!
- Investigated all aspects of revenue streams to maximize sales opportunities.
- Applied sales processes to improve efficiency, cost-effectiveness, service levels, and customer retention
- Optimized sales volume and profitability by identifying sales leads.
- Steered in-depth competitor analysis and reported any market competitor information on pricing and products.
- Acknowledged as a leading sales producer of all Ethernet, Voice and Video services to large market commercial customers.
- Developed and maintained a robust pipeline of qualified opportunities, focus on multi-location enterprise prospects in banking and manufacturing industries.
- Excelled at project management and delivering circuits by customer deadlines.
- Sold first MPLS network in 2014 to large statewide wholesale distributor.
- Increased company market share to 70% during sales career
Account Executive
Verizon Wireless
01.1995 - 01.2009
- Supported Government, Education and Professional Services vertical accounts.
- Consulted with end users on the latest wireless devices to meet customer needs and suggest applications.
- Prospected and sold to C-level officers and acquired new accounts.
- Boosted employee performance and impacted overall growth by mentoring and training additional employees on the sales process and best practices for sales pitches.
- Exhibited expertise and leadership qualities by achieving eight President Cabinet awards for top sales.
Education
H.V.A.C -
Monroe Community College
Skills
- Customer Relationship Management
- Business Analysis/Development
- Lead Generation/ Conversion
- Key Account Management
- Budgeting/Sales Forecasting
- Sales Negotiations/Contracts
- Sales Cycle Management
- Sales Margin Increase
- Team Lead/Collaboration
- Relationship Building
- Sales Presentations
- Post-Sales Support
- Technical Proficiencies
- Microsoft Office: Word, Excel, PowerPoint
- Google Workstation
- Software: Salesforce
- Consultative Sales
- Dynamic Personality
- Team Collaboration
- Appointment Setting
- Client Relationship Management
Accomplishments
- Top BDM in sales 2020!
- #1 Sales producer in 2021!
- Top seller of fiber services on TWCBC Rochester team 2010 – 2015!
- Credited with the second largest Mitel phone system sale in 2015!
- Awarded with President's Cabinet Top Sales 1996 – 2005!
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Client Engagement Manager
Advoda Technology Solutions
04.2021 - Current
Business Development Manager
Windstream Enterprises
01.2020 - 01.2021
Senior Account Executive
Integrated Systems
03.2017 - 11.2017
Partner Client Account Manager
Windstream Enterprises
01.2017 - 01.2020
Major Account Executive
Frontier Communications
01.2015 - 01.2017
Account Executive II
Time Warner Cable Business Class
01.2009 - 01.2015
Account Executive
Verizon Wireless
01.1995 - 01.2009
H.V.A.C -
Monroe Community College
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