Summary
Overview
Work History
Education
Skills
Websites
Certification
Timeline
Generic

Heather Giblin

Dallas,TX

Summary

Results-driven sales executive with 20+ years of experience implementing successful sales programs and campaigns in various industries, leveraging expertise in Data, Infrastructure, Applications, Development, Disaster Recovery, Migration, and Transformation. Proven track record driving multimillion-dollar marketing and sales projects across America for both established companies and start-ups. Adept at utilizing existing and emerging technologies to deliver targeted business solutions for clients and drive company sales. Skilled in facilitating productive discussions with teams and stakeholders to ensure successful sales and delivery of business solutions.

Overview

28
28
years of professional experience
1
1
Certification

Work History

Channel Sales Manager

Varonis
11.2023 - 11.2024
  • Developed and executed an effective channel sales strategy to maximize customer satisfaction.
  • Identified potential partners, evaluated their capabilities, and negotiated contracts with them.
  • Conducted regular meetings with channel partners to ensure smooth operations and successful delivery of products.

Channel Sales Director, Central & East

Tintri
01.2021 - 11.2023
  • Responsible for partner channel & alliance sales in the Central U.S
  • Holding a $52M quota along with managing 6 other Channel Sales Managers across the United States
  • Developed the Worldwide Channel program including channel incentives, partner portal & distribution strategy
  • Won sales director of the year 2021 and channel growth in 2022 of over 160% year over year
  • Developed our SLED go-to-market initiatives enabling Tintri to be on state and government contracts increasing our opportunities in that market by 70%
  • Awarded Top Women in the Channel 2021, 2022 and nominated for Women of the Year award in 2023
  • Developed and implemented strategic sales plans to increase customer base and ensure customer retention.
  • Created, maintained and evaluated customer databases in order to maximize sales opportunities.
  • Established and maintained relationships with key customers to identify new business opportunities.

Channel Director, TOLA region

Nasuni
01.2020 - 12.2020
  • Responsible for partner channel & alliance sales in the TOLA region
  • In only 2 quarters was able to launch 7 new partners and grow our 2 largest partners to double the growth from 2019
  • Held sales calls with partners to open greenfield accounts and worked to close that business with the partner
  • Held a $3M quota for a SaaS model providing a cloud platform for file services
  • Engaged with my network to bring Nasuni to multiple industry events and technology shows to grow sales for both Enterprise and Channel
  • This role ended due to a lay off due to Covid

Partner Channel Sales Manager, West U.S.

Pivot3
01.2017 - 12.2019
  • Responsible for partner channel sales for the entire West, driving sales through partners for the Pivot3 solution
  • Attained 210% revenue on a $22m quota across key strategic partners and brought 35 net new partners to Pivot3 across strategic integrators, VARs and distribution
  • Presented Pivot3 solutions at industry and partner events and implemented a new channel program across the organization to improve partner sales
  • Trained and mentored sales and channel reps across the west
  • Pivot3 let go of its entire sales workforce except key Executives and Personnel

Partner Channel Sales Manager, Central U.S.

Zerto
Dallas, USA
01.2014 - 12.2016
  • Responsible for Partner Channel Enablement throughout 17 states in the Central United States
  • Solely responsible for all new partner registration, enablement, sales, technical training, marketing events and QBR’s
  • Drove double digit sales growth and all growth in both the enterprise and cloud business
  • Worked with various alliance partners and vendors including Microsoft, Cisco, Nimble, Pure, HPE, IBM, Nutanix, Tintri, Amazon and various other Cloud services providers
  • Represented Zerto at National Microsoft, Cisco, VMware and HIMSS Healthcare events
  • Presented Zerto solutions at national and regional technology conferences and shows throughout the U.S
  • Increased sales at Zerto, start-up BC/DR software company, in Central U.S
  • By 300% managing over 150 partners

Channel Manager, Enterprise Accounts

Lenovo
Dallas, USA
01.2013 - 12.2014
  • Managed top 30 Channel partner accounts for Lenovo
  • Responsible for growing sales, business & market development, SMB & focus product sales, product training to Partner teams, working and presenting at Industry trade shows / partner and distributor events and building strategic partner plans for immediate and long-term growth
  • Largest included CompuCom / Sirius / Tech Depot / Netsync / UDI / Prime / ARC / Synetra / WWT / Technologent / Forsythe / Accudata
  • Increased sales by 150%
  • Grew territory by 45%
  • Won President’s Club for 2013 in 1st year, only winner on a 60 person team

Senior Sales Account Executive, Healthcare Industry

EMC Corporation
Dallas, USA
01.2010 - 12.2012
  • Field Sales to Healthcare Accounts in Texas
  • Grew business in 3Q by 200%
  • Consistently grew the business quarter on quarter
  • Directly responsible for sales of security software, storage, backup & recovery and consulting services
  • Sold first VCE / EMC solution in Texas for Healthcare
  • Top Rep of 3Q
  • Broke into competitive accounts and established strong relationships in an underpenetrated territory
  • Generated over $20M in additional revenue streams through engaging corporate business units to develop new technology vehicles for selling a variety of types of Healthcare
  • In the 3rd quarter along grew business by 200% to go with 100% growth in all other quarters

Technical Project Manager / Consultant

IBM / Children’s Medical Center of Dallas
Dallas, USA
01.2010 - 12.2010
  • Project Management responsibilities for technical projects, including portal, business intelligence, reporting, CareFx, Q-go, Core metrics, IBM, Staywell and Find a Doctor
  • Provided technical consulting and oversight
  • Negotiated contracts with vendors and managed projects through completion
  • Through a strongly built relationship while at IBM was asked to undertake this role by Children’s Medical Center
  • Project was an extension of work while at IBM

Senior Sales Account Manager

IBM
Dallas, USA
01.1997 - 12.2009
  • Focused on account management and field sales in a Competitive Territory in the Healthcare and distribution verticals
  • Responsible for the entire IBM portfolio including servers, storage, technical and consulting services and software
  • Key wins at UTSW, Parkland, Children’s Medical Center in Dallas, Regus, RAC, Brinks
  • Represented IBM at HIMSS for 7 years
  • Obtained CPHTS (Certified Healthcare Technical Sales) certification
  • Primary responsibility to be the industry advisor for best practices, industry trends and market growth to our clients
  • Best Fest Award, 100% club 7 years, Leadership Award, 4 promotions, Top Performers Award, Competitive Team Award 3 times
  • Marketing Excellence Award, Rep of the Quarter 9 times
  • Top 1% of sales reps in the Americas
  • Dynamically grew business year on year and over 275% of plan and huge sales margins

Education

Bachelor of Business Administration - Business / Marketing

Texas A&M University
College Station, Texas

Business Insight - Summarized MBA program

Harvard Business School

Skills

  • Sales
  • Marketing
  • Business Development
  • Technology Delivery
  • Strategic Leadership
  • Budgeting & Forecasting
  • IT Project Management
  • Healthcare
  • Software Lifecycle
  • Information Strategy
  • Technical Advisory
  • Large-Scale IT Projects
  • Joint Ventures & Alliances
  • Profitability Improvement
  • Partnership Development
  • Deal structuring
  • Customer Acquisition
  • Channel Development
  • Strategic Planning

Certification

  • Certified Healthcare Technical Sales (CPHTS)
  • Harvard Business School, Business Insight (Summarized MBA program)

Timeline

Channel Sales Manager

Varonis
11.2023 - 11.2024

Channel Sales Director, Central & East

Tintri
01.2021 - 11.2023

Channel Director, TOLA region

Nasuni
01.2020 - 12.2020

Partner Channel Sales Manager, West U.S.

Pivot3
01.2017 - 12.2019

Partner Channel Sales Manager, Central U.S.

Zerto
01.2014 - 12.2016

Channel Manager, Enterprise Accounts

Lenovo
01.2013 - 12.2014

Senior Sales Account Executive, Healthcare Industry

EMC Corporation
01.2010 - 12.2012

Technical Project Manager / Consultant

IBM / Children’s Medical Center of Dallas
01.2010 - 12.2010

Senior Sales Account Manager

IBM
01.1997 - 12.2009

Bachelor of Business Administration - Business / Marketing

Texas A&M University

Business Insight - Summarized MBA program

Harvard Business School

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Heather Giblin