James McGuinness
Rutland,MA
Summary
Accomplished channel/sales leader with over 15 years of experience in designing and executing innovative global channel programs. Proven ability to enhance market reach through strategic channel marketing campaigns and fostered Alliance relationships that maximize sales and market share. Expertise in developing and mentoring interdisciplinary teams to identify opportunities, strengthen partner relationships, and exceed expectations. Career aspirations include driving further growth through transformative sales strategies.
Overview
22
22
years of professional experience
Work History
Director Channels, North America
SPECTRALINK
01.2023 - Current
- Modernized Engage Partner Program and hired North American channel team
- Designed unique partner account based targeting methodology utilizing analytics and 6Sense algorithms
Sr Director Channels/Distribution/Alliances, US
BARCO
01.2019 - 01.2023
- Developed Barco’s 17 person Channel, Consultant, DMR, Distribution, Nationals, Alliances and Channel Marketing teams
- Recruit and develop the US Channel Sales team, increasing Barco Collaboration revenue by 26% in 2022.
- Enhanced Alliance program by redefining a go to market approach with the core vendors
- Redesigned a new concept for the Connect Partner program and supporting competency program content, increasing partner self-sufficiency and selling power.
- Appointed to the International Business Unit Leadership team, focused on a 'OneBarco' global channel program.
- Primary for National Account C-level relationships, inclusive of sales strategy, competency assessments, QBRs, and national marketing plans.g plans
- Developed and hired for Barco’s consultant liaison program for increased alignment, product positioning and large project design inclusion
- Realigned Canadian channel program elements, vetted, and signed a new distributor for Barco's expansion goals, leading to a significantly increased reach into incremental partner verticals.
Sr. Channel Manager, US
BARCO
01.2019 - 01.2021
- Responsible for national IT partner recruitment, development and enablement of sales and technical teams
- Implemented a predictable, scalable and repeatable partner onboarding strategy, 'Barco Ready' and related programs which were adopted in multiple countries as the channel enablement standard
- Created a propitiatory Partner development dashboard utilized in growing and managing national accounts
- Designed and executed Barco IT channel growth campaigns increasing Barco’s partner relevancy, product exposure driving profitable sales revenue
- The campaigns were adopted in the Americas and EMEA
Sr. Manager Channel Sales, US Dell EMC ISG
INGRAM MICRO
01.2017 - 01.2019
- Responsible for managing and onboarding the seven person $240M Dell EMC ISG field team
- Achieved 136% growth in 2017 recruiting 134 new partners, 180% 2018 growth, 115% 1H 2019
- Assigned to Global Dell EMC global cross-functional team focused on and enablement strategy, creating and deploying US Partner Development Dashboard as global partner management standard
- President’s Club 2013, 2017, 2019
Sr. Channel Account Executive, Data Center Solutions and Professional Services
INGRAM MICRO
01.2015 - 01.2017
- Managed National Accounts, Service Providers and Global Business Units for Professional Services
- Engaged 'CXO' teams creating Business Development and Adoption plans for new partner Service initiatives
- Designed 'Virtual Bench' Services program and analysis dashboard identifying coverage/ capabilities
Sr. Channel Account Executive – EMC National Accounts
INGRAM MICRO
01.2013 - 01.2015
- Increased Ingram Micro's EMC National Account revenue bookings over 140% in both 2013 and 2014
- Recruited and developed National EMC partners yielding $110M net new incremental revenue in 2015
- Utilized and proved and repeatable growth and development plan that increased partner competency and drove revenue
Northeast Channel Development Manager – EMC
INGRAM MICRO
01.2011 - 01.2013
- Responsible for $50M+ in annual revenue growing territory 38% in 2012 and 41% in 2013
- Managed pipeline and demand gen campaigns for Velocity Growth partners
- Nurtured EMC Partner relationships with EMC channel/sales teams, Ingram inside sales, Field Technical resources, and Marketing campaign support
Northeast Partner Account Manager, TelePresence/Video Solutions
CISCO
01.2006 - 01.2011
- Drove the migration of Tandberg partners into the Cisco partner model and facilitated the creation and management of 'TelePresence' video practice for existing Northeast Cisco partners
- Cisco FY2010 'Sales Achiever' award
Northeast Channel Sales Manager, TelePresence/Video Solutions
TANDBERG (now part of CISCO)
01.2007 - 01.2010
- Recruited and enabled Tandberg partners increasing product market share
- Achieved 'Top Growth Partners' award in 2010, Top Sales Performer award 2009 and 2008
Channel Development Manager, National Accounts
VBRICK SYSTEMS
01.2003 - 01.2006
- Responsible for managing/developing existing strategic channel partners and recruiting national partners
Education
Bachelor of Business Management - Concentration in Marketing
Worcester State University
Worcester, MASkills
- Organizational Strategy
- Pipeline Optimization Expertise
- Program leadership
- Vendor relations
- Team leadership, training, and development
- Performance evaluations
- Marketing Strategy Development
- MEDDPIC Leadership/ Enablement
- 6Sense Account Based Marketing
- Collaborative Alliances
Affiliations
- National Ski Patrol - Sr Patroller , Hill Captain, OEC instructor
- Commerical Marine Captain
Timeline
Director Channels, North America
SPECTRALINK
01.2023 - Current
Sr Director Channels/Distribution/Alliances, US
BARCO
01.2019 - 01.2023
Sr. Channel Manager, US
BARCO
01.2019 - 01.2021
Sr. Manager Channel Sales, US Dell EMC ISG
INGRAM MICRO
01.2017 - 01.2019
Sr. Channel Account Executive, Data Center Solutions and Professional Services
INGRAM MICRO
01.2015 - 01.2017
Sr. Channel Account Executive – EMC National Accounts
INGRAM MICRO
01.2013 - 01.2015
Northeast Channel Development Manager – EMC
INGRAM MICRO
01.2011 - 01.2013
Northeast Channel Sales Manager, TelePresence/Video Solutions
TANDBERG (now part of CISCO)
01.2007 - 01.2010
Northeast Partner Account Manager, TelePresence/Video Solutions
CISCO
01.2006 - 01.2011
Channel Development Manager, National Accounts
VBRICK SYSTEMS
01.2003 - 01.2006
Bachelor of Business Management - Concentration in Marketing
Worcester State University
Similar Profiles
Helen BriandHelen Briand
Food Trailer Owner at CrackedFood Trailer Owner at Cracked
James GardnerJames Gardner
Licensed Psychotherapist at Handel Behavioral HealthLicensed Psychotherapist at Handel Behavioral Health
Patricia ThurstonPatricia Thurston
Visitor Ambassador at UMass Memorial University HospitalVisitor Ambassador at UMass Memorial University Hospital
Brian NevinBrian Nevin
Senior Commercial Director – North America and LATAM – Kerry Pharma Division at Kerry GroupSenior Commercial Director – North America and LATAM – Kerry Pharma Division at Kerry Group
Phyllis PatePhyllis Pate
Director, North America Public Sector Services Delivery at Hewlett Packard EnterpriseDirector, North America Public Sector Services Delivery at Hewlett Packard Enterprise