Summary
Overview
Work History
Education
Skills
Timeline
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Kevin Watts

Smyrna,GA

Summary

Professional sales management expert with significant experience in driving revenue growth and customer satisfaction. Strong focus on team collaboration, consistently achieving targets, and adapting to changing needs. Skilled in building relationships, communication, and strategic planning. Reliable and results-oriented, known for high standards and delivering impactful solutions.

Overview

17
17
years of professional experience

Work History

SENIOR SALES ASSOCIATE

PPLSI
04.2022 - 10.2024
  • Accomplished and strategic sales representative versed in 1-to-1 and volume sales and negotiation tactics representing PPLSI's security and legal representation offerings
  • Positioning legal services and identity theft plans to consumers and small business owners through various customer acquisition tactics
  • Trained, coached, and mentored new sales associates for maximum performance.
  • Met or exceeded sales objectives on consistent basis to drive company growth.

TECHNICAL MANAGER

AT&T FedRamp Program
09.2018 - 07.2021
  • Coordinated efforts with a team of technical experts to maximize customer business growth, ensuring installation and implementation of professional equipment and services resulting in the achievement of client and company goals
  • Leveraged strong relationship management skills to collaborate with key stakeholders and business clients to uncover technical and operational gaps in FEDGOV implemented cloudbased solutions
  • Identified and catalogued user outages or system malfunctions by offering second-level Tier 1 support
  • Delivered product and implementation guidance to technicians during pre-installation and installation of VOIP hardware and network equipment
  • Coordinated with other departments effectively, integrating technical requirements into broader organizational goals seamlessly.
  • Managed implementation of new technological improvements resulting in increased efficiency.

GLOBAL PROGRAM MANAGER

Avaya Channels
05.2016 - 07.2021
  • Responsible for the development and delivery of a world class onboarding and sales engagement experience for global partners, managing initiatives to evolve partner-to-partner and partner to business engagement
  • Lead the strategy and execution for high quality of customer success to meet the demand of clients to ensure satisfaction with client cloud, desktop, and service offerings
  • Directed a team of 25 field and inside Account Managers achieving a minimum of $5M in annual revenue
  • Assist client sales management with developing selling strategies and tactics for Domestic and International contractor Sales Team which includes the development and maintenance of a comprehensive Sales and Marketing Plan, develop marketing programs such as special promotions, rebate plans and strategic marketing sales tools
  • Train and develop internal and VAR sales team using proven sales qualification methods and tactics, (i.e., The Challenger Sale, Customer-Centric Selling, MEDDIC, Value Selling Framework)
  • Utilized Client Engagement and P&L Management skills to review/establish monthly sales forecasting and project management planning to help achieve client goals and company sales targets
  • Met tight deadlines to satisfy client demands and project timelines.
  • Mentored and supported up to 35 Commercial and Retail employees to create strong workplace culture.
  • Mentored and led new employees to enhance Avaya Channel Program production.
  • Trained Account Managemen teams in Sales Support Methodology to accomplish set goals and benchmarks.
  • Mentored and developed junior team members, building their skills and confidence to take on increased responsibilities within the organization.

SALES MANAGER

AVAYA Channel Program
10.2014 - 05.2016
  • Provided competitive program analysis and business planning in coordination with client management
  • Led contractor channel sales team in supporting government, SLE and commercial sales opportunities in coordination with channel partners, distribution resources, client marketing and sales and other channel members
  • Managed forecasts against targets with a keen eye on partner account planning and detailed opportunity management
  • Owned and analyzed reporting on customer success metrics
  • Led a team of (7) account managers to drive seamless flow of business operations by managing individual funnel of business and fill pipeline
  • Launched partner tier-alignment strategies and defined account list in close partnership with cross-functional client support teams and respective channel leaders
  • Managed talent acquisition operations for account managers, including recruitment, onboarding, training and development, performance evaluations, and disciplinary actions
  • Collaboratively developed communication plans with account management team and respective channel partners to drive Value Added Reseller sales
  • Promoted team proficiency and professional development by ensuring account management team completed applicable product certifications
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Increased sales revenue by developing and implementing effective sales strategies.
  • Led a successful sales team by providing motivational coaching and performance-based incentives.
  • Organized regular sales meetings to review progress, share best practices, and set achievable targets for continued success.

CHANNEL ACCOUNT/BUSINESS DEVELOPMENT MANAGER

AVAYA Channel Program NA
03.2008 - 10.2014
  • Responsible for developing sales through Value Added Resellers and managing all aspects of partner relationships in their region, driving new product sales, and securing new long-term partnerships and revenue commitments
  • Managed sales pipeline for each partner and created alignment between partner and channel sales team members
  • Worked closely with marketing on creating and delivering programs, content, and campaigns to will drive significant ROI
  • Maintained up to date knowledge about integration partners, complimentary products, and potential competitors; communicated with and leveraged internal team members to move the sales process forward
  • Delivered engaging partner-centric presentations to help develop and represent respective channel priorities
  • Directed overall resource management within the channel for client processes, and crafted sales enablement content in partnership with authorized distribution representatives
  • Ensured distribution purchase eligibility by coordinating the certification process with new and existing partners
  • Devised strategic business plans and CRM procedures using Salesforce to manage channel partner activities in the Mid-Western and Western US and Canada
  • Drove channel partner activities in the Mid-Western US, including sales, marketing, problem resolution, discount requests, sales promotions, and sales engagement training
  • Develop, maintain, and sustain corporate relationships with key accounts and channel partners
  • Served as Global Partner Enablement Specialist - New Partner Learning and Development
  • Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
  • Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
  • Generated new business with marketing initiatives and strategic plans.
  • Represented company and promoted products at conferences and industry events.
  • Reached out to potential customers via telephone, email, and in-person inquiries.
  • Monitored market trends and competitor activities to identify areas of potential opportunity.

Education

Bachelor of Arts - Communication

University of Alabama
Tuscaloosa, AL

Emerging Leaders Program, Marketsource, Inc., 7 Habits of Highly Effective Managers, Leading at the Speed of Trust, Present Your Ideas at the Executive Level, Fierce Conversations, Leadership Foundations, Leadership Trek, Taking Control of the Customer Conversation, The Challenger Sale

Skills

  • Key Account Management
  • Client Services Management
  • Team Leadership
  • Sales Enablement
  • Global Account Support
  • RFP/RFQ Negotiation and Solicitation
  • Technology Sales
  • Emerging Markets
  • Business Development
  • Consultative Selling
  • Technical Writing
  • KPI Development
  • Contract Negotiations (Renewals and Expansions)
  • SaaS, UCaaS, Contact Center, VOIP
  • Strategic Program Management
  • Employee Performance Management
  • Problem Solving/Analysis (RCA)
  • Proposal Development
  • Business Reviews & Presentations
  • Process Optimization
  • Management
  • CRM proficiency
  • Account development
  • Solution selling
  • Telecom industry background
  • Upselling strategies
  • Team building

Timeline

SENIOR SALES ASSOCIATE

PPLSI
04.2022 - 10.2024

TECHNICAL MANAGER

AT&T FedRamp Program
09.2018 - 07.2021

GLOBAL PROGRAM MANAGER

Avaya Channels
05.2016 - 07.2021

SALES MANAGER

AVAYA Channel Program
10.2014 - 05.2016

CHANNEL ACCOUNT/BUSINESS DEVELOPMENT MANAGER

AVAYA Channel Program NA
03.2008 - 10.2014

Emerging Leaders Program, Marketsource, Inc., 7 Habits of Highly Effective Managers, Leading at the Speed of Trust, Present Your Ideas at the Executive Level, Fierce Conversations, Leadership Foundations, Leadership Trek, Taking Control of the Customer Conversation, The Challenger Sale

Bachelor of Arts - Communication

University of Alabama

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Kevin Watts