Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
Generic

Kim Salvatore

Raleigh,NC

Summary

Highly dynamic, security focused SaaS Sales Leader with over 20 years of record achievement and success in driving channel sales growth while demonstrating a high level of leadership, integrity and technical skills in highly strategic markets. Exceptional security focused SaaS sales leader with a proven track record of career advancement as a result of maximizing partner spend and customer retention. Tenacious in strategic partner management, procuring new business, securing partner loyalty and forging profitable, long term relationships. Looking for a transition into a new role in the channel to maximize the impact that can be made using years of experience as an individual contributor and sales leader

Overview

22
22
years of professional experience

Work History

Director, Partner Sales

Egnyte
02.2021 - Current
  • Consistently delivered $1.2MM+ in quarterly revenue by tenaciously pursuing and capitalizing on channel sales opportunities
  • Received two promotions within two years in leadership, Sr Sales Manager (Jan 2022) and Director, Partner Sales (Jan 2023)
  • Built a team that grew MSP sales by over 50% year over year and helped our partners build security services around Egnyte’s technology
  • 2022 MSP Sales Leader of the year for achieving 112% of quota and only team to achieve over 100%
  • Increased efficiency by smoothly interfacing between sales and operations teams and company's channel partners
  • Implemented and trained a team in India to offset administration work to allow the sales team to spend more time driving revenue
  • Kept senior leadership looped in with regular meetings and targeted sales and team analyses
  • Achieved targets by adapting sales approaches and building customized solutions
  • Identified and co-built sales and enablement programs that optimized Egnyte’s ability to help our partners drive better business outcomes
  • As a result, we were able to expand our program to more than 1,000 partners over the past year, as well as dramatically increase partner sales year over year.

Sales Manager/Sr Account Manager, Major Accounts Team

Solarwinds (LogicNow & GFI Software)
05.2013 - 02.2021
  • Managed a team of 8 North American Account Managers responsible for the largest customers within SolarwindsMSP from Dec 2018-Feb 2021
  • Led team to transition to a hybrid Sales and Customer Success team
  • Reported directly to Director of Sales and provide weekly forecast for new and existing product sales
  • Engaged with all departments within the company to help streamline processes for an overall better experience for the customer
  • Managed Top Strategic MSP Accounts from May 2013-Dec 2018 as individual contributor
  • Managed and covered a territory from Sept 2018-Dec 2018 achieving Top Account Manager while coaching a team of 4 individual contributors
  • Mentored and coached reps consistently to make them more successful in increasing month over month revenue for existing and new products within customer base as well as establish solid relationships with customers.

Senior Inside Sales Account Manager- OEM Sales

Progress Software
10.2012 - 12.2012
  • Promoted to Senior OEM Sales Rep in October 2012
  • Responsible for identifying new prospects and licensing new customers while maintaining successful partnerships with existing customers by keeping them up to date on the latest technology and renewing and growing multi year
  • Sold the value of embedding DataDirect’s middleware products in other vendors commercial software that spans many industries
  • Managed sales through forecasting, account resource allocation, account strategy, and closing.

Senior Inside Sales Account Manager- Direct Sales

Progress Software
05.2002 - 09.2012
  • Made 40 + phone calls per day including cold calls, existing customers and lead follow up
  • Responsible for developing and implementing national sales strategy for Fortune 500 corporations resulting in the selling of data connectivity software such as ODBC, JDBC and ADO.Net providers and identify and analyze potential opportunities within target accounts and cultivate key business relationships with senior management to facilitate sales
  • Achieved 110% to 135% of quota between 2002 & 2011 and enjoyed the elite honor of attending ProClub 7 years in a row.

Education

BSBA -

Appalachian State University, Walker College of Business
01.1997

Skills

  • Consultative Technical Channel Sales
  • New Account / Territory Development
  • Channel Partner Relationships
  • Customer Retention
  • Revenue Forecasting
  • Strategic Planning
  • Contract Negotiations
  • Team Building / Leadership
  • Partner Success
  • Sales Team Training
  • Sales Coaching

Accomplishments

Named to CRN Women of the Channel List in 2019 and 2023

Timeline

Director, Partner Sales

Egnyte
02.2021 - Current

Sales Manager/Sr Account Manager, Major Accounts Team

Solarwinds (LogicNow & GFI Software)
05.2013 - 02.2021

Senior Inside Sales Account Manager- OEM Sales

Progress Software
10.2012 - 12.2012

Senior Inside Sales Account Manager- Direct Sales

Progress Software
05.2002 - 09.2012

BSBA -

Appalachian State University, Walker College of Business

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Kim Salvatore