Summary
Overview
Work History
Skills
Timeline
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Kimberly Contreras

Saugus,MA

Summary

Initiative-taking Channel and Alliance Professional Consistent record of developing successful partnerships Over ten years of experience in channel sales or business development. Able to consistently exceed quota and key performance metrics. Experience engaging and influencing senior executives. Expertise in strategic planning and problem solving in all operational areas. Known as a flexible decision maker with excellent communication skills.

Overview

17
17
years of professional experience

Work History

National Partner Account Manager

Poly-HP Inc
Palo Alto, CA
10.2021 - Current
  • Work closely with internal teams to create customized solutions for partners' needs.
  • Research competitors' offerings to develop advertising campaigns that penetrated new markets.
  • Create detailed reports on partner sales, marketing campaigns, and other initiatives.
  • Work closely with executive team to outline company goals and transfer goals to account holders.
  • Represent company at conferences, trade shows and customer locations, answering questions about corporate products and services.
  • Analyz data from multiple sources to develop insights into partner performance trends.
  • Cultivate relationships with key decision makers within partner organizations.
  • Implement strategies to increase revenue growth from existing partnerships.

Director, National Partners

NECTAR SERVICES CORP
Jericho, NY
11.2020 - 10.2021
  • Managing relationships with large enterprise partners focusing on increased revenue and market share
  • Develop and execute business plans to maximize growth opportunities and ensure partners are well positioned to deliver successful customer implementations and recommendations
  • Inspire partners to promote our solutions
  • Create training and sales programs for partner engineering and sales teams
  • Work with cross functional teams to create partner campaigns, programs, incentives.

Manager, Global Channel and Alliance Partners

VBRICK
Herndon, VA
01.2020 - 11.2020
  • Develop and deliver solutions for sellers, alliance partners, channel partners and their customers
  • Create and execute go to market plans for strategic channel partners
  • Build and maintain strong relationships at the executive level with channel and alliance partners
  • Collaborate with cross functional leadership teams to launch new products, build strategic sales and marketing plans including a joint Cisco, Zoom and AWS go to market plan to drive growth
  • Lead the field sales team to execute sales strategy and channel enablement
  • Negotiate with legal teams to complete partner and alliance agreements.

Senior Global Partner Go-To-Market Program Manager

Extreme Networks
Salem, NH
02.2019 - 07.2019
  • Collaborated with the Distribution and Channel Partner Leadership to evolve the Global Distribution Partner Program
  • Developed programs to further tighten go-to-market alignment between top tier Distribution Partners and Channels to facilitate Partner Growth
  • Tightened alignment with channel coverage model, identifying 211 high potential partners
  • Picked up further execution of the 211 high potential partners including tracking revenue, certifications, deal registrations and other KPI’s monthly
  • Exceeded company objectives by driving 23% quarter over quarter increase in number of deal registrations created by authorized and gold partners by identifying gaps in capabilities and ability to execute and creating discipline around driving awareness and execution of partner programs
  • Increased number of partners selling 44% by creating comprehensive monthly view of distribution business, allowing for distribution and partner account managers to identify areas of growth, including number of partners selling, cross sell opportunity and average deal size
  • Drove 11% increase in renewal business in first quarter 2019 by integrating a services incentive program for distribution partners to address program and rebate deficit as well as gain mindshare.

Senior National Partner Account Executive

Extreme Networks
01.2016 - 01.2019
  • Demonstrated experience working and communicating with multiple stakeholders and cross functional teams including executive level, direct and channel marketing, solution architect teams, product management and account management teams
  • Generated $30M+ in annual bookings and $15M+ in quarterly revenue with assigned national partners
  • Improved partner productivity conducting creative sales training programs and marketing events with over 85% attendance from both sales and engineering
  • Increased revenues generating over $1.5M in incremental revenue and $4M in pipeline in just over 3 quarters by collaborating with both internal and partner account executives monthly to penetrate new accounts and identify additional opportunity at existing accounts
  • Surpassed quarterly quotas by 119% - 141%.

National Partner Account Manager

Polycom
Andover, MA
01.2014 - 01.2016
  • Developed and leveraged executive relationships at the most strategic partners to grow mindshare and drive partner-initiated revenue growth
  • Experience working with partners through account management, product management, program management and business development engagements
  • Achieved 8.5% - 12% year over year partner growth and gained mindshare in 2015 by creating new revenue streams and cultivating trusted relationships amongst partner executives and sales teams
  • Increased profitability by developing and implementing value added strategies for new product launch
  • Identified over $500K incremental revenue opportunities by collaborating with distribution partners
  • Outperformed annual quotas by 119% - 211%
  • Recognized as Partner Account Manager of the year by an assigned national partner in 2015.

Partner Business Manager

Polycom
Andover, MA
01.2011 - 01.2014
  • Managed a portfolio of 10 regional partners totaling $15M in revenue
  • Evaluated and negotiated partner agreements with potential partners
  • Grew regional partner from $500k to $5M in annual revenue between 2011 and 2013 by cultivating a relationship with the CTO and engineering team, holding multiple trainings per quarter effectively communicating product lines and competitive advantages
  • Maximized revenues by leveraging partner programs as well as developing new, creative incentives for partner sales teams
  • Exceeded company objectives successfully onboarding 6 new partners in 4 quarters
  • Completing all necessary certifications within 90 days and generating at least $250k in revenue within the first 12 months of onboarding
  • Held at least 2 trainings or marketing events per quarter with each regional partner.

Account Manager

Polycom
Andover, MA
01.2007 - 01.2011
  • Drove the sales process from discovery, needs assessment, demonstrations and proposals for existing and prospective customer accounts for the New England region
  • Executed call campaigns targeting direct end-user prospective accounts
  • Pursued all website inquiries in designated territory to increase potential customer base
  • Fostered relationships product distribution channels to increase product sales
  • Exceeded quarterly goals by 105%
  • Selected as team lead responsible for motivating team members and accessing performance, hiring and onboarding.

Skills

  • Partner Relationship Management
  • Solution Selling
  • Strategic Planning
  • Demand Generation
  • Business Development
  • Verbal and Written Communication
  • Issues Resolution

Timeline

National Partner Account Manager

Poly-HP Inc
10.2021 - Current

Director, National Partners

NECTAR SERVICES CORP
11.2020 - 10.2021

Manager, Global Channel and Alliance Partners

VBRICK
01.2020 - 11.2020

Senior Global Partner Go-To-Market Program Manager

Extreme Networks
02.2019 - 07.2019

Senior National Partner Account Executive

Extreme Networks
01.2016 - 01.2019

National Partner Account Manager

Polycom
01.2014 - 01.2016

Partner Business Manager

Polycom
01.2011 - 01.2014

Account Manager

Polycom
01.2007 - 01.2011

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Kimberly Contreras