Layton Harwell
Raleigh,NC
Summary
Highly proficient Channel/Partner Account Manager with 28 years of experience in the B2B IT, A/V, Copier, and SaaS industry. Recognized for consistently exceeding quotas and receiving management accolades. Extensive experience collaborating with all parties in the Channel (Manufacturer, Distributor, DMR, End User, Retail, OEM, and Reseller), demonstrating a deep understanding of their unique needs, behaviors, and requirements. Leveraging comprehensive knowledge of the Channel ecosystem to seamlessly integrate common processes across all parties, maximizing the impact and effectiveness of marketing investments and activities to drive revenue growth and customer motivation.
Overview
26
26
years of professional experience
1
1
Certification
Work History
Solutions Sales Specialist
Ricoh USA
01.2022 - 09.2024
- Introduced, educated, and assisted select Dealers in selling SaaS solutions
- Increased Solution Sales 25-40% YOY by implementing strategic sales plans that aligned with the company's overall objectives and revenue goals.
- Consulted end customers on streamlining processes, improving efficiencies, and reducing bottlenecks by maximizing workflows and automating repetitive tasks.
- Addressed customer challenges by understanding personas and markets
- Evaluated competitor offerings regularly, adjusting selling strategies to maintain a competitive edge in the market.
Business Development Manager
MAXHUB
09.2021 - 03.2022
- Sold LED and Video Conferencing through Channel Partners and Distribution in the NE.
- Spearheaded the introduction of MAXHUB product lines in the US, identifying untapped markets, understanding competition, and selecting strategic Distribution and Partners to increase brand presence.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
- Sold the largest LED display in the company's history.
Channel Account Manager
Panasonic
07.2015 - 08.2021
- Recruited, educated, and supported Copier Dealers in the Southeast
- Developed Dealer Business Plans to achieve regional targets with a focus on solutions growth
- Tested scanners for compatibility and compliance with end users existing drivers and infrastructure.
- Provided accurate forecasting of pipeline opportunities through diligent tracking of partner activities in CRM systems.
- Increased the number of dealers by 40% and dealer sales by 16-29% YOY
- Key customer wins: Florida Hospitals, Orlando Health, Wake Forest Baptist Health, Georgia DOT, Blue Cross Blue Shield, Allscripts, Change Healthcare, Martin Marietta, University of Florida, Carnival Cruise Line, Delta Dental, etc
Enterprise Account Manager
LG Electronics
01.2013 - 03.2015
- Consulted, managed, and prospected Fortune 500 Enterprise accounts on the East coast
- Educated and sold A/V products, Software and solutions through Partner Channels
- Developed a deep understanding of client needs, enabling the creation of tailored solutions that delivered value and met business objectives.
- Communicated customer requirements to product management and engineering for support and forecasting
- Closed a 5-year project with AT&T worth $150M (55,000 displays), winning the business from a competitor with a 15-year relationship
- Closed a $1.8M deal with Cricket Wireless for 2015, with ongoing opportunities
- Awarded a 3-year contract with the Cincinnati Reds by creating revenue streams for the partner and customer
- Key customer wins: AT&T, Cricket, Wells Fargo, Lexmark, AMC Theater, Universal Studios, Disney, Cincinnati Reds, Cincinnati Bengals, Miami Dolphins, Jacksonville Jaguars, etc
Channel Partner and Distribution Manager
LG Electronics
07.2010 - 12.2012
- Prospected and managed A/V and IT Channel Partners in a 9-state territory in the Southeast
- Increased Channel Partner sales by implementing targeted marketing strategies and optimizing partner incentives.
- Optimized inventory management processes within the channel network to ensure optimal stock levels were maintained at all times while minimizing costs associated with excess inventory holdings or stockouts.
- Analyzed competitor activities within the channel space, adjusting tactics accordingly to maintain a competitive edge in the market.
- Grew partner sales from $4.5M to $6.3M
- Nearly doubled digital signage sales at IAVI distribution within 1 year
- Key customer wins: Jacksonville Jaguars, Cincinnati Reds, Cincinnati Bengals, Universal Studios, Wells Fargo, Citizens Bank, AMC Theaters, Georgia Aquarium, Darden Restaurants, etc
Distribution Channel Account Manager
Sony Inc
01.2006 - 01.2010
- Built and maintained strong relationships with strategic B2B IT and A/V distributors
- Analyzed distributor capabilities to identify growth strategies
- Created funded marketing programs to measure impact and effectiveness
- Managed $100M in distribution sales across 5 distributors, supporting multiple product lines, software, and services
- Increased distributor partner databases by 12%-26%
- Exceeded prior year TV sales by 170% at D&H with select authorized partners
- Led Sony's Inside Sales Team, growing VAR partnerships by 20% within a year
Territory Retail Sales Manager
Toshiba America Consumer Products
01.2005 - 01.2006
- Managed, trained, and sold A/V products to National, Regional, and Independent Consumer Electronic Retailers in a 5-state territory
- Boosted sales performance by implementing effective visual merchandising and store layouts.
- Retailers: Aaron Rents, Electronic Express, Queen City, Etc
Channel Sales Manager
Toshiba America Information Systems
01.1999 - 01.2005
- Managed and educated new and existing IT Partners in a 12-state territory in the Central US region.
- Responsible for the Laptop, Desktop, Server, and Solution categories.
- Responsible for $70M in Channel sales and grew Partner base 20% YOY
- Sold 1500 Laptops to emergency vehicles in Indiana
- Standards List: Sprint, Darden and MECCA and May Corporation
Education
Bachelor of Arts - Communications
North Carolina State University
Raleigh, NC12.1989
Skills
- Trusted Advisor
- Cross-Functional Team Leadership
- Effective Communication
- Performance metrics analysis
- Problem-solving aptitude
- Adaptability and Flexibility
- Program management expertise
- Strategic partnerships
- Closing techniques
- Self motivation
Certification
- 2022- Ricoh- #1 SaaS sales
- 2018 - Panasonic- #1 Growth Sales
- 2015 - LG - Most Valuable Enterprise Sales Rep
- 2004 - Toshiba- Presidents Club
- Certified Information Professional (CIP) - AIIM International
- DocuWare Application Consultant (DAC)
Timeline
Solutions Sales Specialist
Ricoh USA
01.2022 - 09.2024
Business Development Manager
MAXHUB
09.2021 - 03.2022
Channel Account Manager
Panasonic
07.2015 - 08.2021
Enterprise Account Manager
LG Electronics
01.2013 - 03.2015
Channel Partner and Distribution Manager
LG Electronics
07.2010 - 12.2012
Distribution Channel Account Manager
Sony Inc
01.2006 - 01.2010
Territory Retail Sales Manager
Toshiba America Consumer Products
01.2005 - 01.2006
Channel Sales Manager
Toshiba America Information Systems
01.1999 - 01.2005
Bachelor of Arts - Communications
North Carolina State University
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