Rebecca Whitacre
Bristow,VA
Summary
With over 15 years of experience as a Federal Channel Manager, having worked for both large OEMs and start-up, venture-capitalist funded companies, I have a proven track record of building successful partner relationships and closing sales.
Overview
18
18
years of professional experience
Work History
Sr. Federal Channel Partner Account Manager
Arrow Electronics / ImmixGroup Distribution
07.2023 - Current
- Responsible for increasing YoY performance, including opportunity creation and revenue execution
- Developed and maintained strong relationships with key partners, resulting in higher collaboration and increased revenue generation.
- Assisted in the recruitment of new Channel Partners, expanding the company''s market reach and enhancing brand visibility.
- Conducted regular performance reviews for Channel Partners, identifying areas for improvement and providing support to ensure continued success.
- Drive net-new pipeline, supporting 3x goal
- Perform Partner sales and technical enablement, both on-site and virtually
- Proactively recruited, qualified, and onboarded new Partners
- Establish marketing plan and campaigns to enable growth and Partner-led opportunities
- Driving opportunities through deal registration and Partner Incentive Programs
- Pursue Federal Contract & Socioeconomic Teaming Agreements between Partners to enable bid responses
- Account team alignments to include Sales and Engineering
- Drive mandatory certifications and compliance, meeting partner level requirements
- Performed Quarterly Business Reviews with Partners.
- Increased Channel Partner sales by implementing targeted marketing strategies and optimizing partner incentives.
Sr. Federal Channel Account Manager
Veeam Software
03.2020 - 04.2023
- Recruited to provide Federal Channel experience to enhance newly established Federal Channel Division
- Apply competitive analysis of the Partner and OEM ecosystem to strategically target and establish partnerships with HFDS
- Restructured Partner Enablement Programs, such as Partner Incentives, Deal Registration Protocol, and Marketing Development Funds
- Facilitate relationship-building/sales team alignments between HFDS Account Teams and VAR Account Teams
- Engaged in Joint Business Planning with Partners to include sales target, demand generation, and marketing activities
- Created and presented HFDS Channel Overview and Solutions Portfolio Presentation
- Worked cross-functionally with marketing team to develop and execute Partner Enablement Activities and Events
- Created new partner on-boarding and partner profile criteria based on expected annual revenue and LOB sales goals.
- Implemented effective strategies for partner recruitment, onboarding, and management to boost overall channel performance.
- Improved partner satisfaction by providing ongoing support, training, and resources for successful collaboration.
- Enhanced communication between company and partners by organizing regular meetings, webinars, and conference calls.
Federal Channel Account Manager
Hitachi Vantara Federal
03.2020 - 03.2020
- Developed Partner Sales Plans aligned with Dell EMC revenue goals, including Demand-Generation and Partner-Enablement Programs
- Facilitated relationship-building between key Partners and Dell EMC Sales teams across all Federal Verticals
- Proactively identified/recruited new Partners and successfully advanced new business opportunities resulting in new revenue growth
- Provided Partners with Quarterly Business Reviews (QBR) to develop LOB needs in accordance with Partner Program requirements
- Proactively presented Partners with Product and Solutions trainings across entire Dell EMC Solutions Portfolio
- Educated and engaged Partners on Partner Incentive and Marketing Programs
- Identified and engaged Partners with Capture Management for Prime Contracts
- Provided and guided Partners through finance and flooring options via Dell EMC internal and/or external Distribution Resources
- Consistently and accurately managed large pipeline of opportunities for weekly forecast status calls.
Federal Channel Account Executive II
Dell EMC Technologies
01.2015 - 03.2018
- Hybrid direct/channel agency-specific Account Executive role
- Initiated and closed $25M 5-Year Contract via GCSS-Army & Logistics Modernization Programs for global inventory and maintenance
- Generated new business via Redstone Unmanned Air System Programs based on customer referrals, resulting in $3.2M new business revenue
- Utilized competitive sales tactics, resulting in $2.4M Sole-Source-Justified Award (new business) with Redstone Arsenal, Unmanned Air System Fleet Management Program Office
- Provided product trainings and sales strategies to key Channel Partners holding mandatory Army Contract Vehicles
- Closed $1.5M in new business via Intelligence Communities by utilizing Partners with strong relationships and Contracts in the Intelligence Community
- Initiated several teaming agreements between non-Army Contract Holder Reseller companies and resellers with Army specific contracts, increasing availability and visibility of Panasonic solutions
- Recovered key UAS Program-level business via Redstone Arsenal, resulting in $1.1M recuperated sales in 2010 and $2.1M new revenue in 2011.
Federal Channel Account Manager, Army/Federal Account Manager
Panasonic Corporation
04.2010 - 01.2015
- Developed new business opportunities for start-up, venture-capitalist funded rugged server/notebook company
- Created demand via key channel partners and systems integrators with DoD-specific contracts
- Focused on partners who were locked out of selling in the rugged space due to lack of rugged OEM Agreements
- Company introduced ruggedized laptop to complement its servers and needed big sale to gain credibility
- Worked relationship with Channel Partner, creating pre-rollout buzz
- Efforts resulted in $11M single contract award (nearly tripling quota), which subsequently put company on the map, and quickly earned a lucrative OEM deal with Dell.
Federal Channel Account Manager - Army Accounts
Augmentix Corporation
05.2006 - 01.2009
- Increased channel sales by developing and maintaining strong relationships with key partners.
- Implemented effective strategies for partner recruitment, onboarding, and management to boost overall channel performance.
- Improved partner satisfaction by providing ongoing support, training, and resources for successful collaboration.
- Enhanced communication between company and partners by organizing regular meetings, webinars, and conference calls.
- Managed a diverse portfolio of channel partners, ensuring consistent revenue growth and high levels of customer retention.
- Assessed partner performance regularly to identify areas for improvement and implement targeted action plans.
- Developed comprehensive marketing plans in partnership with the marketing team to drive increased brand awareness within the channel network.
Education
No Degree - Science/Pre-Nursing Curriculum
Northern VA Community College
Skills
- Relationship Management
- Territory Management
- Technical Understanding
- Channel Development
- Marketing Support
- Lead generation
Accomplishments
- 35M 4-Year USPTO Life Cycle Refresh & Services Contract (Dell EMC 2018)
- 25M 5-Year GCSS-Army, Logistics & Modernization Contract (Panasonic 2011)
- 11M via Air National Guard, resulting in Dell purchasing Start-Up, VC-Funded Company (Augmentix 2008)
Quota Attainment
- FY15, $23M, $31M (134%)
- FY16, $38M, $47M (123%)
- FY17, $57M, $71M (125%)
Timeline
Sr. Federal Channel Partner Account Manager
Arrow Electronics / ImmixGroup Distribution
07.2023 - Current
Sr. Federal Channel Account Manager
Veeam Software
03.2020 - 04.2023
Federal Channel Account Manager
Hitachi Vantara Federal
03.2020 - 03.2020
Federal Channel Account Executive II
Dell EMC Technologies
01.2015 - 03.2018
Federal Channel Account Manager, Army/Federal Account Manager
Panasonic Corporation
04.2010 - 01.2015
Federal Channel Account Manager - Army Accounts
Augmentix Corporation
05.2006 - 01.2009
No Degree - Science/Pre-Nursing Curriculum
Northern VA Community College
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