Ryan Thon
Rochester
Summary
Accomplished Strategic Partner Manager at BMC Software, adept in channel development and fostering robust relationships, demonstrated by a 22% annual increase in partner-sourced revenue. Skilled in strategic planning and negotiation, with a proven track record of closing high-value deals and driving partner-influenced revenue growth.
Overview
14
14
years of professional experience
Work History
Strategic Partnerships Manager
BMC Software, Inc
North America
04.2022 - Current
- Manage all facets of BMC's most strategic VAR partnerships – sales, marketing, and enablement.
- Operationalized and currently supporting a Strategic Framework Agreement for our top-tier VAR partners.
- Develop mutual business plans to align our GTM strategy, and drive partner-influenced revenue.
- Closed the largest AWS Channel Partner Private Offer (CPPO) deal in FY25.
- Average annual increase in partner-sourced revenue of 22%.
- 75% customer attach rate – cross-sell, upsell, migrations.
Enterprise Account Manager
BMC Software, Inc
05.2019 - 03.2022
- Successfully qualified opportunities using the MEDDIC framework, consistently identifying key decision-makers, pain points, and economic buying factors to close high-value deals within targeted sales cycles.
- Developed and maintained relationships with new and existing customers to increase sales revenue, achieving 112% of my plan in the first year in the territory.
- Leveraged channel partners to increase account reach, grow the pipeline, and close more opportunities.
Regional Account Manager
K logix
Rochester
07.2017 - 05.2019
- Developed relationships with key decision makers at target accounts to gain new business opportunities.
- Participated in trade shows, conferences, and other events to promote brand awareness in the region.
- Generated qualified leads through cold-calling activities.
- Collaborated with marketing team to develop promotional materials for prospective customers.
New Business Sales Representative
Capstone IT
Rochester
04.2016 - 07.2017
- Generated new business through prospecting activities such as cold calling, networking, contacting leads and pursuing referrals.
- Conducted sales presentations and product demonstrations to prospective customers, detailing the benefits of a managed service provider (MSP).
- Negotiated and closed deals with minimal oversight, responsible for adding $265K in annual recurring revenue to the company.
National Sales Representative
Tri Tower Telecom
Rochester
01.2015 - 04.2016
- Conducted cold calls to generate new business leads.
- Researched customer needs and preferences to identify opportunities for new business.
- Developed and maintained strong relationships with existing clients to ensure repeat business.
- Streamlined online marketplace presence, resulting in 200% year-over-year growth.
Sales Representative
Liberty Mutual
Rochester
06.2013 - 01.2015
- Prepared and delivered detailed policy proposals and quotes to potential clients.
- Built and maintained strong relationships with clients through regular follow-ups and excellent customer service.
- Exceeded company sales goals for new policies, earning the 'Fast Start' award in my first year.
- Developed referral networks and alliances with other professionals, resulting in increased business opportunities.
Wide Receiver Coach
Alfred University
Alfred
08.2011 - 05.2013
- Led meetings with players to discuss the upcoming game plan, review past performances, and set goals.
- Organized drills during practice sessions to maximize productivity of each athlete's time.
- Monitored player progress and provided feedback on technique, skill development, and practice habits.
Education
MBA - Business Management
Alfred University
Alfred05-2013
Bachelor of Science - Business Administration
Alfred University
Alfred05-2011
Skills
- Channel development
- Strategic planning
- Mentorship and Coaching
- Territory management
- Cross-functional collaboration
- Partnership development
- Data-driven decision making
- Relationship building
- Salesforce
- Command of the Message
- Alliances
- Sales forecasting
- Go-to-market strategies
- Negotiation
- Performance tracking
- Pipeline development
Accomplishments
- BMC High Performer's Club (FY20, FY23, FY24)
- Tri Tower Telecom 100% Club (FY15)
- Liberty Mutual Fast Start Award (FY14)
- Alfred University Football - Rookie of the Year, All-American, ECAC Merit Medal Award, Offensive MVP, Freshman of the Year
- Alfred University Academics - Delta Mu Delta Inductee (Academics), Omicron Delta Epsilon Inductee (Economics), Jonathan Allen Leadership Scholarship
Timeline
Strategic Partnerships Manager
BMC Software, Inc
04.2022 - Current
Enterprise Account Manager
BMC Software, Inc
05.2019 - 03.2022
Regional Account Manager
K logix
07.2017 - 05.2019
New Business Sales Representative
Capstone IT
04.2016 - 07.2017
National Sales Representative
Tri Tower Telecom
01.2015 - 04.2016
Sales Representative
Liberty Mutual
06.2013 - 01.2015
Wide Receiver Coach
Alfred University
08.2011 - 05.2013
MBA - Business Management
Alfred University
Bachelor of Science - Business Administration
Alfred University
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