Summary
Overview
Work History
Education
Skills
Awards
Early Career
Timeline
Generic

Stephen McLaughlin

Alpharetta,GA

Summary

Partner Business Manager at HP, Inc. with a track record of driving revenue growth and exceeding performance targets. Specialized in partner recruitment and relationship development, resulting in $35MM in annual revenue. Demonstrated expertise in effective new product launches, product training and strategic channel management.

Overview

19
19
years of professional experience

Work History

Partner Business Manager (Channel Account Manager / Distribution Channel Account Manager)

HP, INC (POLY and Plantronics)
Atlanta
01.2008 - Current
  • Company Overview: A producer of headsets, video collaboration systems and accessories for the business and consumer markets.
  • A demonstrated record of success and achievement at this producer of headsets, video collaboration systems and accessories for the business and consumer markets.
  • Recruited in acquisition of Plantronics (Poly) by HP, Inc.
  • Built a strong relationship withing my assigned accounts that has resulted in my ability to consistently meet or exceed my company’s goals and objections.
  • Collaborate with Channel Executives to design innovative and effective strategies to spark growth in channel sales, securing new business within my accounts that have included SYNNEX, Tech Data, D&H Distribution, Staples Commercial, Office Depot Commercial, Call One, Senncom and Carousel Industries.
  • Work closely with the Channel Marketing Team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI.
  • Helped launch a new distributor relationship with Tech Data / SYNNEX which resulted in $60MM in annual revenue in just two years.
  • Developed joint business plans with specific partners, establishing sales and marketing goals as well as sales incentives aligned with each partner’s business model. These plans resulted in an average of 22% year over year growth in each account.
  • Helped maintain the #1 headset market share position at Staples and Office Depot (ODP).
  • Orchestrate and execute Unified Communication sales product training to channel management, reseller partners and prospects.
  • Actively manage best business practices, including special pricing, forecasting, customer QBR’s, scorecards, etc.
  • Implemented a Sales Champion program at SYNNEX and Staples Technology Solutions which resulted in the acceleration of incremental sales and new partners.
  • Develop and deploy new product go-to-market strategies and work collaboratively with our partners sales organization to execute sales plans.
  • Setup and monitor feedback mechanisms from channel partners to refine our channel strategy.
  • Oversee relationship building activities and account mapping activities between HP/Poly field sales organization and partners.
  • Identify strategic partnership opportunities and product insertion strategies to grow partners revenue.
  • Interface with multiple departments to ensure delivery of products and services which results in customer success.
  • Build and cultivate lasting, meaningful relationships with our key platinum and gold partners.
  • Actively recruit new partners to our Authorized Partner Program.
  • Act as a point of escalation on complex issues and providing appropriate support to my partners.
  • A producer of headsets, video collaboration systems and accessories for the business and consumer markets.

Director of Sales

Verbatim Corporation
Atlanta
01.2006 - 01.2008
  • Effectively managed a team of channel sales managers meeting the needs of named accounts and small and mid-sized businesses through channel sales with our distribution partners.
  • Recruited in acquisition of SmartDisk Corporation by Verbatim Corporation.
  • Direct regional sales team of five Channel Account Managers and assisted team with management of our distribution partners.
  • Developed and managed delivery of new product sales and technical training for authorized distributors and reseller.
  • Exceeded annual quota by 20% by implementing an Authorized Verbatim Reseller program, which resulted in obtaining 183 new Resellers.
  • Developed accurate and timely forecast of sales opportunities.
  • Assumed a hands-on role accompanying sales representatives on field visits, providing support and guidance on partner management, recruiting, training, and trade shows.
  • Identified opportunities to demonstrate Verbatim success; collaborated with team to develop strategy to serve target markets, direct pricing, promotions channel marketing, distribution, and new product rollouts.
  • Held full P&L responsibility for annual operating budget, which encompasses personnel, marketing development funds, travel and entertainment.
  • Consulted with and report directly to the Executive VP of North American Sales.

Education

B.S - Business Administration

California Coast University

Skills

  • Driving Revenue and Profit Growth
  • Recruiting New Partners
  • Developing Robust Business Relationships
  • Managing Product Training and Education
  • Fostering Professional Growth
  • Navigating Through Acquisitions
  • Well Versed in Building Market Share
  • Competing in Challenging Markets
  • Surpassing Performance Targets

Awards

  • Poly World Class Award Winner FY10, FY11, FY12, FY13, FY15, FY16
  • Poly Channel Account Manager of the Year, FY10, FY13, FY16

Early Career

Director of Sales, Numerex Corporation, Atlanta GA

Director of Sales, Diamond Multimedia, Atlanta GA

Corporate Sales Manager, Hayes Microcomputers, Atlanta GA

Timeline

Partner Business Manager (Channel Account Manager / Distribution Channel Account Manager)

HP, INC (POLY and Plantronics)
01.2008 - Current

Director of Sales

Verbatim Corporation
01.2006 - 01.2008

B.S - Business Administration

California Coast University

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