Tim Brock
Detroit,MI
Summary
Talented professional recognized as knowledgeable leader and innovative problem solver. Brings 26 years of valuable expertise to forward company objectives with extensive experience in management, solution design, consulting, and complex enterprise sales. Focused on meeting deadlines and exceeding expectations. Outstanding technical skill and ability combined with exceptional interpersonal skills and business acumen with proven track record for delivering results. Advanced understanding of organizational strategies, financial management, procurement and contracting.
Overview
20
20
years of professional experience
Work History
Special Program Manager - High Value Partners
Dell Technologies
, MI
02.2020 - Current
- Manage all program aspects for multiple High Value partner programs including VMware Greenplum and Noodle.io.
- Responsible for driving program profitability and pipeline development by leveraging diverse channels and sales strategies
- Contribute to sales and pre-sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action.
- Directed 3 simultaneous projects related to VMware to boost business opportunities by 514% in one half.
- Built new sales strategies and processes to increase relationships between internal company resources and external partners.
- Implemented account diagnostics, relationship analysis and engagement execution.
- Enforced use of required processes and tools for partnership management.
- Grew market penetration and sales figures by leveraging supplier relationships and personally overseeing negotiations resulting in 292% revenue increase.
- Trained 1500 sales representatives on program sales strategies and processes to increase engagement and drive pipeline growth and increase closure rate by 200%.
Cloud Sales and Engineering Team Leader
Dell Technologies
, MI
08.2019 - 01.2020
- Developed sales processes and methodology for sales specialists across North America for Analytics, Research and Cloud Team
- Mentored and guided 20 employees to foster proper completion of assigned duties.
- Worked with sales teams of to define, build and maintain cloud infrastructure solutions for customers.
- Provided technical leadership and delivered innovative solutions and services to address customer specific requirements.
- Identified gaps in market to spot opportunities to create value propositions.
- Analyzed customer needs and objectives by conducting proactive customer and data analysis.
- Defined enterprise processes and best practices to engineer enterprise cloud solutions for 80 employees across U.S.
- Developed internal Microsoft Teams channel used to enable and train entire Analytics, Research, and Cloud org.
Enterprise Solutions Architect - Channel Partners
Dell Technologies
Detroit, MI
10.2014 - 08.2019
- Consistently exceeded large quota including 10 consecutive quarters over 100%.
- Responsible for managing and supporting sales campaigns for top tier partners by designing enterprise solutions for commercial and enterprise customers.
- Coordinated sales activities with partners and resellers to identify and close new business.
- Cultivated and developed strategic partnerships to build assigned territory.
- Participated with partner sales teams to develop yearly account plans and strategies for assigned customers.
- Maintained current and in-depth understanding of partner processes, needs and objectives and worked to align partners operations to Dell's business objectives
- Authored development guidelines to expedite solution design efforts through ready-made frameworks.
- Participated in weekly meetings with partners to discuss sales performance and growth strategy.
- Facilitated channel engagement to support territory sales goals.
- Led solution selling strategy initiatives to maximize sales of Dell's enterprise portfolio.
- Spoke at conferences and trade shows to enable partner growth on wide range of topics to groups as large as 750 people.
- Developed and delivered quarterly training sessions to partner sales and presales engineering teams to ensure high level of competency on selling Dell solutions and sales processes.
Advisory Systems Engineer
Dell EMC
, MI
08.2013 - 10.2014
- Responsible for driving technical sales strategy for DELL EMC products and services in assigned customer accounts
- As member of field account team, designed complex storage solutions for enterprise customers.
- Proposed technical feasibility solutions for new system designs and suggested options for performance improvement of technical components.
- Performed integration readiness analyses of systems designed for installation into existing assets.
- Analyzed complex data and identified anomalies, trends and risks to provide insights to customers, resulting in high sales win rate.
Enterprise Solutions Architect
Dell Technologies
, MI
02.2011 - 08.2013
- Consistently exceeded large quota.
- Designed complex solutions for large enterprise customers.
- Presented designs and proposals to customers.
- Translated client requirements into technical design documents and benefit summaries.
- Formed strong bonds with customers' on-site technical staff and executive management to foster trust and retain business relationships.
- Gained customer acceptance by demonstrating cost reductions and operations improvements, resulting in high win rate.
- Reviewed business success drivers, applying strategic prioritization to future architectural updates.
- Developed solution strategies to specifically align with customer business goals.
- Analyzed customer environments to identify sales opportunities.
- Participated with Account Managers and broader team to develop yearly account plans and strategies for assigned customers.
Solution Engineer, Senior Consultant, & Trainer
Double-Take Software, NSI Software
Indianapolis, IN
07.2006 - 01.2011
- Responsible for designing and implementing complex business continuity solutions.
- Performed classroom training for customers and internal employees.
- Oversaw technical documentation, instruction and evaluation for customer education and certification.
- Updated training coursework and requirements according to industry and technology changes.
Adjunct Professor
Baker College
Owosso, MI
03.2005 - 01.2007
- Responsible for teaching and developing MCSE curriculum for degree completion in areas of security and infrastructure, with special focus on Microsoft.
- Evaluated and revised lesson plans and course content to achieve student-centered learning.
- Used variety of learning modalities and support materials to facilitate learning process and accentuate presentations.
- Collaborated with department head to create dynamic, ongoing curriculum development and instruction improvement program.
Education
Bachelor of Arts - Computer Information Systems
Northwood University
Midland, MISkills
- Sales Program Coordination
- Processes and Procedure Development
- Customer Centric
- Account planning
- Relationship building
- Team collaboration
- Sales forecasting
- Sales process expertise
- Team Recruiting and Onboarding
Timeline
Special Program Manager - High Value Partners
Dell Technologies
02.2020 - Current
Cloud Sales and Engineering Team Leader
Dell Technologies
08.2019 - 01.2020
Enterprise Solutions Architect - Channel Partners
Dell Technologies
10.2014 - 08.2019
Advisory Systems Engineer
Dell EMC
08.2013 - 10.2014
Enterprise Solutions Architect
Dell Technologies
02.2011 - 08.2013
Solution Engineer, Senior Consultant, & Trainer
Double-Take Software, NSI Software
07.2006 - 01.2011
Adjunct Professor
Baker College
03.2005 - 01.2007
Bachelor of Arts - Computer Information Systems
Northwood University
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