Brendan Tobin
Channel Account Manager
Randburg,Gauteng
Summary
Accomplished Enterprise Channel and Partner Manager with a proven track record in working with Channel Partners on successful projects in various sectors which include Software, Cloud Migration, Managed IT Services, Security and IT Infrastructure. Proven ability to consistently exceed sales goals through a keen understanding of the strategic sales process, consultative selling skills, competitive analysis and the ability to orchestrate resources.
Diligent Channel Account Manager with solid track record in managing partner relationships and driving business growth. Proven success in optimizing partner engagement and facilitating mutual benefits. Demonstrated expertise in negotiation and strategic planning.
Overview
11
11
years of professional experience
2004
2004
years of post-secondary education
1
1
Language
Work History
Partner Account Manager
Hitachi Vantara
Johannesburg
05.2023 - Current
- Develop and execute strategies to expand Hitachi Vantara’s presence in assigned territories
- Build and maintain strong relationships with partners, ensuring alignment with Hitachi Vantara’s goals and objectives
- Identify and pursue new business opportunities through partner channels
- Provide training and support to partners to enhance their sales and technical capabilities
- Monitor and report on partner performance, ensuring targets are met
- Collaborate with internal teams, including ISR, Technical Sales, and Marketing, to drive successful outcomes
- Drive growth in the SMB and unattended (unmanaged) market, through Distribution
- Work with Selected Managed Service Provider partners to grow xAAS revenue and market share
- Provide product line channel coverage maps, develop product line approach and create ideal partner profiles for coverage effectiveness
- Established performance metrics for partnerships, regularly monitoring progress and making adjustments as needed.
- Served as a liaison between internal teams and channel partners, fostering a seamless working relationship.
- Resolved partner disputes professionally, preserving long-term relationships while addressing issues at hand promptly.
- Built solid relationships with key decision-makers within partner organizations driving trust-based collaborations that benefited both parties.
- Created compelling presentations for partner events, showcasing the value of our products and services effectively.
- Analyzed market trends to inform partnership strategies, staying ahead of competitors in the industry landscape.
- Extensive travel throughout sales territory
Partner Business Manager/Channel Account Manager
Hewlett Packard Enterprise Aruba Networking
11.2018 - 04.2023
- Developing business plans to include territory account planning to over achieve quota and grow sales
- Ownership and accurate management of sales pipeline and forecasting ensuring commitments are met on a daily, weekly and monthly basis
- Actively pursue and negotiate with existing and new accounts to build revenue pipeline and close new business
- Delivering commercially focused sales strategies by utilizing promotions and special pricing agreements
- Develop and manage relationships with channel partners and end user sales team, providing transactional support and introducing new programs and commitments
- Identify potential channel partners, recruit, qualify, facilitate them through appointment process, as well as on-board channel, train reps, and evaluate channel effectiveness
- Develop Marketing and Sales tools based on strategic objectives for specific partner programs
- Create, Attend, Drive Awareness and follow up on leads from all marketing events
- Drive growth in the SMB and unattended (unmanaged) market
- Work with Selected Managed Service Provider partners to grow xAAS revenue and market share
- Provide product line channel coverage maps, develop product line approach and create ideal partner profiles for coverage effectiveness
- Monitored partner performance and provided feedback on areas of improvement.
- Collaborated with colleagues and support staff to maximize team efficiency.
- Achieved successful client outcomes by identifying and addressing their unique needs and goals.
- Developed and implemented strategies to enhance partner relations.
- Networked with other professionals and organizations to expand contacts and opportunities.
- Spoke with peers to verify task completion, meeting tight deadlines, and schedules.
- Extensive travel throughout sales territory.
Product Category Manager/SMB Channel Manager
Hewlett Packard Enterprise Aruba Networking
11.2017 - 10.2018
- Worked with Distribution Managers/Strategic PBM’s to develop and execute Aruba Networks specific business plans and go to market for new products
- Drive P&L/revenue for Aruba category of products & services within the assigned English Africa region
- Define revenue mix, product mix, channel partner numbers & mix, enablement tools, local content delivery & distribution
- Devise new & creative ways to enable the sales force to drive solution-level sales within the SMB, mid-market &/or enterprise market
- Product management for the category including providing product specific inputs back to the global team to ensure that South Pacific needs are met
- Product Lifecycle Management for the category from product definition to end-of-life management of products including allocation & inventory management
- Manage new product introductions for all products in the category space (new modules, transceivers, software, etc.)
- Work closely with Partners, HPE/Aruba Channel team & Marketing to: lead partner education; develop partner programs & activities; understand distribution inventory; assist sales & channel partners with collateral for proposals or presentations to customers or partners
- Provide forecast & pricing input, manage the product lifecycle (from cradle to grave) for all category products & work closely with supply chain for demand planning & supply
- Work with distribution to manage inventory and planning for all product lines
- Developed detailed sales forecasts based on historical data, allowing for proactive inventory management decisions.
- Analyzed sales performance and adjusted marketing strategies to optimize revenue generation.
- Managed a diverse portfolio of products, ensuring optimal mix between high-margin items and cost-effective options for customers.
- Spearheaded new product introduction processes from concept through commercialization, delivering innovative solutions that drove category growth.
Partner Sales Specialist (PSS)
Hewlett Packard Enterprise – Africa Emerging Markets Team
11.2013 - 10.2017
- Promotes HPE Networking offerings to become a key part of the partner’s business and solution
- Present company services, product lines and procedures to qualified prospects
- Responsible for driving revenue through channel partners within designated region
- Supported partners by conducting training, seminars, and presentations
- Educate all channel and sales partners for all channel sales activities
- Supported channel partner and corporate marketing activities in region
- Maintain contact with existing and prospective clients including executives, boards, managers and key decision makers
- Actively contributes to the assigned partners Joint Business Plans
- Assist with lead generation ideas and campaigns for the assigned partners
- Maintain various channel enablement tools
- Prepare forecast for all resource allocations and designed required strategies
- Gather detailed business requirements and use cases, and translate technical specifications into product requirements
- Extensive travel throughout sales territory
Education
High School Diploma -
Riverlea Senior Secondary School
04.2001 - 01.1991
Some College (No Degree) -
Gordon Institute of Business Science (GIBS)
JohannesburgSkills
- Business Development
- Solution Selling
- Salesforcecom
- Executive Presentations
- Partner Engagements
- SaaS
- Partnership development
- Marketing strategies
- Account management
- Business solutions
Leadershipattributes
- Conflict Management
- Time Management
- Customer Care
- Team Building
- Stress Control
- Assertiveness
- Interpersonal Skills
Emailaddresses
- Bctobin@gmail.com
- Brendan.tobin@hitachivantara.com
Awards
TOP ACHIEVER, Sales Academy
Personal Information
- Available: 1 Month
- ID Number: 731111 5080 081
- Date of Birth: 11/11/73
- Gender: Male
- Nationality: South African
- Driving License: Code EB / 08
- Marital Status: Married
Timeline
Partner Account Manager
Hitachi Vantara
05.2023 - Current
Partner Business Manager/Channel Account Manager
Hewlett Packard Enterprise Aruba Networking
11.2018 - 04.2023
Product Category Manager/SMB Channel Manager
Hewlett Packard Enterprise Aruba Networking
11.2017 - 10.2018
Partner Sales Specialist (PSS)
Hewlett Packard Enterprise – Africa Emerging Markets Team
11.2013 - 10.2017
High School Diploma -
Riverlea Senior Secondary School
04.2001 - 01.1991
Some College (No Degree) -
Gordon Institute of Business Science (GIBS)
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