ROB SPICER
Vancouver,BC
Summary
Organized Channel Sales Manager with record of success in surpassing sales targets. Talented in connecting partners and building new sales channels with robust profits. Performance-oriented professional with progressive background and consistent accomplishments.
Overview
24
24
years of professional experience
Work History
ACCOUNT EXECUTIVE, CHANNEL SALES
DELL TECHNOLOGIES
08.2015 - 08.2023
- Dell Technologies Western Canada partner sales leader selling with Dell’s top performing & skilled partners
- Accountable for partner-enabled business outcomes, partner margin goals, and Dell revenue goals by investing in deep collaboration between partner sales, Dell end-user sales, and customer teams
- Quota achievement with annual revenue performance greater than $100 Million USD
- In 2022, achieved $162 Million USD in shipped revenue, a 120% attainment
- Won President’s Club Award in 2020
- Developed and managed partner pipeline with 90%+ weekly forecast accuracy
- Expert problem solver for complex channel conflict issues–achieving Canada’s highest Partner Net Promoter Score
- National APEX (Infrastructure as a Service) Ambassador securing Canada’s first partner win in summer, 2023
- Excellent communicator at all organizational levels on business outcomes, roadmaps and solutions
- Mentored team members across North America on best practices for managing a complex channel business.
GLOBAL DISTRIBUTION MANAGER
SMART TECHNOLOGIES
10.2013 - 07.2015
- Led initial SMART Enterprise Solutions distribution strategy for Canada, US, Australia, and New Zealand
- Created initial inventory controls, forecasting, and reporting for senior leadership team
- Global leader of SMART’s distribution strategy with Westcon Group and achieved revenue recognition of more than $70 Million
- Managed partner sales engagements, inventory controls & and operational reporting delivering of industry-leading collaboration solutions in Canada, US, Australia, and New Zealand.
BUSINESS DEVELOPMENT MANAGER–WW VOICE
MICROSOFT CORPORATION
04.2010 - 10.2018
- Recruit, enable, build, and grow systems integration and service providers to enjoy a profitable Unified Communications business based on Microsoft Lync, its hardware, and ISV ecosystem generating net new sales of Microsoft Lync Server and 5,000+ Client Access Licenses
- Recognized Subject Matter Expert in Microsoft Lync Solutions for service provider partners
- Launched Canada’s 1st Microsoft Lync Unified Communications as a Service solution with award winning Alberta-based Service Provider.
Channel Manager, Unified Communications Channel Sp
Nortel Networks
04.1999 - 08.2009
- Facilitated channel engagement to support territory sales goals.
- Coordinated sales activities with partners and resellers to identify and close new business.
Education
Red River College
Skills
- Partner Sales Strategy and Market Solutions: Recruit, On-board, Enable and Co-Sell with Alliances, Systems Integrators and Value-Added Resellers
- Partner Business Plans and Business Reviews using Balanced Scorecard principles
- Cross-team collaboration at all organizational levels
- Conflict resolution
- Partner recruitment
- Market research
- Negotiation
- Account management
- Channel development
- Pipeline Maintenance
- Strategic partnerships
- Sales presentations
- Sales training
- Business forecasting
Websites
Languages
English
Native or Bilingual
Timeline
ACCOUNT EXECUTIVE, CHANNEL SALES
DELL TECHNOLOGIES
08.2015 - 08.2023
GLOBAL DISTRIBUTION MANAGER
SMART TECHNOLOGIES
10.2013 - 07.2015
BUSINESS DEVELOPMENT MANAGER–WW VOICE
MICROSOFT CORPORATION
04.2010 - 10.2018
Channel Manager, Unified Communications Channel Sp
Nortel Networks
04.1999 - 08.2009
Red River College
Similar Profiles
Reventh Raj YataReventh Raj Yata
SENIOR PRINCIPAL BUSINESS INTELLIGENCE MANAGER at DELL Technologies (DELL EMC + Dell Entities)SENIOR PRINCIPAL BUSINESS INTELLIGENCE MANAGER at DELL Technologies (DELL EMC + Dell Entities)
Taarun RajBhalanTaarun RajBhalan
Principal Software Engineer – Performance Engg at Dell Technologies Inc, Dell International ServicesPrincipal Software Engineer – Performance Engg at Dell Technologies Inc, Dell International Services
M.Banu PrakashM.Banu Prakash
Senior Analyst, Sales at Dell International Services (Dell Technologies)Senior Analyst, Sales at Dell International Services (Dell Technologies)
Reginald WilkinsonReginald Wilkinson
Quality Engineer at DELL TECHNOLOGIES / DELL EMCQuality Engineer at DELL TECHNOLOGIES / DELL EMC
Paulia LokPaulia Lok
Senior Manager, Logistics at Oak + FortSenior Manager, Logistics at Oak + Fort