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
Calgary, AB & Vancouver, BC
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
Calgary, AB
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