Leslie Johnston-Alexander Channel Manager

Ljalexander1@gmail.com 503-753-6320

Leslie works tirelessly to act as an advocate on our behalf to win and retain business. She is a pleasure to work with and recommend her highly in any sales and channel role. See more at: (www.linkedin.com/in/lesliejohnstonalexander) Profile
14 + years exceeding expectations with high profile company IBM
Results include: Drove Revenue gain of 102% for STG group Earned 100% Club - multiple years Manager Awards for Sales Leadership and Exceeding Revenue several years Increased Market share 12-27% year over year Inspire/enable Tier 1 resellers to exceed revenue expectations Industry Certified (Solution Selling, Strategic Marketing and Consultative Selling). Qualifications - Results driven, sales leader enabling OEMs, VARs and End Users to increas e productivity, revenue and market share. Key Skills - Strategic Planning Executive Relationship Management Opportunity development Account & Territory development Business Development Sales Cycle Security and Virtualization Enterprise software, VMware, Cloud Network Infrastructure VAR/Distributor On boarding Accurate Forecasting Natural Ability to Build Rapport Strategic Services Experience Independent Channel Consultant, 2012 present Global Channel Consulting - remote/travel Helping companies achieve their mission by building and training Best of Breed channel teams. IBM Corporation, Portland, Oregon, 2005 to 2012 Channel Manager, West Region - Multi state territory remote/travel Sales Engagement - Managed Tier1Resellers and Account teams Sales Competency Consistently Exceeded 24-28+ million quota. On-boarding of VARS, coach, train, to exceed set revenue quotas. C level, VP, Director trusted advisor status. Opportunity engagement Liaised with partner, end user to close 100k 6M solutions. Lead gen, SOW, pricing, registration, closure of deals <100k. Coached teams selling Value over Price, sales cycle process, channel programs, which led to 96% close rate. Managed partner training, marketing events, opportunity progression to capture market share through closure of multi-million $ opportunities. Technical Engagement - Engaged IBM/partner field engineers Managed technical needs of partner and end user to close deals over 100k. Ensure reseller certification requirements to enable closure of multi-million $ complex deals. I engaged field engineers early in sales cycle to ensure technical sales success. Business Leader Engagement - Executive Communication Collaborated in creating CIO Summit opening lines of communication between competitive reseller CIOs enabling core competency focus. Proactive vs Reactive. Rep forecast review, quarterly/annual trending, targets to increase market share 10%. Marketing Engagement Created/managed and gained sponsorship for all marketing events. = 96% close on <100k deals.

Leslie Johnston- Alexander Channel Manager

Experience continued IBM Corporation, Portland, OR, 2003 to 2005 Sr. Sales Specialist, multi state territory plus ADP - remote/travel

Ljalexander1@gmail.com 503-753-6320

Sold/managed Sales cycle, testing, certification/implementation of Intel based high end work stations covering a Multi-State territory (8) with strategic focus on ADP. Exceeding personal annual of 28.9M Grew market share in territory from a start base of 7% to 27%. ADP (client), Managed pipeline development, intro of new technology and Network Infrastructure, managed all engineering requirements, Eng. briefings, and crit. situations to capture 16M in revenue. IBM Corporation, Portland, OR, 2000 to 2003 Sr. Specialist, IntelliStation, remote/travel Managed Sales cycle, testing, certification/implementation of Intel based servers, high end work stations for Intel WW 22 person engineering team to exceed 30.1M $ quota. Pipeline development and progression, engineering requirements closing $41.3M. Set semi-annual engineering briefings to ensure technical req. closing 41.3M in sales. Responsible for worldwide OEM sales and distribution. Managed Engineering info/product flow to meet Intel rollout requirements. Exceed IBM revenue target of 30.1M. Managed development and success of complex, customized high-end work station, Network Infrastructure and storage solutions.

PRIOR EXPERIENCE
IBM Corporation, Portland, OR 1999-2000 - Sr Specialist, Global Services CompuCom Systems, Portland, OR 1996- 1999 National Account Executive Cedar Computer Center, Portland, OR 1995-1996 Sales Manager Computer Management Systems Inc, Portland, OR Sales Manager North American Controls, Portland, OR - International Marketing Director EDUCATION Certified - Solution Selling/ Marketing, STGU, Armonk, NY Certified - System X (Intel Solutions) STGU, Armonk, NY Certified - Attached Storage solutions STGU, Armonk, NY IBM/Xerox Sales Competencies, Portland, OR Toast Masters Presentation skills training HONORS and AWARDS 100% Club - multiple years Presidents Club multiple years Managers Award - Sales Leadership multiple years Managers Award - Exceeding Revenue Targets multiple years