Glenn Caccamise

Glenn Caccamise

Summary

Summary

Thought leading marketing & channel development executive known for delivering innovative solutions that increase brand value, accelerate profitable growth and expand market share. PROFITABLE GROWTH Increased One Communications business partner total contract revenues from $45m to $70m in two years. BRAND BUILDING Got largest privately help telecommunications company recognized as having the Top Channel Program for 2008 & 2009 by Phone+ Magazine PARTNER RECRUITING & TRAINING Recruited top system integrators including IBM, CSC, TSC, Revere Group, Dimension Data leading partners through the process of contract negotiations and training. Trained over 200 partner sales reps with various companies in CRM, Network Security and Wireless. COMMUNICATIONS Created proactive internal and external communications program along with business partner newsletter to promote new products, markets and sales contests. LEADERSHIP Analyzed and developed strategy for marketing and channel development to increase sales $10m in software and services companies and $25m in the telecommunications industry. CONTACT INFORMATION: Email: glenncaccamise@gmail.com Website: http://glenncaccamise.com

Work History

Work History

Channel Sales Manager

Vantive Corporation

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·Responsible for global sales and marketing involving the business partner channel in Customer Relationship Management Enterprise solution. Results - generated sales of $2.7 million in 1998 at 166% of quota.

·Recruited and signed key strategic relationships to the Vantive Industry Partner Program (VIPP), such as IBM Global Services, Cambridge Technology Partners, NexGen SI, Revere Group, and Technology Solutions Company. Results – built executive level relationships which enabled sales through the indirect channel to significantly grow company revenues.

·Project managed competitive research analysis program for identifying best fit strategic channel partners. Results – reduced channel conflict through exclusivity programs with incentives to increase bottom line.

·Trained 50+ partner sales executives in the techniques of consultative selling Customer Relationship Management and Sales Force Automation software solutions. Results – enabled partners to increase their solution offerings to their customers and positive overall impact to revenues.

Channel Alliance Manager

Internet Security Systems (IBM)

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·Responsible for building the Alliance team and program to allow for the sale of Managed Security Services through strategic reseller partners in the US channel. Results – generated $1.4 million in new managed security services sales.

·Product Manager, developed Silver Managed Intrusion Protection Services offering for alliance channel partners in the small and medium tier market space. Results – created additional value for resellers by private labeling solutions and building a stronger value-add proposition of their offerings to their clients.

·Conducted consultative sales training for Dimension Data US sales force in various acquisition locations of NY, DC, Boston, and Denver. Results – trained over 75 partner sales representatives in selling managed security services solution which lead to additional revenues for channel partners.

Director Business Development & Marketing

James Kenneth Taylor

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·Reorganized investor relations firm to include opening Midwest office, re-engineered web site, and revised business marketing materials. Results – improved brand name recognition and more effective communications strategies for successfully growing the business model.

·Developed new leads and built sales pipeline through proactive marketing efforts of cold calls, trade show attendance, and aggressive networking. Results – generated new client revenue of $1.25 million.

·Responsible for investor and public relations through strategic business communications campaigns targeted at specific audiences. Results – created additional shareholder value through increased visibility, brand recognition, investor confidence and increased stock price

Southeast Regional Business Manager

WebTech Wireless

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·Responsible for direct and channel marketing and sales of GPS Fleet Tracking Management solution in the Southeast US including GA, FL, NC, SC, MS, TN, AL and Puerto Rico. Results - generated sales pipeline of over $4 million in first 5 months of employment.

·Created competitive analysis matrix for US consultative solution selling. Results – more effective account penetration in wins over competition.

·Developed and managed Cingular partner/carrier relationship. Results – significantly improved strategic relations and identified new opportunities with an additional $2 million in pipeline for new business.

·Trained Cingular sales force throughout the Southeast on positioning strategies. Results – created better brand awareness and improved relations with key strategic carrier partner and drove new business opportunities.

Consultant

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·Developed complete go-to-market strategies for IT consulting firm and leading VoIP Service Provider to the business telecommunications industry.

·Created and managed new brand and identity of several companies through website and logo development and content, tag-line and supportive marketing collateral with specific appeal and focus.

·Differentiated company marketing strategies through competitive market analysis and trending analysis with marketing research by leveraging niche expertise and by enhancing strategic alliances and partnerships.

·Managed new product development of solutions leveraging consulting work to develop a complete solution that helps executives prioritize projects based on ROI and cost.

·Developed new reseller partnership with Dell Computer to resell VoIP communication services as well as several other strategic alliances with leading VoIP hardware distributors.

Sr. Channel Marketing Manager

One Communications

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·Responsible for all marketing activities for the Business Partner Channel of the largest privately held telecommunications company in the country to include communications and newsletters, spiffs and promotions, trade shows, partner advisory boards, and training. Results – transformed the Business Partner Program into the most profitable and fastest growing department within the company.

·Re-branded the channel program to encompass more diversity of partners to include Master Agents, Sub-agents, VARs and Telesales organizations with the highest-level growth within the organization. Also created new on-boarding process for ramping up new partners. Results – program was selected for 2008 and 2009 Top 50 Channel Programs by Phone+ magazine.

·Created quarterly spiff and commission program as well as developed strategic product promotions and sales contests to drive revenues for Channel. Results – Grew new business total contract revenue from $45m to $70m in two years.

Education

Education
Aug 1993 - Aug 1994

Master of Science

Michigan State University

Skills

Skills

Marketing & Channel Development

FUNCTIONAL EXPERTISE: Building Channels/Alliances Marketing Strategy Product Marketing Competitive Analysis Business Development Communications & Branding Sales Management Flexible & Adaptable Leadership & Organization Budget & Forecasting Contract Negotiations Collaboration & Team Building Vertical Segmentation Building Go-To-Market Strategies Partner Recruiting Competitive Analysis SMB & Enterprise Market Development Specialties Marketing strategy, marketing communications, branding, strategic alliances, channel sales, OEM and technology partnerships, social media, business development, sales strategy, product strategy and development, online marketing, advertising, technology marketing strategy, software and services marketing, channel development, telecommunications marketing, strategy, channel development, channel director, channel marketing manager, marketing executive, channel executive