Professional Experience

Partner Sales Manager (2014 –2015) Position cut due to leveraged buyout/reorg

Informatica – Irvine, CA

Job Summary: Drove incremental revenue through indirect business model with key System Integrator partners such as Accenture, TATA, Wipro, Infosys, Tech Mahindra, iGATE and many smaller boutique consulting firms.

§    Created and implemented successful go-to-market strategies with top systems integrators driving indirect sales accounting for over 30% of revenue for company.

§    Planned/executed executive briefing events and webinars with key partners resulting in new pipeline creation.

§    Drove partner-generated pipeline revenue targets by 25% for direct sales teams in assigned regions providing implementation of partner’s resources, supporting customers and assisting team in closing deals.

§    Successfully managed multiple RFP process with numerous global system integrators bidding on same consulting contract and managed various partner campaigns in several regions.

 

Director of Global Channel sales (2013 – 2014)

AnalytiX Data Services – Irvine, CA

Job Summary: Provided partner enablement and marketing activities with key System Integrator partners, driving indirect sales. Managed technical sales teams, driving sales opportunities through partner activities.

§    Member of the executive team responsible for global channel sales partnerships and key strategic accounts.

§    Revamped and launched a new Strategic Partner Program aimed at global System Integrators such as Accenture, TATA, HP Enterprise Services, iGATE, Syntel resulting in a 20% increase in revenue attainment.

§    Managed partner-recruiting/onboarding process, including contract negotiations and field implementations.

 

Sr. Global Channel Alliances Mgr (2007 – 2013)

Talend, Inc. – Irvine, CA

Job Summary: Partner enablement and marketing activities with key System Integrator partners, driving indirect sales, interfacing with sales teams and Systems Integrator partners, driving sales opportunities.

§    Part of the first USA launch of a French-based Open Source Data Integration ETL software company.

§    Designed and launched a new Strategic Partner Program aimed at global System Integrators such as Accenture, CSC, TATA, HP Enterprise Services, iGATE, Syntel and many smaller boutique consulting firms.

§    Built partner program from scratch and grew a virtually unknown Open Source French ETL company with 12 SIs to over 200 SIs and achieved over 100% of a $3M quota for indirect sales, driving over 30% of revenue.

Blake McCoach

15 Parkwood • aliso viejo, CA 92656

Phone 949.842.1262 • email blake.mccoach@gmail.com

https://www.linkedin.com/in/blakemccoach

 

Professional Experience (cont.)

Business Development ANALYST (2004 – 2007)

Downey Savings IT Dept – Newport Beach, CA

Job Summary: Created executive summaries of technology and vendor recommendations for high-ranking senior level executives and board members of bank for a go-no-go approval of new projects.

§    Actively investigated ways to apply new technology to the bank’s business processes, researching and providing information on technical trends and competitors’ practices relevant to the assigned client business.

§    Acted as liaison between senior level executives and the IT architectural, technical and departmental staff.

 

Business Development Manager Contract 1099 (2003 – 2004)

CollabNet, Inc.  – Brisbane/Aliso Viejo, CA

Job Summary: Drove direct sales through medium to large System Integrator partners, influencing incremental sales, promoting products and services across a wide variety of platforms.

§    Designed and launched a new Strategic Partner Program aimed at key global System Integrators such as PWC, CGE&Y, Covansys and Deloitte Consulting.

§    Managed partner-recruiting/onboarding process, including contract negotiations and field implementations.

 

STRATEGIC ALLIANCES DIRECTOR (2001 - 2002)

Starbase Corporation – Santa Ana, CA

Job Summary: Managed revenue pipeline generation with key System Integrator partners utilizing service capabilities to drive reseller sales revenue at an increase of 15%.

§    Achieved 110% of quota for indirect pull-through sales revenue through VAR sales activity.

§    Designed and launched a new Strategic Partner Program aimed at global System Integrator partners such as PWC, CGE&Y, Covansys and Deloitte Consulting.

§    Created co-marketing strategies and referral programs with leading Systems Integrators driving increased revenue sales for target products.

 

BUSINESS DEVELOPMENT / REGIONAL PARTNER MANAGER (1999 - 2001)

Rational Software – Cupertino & Irvine, CA

Job Summary: Drove direct sales through medium to large System Integrator partners, influencing incremental sales, promoting products and services across a wide variety of platforms

§    Designed and launched a new Strategic Partner Program, establishing new partner “Value Proposition,” partner agreements, co-marketing strategies and referral programs.

§    Designed and implemented a new certification, education and training programs intended for large Systems Integrator partners that drove technical education sales by 20%.

§    Achieved 120% of Management Business Objectives (MBO).

§    Managed failing Latin American $1M operation. Sustained strong revenue gains, despite a fiercely competitive and declining market. Received recognition and achievement award for successfully taking over operations.

Education and Sales Training

§    Associate of Arts Degree – Digital Electronics – Washington Technical Institute – Seattle, WA.

§    Certificate of Completion – Dale Carnegie Sales Training – Seattle, WA.

§    Certificate of Completion – Tony Robin’s Sales Course – Costa Mesa, CA.