Lance Nesbitt

Managed and achieved growth targets for new business and renewals across designated regions (UK, Nordics, Benelux, Middle East & Africa, India) within the SMB Channel (Distribution, Partner, and End User Engagement).

Key Accomplishments:

• Cultivated and expanded the partner network by identifying, onboarding, enabling, and supporting both new and existing MSP/MSSP partners, bolstering channel business success.
• Orchestrated the development and implementation of targeted sales and marketing strategies, effectively penetrating regions.
• Played a pivotal role as a core member of the sales organization, contributing to the formulation and execution of comprehensive go-to-market strategies tailored to regional nuances.
• Drove collaborative marketing campaigns alongside essential partners and distributors to enhance brand presence and drive sales.
• Directed the evolution of partner sales plans, encompassing acquisition, partner enablement, and engagement strategies, all aligned with specific business objectives.
• Initiated productive quarterly business review (QBR) sessions to evaluate performance, identify areas for enhancement, and chart actionable plans to elevate both team and partner achievements.
• Educated partner sales teams, imparting valuable insights into effective communication, joint sales approaches, and value delivery to customers.
• Fostered seamless collaboration with cross-functional teams such as product management, marketing, operations, and legal, ensuring the seamless fulfillment of customer requirements sourced through partner channels.
• Overachievement on sales targets

Main areas of responsibility:

• Taking direct ownership of the overall performance metrics for Tier Two Space Symantec business, responsible for driving £7.5 million in revenue.
• Consistently surpassing monthly, quarterly, and annual targets across UK&I and European Service Provider segments.
• Cultivating strong, trusted, and enduring customer relationships to establish mutually beneficial and transparent profitable ventures.
• Demonstrating an unwavering ability to swiftly grasp and assimilate new products and technologies, facilitating effective market entry.
• Producing comprehensive reports (including pipeline, forecasts, and win-loss ratios) that contribute to informed business decisions.
• Effectively managing and prioritizing numerous projects within both short and extended sales cycles in a dynamic and fast-paced environment.
• Acting as a catalyst in sales relationships, driving heightened account-level engagement and growth through collaborative business planning and supplier-centric initiatives.
• Expanding wallet share and value for designated Service Providers, orchestrating strategies for growth.
• Skillfully coordinating internal resources (personnel, funding, materials, and support) to ensure successful project execution.
• Continuously fostering partner development and training, specifically related to key vendors and their product portfolios.
• Collaborating seamlessly with internal sales, technical, and credit teams to facilitate the closure of business opportunities and encourage their successful completion

Main areas of responsibility:

• Taking direct ownership of the overall performance metrics for Tier Two Space Symantec business, responsible for driving £7.5 million in revenue.
• Maintaining professional and strategic relationships with a portfolio of 60+ named accounts throughout the UK, while concurrently engaging with new Symantec accounts to cultivate substantial revenue growth.
• Exercising prudent control over pricing, margins, and inventory to optimize profitability.
• Consistently exceeded revenue targets through new account penetration and development.
• Ensuring a consistent month-to-month pipeline of Symantec storage and security business, contributing to the overall sales forecast, and diligently nurturing each opportunity toward closure.
• Collaborating seamlessly with marketing and finance teams to translate solutions into reality, leveraging vendor partnerships.
• Assisting the Divisional Director and Business Manager in representing the company during interactions with both vendors and customers.
• Developing comprehensive business account plans for designated accounts, closely aligned with the Sales Department's objectives.
• Conducting quarterly planning sessions across all sales levels, offering insights into product dynamics and market trends.
• Evaluating new vendor and products to gauge market potential, commercial viability, and support requisites.
• Leading initiatives for Channel Partner recruitment, development, and training to enhance overall sales effectiveness.

IT Reseller

World's largest car hire company