Sue Harvey 949.644.

1220
Corona del Mar, CA 92625 shad6120@westpost.net
PROFESSIONAL PROFILE
Proven success managing and growing reseller channels, corporate alliances, syst
em integrator/outsourcer channels and software partners. Highly successful mana
ging key account relationships at both the partner and end user level. Excellen
t at presenting to C-level management, training and assisting partners and uncov
ering new areas of opportunity. Proactive leader with refined business acumen a
nd exemplary people skills. Exceptional ability to uncover and capitalize on ne
w business ideas and prospects.
Specific skill sets include:
* New Prospect Development
* Sales Plan Creation
* Strategic Business Planning
* Sales Forecasting
* Managing Channel Conflicts
* Margin Management
EXPERIENCE
VMWARE , 2007-2010
Channel Partner Business Development Manager, West and South Central Regions
Created new source of margin and revenue for VMware channel partners, including
resellers, outsourcers and system integrators, by integrating virtualization sof
tware into partner offerings
* Won business in acquisition accounts, $1M in first six months
* Coached sales teams to use partners more effectively, yielding $10M in retenti
on accounts
* Resolved channel conflicts to positive conclusion using win/win negotiations
* Produced pro-active sales plans with partners to further penetrate joint accou
nts
* Acted as sole point of contact for SI/SO partners throughout Western and South
Central Regions
HEWLETT PACKARD COMPANY, 1987-2007
SAP ALLIANCE DEVELOPMENT MANAGER, WESTERN REGION
Worked with SAP personnel, systems integrators, resellers and other software com
panies to create new business and mindshare for HP products and services
* Created new business mid-market program using resellers as HP agents resulting
in $20M revenue in first 6 months
* Exceeded hardware quota for 7 consecutive quarters, averaging $60 Million per
year
* Increased territory pipeline 300% to $200 Million
* Obtained #1 market share position within SAP accounts by developing executive
relationships with new and existing SAP/HP customers
GLOBAL BUSINESS MANAGER, DOCUMENT MANAGEMENT PORTFOLIO
Managed global team of sales, marketing and support personnel dedicated to creat
ing new business opportunities for all of HP's lines of business
* Grew HP business over 200% to $250 million, including servers, storage, field
service - number one market share position with FileNet, a division of IBM.
* Rapidly developed expertise in document management, an obscure market to HP,
and became advisor to other HP divisions interested in pursing opportunities in
this market segment
* Developed extensive executive relationships yielding FileNet Board of Director
nomination for HP Executive
E-COMMERCE SOFTWARE PORTFOLIO BUSINESS DEVELOPMENT MANAGER
Created and planned sales channel strategies for Internet start-up companies whe
re HP had taken an equity share
* Coordinated strategic business planning projects to identify target markets, c
hannels of distribution, margins and budgets in a tight money market
*Defined 25 solid new business opportunities for each company
* Closed over $150 Million in hardware and software revenue within first 6 month
s
* Achieved completion of planning project within budget and timeframe goal
END USER SALES MANAGER
*Managed team of nine sales reps; sold manufacturing systems in a variety of ter
ritories including Major Account, new business and installed base
*Exceeded quota 90% of the time
* Achieved distinction of top manager, only given to 2% of Sales Managers in Uni
ted States
EDUCATION
PEPPERDINE UNIVERSITY, MALIBU, CA
MA, Psychology with Honors, concentration in Organizational Behavior
CALIFORNIA STATE UNIVERSITY, FULLERTON, CA
BA, Finance with Honors