The Ohio State University

Director of Alliances, North America at Worksoft

Honeywell

Director, GSI Partnerships 

OwnBackup believes that no company operating in the cloud should ever lose data. We work with our customers on the Salesforce, Microsoft Dynamics, and ServiceNow platforms to ensure their business critical data is protected from accidental deletion or corruption. We give IT leaders confidence that business will not be impacted because of SaaS data loss.  OwnBackup is also the #1 data backup, archiving, protection, and sandbox seeding app on the Salesforce AppExchange. With over 6,000 customers, we are ranked on the Forbes Cloud 100 as one of the world's top private cloud companies, and have raised $490 million in venture funding.

OwnBackup

Strategic Partnerships 

Key Accountabilities:
* Identified potential business partnerships, promoted value of Worksoft to strategic GSIs, expanded partnership pipeline, mentored new employees, and conducted webinars for sales and technical enablement 
* Relied upon to cultivate strategic business relationships, produce incremental revenue, and develop/deploy pricing programs, collateral, case studies, and marketing events focused on increased engagement and sales opportunities

Key Accomplishments:
* Integral contributor during creation of 1500+ automated SAP test scripts in collaboration with IBM Consulting.  Launched new partnering model with IBM in 2021 
* Effectively managed partner program with GSIs, which consistently generated 60% of new license revenue
* Published case studies, created partner portal and partner pages for website, implemented technical enablement program, led pipeline growth initiatives, and expanded alliance to include additional IBM business units

Worksoft

Global Alliance Director 

Key Accountabilities:
* Directed strategic channel sales initiatives, recruited new OEM clients, expanded partner channel, managed OEM partnerships, and developed/organized marketing programs to reach sales objectives
* Liaised with systems integrators, market research firms, and technology clients across U.S., ensuring delivery of AI-based NLP/text analytics solution in collaboration with application software providers and CSPs (AWS, Microsoft)

Key Accomplishments:
* Successfully negotiated 2 new OEM agreements, one of which resulted in contract with world-renowned Mercer HR Consulting firm, retained and renewed all  existing OEM agreements, and managed relationships with AWS and Microsoft as strategic partners

Luminoso Technologies, Inc.

Director of Channels, U.S.

Key Highlights:
* Coordinated activities with field sales to generate new opportunities, ensured accurate forecasts, performed partner sales training, and managed all resell and sourced deals for the industry sector
* Directed Watson Customer Engagement reselling operations and managed all OEM transactions in Comm/CSI market

Channel Sales Leader, Watson Customer Engagement

Key Highlights:
Headed IBM business sales group that produced notable boost in NA incremental On-Prem software and SaaS sales revenue; cultivated steadfast relationships with strategic GSIs including Infosys, Tata Consultancy Services (TCS), Wipro, Tech Mahindra

Global Systems Integrator Alliance Manager

Key Highlights:
Collaborated with IBM Software Group & Industry Solutions business units and IBM Business Partners to deliver optimized integrated solutions throughout North America, which included Mainline Information Systems, Avnet Services, SHI, Lightwell, ComResource, Royal Cyber

North America Business Partner Leader

Key Highlights:
* Developed outreach strategies and executed initiatives that resulted in solid business relationships and enabled attainment of sales goals; achieved all targets for 3 consecutive years
* Managed sales for B2B and Commerce software throughout US Midwest region

Brand Specialist 

Key Accountabilities:
* Pinpointed inefficiencies within IT operations for Enterprise clients, handled Microsoft ELAs, and provided solutions for data networking, wireless, desktop, video, and IP telephony services
* Promoted focused vendor partnership strategies to ensure products and services align with demands for clients that included Time Warner Cable, Mettler Toledo, and many SLED accounts

Key Accomplishments:
* Successfully negotiated $300K+ contract providing HP laptops to Hilliard City School District 
* Gained competitive Microsoft ELA with Progressive Medical, named one of Ohio’s 50 Fastest Growing Companies
* Launched development of groundbreaking wireless video conferencing solution for a leading language translation service provider, resulting in hundreds of medical carts utilized in healthcare facilities across nation

PCM Enterprise (now Insight)

Senior Account Executive

* Collaborated with clients, including Chemical Abstracts, Cooper Tire, Emerson, Marietta College, Sara Lee Corporation, The Columbus Dispatch, Cleveland Zoo, The Ohio State University, Cleveland Public Schools, many SLED accounts, and the State of Ohio DAS
* Managed Inside and Outside Salespeople and developed marketing strategies
* Oversaw collateral design, trade shows and booth design, website, case studies
* Managed budgets for trade shows and marketing campaigns

Total Systems Integration (TSI)

Director, Sales & Marketing

* Successfully launched programs providing broadband for K12 Distance Learning institutions resulting in over 200 new subscribers in Year 1
* Secured Teleworker program with Nationwide Insurance converting 160+ ISDN Customers to Road Runner Business Class Network
* Team achieved 99% revenue growth in FY 2002 for 110% of Plan, achieved 101% of Plan for revenue growth in FY 2003 

Recruited and managed Inside and Outside Sales Teams, responsible for supporting the National Accounts program, determined product direction and service pricing, launched Referral Program, coordinated all Marketing programs and associated media.  Managed Marketing, Staff, and Travel budgets.

Time Warner Cable

Director, Commercial Sales, Roadrunner Business Class

Start-up B2B services company.  New clients sold included American Electric Power (AEP) and Owens Corning 

Incorporated solution-selling methods, managing B2B sponsorship programs to major accounts; spearheaded a partnership with UCCnet, providing content for international standards-based item registration (UPC).

ADX (acquired by Liaison Technologies, now OpenText)

Regional Manager

Managed a seven-state region providing multi-platform client/server-based B2B software and professional services, obtaining major accounts including Aerostructures, Haworth, Humana, Novartis, VF Corp, Wachovia (Wells Fargo), Wal-Mart and Westinghouse.

Harbinger Corporation (now OpenText)

Sales Program Director:
Launched new B2B services into new markets: e-Bidding for government suppliers, gaining 150+ new customers in the first year, warehouse data collection/ASN systems, Reseller & Referral Programs generating 360+ customers, achieved 130% of quota.  Major Accounts sold: JCPenney, The Sports Authority, Honda, Kohl’s, Sears, Federated Department Stores, Freddie Mac, Fannie Mae, USDA, National Cancer Institute, Secretary of State Offices for Texas, Virginia, and Kansas

Strategic Alliances Director: 						
Generated over $1M in annual incremental B2B software revenue from new alliances with IBM, HP, SAP, Oracle, JD Edwards, KPMG, Accenture.  Created new sales channel through the Sales Agent Program and sold associated APIs.

Industry Manager:									
Grew Retail and Grocery Industry B2B customer base from 100 to over 400 companies, and exceeded all sales quotas during the period.  My team increased network revenue from $100K/month to over $250K/month, generating $3M in sales for 124% of quota.

Account Executive:									
Sold EC/Supply Chain software and services in the grocery industry.  Major wins: Kroger, Procter & Gamble, Nestle, Sysco, RJ Reynolds.  Awarded Top Salesperson among 15 sales professionals, by attaining 240% of annual quota.

Bob Lynch