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Skillful Alliance Manager resume

Robert S. Cabitto
Professional Summary
MBA, Senior Technology Expert, 1 of 6 National Native American Tribal Leaders responsible for the success of 479 tribes. With over 15 years of an exceptional ability to tie technology solutions to business outcomes Seeking a complex discovery environment where proper technology applications are properly implemented to benefit customer's needs.  Known for bringing customer value by implementing a results oriented approach.
Skills
  • SaaS
  • Data Center
  • Major Account Manager
  • National account management
  • Market trend analysis
  • Business development
  • Budgeting
  • Leadership
  • Channel ManagementŸ
  • Strategic Planning
Work History
Cisco Systems Sales Manager | San Jose, CA | 2016
  • Subject matter expertise for ServiceGrid.         
  • Grew pipeline from $0 to over $14,000,000 in two quarters.
  • Led SaaS engagement into Global Enterprise Accounts
  • $200,000 POC with a $1,000,000 follow on deal.
  • CMCS $7,000,000 deal enabling $115,000,000 global refresh.
  • Negotiated $356,000 CMCS .
  • ServiceGrid & CMCS within global service proposal $4,000,000 and CMCS $7,000,000.
LASALLE SOLUTIONS Cloud Lifecycle Management Company Senior Sales Executive | Los Angeles, CA | 2015 - 2016
  • New business of $32,000,000,000 Indian Casino market.
  • Built a pipeline of over $10,000,000 in less than 1 year.
  • $3,500,000 deal for data center refresh.
  • Proposed $2,500,000 service contract replacing incumbent.
  • Provided analysis saving $10,000,000 year for call center.
  • refresh $5,000,000 proposal.
9 MILE COMMUNICATIONS President/Operations Director | Minneapolis, MN | 2009 - 2014
  • Retained as President.
  • Integrated three acquired companies into a worldwide $15,000,000.
  • Grew EBITDA from 2% to 11%.
  • Managed and Field Service Organization.
  • Merged the company in 2011.
COMM-WORKS Global Technology Integrator Senior Strategic Alliance Manager | Minneapolis, MN | 2006 - 2008
  • Rebuilt key accounts, increased revenue of $1,000,000 in less than 6 months.
  • Performance 2008, 175%.
  • Performance 2007, 140%.
  • New revenue of $5,000,000 contracts.
HIGHJUMP SOFTWARE Senior Business Development Manager | Minneapolis, MN | 2004 - 2006
  • Signed 8 new customers with revenue contributions of $2,500,000.
  • Top sales person quarter over quarter with 100% quota.
CISCO SYSTEMS Technical Marketing Manager | San Jose, CA | 1999 - 2004
  • Grew data storage from $0 to over $3,000,000,000 in 5 years.
  • Reseller program resulting in revenue contributions of $50,000,000 over a 2 year period.
  • Managed 50 Resellers.
Education
MBA New York Institute of Technology New York City, NY

Bachelor of Science Business Marketing University of Phoenix Phoenix, AZ
Affiliations
Cloud Computing,  SaaS/Software as a service,  Telecom Executives,  OnStartups
Technical Disclosures
  • Co-Author, Cisco's ATP Program. Partner Certification. Data Center. Sept, 2001.  
  • Author, Victoria's Secret Technical Installation Guide. IoT, Fitting Room. June, 2009.  
  • Author, Wand Technical Installation Guide. Digital Menu Boards.  Aug, 2013. 
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Job-winning Alliance Manager resume

Tracee Merkel
Career Overview

Results-oriented Sales Support Manager focused on providing analytical and operational support, while partnering with Sales leadership, Travel Agency Sales, Domestic Wholesale/OTA Sales, Technology and Finance to develop new processes and enhance existing business system solutions. Additional responsibilities include project management, data compilation /analysis,  AOP, budget and forecasting and event logistics. Manage partner program investments and execute joint marketing sales campaigns with those respective partners along with the Marketing Development and Co-Op funds.

Core Strengths
  • CRM Systems
  • Alliance/Brand Partnerships
  • AOP
  • Strong organizational skills
  • Budget and Forecast Management
  • Project Management
Accomplishments
  • Designed, developed and implemented SHIELD (MS Dynamics) as new CRM and Financial system for Travel Agency Sales.
  • Reduced department Co-op Marketing accruals by 29% FY17 vs FY18.
  • Management of 5 Cast Members, 4 hourly and 1 salaried
  • Partnered and Implementated of CARS system (SharePoint) to Central Florida Tourist Sales for Co-op Marketing and SalesForce as new CRM system
  • Manage the sales operations from a support perspective including contracts, budgets, forecasting and AOP
  • Successfully managed sales pipeline and forecasting for global alliance team
  • Managed $2M market development fund for clients at Accenture and manage $6M for Disney.
Work Experience
Sales Support Manager / The Walt Disney Company - Celebration, FL 06/2015 - Current

Work with Travel Agency, Domestic Wholesale, OTA, AAA and National Account Sales teams including both remote Cast throughout the US and local based Cast to provide strategic direction and new business systems in order to improve overall efficiency.

  • Evaluate business needs, conduct benchmarking, determine trends and propose technology solutions that are cost effective for easy adoption by the Sales teams and facilitate assigned projects in close partnership with cast and leaders from various Marketing and Sales departments
  • Project manage and partner with 3rd party technical team to improve efficiency and effectiveness of the Domestic Leisure Sales teams
  • Manage the Domestic Leisure Sales Co-Op Marketing, SD&I and EarMarked budgets for Walt Disney World, Disneyland, Disney Cruise Line, Advendures By Disney and Aulani; which includes rolling up monthly forecast reports to Sales Finance, Business Partners and Leadership Leaders
  • Manage monthly, quarterly and year-end validation/reconciliation and assist in AOP process with our Sales Finance and Business Partners
  • Manage the annual contract deployment and reception process for travel agency loyalty EarMarked incentive program; including high-level tactical and operational functions, research and scorecard analysis
  • Partner with Sales Events teams on training and educational events
  • Provide revenue reporting and ad-hoc analysis
  • Partner with and influence the support program development, business rules and process changes
  • Manage 1 salary administration manager and 4 hourly Inside Sales Coordinators
BUSINESS ANALYST / ORACLE - Itasca, IL 03/2015 - 06/2015
  • Operational support to the National Account Alliances and Channels sales organizations, allowing for increased sales productivity
  • Sales reporting and analysis, forecasting, systems/process improvements and deal level support and tracking
  • CRM and SharePoint system updates


GLOBAL ALLIANCE MANAGER / ACCENTURE - Chicago, IL 01/2009 - 09/2014

Managed the alliance relationship and sales operations of several alliance global teams including financials, scorecards, special projects, contracts, events, headcount-spend and cost center charges.  Partnered with finance, legal, sales and marketing.  Monthly tracking of an overall budget to leadership and managing directors.


  • Managed alliance partnership for technology clients
  • Execution and ensured compliance of contractual obligations of alliance partners
  • Managed joint client development of on-site and off-site events, ranging from 50-5,000 attendees
  • Executed contracts and sponsorship's with client and third party vendors for client events
  • Partnered with 3rd party corporate event specialists for  international tradeshows
  • Successfully managed and analyzed sales pipeline and forecasting for global alliance team in CRM
  • Managed the Partner Program with assigned clients of the Marketing Development Fund (MDF) which maximized joint marketing efforts
  • Owner of the MDF program process with several alliance partners, which included but not limited to partnering with internal teams and third party partners to ensure all transactions were accurate and processed in a timely manner including pre-approvals, claims, invoicing and payments of all MDF reimbursements via SharePoint
  • Supported client's fiscal year marketing planning efforts to meet and/or exceed yearly targets globally
  • Management of learning services/training by ensuring compliance and charge-backs of costs of tuition were fully reconciled
REGIONAL SALES SUPPORT REPRESENTATIVE / SUN MICROSYSTEMS - Itasca, IL 07/1999 - 01/2009
  • Managed overall sales operations of multiple regions including goal setting and revenue planning
  • Project manager of all internal and external meetings and events logistics and roadshows
  • Managed joint client events for all on-site and off-site events, including trade shows and road shows (Sun Black Box)
  • Approved and Audited expense for all events
  • Researched and resolved complex sales performance and incentive compensation issues
  • Managed pipeline opportunities resulting in 160M in annual revenue in Siebel
  • Calculated margin analysis for opportunities on partner deals in internal deal management tool
  • Provide ad-hoc direct and indirect sales reporting
  • Analyzed financial performance and determine drivers for the variance between actuals and forecast
  • Reconciled annual sales quota allocations involving a complex customer base and multiple lines of business
Educational Background
UNIVERSITY OF ILLINOIS - Springfield, IL Bachelor's Degree: Liberal Arts Liberal Arts
ST. LEO UNIVERSITY - St Leo, FL Associates Degree: Liberal Arts Liberal Arts
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