Business Development Manager, Data Analytics @ Siemens
Director, Treasurer @ USGBC Massachusetts Chapter
Strategic Account Manager @ Aircuity
Loyola University, Maryland
Thriving on tough business challenges, I help companies increase sales through channel and strategic partnerships. Whether I am launching new products and services for an established company or developing channels and partnerships for a start-up, I apply a framework of assessing strategic issues and executing a tactical plan to drive new revenue opportunities. Leading cross-functional teams, I
Thriving on tough business challenges, I help companies increase sales through channel and strategic partnerships. Whether I am launching new products and services for an established company or developing channels and partnerships for a start-up, I apply a framework of assessing strategic issues and executing a tactical plan to drive new revenue opportunities. Leading cross-functional teams, I coordinate activities around common goals and objectives.
The biggest influence on my approach happened on the first day of my career. The sales trainer rhetorically asked, “Who does your partner work for?” The answer was simply, “they work for themselves”. I get results through an understanding of what my partners’ and teammates’ value, building relationships and creating programs to increase sales.
Areas of Expertise:
• Channel Strategy and Implementation
• Go-To-Market Strategies
• Strategic Partnerships
• Sales Leadership
• CustomerCentric Selling (CCS)
• Cross-Functional Leadership
Significant experience in: Developing alliances and channel programs to support Enterprise and Professional Services sales into Financial Services, Healthcare, Retail, Higher Education and Federal Government. OEM, ISV, System Integrators.
How can I help you overcome your channel and alliance challenges? Contact me at [email protected] to collaborate.
Strategic Account Manager @ Develop strategic accounts and partners in Higher Education and Life Sciences markets in New England. Help building owners realize sustained energy savings across a wide range of laboratory and variable use spaces. Aircuity provides intelligent measurement solutions that address inherent deficiencies in conventional approaches to energy efficient building ventilation without sacrificing occupant comfort, productivity or safety. From January 2015 to Present (1 year) Greater Boston AreaManaging Director, Channel Strategies @ Pendio Group helps sales organizations of both early stage and mature companies increase their business to establish a more stable and aggressive growth trajectory. Responsible for assisting companies assess target markets, potential partners and strategic alliances to create sustainable revenue streams. Develop and implement go-to-market strategies, identify and engage appropriate partners. From January 2014 to Present (2 years) Greater Boston AreaSenior Director, Eastern Sales @ Developed strategy to recruit, enable and drive programs through a two-tier distribution model. Supported regional and national VARs, Solution Providers and Direct Marketing Resellers and distribution partner Arrow. Sold through and with Channel Partners to enterprise accounts in the financial, retail, healthcare, Federal and SLED markets. Managed strategic relationship with VMware in support of a virtualization security initiative. From January 2011 to January 2014 (3 years 1 month) Greater Boston AreaSenior Account Manager @ Akibia, acquired by Zensar, provider of 3rd party maintenance services for Cisco, EMC and IBM and solution provider of network and wireless security products featuring Checkpoint, RSA, Juniper Networks, Proofpoint, Riverbed, Infoblox and other leading vendors. Responsible for enterprise sales in Boston Metro Area. Top accounts included Boston Financial Data Systems, Putnam Investments, Blue Cross / Blue Shield, Reebok USA. From August 2010 to January 2011 (6 months) Senior Consultant, Market Development @ From 2004-2006, worked with a team of consultants to drive development of strategic "Executive Services" sales readiness packaging. Led cross-functional team to target initial prospects, create messaging and proposals to close wins.
During 2008-2010, managed market launch of retention management analytics offering, "Jenzabar Retention". Developed marketing and sales campaigns, drove engagements with early adopters. From 2004 to 2010 (6 years) Account Manager, OEM / Channel Sales @ Created market and led cross-functional team for application specific server appliance manufacturing services. Design wins with software vendors and OEMs in security, networking and storage markets. From 2002-2004, managed the eastern region, recruited and enabled group of national resellers, CDW, Softchoice and PC Connection for co-branded offering; from 2006-2008 returned as a player / coach of team. From 2002 to 2008 (6 years) VP, Product Development @ Managed the product design process for prospects and clients, translating business requirements into functional and technical working documents. Aligned with sales team to create and win over 50% of the proposals produced. From 1999 to 2001 (2 years) VP, Strategic Alliances @ Negotiated partnerships for the “Powered by Monster” ecosystem of co-branded content partners, growing the network to over 50 alliance members. Led cross-functional team to build out content specific channels to address, Executive, Health Care and Technology job markets. From 1998 to 1999 (1 year) Director, Strategic Alliances @ Created the ecosystem of technology partners to support SystemWizard, a personal computer based automated repair utility. Supported HP, Micron Technology, Packard Bell and dozens of peripheral vendors. From 1996 to 1998 (2 years) OEM Sales / Channel Sales Manager @ Developed territory of OEM and System Integrator accounts in Maryland and Virginia. Selected for Intel’s inaugural Reseller Channel Organization, recruited and managed marketing and sales programs in two-tier distribution model selling networking infrastructure and management products. From 1984 to 1996 (12 years) Ensign @ Naval Nuclear Power School
Honorable Discharge From August 1983 to May 1984 (10 months) Orlando, Florida Area
BS, Electrical Engineering @ University of Notre DameMBA, Marketing @ Loyola University, Maryland John Courtney is skilled in: Strategy, Cross-functional Team Leadership, Go-to-market Strategy, Business Development, Channel Partners, Strategic Partnerships, Business Alliances, Channel Sales, Channel Strategy, Channel Relationship Management, Account Management, Cloud Computing, Marketing Communications, Business Strategy, Analytics, Professional Services, Lead Generation, Program Management, Start-ups