Ciena

Create a unique go to market strategy leveraging all routes to market to support a direct sales model.
- Building an OEM Sales team from scratch
- Designed tech stack and Organizational Structure with firewalls to support selling components to competitors
- Started at zero and have locked in 4 contracts within 6 months to create 20M a year in new sales, funding the growth model
- Drove 60% growth in Carrier Managed Solutions, compensating for lack of infrastructure growth in key customers
- Built out an Alliances team, and executed contracts and GTM strategies with Samsung, Dell and Versa.
- Redefined the Global Distribution Strategy and moved away from stocking and focused on capabilities the company always wanted to do.  Such as creating a trade in program and a class B/refurb program.
- Created feedback loop with key customers and partners, revolving around monthly communication and quarterly events.
- Executive sponsor for 25 of the top 50 customers.

Vice President, Global Partner Organization & OEM Sales

Armor Cloud Security

Propel the group forward by adjusting the company culture to a more partner centric approach.
- Within 3 months, returned a company to produce 42% growth after three years of flat or declining revenues.
- Retooled the sales organization with a new sales Profile, rebuilding the sales team.
- Developed and executed on a Segmentation based growth strategy across Enterprise, Mid-Market, MSP and Master Agents.
- Created growth while ensuring P&L was 20% better than target performance
-Rebuilt EMEA to grow by 80% in revenues.

Chief Revenue Officer (CRO)

Build a Partner Centric model, program and team to develop a move forward growth strategy to diversify revenue streams beyond direct small business.

- Restructured the Channel and Alliance focus to partners that better aligned with the product capability, direction and billing.
- Built systems capabilities and support staff to enable multi-tier selling and integration into Alliance product groups.
- Built and hired a new channel and alliances team to focus on the expanded market.

Vice President, Global Channels and Alliances

Commvault

Vice President of Sales, Americas GEO & SP Segments

Sr. Director, Americas Sales and RTM: SP, Alliances, OEMs, VARs

Director, Americas Alliances and VARs

Forsythe Technology

Vice President - Connectivity Solutions Group

Cisco

Manage a team to enable and profitably grow 13 of Cisco's largest top US partners HQ'd East of the Mississippi river.

MPO, East National Partner Organization

Lucent Tech/Avaya

Managed a Geographic region to focus on customer satisfaction, sales, and partner engagement.

Regional Sales Manager

Communications Industry expert in Sales, Go To Market models and Channel Development.  I am a firm believer in Long Term Planning and that creating opportunities is much more profitable than chasing down opportunities.  Winning in Business is a Team sport, therefore, I maximize the utilization of Cross-Organizational Virtual Teams to accomplish goals.  People development is top of mind, and necessary to build group success and a good culture.

Specialties: Executive Presentation Skills, Mentoring, Identifying Market Growth Areas, Cross Organizational Collaboration, Long Term Planning, International Business, Influence, Global National Partner Strategy, Process Creation.

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Matt Cook

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