Adam Ross

Adam Ross

Channel Manager, Oracle Technology Solutions, Enterprise Software Sales, New York, NY

Location
Greater New York City Area
Industry
Information Technology and Services

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Adam Ross's Overview

Current
Past
  • Channel Development Manager at Avaya
  • Channel Account Manager at Avaya
  • Territory Account Manager at 3Com
  • Partner Development Manager at Cisco
  • National Partner Manager at IBM
Education
Connections

500+ connections

Websites

Adam Ross' Summary

• 15+ years of senior level experience in Sales, and Business Development leadership roles within dynamic, highly competitive environments at leading global technology organizations.

• MBA (Finance) with entrepreneurial drive, strong sales, sales management, and partner development skills, with extensive experience building and developing, partner ecosystems.

• Strategic thinker adept at blending technology, and business strategy to create compelling, differentiated go to market value propositions.

• Adept at building, and leading, cross functional strategic initiatives, yielding profitable revenue, and competitive market share growth.

• Comfortable with complexity, leveraging critical thinking techniques, skillfully navigating conflict to compromise, and optimizing interests for mutual benefit.

• Channel Sales, Strategic Partner Development, Channel Economics, Partner Management, Channel Marketing, Customer Acquisition, Enterprise Software Sales, Social Selling, Partner Recruitment, Sales Enablement

ACHIEVERS CLUB 120% QUOTA: 2002, 2003, 2004, 2007, 2008, 2009, 2010, 2011
#1 US CAM 2007 @185% QUOTA & 120M SALES.

KEY SALES ACHIEVEMENTS:
$6.0M AAA of New York, UC, Multi Channel Contact Center, Messaging, Mobility
$3.0M New York MTA- Data Center Refresh, LAN/WAN Switching Edge/Core, Security, Identity Mgmt.
$3.0M BJ’s Club Chicago -Unified Communications, Contact Center, Mobility, Video Collaboration
$2.5M Hudson Community College - Unified Communication, Conferencing, LAN, WAN, Wireless.
$5.0M UHS 1000+ seat refresh Unified Communications, Contact Center, Video Conferencing, Collaboration
$8.0M TIFFANY'S 40 Retail + HQ - UC, CC, WLAN, Mobility, 2000 endpoints
$12.0M Coopers & Lybrand, - 6500 laptop
$3.0M Christie’s Auction - LAN/WAN, Wireless 10/40GB Data Center
$4.6M Philadelphia School’s WLAN- 700 AP & 5000 NIC's

PERSONAL AND PROFESSIONAL CONTACT:
(732) 890 2093
nyross@gmail.com
adam.ross@oracle.com
@adamrossnyc

Adam Ross' Experience

Channel Manager

Oracle

Public Company; 10,001+ employees; ORCL; Information Technology and Services industry

October 2013Present (1 year) greater new york city area

• Channel Manager, Technology Solutions, Oracle NY Metro Sales

• Manage, develop, enable, and support, a diverse set of Oracle Business Partners, System Integrators, Service Providers, Consultants, Alliance Partners, OEM's, ISV's, VAR's, VAD's, and DMR's selling Oracle's Core Technology Solutions portfolio to Mid Market, National and Enterprise accounts in NJ, PA, and at Greater NYC markets.

•Identify, develop, and close Database, Middleware, and Engineered Systems Solutions in support of Oracle Business Partners in Greater New York City, New Jersey, and Pennsylvania markets.

•Educate, coach, and consult partners, and customers on Oracle solutions, licensing, and support, pricing, strategies, policies, and programs.

• Triangulate partner and ORCL sales teams for all types of field engagement, and relationship development initiatives. Define and execute joint marketing events for new product introductions targeting embedded base and new customer acquisition.

• Negotiation of complex custom Enterprise and Unlimited licensing agreements. ELA, ULA

Channel Development Manager

Avaya

Privately Held; 10,001+ employees; Telecommunications industry

September 2007January 2013 (5 years 5 months) Greater New York City Area

•Rebuilt a stagnant 400M-partner channel, delivering 20% revenue growth, and 80M sales, by recruiting, and enabling 80 new strategic partners over a 6-year period, in support of Avaya’s #1 strategic growth initiative.

•Recruited and on-boarded 80 new best-in-class partnerships in New England, NY Metro, and Mid-Atlantic, working closely with Avaya Sales, and Channels teams, to define differentiated go to market value propositions, for mutual benefit.

•Dotted line support of 3 Regional Sales VP’s, 12 Channel Managers, 6 Channel SE’s, 10 Area Sales Directors, and 60 Territory Account Managers, to identify, engage, and enable, strategic recruitment partners, HQ in target development markets.

•Build, and execute Business, Marketing, and Technical enablement plans, defining go to market strategy, sales, & technical enablement, marketing/lead generation initiatives, account mapping, and field engagement.

•Developed, new strategic partnerships with highly-matrixed Global System Integrators, Wipro, Siemens, Dimension Data, and Tata Consultancy driving tens of millions in opportunities, and multi-millions in new sales.

•Signed, and developed billion dollar DMR’s Software House International (SHI) and PC Connection, both with 1M+ commitments for the sale of Nortel data networking, and SMB IP Office UC Solutions.

Channel Account Manager

Avaya

Privately Held; 10,001+ employees; Telecommunications industry

September 2001October 2007 (6 years 2 months) Basking Ridge, New Jersey

• Partner Relationship Manager for all sales and marketing execution of 8 strategic partners HQ in NJ selling Avaya Enterprise Solutions, growing sales from 70M-120M. #1 US CAM 2007 at 185% quota.

• Grew 8 NJ managed partners from 70M-120M, 2001-2007, with minimum 100% annual quota attainment.

• National Partner Manager for SPS, HQ Cedar Knolls, NJ with 12 US locations, growing revenues over 100% from 40M to 85M MLL in 24 months.

• SI/SP development, NJ sales IBM, HP, Verizon, ATT, Orange Business. Strategy defined by Alliance Manager.

• Established mandatory cold calling “blitz days” with all “A” partner’s monthly, & “B” partner’s quarterly, targeting Fortune 1000-customer acquisition. Avaya leadership required all Territory Account Managers participation.

• Achievers Club 120%+ Quota: 2002, 2003, 2004, 2007, 2008, 2009, 2010, 2011
#1 US Channel Manager 2007 @185% Quota & 120M Sales.

•1M+SALES WINS -Pfizer, Schindler, Bed Bath, Beyond, Steve Madden, AAA PA&NY, Pitney, Sanofi, Aventis, AIG, Merrill Lynch, Liberty Mutual, Prudential, VNS NJ, Philadelphia Schools, Dicks, UPMC, J&J Hess, UPS, Borgata, Trump Casino, Air Products, UHS, Celgene, Bristol Myers, Honeywell, Hertz, PSEG, , Rutgers, Drew, St John's U, State of NJ, John Wiley, Universal Music, EMI, Sony, Samsung, Verizon, Toys R US

Territory Account Manager

3Com

Public Company; 5001-10,000 employees; COMS; Computer Networking industry

March 1999July 2002 (3 years 5 months) Princeton, NJ

• Territory Account Manager selling LAN, WAN, Wireless, & NBX Telephony Solutions to Enterprise, SLE, and SMB customers in NJ, growing revenue from 6M-8M. Both Direct Sales, and Partner led engagements.

• Developed strategic opportunities, from identification, through revenue recognition. Visited prospective customers on site, led solution briefings, teamed with 3COM SE’s, to develop solution design, proposals, & pricing strategy.

•3.0M sale to Christie’s Auction House network refresh, core, edge, wireless, network management applications professional services, and maintenance.

•4.6M sale to Philadelphia Public School’s for next generation wireless networking, 700 wireless AP’s and 5000 wireless network interface cards.

• Built channel of 15 new NBX voice resellers, to compliment existing networking partner ecosystem, driving brand awareness, stimulating early adopter demand, and yielding 1M in net new sales revenue.

* 2000 Presidents Club with 8M in sales 133% of quota

Partner Development Manager

Cisco

Public Company; 10,001+ employees; CSCO; Computer Networking industry

September 1997March 1999 (1 year 7 months) Edison, New Jersey

•Build, and execute GTM Business, Marketing, and Training plans, for 50 previously unmanaged partners, and generating over 7M incremental Cisco SMB Networking Solutions revenue.

•Certified over 100 Sales Associates, as Cisco Certified Sales Professionals (CCSP) for Cisco Networking Solutions and wireless solutions, growing revenues from 500k, to 7M in 24 months.

•Developed 50 Cisco Authorized Partners growing revenue from 500k, to 7M in 24 months

•Build Business Plans detailing Go-To-Market Strategy, Marketing, & Training initiatives with specific, measurable, time-bound, Key Performance Indicators (KPI’s).

•Converted 26 partners from Authorized to Premier Certification. (Minimum 100k annual revenue)

• Certified over 100 Sales Account Managers, and 50 Sales Engineers on Cisco Data Networking Solutions.

National Partner Manager

IBM

Public Company; 10,001+ employees; IBM; Information Technology and Services industry

September 1995May 1997 (1 year 9 months) Cranford, NJ

• Managed portfolio of IBM PC COMPANY Business Partners selling PC’s, Servers, and Laptops, to Fortune 1000, growing revenue from 150M-168M in 18 months.

• Supported NJ Sales Locations of National Business Partners, MicroAge, Vanstar, Entex, Inacom, Emtec, & CompuCom, developing sales opportunities for Desktops, Laptops, and Servers.

• Delivered new product sales training, and developed strategic partner-led sales opportunities.

• Teamed partner sales teams with IBM “Fighter Pilots” for target account planning, & opportunity engagement.

• 12M sale to Coopers & Lybrand, supporting a nationwide rollout of 6500 IBM laptop

Adam Ross' Volunteer Experience & Causes

  • Volunteer Interests

    • Organizations I support:

      • American Red Cross in Greater New York
      • Big Brothers Big Sisters of NYC
      • United Nations International Criminal Tribunal for the former Yugoslavia

Adam Ross' Skills & Expertise

  1. Channel Sales
  2. Cloud Computing
  3. Data Center
  4. Enterprise Software
  5. Strategic Partnerships
  6. Unified Communications
  7. Channel Partners
  8. Business Development
  9. Databases
  10. Solution Selling
  11. Oracle
  12. Middleware
  13. Sales Channel Development
  14. Managed Services
  15. SaaS
  16. CRM
  17. Sales Enablement
  18. Channel Development
  19. Software Licensing
  20. Collaboration
  21. Avaya
  22. Sales Management
  23. Partner Management
  24. Storage
  25. Security
  26. Mobile Applications
  27. IaaS
  28. Social Media
  29. Partnerships
  30. Social Selling
  31. Enterprise Mobility
  32. Networking
  33. Direct Sales
  34. Video Conferencing
  35. Salesforce.com
  36. Virtualization
  37. PaaS
  38. Cisco Technologies
  39. Contact Centers
  40. System Integrators
  41. Telecommunications
  42. Wireless
  43. Sales
  44. Go-to-market Strategy
  45. Professional Services
  46. Business Alliances
  47. VoIP
  48. Product Management
  49. Mobile Devices
  50. Strategy

View All (50) Skills View Fewer Skills

Adam Ross' Education

Monmouth University

Master of Business Administration (MBA), Finance

20002002

Leon Hess School of Business

University of Tampa

Bachelor of Science (B.S.), Criminal Justice

19901994

Minor Computer Science

Adam Ross' Additional Information

Websites:
Interests:

Big Data, Database, Middleware, Enterprise Licensing, Mobile, Social, Cloud, Contact Center, Data Center, Unified Communications, Network, Compute, Virtualization, Security, Identity, Video, Collaboration, Conferencing, Wireless, Cap-Ex, Op-Ex, Hosted, Hybrid, Public, Private, Managed, Cloud, SOA, ERP, CRM, BPM, BI, BPO, PAAS, SAAS, IAAS, SOA, VDI, BYOD. Channel Sales, Channel Management, Channel Economics, Partnerships, Alliances, Cash Flow, Distribution, Recruitment, Prospecting, Social Selling, Social Media, Web 3.0

Groups and Associations:
Honors and Awards:

ACHIEVERS CLUB 120% QUOTA: 2002, 2003, 2004, 2007, 2008, 2009, 2010, 2011
#1 US CAM 2007 @185% QUOTA & 120M SALES.

KEY SALES ACHIEVEMENTS
$6.0M AAA of New York, UC, Multi Channel Contact Center, Messaging, Mobility
$3.0M New York MTA- Data Center Refresh, LAN/WAN Switching Edge/Core, Security, Identity Mgmt.
$3.0M BJ’s Club Chicago -Unified Communications, Contact Center, Mobility, Video Collaboration
$2.5M Hudson Community College - Unified Communication, Conferencing, LAN, WAN, Wireless.
$5.0M UHS 1000+ seat refresh Unified Communications, Contact Center, Video Conferencing, Collaboration
$8.0M TIFFANY'S 40 Retail + HQ - UC, CC, WLAN, Mobility, 2000 endpoints
$12.0M Coopers & Lybrand, - 6500 laptop
$3.0M Christie’s Auction - LAN/WAN, Wireless 10/40GB Data Center
$4.6M Philadelphia School’s WLAN- 700 AP & 5000 NIC's

Contact Adam for:

  • career opportunities
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  • new ventures
  • job inquiries
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  • reference requests
  • getting back in touch

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