Corey Sommers

Corey Sommers

Principal at WhiteboardSelling LLC

San Francisco Bay Area

Current
  • Co-Founder & Principal at WhiteboardSelling LLC
Past

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4 more...

Education
  • University of California, Berkeley
Recommended
Corey has 21 recommendations 21 people have recommended Corey
Connections
490 connections
Industry
Computer Software
Websites

Corey Sommers’s Summary

15 years of proven success establishing disciplines of excellence in sales and channel enablement, account manager certification and training, sales tool devleopment, and competitive intelligence.

Bridged the gap between marketing and sales at several large, public software companies. Built strong relationships with the field through hands-on sales training workshops and sales skills development programs.

Developed strong marketing writing and branding skills. Designed creative lead generation and go-to-market strategies.

Corey Sommers’s Specialties:

Field enablement, training and certification; in-depth competitive intelligence; Large group presentation; Strong team management; C-level sales exposure and achievement; Programmatic marketing design & execution; Marketing & technical writing, Expert-level domain knowledge of Business Service Management (including CMDB, software configuration management, change management, ITIL) business intelligence, data integration, data warehousing, CRM & knowledge management solutions and strategies

Corey Sommers’s Experience

  • Co-Founder & Principal

    WhiteboardSelling LLC

    (Privately Held; 1-10 employees; Computer Software industry)

    July 2007 — Present (2 years 1 month)

    WhiteboardSelling focuses on improving an organization’s ability to communicate and demonstrate its core business and technical value propositions to multi-level buyers in a compelling, consistent and confident fashion...all without slides.

    Our value communication methodology is supported by an on-line, hosted software platform to manage content, produce learning tools, and measure success across our clients’ entire field and channel organizations. We provide unique and immediate value, both in terms of message creation as well as the field's adoption and delivery of that message.

    Since our inception, we have engaged large, medium and small organizations to implement our messaging process and enablement methodology. We are seeking Principal Affiliates to assist us with our rapidly growing business.

    Visit us at www.whiteboardselling.com or contact me at corey@whiteboardselling.com.

  • Director of WW Channel Enablement

    VMware

    (Public Company; 1001-5000 employees; Computer Software industry)

    October 2006 — June 2007 (9 months)

    *Developed & executed VMware’s channel enablement strategy globally, across all channel segments: VARs, OEMs, Distributors, ISVs, and Corporate Resellers
    *Manage a team of 5 channel enablement personnel
    *Developed & implemented a global go-to-market program for the VMware channel called SolutionTrack; interactive partner symposiums, margin incentives and call blitzes generating over $5M in net new pipeline in one quarter
    *Trained >2500 VIP VAR individuals in 40 cities across North America, APJ and EMEA on SolutionTrack
    *Managed follow-up Call Blitzes for participating partners; penetrated >3,000 net new accounts and >6,000 key player contacts leading to >500 meetings and ~200 qualified sales opps in 2 months
    *Launched VMLive!, an interactive radio show and webinar targeted at VMware’s extended channel; weekly attendance of 600-1000 partners
    *Manage a variety of partner certification programs, including Whiteboard Presentation Skills Certification and on-line sales certification

  • Director, Global Field Enablement

    BMC Software, Inc.

    (Public Company; 5001-10,000 employees; bmc; Computer Software industry)

    August 2005 — November 2006 (1 year 4 months)

    *Responsible for sales enablement and training of BMC's world-wide direct sales organization
    *Outstanding Performer Award, 2005
    *Creator and host of “The Straight Scoop” radio show and Webex, a weekly sales enablement and training vehicle with regular attendance of over 500 global BMC sales personnel and partners.
    *Developed and implemented a world-wide sales certification program called KnowledgePath, using self-learning and panel-based role-play approaches to enhance solution selling techniques and overall sales effectiveness
    *Oversaw the implementation of a web-based, dynamic sales coaching system called the “Sales Workbench” that delivered solution-specific, sales-ready messaging to salespeople based on the unique selling situation
    *Manage a team of three sales enablement coordinators and managers

  • Group Manager, Field Enablement

    BMC Software

    (Public Company; 5001-10,000 employees; BMC; Computer Software industry)

    October 2004 — August 2005 (11 months)

    *Responsible for world-wide field enablement and training of BMC's SCM (Software Configuration Management) business unit sales force; train broader BMC field on x-sell/up-sell tactics and strategies
    *Manage a team of field enablement managers to develop and deliver field training, new hire training and partner events
    *Collaborate on the development of sales strategies for CCM (change and configuration management), BSM (business services management) and CMDB (configuration management database)

  • Director of Product Marketing

    HyperRoll

    (Privately Held; 51-200 employees; Computer Software industry)

    March 2004 — October 2004 (8 months)

    *HYPERROLL SUBSTANTIALLY REDUCED OPERATIONS IN OCTOBER 2004
    Responsible for all core product marketing functions for a leading provider of data aggregation solutions for business intelligence; Defined high-level strategy and detailed execution for go-to-market plan for HyperRoll products; Worked collaboratively with sales and product management to drive product launch and execute AR, PR, promotions, and advertising campaigns; Designed, implemented and managed highly-successful web-based and tele-business lead generation programs

  • Senior Manager, Global Field Enablement

    Informatica Corporation

    (Public Company; 501-1000 employees; INFA; Computer Software industry)

    January 2002 — March 2004 (2 years 3 months)

    Direct responsibility for world-wide field enablement of the entire Informatica sales, alliances and distributor organizations; reported directly to the Executive VP of World-Wide Marketing

    Friend of the Field Award, 2003

  • Founder & CEO

    Ventaso

    (Privately Held; 51-200 employees; Computer Software industry)

    April 1997 — August 2000 (3 years 5 months)

    Ventaso is a leading provider of sales and marketing effectiveness solutions

  • Senior OLAP Sales Consultant

    Oracle Corporation

    (Public Company; 10,001 or more employees; ORCL; Computer Software industry)

    January 1994 — May 1996 (2 years 5 months)

    Lead OLAP & DW sales consultant for Oracle DMD (Direct Marketing Division)

Corey Sommers’s Education

  • University of California, Berkeley

    BA , Rhetoric , 1988 — 1992

Additional Information

Corey Sommers’s Websites:

Corey Sommers’s Groups:

Solution Selling Certified
Customer Centric Selling Certified

  •    Executive Suite
  •    ! Sales Best Practices
  •    BMC Employees - Past and present
  •    Twitter Power for Business
  •    Target 250 Users Group

Corey Sommers’s Honors:

Friend of The Field Award, 2003 - Informatica Corporation
Outstanding Performer Award, 2005 - BMC Software

Corey Sommers’s Contact Settings

Interested In:

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