Mike Haines

Current

Channel Development Manager at NetApp

Past

Director Worldwide Channel Sales & Marketing at Alacritech Corporation
Vice President Worldwide Distribution Sales at Overland Storage
Director, International Channels at Harris Corporation

Channel Manager, Western Region at Veritas
Regional Channel Sales Manager at Akamai
Sr. Director, Worldwide Sales & Marketing at Seagate Technology

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Education

California State Polytechnic University-Pomona
The Chinese University of Hong Kong

Recommended

14 people have recommended Mike

Connections

447 connections

Industry

Computer Software

Mike Haines’s Summary

BUSINESS DEVELOPMENT
SALES PROCESS
NEGOTIATION
CHANNEL SALES AND MARKETING EXPERTISE

Recognized expertise in managing, creating programs and generating revenue. Fifteen years leading Channel Sales, Management, Marketing and Business Development. Broad experience with high tech and green technology companies. Results-driven leader with proven track record of exceeding goals, managing staff, details and budgets. Strong presentation, negotiation, and solution selling skills with C-level executives. Self-starter with extensive travel experience and the tenacity to succeed.

MAJOR ACCOMPLISHMENTS

•LEADERSHIP - successfully led negotiation team at Akamai Technologies for $2.5M enterprise software deal with EDS; subsequently re-negotiated and extended EDS’ system integration agreement

•STRATEGIC PLANNING - responsible for creating and managing strategic plan to grow Seagate Technology’s distribution channel. Over 5-year period, grew revenue more 1000% from $49.7M to $873.4M

•EXECUTION – developed sales plan for Veritas Software Corporation and managed a sales team responsible for establishing a relationship with Dell. Within 6 months built a sales pipeline of over $3M

•TECHNOLOGY EVANGELIST - built domestic channel from scratch and generated revenue for venture funded alternative energy start-up

Mike Haines’s Specialties:

Recognized expert in selling high tech and green tech products through channels of distribution. I'm also known for my strategic planning and execution of sales tactics.

I am a sales executive focusing on domestic and international sales, marketing and business development. My field of experience is diverse. I have worked for Fortune 500 companies as well as small entrepreneurial businesses.
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Mike Haines’s Experience

Channel Development Manager

NetApp

(Public Company; NTAP; Information Technology and Services industry)

August 2008 — Present (1 year)

Channel Development Manager, Americas
Working with sales teams, resellers, and distributors to educate and extend products, services sales.
•Led launch of new service offering including marketing plan, communication strategy and rapid deployment implementation with major national distributors, resellers and DMRs resulting in $5M incremental revenue
•Promoted to manage worldwide partner enablement strategy and report to EVP on first ever service training event for more than 400 partners
•Trained 300+ channel sales and technical people quarterly on current services via webinars, roads shows and sales presentations resulting in increased revenues
Director Worldwide Channel Sales & Marketing

Alacritech Corporation

(Privately Held; Computer Networking industry)

February 2007 — August 2008 (1 year 7 months)

Manufacturer and licensee of scalable network accelerator solutions. Responsible for recruiting strategic partners, generating revenue from and maintaining senior management relationships with key distributors, system integrators and resellers. Managed over 100 resellers, worldwide distributors and OEMs.
•Grew top resellers’ business and associated attach rates 75% in first year
•Generated more than 1,500 leads and implemented first ever Americas go-to-market channel strategy
•Recruited 30 new resellers; helping them close business; facilitated, developed and led sales training
Vice President Worldwide Distribution Sales

Overland Storage

(Public Company; OVRL; Computer Hardware industry)

February 2006 — February 2007 (1 year 1 month)

Sells data protection storage appliances. Drove enterprise sales team engagements with Bell Microproducts, CDW, Insight and Promark Technology. Managed a team of eight sales people with quarterly review target of $10 - 12 million
•Achieved 107% of quota on $7.9M target in first quarter. Four out 5 top partners exceeded quota
•Grew channel business first year: $31M to $40M. Negotiated Canadian and EMEA distribution contracts
•Developed and executed worldwide 10 step VAR plan.
•First quarter recruited 10 new resellers and built an associated backlog of $500,000.
Director, International Channels

Harris Corporation

(Public Company; HRS; Defense & Space industry)

November 2004 — February 2006 (1 year 4 months)

Manufacturer of turnkey wireless transmission and network management solutions. Managed global system integrators (Huawei, Motorola, Nortel, and ZTE).
•Grew sales 24% FY’04 to FY’05; closed first year with revenue up 15% to $41M
•Recruited 22 resellers resulting in incremental revenue of $1.8M h/w and $.5M in services first 6 months
•Developed and successfully implemented first ever Latin American Reseller Conference with subsequent roll out for US, EMEA and Asia Pacific teams
Channel Manager, Western Region

Veritas

(Public Company; VRTS; Computer Software industry)

2003 — 2004 (1 year)

Infrastructure software provider to small, medium and enterprises customers - acquired by Symantec
Responsible for $35M revenue; a team of 6 channel sales managers and $5M budget
•Created a new $3M pipeline with Dell leading to $2.5M in incremental sales revenue
•Sold largest western area channel deal in second half - $3.5M
•Q4 channel revenue 36% ($4M) compared to Q4 of previous year
Regional Channel Sales Manager

Akamai

(Public Company; AKAM; Internet industry)

2001 — 2002 (1 year)

Global service provider for accelerating content and online applications. Managed team of 5-district sales managers with annual target of $24M. Implemented sales disciplines in start-up environment; responsibilities expanded after 6 months to include Digex in addition to EDS, Intel Online Services, Loudcloud, and Internap Networks.
•Led negotiation team in successful $2.5M enterprise software services deal with EDS; subsequently re-negotiated and extended EDS’ system integrator agreement leading to additional $10M in revenue
•Grew channel business from $18M to $24.6M
Sr. Director, Worldwide Sales & Marketing

Seagate Technology

(Public Company; STX; Computer Hardware industry)

1991 — 2001 (10 years)

Designer and manufacturer of data storage technology. Carried worldwide channel sales target of $4B. Collaborated with senior sales executives from Americas, Europe and Asia Pacific to lead pricing strategy. Conceptualized, launched and comprehensive electronic communications plan for go-to-market strategy
•Grew worldwide distribution business from $3.4B to $4B in first year
•Promoted 3 times in 5 years; earned membership in Seagate’s 100% Club seven consecutive years
Senior Director, Regional Distribution Sales & Marketing, Singapore
•Grew regional business from $49.7M to $873.4M over a 5-year period
•Managed regional marketing team of 5 people with annual budget of $14 million

Mike Haines’s Education

California State Polytechnic University-Pomona

Bachelors of Science , Marketing and Commuincation Arts , 1982 — 1984

Activities and Societies:

Graduated magna cum laude, active in student government and Alfa Gamma Sigma honor fraternity
The Chinese University of Hong Kong

Yale-in-China study program , Chinese and International Marketing , 1982 — 1983

Chinese: Mandarin basic spoken and written; Cantonese elementary understanding

Initiated, designed and completed marketing project for Coca Cola International, and had several successful public relations assignement with Burson Marsteller. Traveled extensively in China.

Activities and Societies:

Chinese University of Hong Kong swim team

Additional Information

Mike Haines’s Interests:

Independent Cyclist •Rode mountain bicycle 8,000 miles visiting 25 countries •Developed initial concept, recruited partners, organized training, trail rides and planned itinerary