Marianne Carter

510-414-7415 marianne.carter@comcast.net
Senior Channel Marketing and Business Development Executive
Eighteen years experience in senior channel business development positions with Fortune 500
firms including IBM, Unisys, and Tech Data, plus security, storage and database software
companies, EMC, Phoenix Technologies, and LANDesk.
Extensive experience in strategic partner alliance and business development management
functions, including sales, marketing, channel and national account development, sales
operations, software licensing, and system conversions including salesfore.com, Siebel, Remedy,
SAP, and Baan.
Successfully managed small teams and up to 600 sales employees; quota represented revenues of
$2.8 billion annually; developed sales and marketing for channel services division in distribution
supply chain in strategic alliances with IBM, and Hewlett-Packard.

WORK EXPERIENCE
IBM, Solid an IBM Company, San Jose, CA 2006 - current
Director, Strategic Alliances, Business Development
• Responsible for the strategic planning, business development and marketing relationships for strategic
partners including: IBM, AMD, Intel, Sun Microsystems, Radisys, Wind River, GoAhead, Virtual
Logix, Hewlett-Packard DSPP, RedHat, and MonteVista.
• Developed the Technology Partner program to expand partnerships with firms in alignment with
Solid’s entry into enterprise Open Source markets. Worked to align Solid field and sales teams
worldwide with corresponding partner sales and technical teams.
• Negotiated and secured an agreement with IBM (ISV Teaming Agreement) around development of
solidDB and integration with IBMDB2 across multiple platforms. Agreement led to company
acquisition by IBM
• Secured a proposal from Fortune 200 prospective buyer with interest in acquiring individual product
line clients and related IP code.
• Worked cross-functional and cross-regional (GEO) collaborative team to budgeting and financial
models (including pipeline), product management and to align partner marketing and sales, as well as
technical resources for projects and tactical plans.
• Led business development on the IBMDB2 and Solid Proof of Concept . Benchmark testing
coordination with Sun Microsystems, IBM and AMD.
Phoenix Technologies, Ltd. Milpitas, CA 2005 - 2007
Director, Global and Channel Marketing
• Designed and developed channel strategies and worldwide program for system integrators and
reseller partners. Designed and developed partner tools, recruitment pitch, collateral and training
materials.
• Lead cross-functional and cross-regional collaborative team to develop marketing, sales, technical
support and processes to launch new products and services into new revenue channels.
• Developed and implemented recruitment and engagement strategies, systems and infrastructure to
support partner program. Extensive use of CRM via salesforce.com platform. Selected as “Hero” and
speaker at salesforce.com user conference; dreamforce 2006.
• Led recruitment in the field of new channel partners; signed 1000 new partners worldwide in first 3
quarters. Built vertical market attack plans for recruitment of targeted system integrator partners.
• Automated partner registration, partner opportunity management: lead generation and distribution as
well as deal registration. Developed partner on-board launch process including; entitlements and
enablements, individual partner business planning and review process, training and sales pipeline.
Martin Wolf Securities, San Ramon, CA 2003 - 2004
Vice President, Martin Wolf Strategies
• Developed channel strategies, alliance and programs including conducting performance based
consulting for system integrators, channel solution providers, OEM’s and resellers.
• Established strategic and tactical plans, targeted and qualified partner recruitment. Recruited partners
with client’s alliance programs sales teams.
• Exceeded partner program recruitment and revenue goals, resulting in increase of 25% in annual
revenue for LANDesk Software.
• Consulted and piloted new alliance program with CDW. Developed and implemented SolutionEdge, a
new channel for revenue expansion targeted at generating $500 million increase in new market
revenue.
EMC Dantz, Orinda, CA 2002 - 2003
Director, Sales
• Reorganized sales division for expansion from direct sales to channel sales and distribution through
reseller partners. Established service agreement renewal team.
• Managed recruitment and revenue pipelines. Met quarterly sales revenue targets and strategic
objectives. Led, developed and launched software licensing for software products.
• Established sales and support call center metrics; reduced call abandon rate from 28% to 8%.
• Led sales and marketing design and implementation for legacy CRM system conversion to Siebel.

RSTAR Corporation, San Ramon, CA (ISV and ASP start-up) 1999 - 2002
Vice President, Customer Relationship Management
• Managed sales and sales operations, target marketing plans, recruitment, contract implementation,
customer service, technical support, training, and quality assurance.
• Determined and implemented organization support requirements to insure integrations with alliance
partners. Improved sales performance by 66%; improved customer satisfaction rating to 90% while
reducing expenditures by 60%.

Tech Data Corporation, Clearwater, FL 1996 -1998

Vice President, Inside Sales
• Managed 600-employee sales force, including P&L responsibility; quota represented
40% of $10 billion annual revenue and 50% of gross profit; hit quota in all quarters.
• Increased telesales call performance by 40%; increased revenue per person by 20%.
• Grew company sales by 43% without increasing headcount.
• Designed and implemented plan to reduce overtime, resulting in $250,000 net
profit over a 12 month period.

Merisel Corporation, El Segundo, CA 1990 -1996

Director of Sales and Software Licensing
• Directed the sales division of 200 employees, covering national accounts,
major accounts, retail and consumer products, and software licensing marketing
and sales operation.
• Increased software licensing revenue by 30% quarter-over-quarter for one year.
• Expanded sales pipeline management and sales training. Met sales revenue and margin goals for 8
consecutive quarters.
Business Dev. Manager and National Account Manager, Cincinnati, OH
• Negotiated and secured Procter and Gamble (P&G) account; worked at HQ as on-site national
account manager.
• Quota set at 60% above previous year’s revenue; achieved 125% of quota.
• Highest profit at National Accounts in the network.
• Established national network of service and maintenance providers.

2
Marketects, Strategic Image Group, Indianapolis, IN 1988 -1990
Principal, Business Development Consultant
• Conducted market research and competitive intelligence for high technology firms
• Received contract from State of Indiana to manage their unsecured loan investments.
• Moved ROI from 10% to 60% in one year on five start-up ventures.

Unisys Corporation, Indianapolis, IN 1985 -1988

Account Manager
• Managed customer accounts and sales to industrial and commercial accounts. Achieved
over 100% of quota annually for 7 consecutive quarters.
• Achieved record account penetration in 4GL language sales and Unix implementations.
• Developed and implemented PC strategy for terminal replacement program for 7-state region.

EDUCATION
MPA, Master of Public Adminstration, Indiana University, Bloomington, IN
BA, Bachelor of Arts, Political Science, Taylor University, Upland, IN