Barbara Clouse

Experience

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  Tech Data

  May 1989 - May 1991

  Senior Product Manager
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  Business Objects

  Jan 2003 - Jan 2007

  Distribution Account Manager
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  Toshiba Business Solutions

  Jan 2007 - Oct 2007

  Reseller Account Manager

  Responsible for directing all sales organizations, including SMB resellers, national resellers such as Insight, CDW, SHI, & others, public sector and corporate sales to promote Toshiba desktop, notebooks, projectors and accessories.Developed and deployed business plans with resellers, rolled out preferred partner program and recruited over 100 new resellers.Collaborated with distribution channel partners SYNNEX, Tech Data and Ingram Micro to develop incentive programs to increase Toshiba sales activity and grow revenue.Drove opportunities working with large Universities UF, FSU and USF and other education accounts which brought in over $4 million in new sales for notebooks. Show less

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  Xerox

  Oct 2007 - Jun 2014

  National Channel Account Manager

  XEROX – National Channel Account Manager, Distribution • Performed as a Channel Subject Matter Expert and took over as National Account Manager for SYNNEX. Developed and implemented strategic sales initiatives, partnered with the Salesforce, and assisted with closing deals, growing the 40% market share to 64% for printers and taking 85% of the market share for copiers.• Introduced and launched a successful print program that included a new line of copier devices, utilizing SYNNEX Managed Print Services and licensing solutions from PRINTSolv, leading to a 2X growth in SYNNEX sales targets.• Established a program that allowed SYNNEX to buy directly from China and utilize containers to ship directly, contributing to driving sales from $250M to $500M and accelerating SYNNEX to the forefront of Xerox distribution within North America.• Introduced an innovative cloud-based supplies replenishment program that delivered an 89% market share and contributed $2M in additional supplies revenue within the inaugural year.• Consistently ranked as a top performer for 7 consecutive years and was recognized by executive leadership, earning 3 President’s Club Awards Show less

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  Clover

  Jun 2014 - Jun 2015

  Director, Wholesale Channel Accounts

  CLOVER TECHNOLOGIES INC – Director, Wholesale Channel Sales • Leveraged Xerox background and expertise to lead an Inside Sales team of 6 and direct the collaboration with SYNNEX Sales Representatives to onboard HP-authorized resellers, securing 35+ new resellers within the initial months.• Introduced a consignment inventory model at SYNNEX that generated a double-digit monthly growth and elevated the run rate business.• Developed and launched an innovative channel growth strategy at SYNNEX that increased sales and revenue for remanufactured ink and toner cartridges.• Utilized best practices and subject matter knowledge to provide sales floor support, explaining the brand and product value in detail.• Raised the Printlogic brand to the 4th position in sales volume through the PRINTSolv team, growing sales 2X and increasing the customer count by 159% in the initial 6 months. Show less

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  Visioneer

  May 2016 - Jul 2018

  Distribution Sales Manager, US and Canada

  VISIONEER INC – Distribution Channel Account Manager • Oversaw multiple distributors and led a team of 8 resources spanning Inside Sales Representatives and Business Development Managers in successfully managing the national sales operations, focusing on cultivating customer relationships.• Introduced a strategic growth plan for reseller recruitment that delivered a network addition of 55 authorized resellers for Visioneer/Xerox document management products.• Led new business development and executed impactful marketing plans across SYNNEX, Tech Data, Ingram, Cranel, and SYNNEX Canada, making more strategic decisions such as sharing Business Development Managers with non-competitive companies and revamping marketing spend to deliver a significant 15% YoY lift in top-line revenue.• Delivered a consistent performance that exceeded growth targets by 20% for 4 consecutive quarters, earning the organization’s prestigious President’s Club Award. Show less

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  Allied Telesis

  Jul 2018 - Jan 2023

  Channel Sales Manager

  ALLIED TELESIS INC – Distribution Channel Account Manager • Responsible for building and cultivating C-level relationships with TD SYNNEX and leading cross-functional collaboration to drive business strategies while overseeing Sales, Marketing, and Operations, focusing on driving brand awareness and sales growth.• Directed the day-to-day operations, reseller recruitment, and tradeshows and worked to expand the brand among resellers, partnering with multiple vendors to target and secure the recruitment and training of new resellers into the Partner program• Leveraged channel expertise to successfully recruit and train new resellers in the Allied Telesis Partner Program, generating a 150% YoY increase in revenue.• Provided strategic management of distribution relationships and channel partners, focusing on promoting solutions based on ATI networking products, expanding the TD SYNNEX market share by 20%.• Launched impactful new business initiatives, managed partners effectively, and drove demand-generation strategies, gaining approval from the government to incorporate products into security platforms and securing a robust business that was 85% federal or SLED driven. Show less

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  Qualys

  Jan 2023 - Nov 2023

  Global Distribution Account Manager

  QUALYS, INC – Global Distribution Account Manager • Served as Global Distribution Account Manager responsible for overseeing key accounts and driving significant revenue, including managing the TD SYNNEX relationship, leading QBRs and weekly calls, and executing strategic marketing initiatives.• Established a focus on expanding the Qualys reseller network, implemented SaaS training for all Sales Representatives, and developed a marketplace for cyber security solutions.• Monitored performance and recognized the immediate need to clean up Salesforce.com, revamping the processes and procedures to streamline and optimize performance and functionality with operations and increase effectiveness and efficiency.• Collaborated with cross-functional leadership to develop and launch an innovative US Channel Partner program, creating and implementing strategic training modules and building a solid foundation to support organizational growth.• Successfully secured and onboarded 48+ authorized partners into the organization’s partner program and worked closely with the Sales teams to optimize the sales cycle.• Focused on elevating brand awareness and created and launched innovative channel sales strategies that drove 574% revenue growth YoY through TD SYNNEX, a 10X increase in revenue compared to the previous year.• Oversaw all aspects of customer relationships, collaborating cross-functionally with Sales, Marketing, Finance, Credit, Operations, and Technical and collaborating to make it easier for distributors to work with the organization.• Launched a successful competitive take-out strategy and targeted email and call campaign that showcased the organization’s ability to drive substantial business growth, resulting in over $600K in net new revenue. Show less

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  Human Active Technology

  May 2024 - now

  Distribution Channel Manager

  We manufacture effective ergonomic tools to integrate with your desktop technology. Our workplace solutions are specifically designed to enhance health, wellness, and productivity. With a broad portfolio of products, excellence in customer service, on-time delivery, and complimentary design services, we strive to be your trusted and reliable manufacturer. Further, we are proud to partner with your preferred small business set aside, a national service provider, or a local dealer.