Business Development & Strategic Alliances
Randall P. Brailsford
Over 10 years’ experience in technology Business Development, Sales, and building Strategic Alliances to support commercial, government, education, and healthcare clients and partners.
Skills, experience, and abilities include:
Analytical/forecasting skills with consistent overachievement of quota and revenue goals
Passion and commitment for partner success
Strong relationship building skills; leading virtual teams and collaborating with cross functional teams
Excellent time management, business planning, and organizational skills
Strong written (NDA, RFP, SOW, MSA), oral, and executive communication skills
Technical aptitude: Cloud – SaaS, IaaS, PaaS, DRaaS
Partner Technology Strategist, Recruit, Sales Exec. 3/2016 – 10/2017
Niche Cubed (N3) @ Microsoft
Recruit, inspire to change, onboard, manage Microsoft Partners (VAR, MSP, Hosting) supporting Private sector clients in sell-through and co-engagement strategies.
Provide pre-sales and practice enablement services, and collaborate across engineering teams, to support partners deploying Azure Cloud (IaaS, PaaS, SaaS) solutions and services.
Drive sales orchestration and partner alignment to execute against the sales plan. Forecast program development, growth, and pipeline revenue to report on results against established KPI’s/metrics.
Drive a 23% increase on $14 million in annual revenue (3% mo./mo. increase on $1.2 million in monthly billing); identified an additional $500K in missing revenue Feb.- June 2017.
Business Development Mgr. / Account Executive 1/2013 – 5/2015
Reporting to the Executive V.P.; created and executed on a Rhythm of Business (ROB) strategy to identify sales opportunities for data center optimization and Cloud (AWS, Synnex, Azure) migration services.
Identified, evaluated, and recommended solutions, services, and strategic partnerships to strengthen / support the Sales organization and VMC’s position in the marketplace.
Project managed and operationalized a global Partner program valued at $1.2MM in annual savings.
Documented processes using SharePoint, defined the training budget, and worked across Sales, Operations, Service Delivery, IT, and Purchasing teams to meet program requirements.
Provided visibility into the management of Strategic Accounts (i.e.: conducted RFM analysis, analyzed risk, captured value to client and VMC, and provided executive-level reporting).
Generated over $2 million in business opportunities resulting in $1.59 million in closed sales.
Territory Sales Manager 2/2012 – 12/2012
Managed a national territory and MSP, SI, and VAR partners to increase sales of data storage and backup/archiving solutions (DRaaS) and technology services to Commercial and Government clients.
Provided training and sales support for strategic partners on Quantum’s Value Selling sales methodology and data protection solutions.
Partnered with internal and external engineering and support resources to ensure clients received the appropriate level of support and conducted Quarterly Business Reviews (QBR) with executive teams.
Accountable for $3 million in closed sales producing results up to 110% of quota.
Solution Specialist 10/2010 – 9/2011
Invenio Marketing Solutions @ Microsoft U.S. Federal Sales
Consulted with Federal agencies nationwide and recommended SaaS solutions to analyze data, automate workflows, and meet new mandates for increased transparency.
Managed relationships with Microsoft’s Account Teams (ATU), the Partner Account Team, MSP, ISV, HW/SW, and LAR partners to increase pipeline and closed sales.
Collaborated with Microsoft’s Marketing team to create content for blog postings, e-newsletters and unsolicited proposals to support joint demand generation and “go-to-market” efforts with partners.
Accountable for $1.4 million in new opportunities and $1 million in closed revenue.
Area Sales Manager 5/2007 – 10/2010
Enterprise Solutions Group, Inc. (ESG, Inc.)
Collaborated with software manufacturer’s and negotiated with Distributors to increase sales of network infrastructure, virtualization, and security solutions and professional services to SLED clients.
Negotiated, created, and managed a 5 yr. partnership with the Washington School Information Processing Cooperative (WSIPC) for K-12.
Won & managed a 5 yr. statewide technology services contract with Green River Community College for Higher Ed.
Negotiated contracts to add ESG, Inc. to the WA State D.I.S. Purchasing Agreement and IT Professional Services (ITPS) contract.
Accountable for $6 million in Gross Revenue, $1.5 million in Gross Profit, and exceeded monthly quota by up to 200%.
Executive Service Corps at 501 Commons, www.501commons.org
HandsOn Leadership program at Seattle Works, www.seattleworks.org
Director of Fund Development at Seattle Chapter of Stand Up for Kids, http://www.standupforkids.org
Bellevue College & Everett Community College: 2013
Project Management Institute (PMI) training
Central Washington University: 9/2008 – 6/2011
Bachelor of Applied Science: Information Technology & Administrative Management
Bosworth & Kenney Solution Selling sales training: 2014
Dale Carnegie: Effective Communications and Human Relations
Selling to VITO
Miller Heinman: Strategic Selling
Ski Instructor – Stevens Pass Mountain Resort: 2015 – Present
Proficient from an intermediate to expert skill level in:
Salesforce (SFDC), Microsoft Dynamics CRM, Office (Word, Excel, PowerPoint), SharePoint 2010,
Visio 2010, Project 2013, Windows 10, Microsoft Azure.
U.S. Navy – USS Dwight D. Eisenhower & NAS Whidbey Island, WA