Sales manager · Channel & MSP sales leadership
I build inside sales teams that exceed quota every month
Twelve years in IT and cybersecurity sales, most recently owning a 250+ MSP partner portfolio at Acronis.
Open to inside sales manager roles · Remote preferred · Denver metro
105%+
Quota attainment, every month for three years
250+
MSP partners owned at Acronis
$2.6M
Gross margin added to a 16-rep team
Under 3%
Partner churn held across the portfolio
Profile
Channel expertise across VAR, OEM, and MSP motions
Sales leader with 12 years in IT and cybersecurity sales, including three years leading a 16-person inside sales team at SHI that exceeded quota every month at over 105% attainment. Most recently managed a 250+ MSP partner portfolio at Acronis, exceeding target for three consecutive quarters while holding churn under 3%.
Based in
Denver, CO
Largest team led
16 direct reports
Sells
Cybersecurity, cloud, managed services
Reps developed
4 promoted into management
Professional experience
Four companies, one channel motion
Acronis
Denver, CO
Mar 2025 – Jul 2026
Partner Success Manager, Cyber Security & Cloud Solutions
Selected results
250+ MSP partner portfolio·
Target exceeded 3 consecutive quarters·
Churn held under 3%·
85% adoption within 60 days
Owned a portfolio of 250+ MSP partners with full commercial responsibility, exceeding target for three consecutive quarters.
Grew monthly recurring revenue year over year by driving upsell and cross-sell of Acronis Advanced Packs — Disaster Recovery, EDR/XDR, and Advanced Email Security — into existing partner accounts.
Forecasted monthly and quarterly revenue across a 250+ partner territory, reporting pipeline health and renewal risk directly to channel leadership.
Led Quarterly Business Reviews across the full portfolio, converting licensing optimization and roadmap alignment into incremental committed revenue.
Trained and enabled partner sales and engineering teams on solution positioning, competitive objection handling, and packaging of managed cyber protection services.
Protected recurring revenue by holding churn under 3%, running quarterly risk audits and driving tier-3 escalations to resolution.
Cut partner time-to-first-revenue through structured technical onboarding, reaching 85% platform adoption within 60 days of contract signature.
MicroAge
Austin, TX
Apr 2022 – Feb 2025
Account Executive
Selected results
Led AI adoption for 85 sales and support staff·
Sales Leadership Award — Official Security Breach Protocol playbook
Developed and led generative AI adoption across 85 sales team members and support staff, building enablement materials and training the organization on practical workflow use.
Earned the Sales Leadership Award for contributions to the company's Official Security Breach Protocol playbook.
Exceeded monthly revenue quota selling managed services and cloud infrastructure across diverse IT service lines.
Built new pipeline through targeted outbound cold calling and email campaigns, sourcing new client prospects each month.
Managed full-cycle opportunities from prospecting and technical discovery through solution design and close.
Grew existing account revenue by auditing client environments for technical gaps and positioning tailored managed services and cloud solutions.
Mentored junior account executives on discovery, qualification, and solution design.
Lapado Consulting
Austin, TX
Jun 2020 – Mar 2022
Channel Account Manager
Selected results
$6M OEM revenue driven·
4 manufacturer brands represented·
300+ sellers enabled
Drove $6M in OEM revenue through SHI, representing four manufacturer brands — Ergotron, CyberPower, Thule, and Dynabook — to SHI's national sales organization.
Grew brand revenue year over year by aligning OEM and SHI sales teams on Build-to-Order and Configure-to-Order engagements.
Enabled 300+ SHI Account Executives through digital and in-person training events, lifting attached OEM product sales.
Managed all SPIFF and rebate programs across four OEM lines, administering $30K in annual incentive spend.
Brokered executive relationships between OEM C-level leadership and SHI directors, producing new strategic partnership agreements.
SHI International
Austin, TX
Sep 2014 – Jun 2020
Three roles over six years, rep to manager.
Inside Sales Manager
Jan 2017 – Jun 2020
Selected results
16 direct reports·
Team exceeded 105% quota attainment every month·
4 reps promoted to Sales Manager
Managed a team of 16 Inside Sales Account Managers, leading the group to exceed 105% quota attainment every month across a three-year tenure.
Grew team gross margin from $15.6M to $18.2M annually, a $2.6M increase, while sustaining above-quota performance.
Coached underperforming reps back to full quota attainment using call reviews, pipeline inspection, and individual development plans.
Promoted 4 team members into Sales Manager roles, developing the next layer of frontline leadership from within the team.
Owned weekly forecast and pipeline reviews across all 16 reps, reporting territory health to District Sales Managers and Regional Directors.
Partnered with Regional Directors to design and execute regional sales strategy, aligning team coverage and account targeting with district-level growth goals.
Team Lead
Jul 2016 – Jan 2017
Led weekly sales academy training for junior representatives covering technical product knowledge, discovery, and closing technique.
Operated as a player-coach, carrying an individual quota while coaching junior reps through live deals and daily escalations.
Inside Sales Account Manager
Sep 2014 – Jul 2016
Managed the full IT procurement lifecycle for large corporate accounts, translating technical requirements into scoped, quoted, and delivered hardware, software, and licensing solutions.
Coordinated daily across multiple field sales partners and sales engineers to design complex multi-vendor solutions and keep opportunities moving to close.
Worked the distribution channel to secure competitive pricing, product availability, and lead times on behalf of assigned corporate accounts.
Onboarded new OEM partners into the account portfolio, expanding the range of solutions available to clients and opening new revenue lines.
Case study
How I found $2.6M in a team that was already hitting quota
The team was at $15.6M in annual gross margin and making its number every month. That is usually where a manager stops looking. I went rep by rep instead and showed each person, in their own book of business, exactly where they were leaving margin on the table.
Result
$15.6M
→
$18.2M
$2.6M added in annual gross margin, with the team above quota every month throughout.
Where the margin was going
01
Hardware going out unattached
Accessories and warranties were not being attached to hardware sales. The deal closed, the margin did not follow. Fixing attach rate cost the reps no new pipeline — only a change in how they quoted.
02
Renewals treated as paperwork
Renewals were being processed rather than sold — no upgrade path explored, no additional value put on the table. Every renewal is a scheduled conversation with a customer who already buys from you, and the team was spending them.
03
Time spent on the wrong work
Reps were losing hours to low-value administrative work, which capped how many opportunities each one could carry. Making them more efficient with their own time freed up capacity for additional opportunities without adding headcount.
None of this was a new product, a new territory, or a new comp plan. It was three habits, corrected one rep at a time, and then inspected weekly until they held.
AI enablement
I rolled generative AI out to 85 people who sell for a living
At MicroAge I developed and led generative AI adoption across 85 sales team members and support staff. I built the enablement material, ran the training, and set the expectation for where the tools actually help — and where they get in the way.
Most of the return showed up in unglamorous places: call prep, follow-up drafting, cleaning up notes, first-pass research on an account. Nothing that replaced a conversation with a customer. Adoption held because the team could see the time come back the same week.
85
Sales and support staff trained
ChatGPT · Gemini · Claude
Platforms in the program
Built and delivered in-house
Enablement material and training
Prompt engineering, workflow automation
What the team learned to do
Skills
What I bring to a team
Sales leadership
Sales team management, hiring and onboarding, sales coaching and development, quota management, sales forecasting, pipeline management, territory planning, performance management, Quarterly Business Reviews, public speaking
Channel & partner sales
MSP channel management, partner enablement, channel account management, OEM and VAR relationships, distribution, partner recruitment, co-selling, SPIFF and rebate program management
Revenue & metrics
Monthly Recurring Revenue growth, Net Retention Rate, Annual Recurring Revenue, churn reduction, upsell and cross-sell, full-cycle sales, complex solution selling, enterprise sales
Technology
Cybersecurity, SaaS, cloud infrastructure, managed services, Acronis Cyber Protect Cloud, disaster recovery (DR/Azure DR), EDR/XDR, advanced email security, RMM, Microsoft 365 protection, PSA/RMM integrations (ConnectWise, Datto, Autotask)
Systems & tools
Salesforce, Microsoft Dynamics CRM, Microsoft Excel, PowerPoint, Outlook, generative AI tools (ChatGPT, Google Gemini, Claude) for prompt engineering and workflow automation
Education
The University of Texas at Austin
Austin, TX
B.S., Advertising
Coursework: Texas Media, Digital Media, Business Foundations
What I'm looking for
Sales manager, inside sales team
Being specific saves us both a call. If this is close to the role you are filling, the rest is worth a conversation.
Role
Sales manager of an inside sales team
Location
Remote preferred · open to hybrid in Arvada and Denver, CO
Industry
Technology sales, ideally
Team size
Open — I have led up to 16 direct reports
Let's talk about your number
Tell me what your team has to hit and I will tell you where I fit.