Paulino Soto
Charlotte
Summary
Results-driven Channel Sales Manager with expertise in strategic partnerships and channel development. Proven track record in increasing partner sales and driving revenue growth through effective sales training and CRM proficiency.
Overview
24
24
years of professional experience
Work History
Channel Sales Manager Federal
PNY Technologies Inc.
Charlotte, NC
01.2024 - Current
- Developed channel sales strategies to maximize revenue across diverse distribution partners and System integrators.
- Increased channel partner sales by developing and implementing effective strategies around Government, Higher ED and Healthcare channels.
- Mentored junior team members on best practices in channel management, contributing to their professional development.
- Ensured compliance with regulatory requirements while growing Federal partnerships.
- Cultivated relationships with key partners to enhance market presence and drive engagement.
- Expanded company's market reach through identifying and recruiting strategic specific channel partners.
- Led cross-functional teams in executing marketing campaigns tailored to specific channel partners.
- Met and exceeded targets and growth metrics within assigned partner accounts.
- Created new Federal Team driven by $50M revenue in Solution sales through Lockheed Martin and DRS Leonardo.
Channel Sales Manager
PNY Technologies Inc.
Charlotte, NC
05.2018 - 01.2025
- Developed and executed channel sales strategies to enhance partner relationships.
- Trained and mentored junior sales staff on effective channel management techniques.
- Established key performance indicators to measure and improve partner performance.
- Developed customized sales plans for each channel partner, driving increased revenue.
- Developed solutions with partners to aid in winning new business.
- Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
- Expanded company''s market reach through identifying and recruiting strategic channel partners.
- Influenced internal teams such as finance, operations, legal departments to achieve better results in serving our customers by working collaboratively.
- Enhanced partner relationships by providing regular training and support on products, services, and sales techniques.
- Increased channel partner sales by developing and implementing effective strategies.
- Managed account portfolios, ensuring alignment with corporate sales objectives.
- Collaborated with marketing teams to design promotional materials for channel partners.
- Analyzed market trends to identify growth opportunities within the sales channel ecosystem.
Territory Sales Representative
PNY Technologies Inc.
Charlotte, NC
09.2015 - 05.2018
- Developed and maintained strong relationships with key accounts to drive customer satisfaction.
- Conducted market analysis to identify trends and opportunities for product placement.
- Collaborated with marketing team on promotional strategies to enhance brand visibility.
- Delivered product presentations and training sessions to clients, enhancing product knowledge.
- Implemented sales techniques that improved territory performance and expanded market reach.
- Monitored competitor activities and provided insights for strategic planning and positioning.
- Established trust with clients through consistent follow-ups, leading to long-term partnerships and repeat business.
- Boosted sales in assigned territory by developing and maintaining strong relationships with key clients.
- Increased market share by identifying emerging trends and adjusting sales strategies accordingly.
- Proactively negotiated profitable contracts for product lines and performed cold-calling to senior leadership to expand territory sales.
- Utilized CRM software effectively to track leads, manage contacts, and monitor progress against goals regularly.
Distribution Manager
Seagate Technology LLC
Washington, DC
06.2014 - 06.2015
- Oversaw distribution operations to ensure timely delivery of products across multiple regions.
- Conducted regular quaterly reviews with distribution partners, providing constructive feedback and setting goals for improvement.
- Controlled inventory transactions to reconcile ordering processes with demand forecasts.
- Developed strategic partnerships with suppliers to optimize logistics and reduce transportation costs.
- Implemented data-driven decision-making tools for tracking performance metrics and identifying areas for improvement.
- Quarterly Trained distribution sales team
South East Sales Manager
Seagate Technology LLC
Washington, DC
06.2013 - 06.2014
- Led regional sales strategy to enhance market penetration across Southeast territory.
- Developed and executed comprehensive sales plans, aligning with corporate objectives for revenue growth.
- Mentored and trained sales team to improve product knowledge and customer engagement techniques.
- Analyzed market trends and competitor activities to identify new business opportunities.
- Collaborated with marketing teams to create targeted campaigns that supported sales initiatives.
- Fostered relationships with key accounts, ensuring high levels of customer satisfaction and retention.
- Conducted regular performance reviews, providing feedback to optimize team effectiveness and productivity.
- Implemented CRM tools to streamline sales processes and enhance data-driven decision-making capabilities.
- Developed and implemented strategic sales plans for the Southeast region, resulting in increased revenue and market share.
- Gathered valuable feedback from clients to inform product development efforts and drive continuous improvement within the organization.
- Conducted regular training sessions for sales representatives, ensuring up-to-date product knowledge and selling techniques.
Sales Representative
LaCie- Seagate Technologies
Washington, DC
05.2007 - 06.2013
- Cultivated relationships with key accounts to enhance customer loyalty and retention.
- Collaborated with cross-functional teams to align sales strategies with market demands.
- Analyzed market trends to identify opportunities for product positioning and competitive advantage.
- Developed comprehensive sales presentations tailored to client needs, increasing engagement rates.
- Implemented CRM systems to streamline sales processes and improve lead tracking efficiency.
- Enhanced client satisfaction by addressing concerns promptly and providing exceptional service.
- Generated additional sales opportunities with upselling and cross-selling techniques.
- Expanded customer base through cold calling, networking, and relationship building.
- Increased sales revenue by identifying and targeting high-potential accounts.
- Maintained up-to-date knowledge of industry trends for informed decision-making during client interactions.
- Consistently met or exceeded quotas by implementing strategic sales plans and effective time management.
Federal Account Manager
Ricoh Americas Corporation
Washington, DC
02.2006 - 05.2007
- Developed strategic account plans to enhance customer engagement and satisfaction.
- Coordinated cross-functional teams to ensure seamless service delivery for federal clients.
- Managed contract negotiations, ensuring compliance with federal regulations and policies.
- Cultivated relationships with key stakeholders to drive business growth and retention strategies.
- Monitored performance metrics to assess service quality and client satisfaction levels effectively.
- Ensured compliance with all government regulations pertaining to contracting, security clearances, pricing structures, and reporting requirements.
Sales Representative
PCMall- PCMall Gov
Los Angeles, CA
04.2002 - 12.2006
- Increased repeat business by fostering trust-based relationships with key accounts through regular communication.
- Developed tailored solutions in response to unique customer needs, increasing overall satisfaction rates.
- Cultivated deep understanding of product features to answer questions and overcome objections.
- Implemented CRM tools to track customer interactions and sales progress.
- Achieved consistently high customer satisfaction ratings by tailoring solutions to individual needs.
- Streamlined sales process, reducing time from lead to close.
- Enhanced customer satisfaction by providing comprehensive product demonstrations.
- Built relationships with customers and community to promote long term business growth.
Education
BBA - Tourism And Hospitality Management
Diego Portales
Vina Del Mar03.1998
Skills
- Strategic partnerships
- Sales training
- CRM proficiency
- Partnership development
- Territory management
- Channel development
- Teamwork and collaboration
- Customer service
- Problem-solving
- Problem-solving abilities
- Multitasking Abilities
- Reliability
Languages
Spanish
Native or Bilingual
Timeline
Channel Sales Manager Federal
PNY Technologies Inc.
01.2024 - Current
Channel Sales Manager
PNY Technologies Inc.
05.2018 - 01.2025
Territory Sales Representative
PNY Technologies Inc.
09.2015 - 05.2018
Distribution Manager
Seagate Technology LLC
06.2014 - 06.2015
South East Sales Manager
Seagate Technology LLC
06.2013 - 06.2014
Sales Representative
LaCie- Seagate Technologies
05.2007 - 06.2013
Federal Account Manager
Ricoh Americas Corporation
02.2006 - 05.2007
Sales Representative
PCMall- PCMall Gov
04.2002 - 12.2006
BBA - Tourism And Hospitality Management
Diego Portales