Scott Hawkyard

Hi, I'm Scott Hawkyard. Welcome to my profile!

Scott Hawkyard's Bio:

Scott Hawkyard's Experience:

• Channel Manager | Inside Software Sales | Partner Relationships | Program Management at Zimbra

  February 2011 - December 2014

  Responsible for increasing revenue by recruiting, enabling and growing Service Provider partners. Managed the Service Provider Program and increased annual revenue from $1.25M to $5.5M. Worked with partners to build a substantial sales pipeline, qualify opportunities and close sales. Wrote program guidelines, developed the Go-to-Market strategies, recruited and signed over 30 Distributors and transitioned over 400 partners to the new program after Zimbra was sold by VMware. o Key wins include EarthLink, Verio, NTT, Merit, XMission, Inova, and Netixia. o Competitors are MS Exchange, MS Office 365, Google Apps, IBM, and Scalix. o Goal was to increase overall revenues and per partner spend by delivering collateral, sales tools, self-service portal, reporting capabilities, on-site visits, co-branded webinars, etc. o Notable results: 2014 - Attained 130% of quota 2013 - Attained 130% of quota 2012 - Attained 115% of quota 2011 - Attained 120% of quota

• Senior Inside Software Sales Representative | Channel Manager | Business Development | Projections at VMware

  February 2009 - February 2011

  Dual roles responsible for managing >400 VAR partners and maintaining quota for closing direct sales in Latin America. Recruit, train and manage channel partners, forecast revenues and project pipeline. Work in complex system, collaborating with Inside sales teams from Zimbra and VMware, partners, distributors, sales engineers and professional service teams to close sales. Collaborated with decision makers, and designed/executed dynamic sales strategies. Revamped partner programs focused on meeting needs of customers, resulting in explosive channel sales during downturned economy. Notable results: ? 150% of quota in 2010 ? 200% of quota in 2009

• Senior Inside Software Sales Representative | Business Development | New Customer Acquisition at Yahoo

  April 2008 - February 2009

  Accountable for managing / converting high volume of leads from trial downloads, inquiries, inbound calls, and prospecting for broad-based territory including Eastern North America, Latin America, and Asia Pacific region. Helped develop powerful sales methodologies, provided online demos, and developed excellent relationships with customers. Notable results: ? 110% of quota in 2008 ? Closed over 200 transactions (direct) ? Strategically managed extensive workload, meeting deadlines and expectations by effective use of resources, including personnel, to monitor pipeline and projections. ? Achieved sales against key competitors Microsoft, Google, IBM, Novell, Send mail, Sun Mail, etc.

• Senior Inside Software Sales | Business Development | Customer Relationships | Upselling at Point Marketing (Demos on Demand)

  June 2007 - March 2008

  Point Marketing is a developer of sophisticated video production, online delivery technology and mass email distribution tools and tracking software. Responsible for prospecting, and converting sales leads to closed business while cultivating existing customers. Notable results: ? 100% of quota in 2007 ? Generated new business, sold add-ons and upgrades to existing customer base ? Created new leads and sales opportunities by cold calling on C-level management (VP of Marketing, VP of Sales) ? Effectively managed pipeline via Salesforce to track activities, schedule tasks, build reports, and project revenue. ? Closed multiple deals with Fortune 500 companies, including HP, Business Objects, Cadence, Symantec, McAfee, Synopsis and IBM

• Loan Officer | Sales Manager | Mortgage Broker | Home Loan Consultant at CU Funding Group

  July 2005 - May 2007

  Self Employed (Contractor): ? Focused on building and maintaining pipeline via aggressive telemarketing and ad campaigns. ? Worked independently to originate consumer home loans. ? Spearheaded development of telemarketing department, trained and managed telemarketers, increased qualified leads and sales during a tumultuous economy. ? Implemented, and managed Salesforce to track sales activity, pipeline and projections ? Recruited, trained and managed Loan Officers ? Top Producer

• Senior Inside Software Sales | Business Development | Upselling | Customer Relationships at Activant Solutions

  December 2003 - June 2005

  Activant develops Enterprise business management systems, inventory control, POS, and vendor management marketed to independent hardware stores, and major chains such as ACE, and True Value. Sold software, hardware, upgrades, add-ons and web services to existing clients (named accounts), delivered online software demonstrations to C-level management teams ? Sold software/hardware ranging from $5,000 to $100,000 for licensing & contracts ? Attained over 100% of quota two consecutive years.

• Sales Director | Account Manager | New Business Acquisition | Business Development | Training at Better Business Partners

  November 1998 - November 2003

  Sold sophisticated credit reporting systems (ICreditvision) to independent credit reporting agencies. ICreditvision integrates and merges real time credit data from Experian, Trans Union and Equifax. Responsible for developing start-up company, including prospecting for clients, establishing pipeline, managing all business aspects, in addition to hiring, training and directing staff activities. ? Closed $500,000 sales first year with average deal size of $25,000 ? Composed business and marketing plans securing funding of over $2 million for start-up business. ? Introduced and sold SaaS model to customers, helping cut costs and increase profitability. ? Quadrupled sales revenue within first three years, and averaged $600 thousand in new sales year-after-year. ? Created and executed targeted marketing campaigns generating interest in product and prospective sales leads. ? Started partner program, recruited trained and managed partners, furthering visibility for products. ? Prepared company for sale, and completed, profitable sale in 2003 to investor.

• Inside Software Sales Representative | Business Development | Customer Acquisition at Alldata LLC

  March 1991 - October 1998

  ? Sold electronic automotive diagnostic and repair information ? Mostly Independent auto shops and chains ? Average sale $5k to $15k ? Managed US and Canadian territories ? Won several sales awards for production ? Top 10% in sales (of 130+ sales reps) ? Cold calling, selling to technical and non-technical audiences

• Founder | Channel Manager Software Sales at Channel Management Software Sales Leaders in Long Beach

  2015

  Attending Networking Events Researching Industry Leaders Tracking Industry Trends Participating in Industry Discussions

Scott Hawkyard's Education:

• Anthony Real Estate School

  1989 – 1990
  Real Estate License

• Santa Rosa Junior College

  1984 – 1986
  Concentration: Business Marketing