CAROLINE G.

CHAPIN
SARATOGA SPRINGS, NY 12866 | CASANSEV@GMAIL.COM | 518-209-9542

CHANNEL DEVELOPMENT PARTNER MANAGER

Seasoned sales professional with 18 years of business experience specializing in Channel Sales Development and proven
capacity in consistently achieving and exceeding sales targets. Demonstrates excellent ability in strategic account
development by strategizing and exploring new opportunities that help drive sales with strong negotiation and problemsolving skills. Astute interpersonal skills played a key role in engaging with clients and fostering long-term mutually
beneficial business relationships. Well-versed at leveraging internal and external resources to support sales
opportunities. Proficient in a wide array of business productivity software, as well as software industry standard
licensing and pricing models.

AREAS OF EXPERTISE
Partner Management

Financial Management

Product Marketing

Sales and Marketing

Corporate Liaison

Pricing and Licensing

Business Development

Business Planning

Channel Sales

Account Planning

Office Administration

Project Management

Sales Enablement

Contract Negotiation and Review

Customer Service

PROFESSIONAL EXPERIENCE
Korem Corporation
Greenwood Village, CO
Director of Partner Alliances
2013 2015
Directed all aspects of development, leadership, and management of strategic partner accounts and initiatives that
supported the companys corporate vision. Collaborated with partners on joint sales and marketing plans to ensure
resources were aligned properly for targeted revenue growth. Facilitated contract negotiations in support of large,
complex sales opportunities. Project led sales enablement and key marketing initiatives.
Key Achievements:
Managed and grew a $6 million partner business
Attained sales targets for North American partner sales - averaging 20% growth YOY overall
Grew two strategic partner accounts by 88% and 40% in 2014
Implemented a product migration initiative that is on track to produce ~$1.4 million in sales
Led and managed joint marketing projects that is on track to produce ~ $250,000 in sales
Teamed with a strategic partner to implement a software compliance initiative that will result in ~$220,000
in sales
Pitney Bowes Inc. (acquired MapInfo in 2007)
Troy, NY
Partner Business Account Manager
2007 2015
Managed and cultivated 12 VAR and OEM accounts. Utilized a team approach to leverage expertise and ensure Sales
and Marketing resources were aligned for success. Provided sales enablement to partners via product training, pricing
and licensing support, collateral, and marketing resources. Facilitated contract negotiations for partner and customer
agreements. Worked closely with Channel Director to develop and implement a new partner program for North
America.
Key Achievements:
Exceeded revenue goals 5 of 6 years (Presidents club winner 4 years): 2007 - 105%; 2009 - 123%; 2010 114%; 2011 - 110 %; 2012 - 103%
Sold the first partner enterprise platform customer solution that resulted in a $1.2 million sale
Rolled out a software compliance project with partners that resulted in >$100,000

Led an implementation project for an online partner tool to enable electronic download for partner copies
of software and data resulted in ~$ 50,000 savings on shipping and media costs.

MapInfo Corporation
Troy, NY
Product Manager, Geographic Data Products
2003- 2007
Managed 50 geographic data products generating over $5 mill in annual revenue. Developed product strategy through
customer user groups, partner, and internal sales feedback. Provided support to partner and sales teams with pricing
and licensing negotiations.
Key Achievements:
Launched first DVD product fulfillment initiative; Reduced from 24 CDs to 4 DVDs resulting in 20% savings
in Production costs, while improving the overall customer experience
Implemented a quarterly training program for partner and sales teams to better enable sales efforts
Grew the North American Streets product line 24% in FY 04 despite a very competitive market
Nominated by peers for a Star Award three times and won in Q4 2004
Chosen to present new product strategy at 2005 Worldwide Sales conference
Market Analyst
2001 - 2003
Specialized in primary and secondary market research in support of the product management and market
management groups across industries
Conducted product level financial analysis to determine product growth trends, top customer performance,
top partner performance, product pull through analysis, channel analysis, & new business vs. renewal
business; findings were presented to management at quarterly meetings
Created training program for Product/Market Managers to utilize the internal financial reporting system to
analyze their business
Associate Data Product Manager
1999 - 2003
Managed 25 geographic data products exceeding $2 million in annual revenue.
Conducted research to define the product market requirements and develop the product roadmap
Created content for sales enablement tools to better equip sales to sell products
Created and maintained product content for all launch & marketing materials
Robert Half International, Office Team Division
Albany, NY
Division Sales Director
1998-1999
Managed a sales team of three and drove an increase in target sales of 2,000 billing hours/week (achieved target in 5
months).
Staffing Manager
1997-1998
Recruited, screened and placed candidates; Achieved top sales person in first year.

ADDITIONAL SKILLS

Sold and supported enterprise partner solutions built using the following technology and deployment
methods: On premise, SAAS/Cloud, Hosted solutions; Java, .Net, and Open Source development languages;
Oracle, SQL Server, IBM Databases; Windows and Linux Server platforms; Virtual Environments; Remote
Access Pitney Bowes Software and Data; MapInfo Software; Alteryx Platform; Tableau Software ; HERE
Enterprise Platform; Google Enterprise Platform
Experienced with software industry standard licensing and pricing models
Proficient in Microsoft Office, WebEx, GoTo Meeting, Salesforce.com, and Goldmine

EDUCATION
State University of New York at Geneseo
Bachelor of Arts Degree in Psychology

Geneseo, NY