Resume for James M. Schmidt

1. James M. Schmidt
410 Richland Avenue  Havertown, PA 19083  (610)446-7937 / (610)256-5067(C)  TheSchmidtFamily@msn.com
Profile ______________________________________________________________________________
Accomplished Sales Professional with track record in selling solutions through Hewlett Packard’s Channel Partners at the
SMB, Enterprise, Corporate and Public Sector levels; providing a true value proposition not just a product. Strong
Leadership & Interpersonal skills to interact within and outside the organization to meet & exceed stated goals.
Relationship driven in Business Development, building the bond between the clients served and the brand represented
through consistent collaboration amongst all sales teams and management.
Experienced service background in selling Professional Services (3PO and Contract Maintenance), first line Technical
Service Manager, First and Second level Technical Support, and Field Service rep with large IT Company and loca l
resellers.
A personal mantra of the 3 C’s: Commitment, Communication and Closure.
Skills Summary _______________________________________________________________________
 Channel Partner Management  Marketing & Sales  Program Management
 Partner Recruitment  Sales Forecasting  Sales Training & Development
 New Business Development  Salesforce.com  Sales Support
Professional Experience ________________________________________________________________
INSIGHT TECHNOLOGY SOLUTIONS
Business Development Manager – Focused on HP PSG Feb 2010 – Dec 2011
 This was a HP funded position to proactively promote collaboration between Insight and HP sales teams
working with all Insight sales segments to identify, target and win accounts that are mutually profitable.
Focused go to market strategies are:
o Field Alignment – establish key relationships; facilitate introduction and regular cadence calls to grow
account Share of Wallet.
o Pipeline/Client calls – leverage relationships to update pipeline; manage sales cycles to engage
appropriate resources to close deals; Face-2-Face meetings to assist in deals
o Client focused events – identify & qualify key accounts to attend Symposiums, briefings, local events
and specific trainings. Author professional correspondence to customers and vendors.
 Focused on East and Central part of the US; traveled 50 to 60% of time
 FY10 revenue of $434M; which was a 27% y/y growth
 FY11 revenue of $460M; which was a 6% y/y growth
o $35M revenue generated from Net-New clients
o $72M revenue in SmartBuy sales which were 118% y/y growth
HEWLETT PACKARD COMPANY, INC
Partner Business Manager Jul 1999 – Aug 2009
 Period of 2004 through 2009; developed, recruited and managed relationships with value-added Channel
Partners, and HP teams in Mid-Atlantic geo, with a focus on Federal Partners and a Major National Account
with the high-end Technical Computing Workstation class products focused on 2D and 3D applications.
o Metrics varied from half to half based on initiatives from the business units; results during this period:
 H2 FY04 - $100.5M versus $97.6M – 103%
 FY05 - $230.2M versus $208.8M – 110%
 FY06 - $304.4M versus $293.4M – 104%
 FY07 - $875.7M versus $774.1M – 113%
 FY08 - $261.7M versus $283.8M – 92%
 H1 FY09 - $53.2M versus $37M – 144%
o Grew commercial partners revenue in this period from $29M to $44M; a 46% increase.
o Top Federal partner grew from $1.8M to $5M; a 177% increase.
o Took Major National Account from $0.8M to $3.9M; a 373% increase.
o Numerous awards & bonuses for targeted sales activity in a given period.
 Workstations, Mobile Workstations, Monitors, Service Plans, etc.

2. James M. Schmidt
 Period of 2000 through 2004, functioned as a Generalist managing a select group of Channel Partners, while
collaborating with HP teams to drive HP business from low-end volume products to high-end value solutions.
Facilitating joint marketing programs and initiatives. Ensuring Partners were in compliance with certifications
and specializations enabling them to be more competitive and profitable.
o Metrics were typically measured on a National level; some of the results were:
 FY03 - $9.14B versus $9.82B – 93%
 H1 FY04 - $1.66B versus $1.73B – 96%
o Recognized for creating a Reseller Open house forum to collaborate HP & Reseller sales teams.
o FY03 ‘out of the box’ thinking to drive business solution with one top Channel partner. Required many
exception processing from normal procedures.
o FY04 – active member in a Simplification Task force to drive team efficiencies through decreased
administrative tasks.
 Period of 1999 through 2000, I worked on the Inside Sale team, collaborated with outside field teams in the
Philadelphia area to drive revenue with Partners who have generated over $1M of annual sales. This includes
onsite product training’s, weekly conference calls, marketing blitzes, program management and ongoing
account management.
MARKETSTAR CORPORATION
Small/Medium Business Specialist – Outside Sales Apr 1998 – Jul 1999
 Contracted by Hewlett-Packard to represent their complete suite of products to resellers within the
Philadelphia area specific to a small and medium business focus. Chartered to increase their sell through by 30
to 50%.
IMAGE CHOICE, INC. (MICROAGE)
Manager Imaging Support Services Sep 1997 – Mar 1998
 Position was critical to the successful sales of implementation for high technology imaging systems. This
position was responsible for sales and delivery of services and managing non standard support offerings.
Coordinate the activities of technical people within the department as well as interface with vendor technical
and sales personnel.
INDEPENDENT IMAGING
Account Executive Feb 1997 – May 1997
 Primary responsibility was to ensure service contract renewals on all copier and facsimile equipment with a
secondary responsibility of selling and marketing the customer base on the complete suite of office solution
services. Promoting a one stop shopping concept.
AMERISTAR TECHNOLOGIES
Technical Services Manager Jan 1996 – Feb 1997
 Responsible for profitability of all Technical services including on-site support, warranty & non-warranty
repair, bench repair, configuration & installation activity, and all service billing with a staff of 25 people.
Chartered to enhance organization with new services and staffing.
Additional realated experiences _________________________________________________________
WANG LABORATORIES, INC.
Field Tech, Tech Specialist, Branch Manager, Professional Services Rep
 Career started as a field technician working on calculators and advanced to Senior Technician including the
mini-computer products. Went onto supporting the mini-computers in a District then Area Technical Specialist
role. Advanced career to first line management handling technical teams in Philadelphia, Delaware and back in
Philadelphia. Ended career with several years selling in a Professional Services position; where we were
chartered to sell and maintain existing service contracts and develop new revenue in third party offerings.
Education ___________________________________________________________________________
RCA TECHNICAL INSTITUTE – Upper Darby, PA
Associate Degree, Electronic Repair
(Graduated on Dean’s List.)
410 Richland Avenue  Havertown, PA 19083  (610)446-7937 / (610)256-5067(C)  TheSchmidtFamily@msn.com
Page 2