Summary

Jim Musselwhite has an extensive and successful background in the Internet, Information Technology and Telecommunications industries. An impressive career includes positions in sales management, channel/alliance management, business development, product marketing, and related disciplines for many key high technology companies.

Functional experience includes product marketing management, industry and competitive analysis, strategic planning, sales management, and channel (e.g. affiliate, strategic alliances, resellers, agents) management with an emphasis on channel partner recruitment, partner training, channel conflict management, and channel partner revenue management. Keen ability to build lasting relationships with a variety of channel partners in the high technology, internet and telecommunications industries.

Business Ownership

CEO, Your Affiliate Team                                                                               

Founded in early 2004, Musselwhite Enterprises applies the best practices of channel/alliance management, formerly practiced by Channel Management Services in 2001 for the changing needs of today's Internet Marketers.

With a focus on outsourced affiliate management, Your Affiliate Team identifies, researches, recruits, trains, and manages third party affiliates who can maximize revenue and return on investment for today's Internet Marketers and merchants.

Channel Management Services, LLC (2001-2003)

Founded Channel Management Services, LLC in 2001 to design and implement indirect channel strategies that maximize revenue and return on investment for high technology companies. CMS helps clients grow revenues by identifying, recruiting, and managing companies who can effectively sell its client’s products and services.

 Professional Employment Experience

Tax Partners LLC (nation's largest sales tax compliance provider)                                          
Alliance/Channel Management

Directed all activities associated with company's third party alliance partner relationships, including strategy development, partner recruitment, and ongoing relationship management with focus on revenue attainment. Key partners include Big 4 Accounting Firms, most notably PricewaterhouseCoopers and KPMG, as well as other parties offering sales tax compliance services and products.

http://www.keepmedia.com/pubs/AccountingTechnology/2004/05/03/531909?extID=10037&oliID=229

Content delivery network (CDN) provider with an emphasis on delivering (a.k.a. streaming) high quality video & audio to the enterprise market via the internet. Responsible for recruitment and management of channel partner relationships for southern U.S. region.

· Defined requirements for channel partner selection and developed partner recruitment database, and identified key partner prospects for recruitment.

· Developed comprehensive business plan with top channel Solutions Provider in the region including strategies, revenue plans, public relations, program launch, and partner sales training.

MainControl, Inc.
Business Development Manager; ASP & Outsourcing Relationship Manager

Provider of IT Asset Management Software & Services to the Enterprise market. Responsibility included identification and development of new channel partner relationships and sales of the company’s new ASP-based software subscription service.

· Created and designed agent channel program from the ground-up to drive ASP-based subscription services revenue. Developed channel partner selection criteria, agent sales compensation, market map, and partner roles & responsibilities

· Managed roll-out and recruitment of initial agents into the program.

· Led company’s sales efforts for ASP-based offerings, including detailed web-based sales process flowcharting customer needs analysis, pre-sales, pricing, contract, configuration, and order activities for both the direct sales and the channel partner program.

· Led sales effort in successfully negotiating largest outsourcing partner contract in the company’s history.

AT&T Internet & Data Services
Regional Regional Channel Manager, Channel Development Manager
AT&T Global Alliance Channel Organization

Recruited channel partners and sold the company’s Internet services via channel partners. Developed and enhanced joint selling relationships, territory marketing plans, and channel business plans. Accomplishments included:

· Pioneered rollout of company’s agent channel in southern U.S. Developed channel partner selection criteria and recruited and trained over sixty agents in first year of program, resulting in the growth of the company’s southern region customer base by 25%. Increased agent channel production to retire 35% of direct sales branch responsibility.

· Increased channel partner revenue base by 200% annually over four years. Personally recruited over 200 agents into program during that period.

· Researched, developed, and presented detailed channel partner recruitment plan for the U.S. Alliance Channel organization. Plan included techniques to leverage sales management teams of Strategic Alliance Partners.

· Widely recognized throughout division as expert in improving partner sales processes. Regularly participated in partner sales training events.

· Defined requirements to measure channel partner sales effectiveness. Served as basis for development and rollout of comprehensive partner extranet site.

· Developed and hosted effective partner engagement activities (seminars, workshops, mixers) with vendor’s senior management across region.


WORKSHOPS
“Partnership Opportunities in Virtual Private Network Services & High speed Internetworking”

SEMINARS
AT&T/Novell: “Remote LAN Access Solutions”
AT&T/Cisco: “All-in-One Internet Access Solutions for SME Markets”
AT&T/Cisco: “Managed Network Solutions for Small Business”
AT&T/Cisco/Various Partners: “Automotive Network Exchange Services”
AT&T/Hewlett-Packard: “Internet Security Solutions for SME Markets”
AT&T/Hewlett-Packard: “HP Tech Nights”
AT&T/IBM/Various Partners: “e-business Solutions for Small Business”

AT&T Global Information Solutions/NCR Corporation
Southeast Regional Manager, OEM Marketing
District Manager, Cooperative Marketing Division
Executive Account Manager, U.S. Alliance Marketing
Product Marketing Manager, U.S. Product Marketing Division

Directed staff of channel sales representatives and system engineers in the region. Managed a variety of indirect channel types, including VAR, system integrators, distributors, and dealers.

· Doubled Unix server and PC sales volume for two consecutive years as District Manager.

· Developed, promoted, and executed channel partner business plans in close cooperation with senior division management to meet sales objectives.


SEMINARS
AT&T/Microsoft: “Reliability, Availability, Serviceability for Client/Server Computing”
Partner Panel: “Partners in Profit”
Open Cooperative Computing
Mobile Computing Solutions

As U.S. Product Marketing Manager, established U.S. marketing strategies and directed product plans for the company’s Unix systems product line. Responsible for product line revenue goals, segment marketing coordination, promotions, sales training content, pricing, product life cycle/release management, product requirements analysis, and competitive analysis.

· Formulated product requirements, business plans, and strategic long-range plans on behalf of all marketing segments.

· Helped establish the company as the market share leader for commercial, Unix-based systems. Increased product line revenue in the U.S. to over $250 million.

SPEAKING ENGAGEMENTS/ARTICLES

· Authored white papers on product line trends and presented for the company’s annual user group events.

· Regularly presented executive product line overviews/future direction to key Fortune 1000 and OEM/Reseller partner prospects.

SEMINARS
AT&T/Microsoft:  “Reliability, Availability, Serviceability for Client/Server Computing”
affiliate Panel: “affiliates in Profit”
Open Cooperative Computing
Mobile Computing Solutions

As U.S. Product Marketing Manager, established U.S. marketing strategies and directed product plans for the company’s Unix systems product line. Responsible for product line revenue goals, segment marketing coordination, promotions, sales training content, pricing, product life cycle/release management, product requirements analysis, and competitive analysis.

·  Formulated product requirements, business plans, and strategic long-range plans on behalf of all marketing segments.

·  Helped establish the company as the market share leader for commercial, Unix-based systems. Increased product line revenue in the U.S. to over $250 million.

SPEAKING ENGAGEMENTS/ARTICLES

·   Authored white papers on product line trends and presented for the company’s annual user group events.

·   Regularly presented executive product line overviews/future direction to key Fortune 1000 and OEM/Reseller affiliate prospects.

Texas Instruments, Inc.
Account Manager, Computer Systems Division
Responsible for sales of computer systems to OEM markets and other channels

 Academic Background

MBA, Marketing & Finance, University of Tennessee
B.A. Psychology, University of Virginia

Member, United Who's Who