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SHERYL A. WHARFF 16 Gately Avenue, Hudson, MA 01749Home: 978-562-9412 Cell: 978-855-9886

swharff@comcast.net

SUMMARY SKILLS & ACHIEVEMENTS:CHANNEL SALES & MARKETING EXECUTIVE

Driving profitable revenue growth through superior channel management,programs & demand generation

Channel Program Development / Creative Marketing Demand Generation / Partner Ecosystem Management

Channel Recruitment / Strategic Alliances / Business Development / GTM Planning & ROI Execution

Hardware/Software Solution Selling / Multi Industry Expertise / High-Tech Company Know-HowNegotiation & Persuasive Abilities / High-Performance Teaming / Strategic Leadership

Out-of-the-box Thinker /Strong Interpersonal & Managerial Skills / Goal Oriented

Channel Development & Change Management: Drove Channel program creationfrom scratch & channel centric changes that resulted in EMC achieving worst to first rating07 & 08 ARC/VarBusiness Awards, led $50M channel investment that drove 59% YoY Focuspartner revenue growth, and solution partner ecosystem marketing initiatives that achieved53% of $12B revenues thru channel.

Indirect Revenue Growth & Partner Recruitment: Increased yearly revenue growth20%-60% via worldwide channel program development at Inmagic Inc, NMS Communications,Aspect Communications, Applix Inc, and GTE CyberTrust. Forged more than 60 new strategicChannel & Alliance partnerships Worldwide throughout U.S., Canada, Europe, Asia & S.America, resulting in 100% certified & trained sales partnerships; generating over 2 Million partnerdriven leads.

Brand & Market Preference: Developed, branded & launched two new company logosat Applix & GTE CyberTrust and drove EMC/VMware virtualization joint partnership brandingthat resulted in market preference, viability and brand recognition with end-user prospects.

Division & New Product Launch: Launched first E-Check with the Dept. of Treasury atGTE; utilizing PKI security technologies that; resulting in USA Today voting it one of themost significant events in 98and forever changed the face of electronic commerce bankingas we know it.

Industry Recognition: Awarded industry and nationally recognized sales & marketingachievements for exceptional creativity driving complex global industry business solutions from

Automation Hall of Fame Award, and MA Interactive Media Council.These renowned demandgeneration field sales & channel partnership tools grew industry market presence growth over25% and established Digital as a leader in the manufacturing & healthcare industry segments.

PROFESSIONAL EXPERIENCE:EMC, an Information Infrastructure Leader of Storage Solutions, Hopkinton, MA 2006-

2009PARTNER ENABLEMENT, GLOBAL CHANNELS

Drove Partner Enablement channel centric changes that enabled EMC to achieve #1 07 & 08ARC VarBusiness Awards, Developed & drove plan for $50M to build local Partner dealershipmodels; achieving 59% YoY growth with Focus partnerships rapid adoption. Drove creation ofRules of Engagement, and led US channel as liaison assisting global launch & enablement for 5EMEA Partner/EMC Solution Centres, assuring channel readiness.

Led global Partner Enablement and solution marketing initiatives that drove 53% of $12Brevenues thru channel

Developed Partner Enablement Plan of Record for Partner recruitment, drove on-boardingrequirements & partner demand generation enablement; resulting in over 15,600 partnerleads for focus partners.

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Drove development & execution of VMware virtualization programs internally & externally viapartners; resulting in leadership market share gains based on EMC storage solutions.

Inmagic Inc, a software developer of content management solutions, Woburn, MA 2003-2006

DIRECTOR CHANNEL SALES AND SALES EXECUTIVE

Direct Account management -mid state territory for Library Application software. Directorworldwide channel partnerships, responsible for the recruitment of new Resellers & Sis. Resulted

in 15% revenue growth of Content Server solutions across WW channel. Recruited & developed training for 6 new Channel Partnerships SI & VARs; resulting in 100%

certification WW roll-out of new Content Catalog & library automation applications Content Server, Genie

& Presto; 25% growth

NMS Communications, a leading telecom components and software provider,Framingham, MA 2001- 2002

DIRECTOR, WORLDWIDE CHANNEL MARKETING PROGRAMS

Drove revenue growth from 20% to 60% through indirect channel model throughout US, Canada,Europe, and Asia partnerships. Managed worldwide channel programs for 9 Authorized ChannelPartners.

Developed, deployed and tracked ROI of $2.5M Co-op channel investments with partners:Linkhead, SAS Group, NOS Tech, TDI Systems, Hagemeyer Electronics, NTT-ME, Avnet,Integrys Ltd. and Channel Access.

Managed communications & Partner extranet for 240 NMS Solution Developers

Aspect Communications, a worldwide Call Center management solutions provider,Chelmsford, MA 2001

DIRECTOR, CHANNEL MARKETING PROGRAMS

Developed Channel infrastructure foundation to move Aspect to an indirect channel selling model;achieving 50% of revenues via the channel. Lead creation of the Aspect Partner Program andmanaged the worldwide channel program office.

Obtained 13 new partnerships with Aspect including: Zamba, Aliant, Aria Solutions, VorTecs,Breakaway Solutions, Syrius, Gold Systems, Primas Group, AIS, Allot, eStara, SEEC and Covigo.

Created and delivered partner sales training programs and materials for Call Centertechnology, resulting in 100% certified Aspect partnerships and drove demand awareness, &managed Partner database & communications vehicles

Applix, Inc., a Customer Relationship Management solutions provider, Westboro, MA1999 2001

DIRECTOR, CHANNELS MARKETING

Grew Channel revenues 20% through indirect partner channel. Designed and built the ApplixLeadership Alliance Partner (ALAP) program. Created and delivered ALAP FastTrack trainingprogram/materials to enable partners to sell CRM/OLAP analytic e-business solutions. Drovebrand awareness and market preference campaigns to secure 10 new WW Partnerships.

Managed joint Advertising, PR, AR, Trade Events, Collateral and Internet/extranet venues,achieving increased revenue.

Rebranded/launched Applix and the ALAP program, Developed company wide LeadManagement process for partners.

GTE CyberTrust, a software Security and Encryption Company, Needham Heights, MA

1998 1999DIRECTOR MARKETING & COMMUNICATIONSAchieved division revenue growth from $18 to $30M. Secured $36M corporate funding to buildCyberTrust PKI Certification Authority. Built and led Marketing Communications team to drivebrand awareness and market preference for CyberTrust PKI security products & services throughAdvertising, PR, AR, Trade Events, Collateral and Web venues Drove business programsgeneration to establish 30 indirect Channels partners in 22 countries..

Launched first E-Check: From Dept. of Treasury; drove PR, AR and Web for FSTC/GTE; USAToday voted it

...one of most significant events in 98 Led development upgrade/redesign of CyberTrust CA Hosting Facility, establishing worldwide

customer visit center and CNBC National TV show: Business Technology Week - ElectronicCommerce with MasterCard; achieved greatest leads.

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Digital Equipment Corporation,a leading computer manufacturer, MA and MI 1981 1998

DIR COMMUNICATIONS & MARKETING, Industry Expertise Center, Littleton & Marlboro, MA 1992 1998

Drove industry sales communications, resulting in 6-10% market growth per industry. Managedbudgets, design, creation, & execution of all communications activities across 16 industriesincluding Manufacturing, Financial, Communications, & Healthcare. 5 year Representative on the

Aerospace Industries Association communications council. Drove DEC/Microsoft NT Manufacturing CD and Quarterly Magazine Editions. Program show

cased 38 ERP partner apps, first Internet-enabled, multi-media animation technology, reached170,000 manufacturing professionals.

Awarded 98 MIMC Awardfor Interactive CD-ROM Windows NT for Health Industries.Produced and developed interactive CD featured in Health Data Management Magazine;resulted in reaching 150,000 Healthcare IT profs.,

Produced innovative technology TV show: World Business Review, Power Computing, reaching50 states, 300 cities, 60 million viewers & NPR broadcast listeners,

Managed premier solution & technology road show: The Driving Force, a 3-yr operationthroughout US and Canada

Managed industry trade shows; DECworld, 40th Intl Paris Air Show; generated $7.4M revenue& 380 sales leads.

STRATEGIC ALLIANCE BUSINESS MANAGER & SALES EXEC, Marlboro MA & Novi, MI 1981 1992

Account Manager for SDRC, MacNeal Schwendler Corp, & Spectragraphics Corp, withinEngineering Systems Group. Managed creation & development of Business, Marketing,&

Advertising programs between Digital & Partners. Drove campaigns, strategies, & demand resulting in CAD/CAM Engineering applications ported

to Digital platforms. Orchestrated joint announcements & promotions; increased account market share and

revenue growth by 140%. Earned 6 DEC100s, 1 DECathlon award (top 10% sellers), and multiple quarterly awards for

sales performance.

EDUCATION: Various Management and Business Development Courses, MA & MIWashtenaw Community College, Ypsilanti, MI

Jackson Business University, Jackson, MI