Versatile strategist and sales leader with MBA and 15 years of experience. Develops pathways to
customers for measurable revenue results against vital objectives in complex markets. A unique
combination of analytical, technical, and social acuity that thrives in situations of risk and
uncertainty. Systems thinker that finds leverage for cultivating game-changing performance.
CORE COMPETENCIES
ANALYTICAL
SOCIAL
TECHNICAL
 Strategic Planning & Thinking  Role, Team & Org. Development
 Excel Power User
 Market Engagement Design
 Compelling Speaker & Presenter
 Dashboard Development
 Performance Metrics &
 Account Strategy / Channel Mgmt.  Modeling & Simulation
Tuning
 Consultative Solution Selling
 Visual Mapping & Analytics
 Sales Process Optimization
EXPERIENCE
Consulting • Sales & Marketing • Management • Teaching • Technology
2014 – Present
Microsoft Corporation
Program Manager, Worldwide SMB Partner Incentives
Redmond, WA
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Administered $300 million in partner incentives to stimulate licensing revenues of $5 billion in the
commercial SMB segment. End-to-end management of targeted worldwide offerings for over 6,000
partners, including design feasibility, mechanics and telemetry, policy governance, readiness,
communications, change management, launch preparedness, and coordinated go-to-market execution.
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Automated the assessment of partner eligibility for an 80% reduction in off-cycle policy exceptions.
Migrated 2,500 partners to a new incentives platform without disruption to payments or ROI.
Reduced local accelerator variability by 50% and improved time-to-market by an average of 60 days.
2012 – 2014
Senior Consultant
Lenati LLC
Seattle, WA
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Designed strategies to find, acquire, grow, and retain customers on behalf of Fortune 500 clients.
Enriched the firm’s profile with published thought leadership, consultant development, and offer design.
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Author, “The Art and Science of CX: Understanding the Commercial Customer’s Experience.”
Author, “Dead on Arrival: How thoughtless delivery can kill promising cloud services.”
Trainer and curriculum developer, Project Storyboarding & Recommendation Design.
Microsoft Partner Incentives Go-To-Market Strategy
Planning, launch, and continuous improvement of a $100 million incentive program that generates
annual revenues of $1.3 billion, sourced from a network of over 500 channel sales partners.
Starbucks Nationwide Retail Store Performance Model
Design and deployment of a performance management model that enabled field managers to assess a
portfolio of over 2,000 retail locations and make consistent investment decisions totaling $140 million.
2010 – 2012
Strategist, Principal
Forward Mapworks LLC
Seattle, WA
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Founded and grew a boutique strategy firm dedicated to improving client sales performance using wholesystems ecosystem mapping to identify and exploit leverage hidden in complex markets. In addition to
working directly with clients to explore, design, implement, and manage strategic programs, oversaw dayto-day operations of the firm, including accounting, IT, web design, marketing, and business development.
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Closed new prospects and deepened client engagements for avg. 63% annual revenue growth.
Clients include 3Com, Alaska Airlines, IceStone, Medco, and the US Department of Energy.
Author, “Lessons in Strategic Cartography: A guide for maps that matter.”
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent
jakebryant@gmail.com • 206.973.0215 • 5916 44th Ave SW, Seattle, WA 98136
EXPERIENCE (continued)
2010 – 2012
Adjunct Instructor
Consulting • Sales & Marketing • Management • Teaching • Technology
Bainbridge Graduate Institute
Seattle, WA
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Taught graduate students triple-bottom line accounting, finance, statistical forecasting, and organizational
design in a hybrid online-offline learning environment. Developed a supplemental workshop series on
financial modeling, forecasting, and simulation to strengthen student competency in managerial
accounting, finance, strategic development and entrepreneurial planning.
2009 – 2010
Account Manager, Client Services
Responza LLC
Seattle, WA
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As client advocate, worked directly with management teams to translate their business requirements into
long-term strategic IT plans with positive ROIs. Managed the technical training, competency attainment,
and customer feedback performance required to maintain Certified Microsoft Gold Partner status.
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Coordinated managed IT services for over 100 Pacific Northwest accounts with 100% retention.
Instated a company-wide customer mood dashboard resulting in a 5X increase in technical staff
participation in documented service practices and a 30% improvement in ticket SLA attainment.
2008 – 2009
Congruent Software Inc.
Business Development Manager, ERP Division
Bellevue, WA
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Developed and executed a comprehensive territory sales plan aimed at finding and closing mid-market
revenue opportunities, maximizing forecast accuracy, and sustaining a robust pipeline. As a certified
Microsoft Solution Selling Professional, approached the market from a value engineering mindset, cocreating profitable deployments designed for each prospective client.
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Generated annual $1M revenue quota for the company’s Microsoft Dynamics ERP business.
Established a CRM division to grow and diversify opportunities and reduce average sales cycle.
2007
Expand Networks Inc.
Sr. Inside Sales Representative
Roseland, NJ
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Recruited by former Packeteer Inside Sales Director (following that company’s acquisition) to take
responsibility for all prospecting and lead development initiatives within the U.S. and Canada. Developed
and administered the internal CRM database (salesforce.com) for a global sales force. On-boarded
inside sales representatives and established new hire training programs to cultivate organizational
capability in early-cycle technology solution selling.
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Exceeded individual quotas for qualified lead generation and pipeline volume every month.
Designed usability fixes for salesforce.com resulting in a 34% company-wide adoption increase.
2005 – 2006
Inside Sales Representative
Packeteer Inc.
South Plainfield, NJ
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(formerly Tacit Networks Inc.)
Generated leads and qualified net new sales opportunities for a cutting edge network technology through
direct selling over a variety of mediums including phone, e-mail, trade events, and internet search.
Developed and administered the internal CRM database (salesforce.com) for a global sales force.
Designed high-impact visual dashboards of key performance metrics for senior management.
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6 consecutive quarters exceeding quota for qualified enterprise-level revenue opportunities.
Attained 50% quarter-over-quarter revenue growth that attracted acquisition interest.
Maintained average call volume of 40 per day with qualification rate above 6%.
Promoted to acting Manager of Inside Sales within one year.
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent
jakebryant@gmail.com • 206.973.0215 • 5916 44th Ave SW, Seattle, WA 98136
SELECTED CASE STUDIES
(detailed case studies available by request)
Fixing a Broken Channel Sales Program
Following its launch and several years of impressive growth, an architectural supply
company observed a gradual decline in the revenue generated by its channel.
Partners had been on-boarded with the same entrepreneurial fervor that had fueled
the company’s early success, and also disguised its deep systemic issues. Mapping
the activities involved in delivering product to customers as promised allowed for the
selection of appropriate key performance targets. Performance ranges were next
matched with commensurate benefits and incentives to create a formal, tiered partner
agreement that clarified roles, responsibilities, and expectations. Formalized agreements gave each
partner its own path for productive collaboration and continuous improvement in pursuit of measurable
revenue gains.
Revitalizing a Non-performing Sales Organization
The sales team for a manufacturing company was hit hard by the recession. Their
sales plan had already been adjusted downward to compensate for disappointing
numbers, and they were still missing revised targets by a collective 50%. Nothing
significant had changed within the team to cause the slide, so it was necessary to
map the sales cycle and find unexploited leverage in the marketplace. The map
confirmed a clear switch from a straightforward 2-stage selling cycle to a longer, more
complex 3-stage cycle as customers responded to economic hard times by altering
their procurement protocol. Reorganizing the team to service the new way customers evaluate and
purchase their product improved the team’s conversion rate and returned them to a trajectory for their
original sales goals.
FORMAL EDUCATION
Master of Business Administration
Bainbridge Graduate Institute (Seattle, WA)
Focus: Systems Theory & Sustainability
Bachelor of Business Administration
Wilfrid Laurier University (Waterloo, ON)
Focus: Strategic Growth & Development
AFFILIATIONS
Social Venture Network (SVN)
International Society of Sustainability Professionals (ISSP)
Systems Dynamics Society
Net Impact
CERTIFICATIONS
Microsoft Solution Selling Professional
Licensed SCORE™ Corporate Responsibility Assessor
PADI™ Certified Open Water Scuba Diver
INTERESTS
Guitarist & Vocalist
Golf (7 index)
Travel & the Outdoors
Web & Graphic Design
Advising Startups
REFERENCES
Available upon request
Jake A. Bryant
Strategist • Sales Leader • Business Analyst • Systems Thinker • Change Agent
jakebryant@gmail.com • 206.973.0215 • 5916 44th Ave SW, Seattle, WA 98136