Walter McRae

**** ******** **.

Dallas, Texas ***48

214-***-****

acrxbf@r.postjobfree.com

Possessing a strong sales background in the high technology software and hardware markets. Areas of focus include embedded development tools/RTOS’s/Middleware, Enterprise/Executable UML, EDA tools, Network Acceleration, Security(SSL), Network Virtualization/Performance/Monitoring,Cloud (SaaS, Hybrid, Public, Private) and Mobile Alarm/SCADA Notification solutions. Consultative, strategic and service sales approach has been a big part of my past roles. Creativity, door opening ability, comfort zone at the CxO level, competitiveness and team player attributes add to my ability to continuously succeed in helping organizations generate revenue, plan market strategy, manage strategic partners and show growth.

Experience:

2014-Present Sr. Account Executive, Central/Southeast

Programming Research www.programmingresearch.com

Duties and Responsibilities

Generate sales and develop account base for our embedded suite of Static Analysis development tools in the Western Region of the U.S.

Work in co-ordination with my executives and technical sales support staff to develop account plans, sales strategies and support needed to close business

Develop opportunities and close sales

Plan and co-ordinate technical seminars, speaking engagements and lead dev. activities.

Work with and develop Strategic Partners

Achievements and Accomplishments (to date)

Grass roots territory plan and action items to be achieved. Key Accounts Honeywell, Raytheon, Lockheed Martin (This is a UK based company that has not spent the time in U.S. development efforts)

Existing rolodex development of accounts-Lockheed Martin, Raytheon, Oxy Chemical, GE Medical, FAA, Mercedes Benz to name a few

Introductions for possible partner relationship development with the likes of Green Hills Software, WindRiver and Mentor Graphics

Co-ordinate sales efforts and technical discussions with formulated action plan

2012-2014 Sr. Account Executive, Central Region

Recursion Software www.recursionsw.com

Duties and Responsibilities

Generate sales and develop account base for Recursion’s software solutions including our SCADA-Aware Mobile, Voyager Middleware (for distributed network customers) and our C++/Java Tool Kits within the Central Region (including TOLA) of the U.S.

Develop opportunities and close sales for our professional services group in organizations looking to incorporate middleware solutions within their distributed networks-this included pure professional services, implementation and training offerings.

Plan and co-ordinate technical seminars, speaking engagements and lead dev. activities.

Co-ordinate and work with Invensys (Wonderware’s) sales organization to develop opportunities and close business via the channel.

Achievements and Accomplishments

Managed and developed new business and revenue in the Central (TOLA) Region with the likes of OEC (Oklahoma Energy Co-op), Kerry Foods, Oxy Chemical, Chevron, Cambridge Dumphries Utility, Mobile Gas, Kinder Morgan and Cinco Ranch Water.

Helped establish first ever reseller program leading to me signing the initial first two System Integrators.

Planned, produced and presented companies first ever GoToWebinar.

2011-2012 Sr. Account Executive

Solarwinds, Inc. - www.solarwinds.com (Network Performance, Monitoring & Virtualization)

Duties and Responsibilities

Manage and develop new sales opportunities of Solarwinds line of IT Management Suite of products including Virtualization, Storage, Application Performance/Network Performance and Monitoring solution. Utilizing GoToMeeting in the sales process

Call on potential clients usually at the IT Administration, IT Management and Director level.

Work in tandem with internal System Engineers on proposal, demos and pro’s to win business in Fortune 2000 accounts in the Texas (TOLA) and Southeast regions.

Achievements and Accomplishments

Opened doors and sold solutions to the likes of Celanese, 7-Eleven, Texas Farmers Bureau, Starbucks, Samson, Major League Baseball, i365, Nashville General Hospital and Cerner.

Ramped extremely quick and selling solutions first week in position

Consistently over achiever hitting quota and bonus each month and quarter at company

2009-2010 Regional Account Executive

Pitney Bowes – www.pb.com (rehired by former Director of Sales at Celoxica)

Duties and Responsibilities

Manage and develop new sales opportunities within Pitney Bowes Print Management division selling Managed Print Services solutions

Call on potential clients usually at the CxO, IT Director and Operations level

Work with PB Solutions Architects in assessing potential clients infrastructure to ensure optimal cost savings having PBPM manage enterprise customers printer/mfd fleets

Propose solutions including service, hardware and consumables cost over set time frames from 3-5 years normally

Achievements and Accomplishments

Expanded customer deal from a 500K opportunity to a 1.5M 15 site deal

Opened doors and have developed relationships with the likes of 7-Eleven, Archon, HKS Engineering and Belo Corporation to name a few.

Set the pace for new appointments and brain storming on messaging and how we work to gain market share and awareness in the managed print services markets.

2006-2008 Western Region Sales Manager, (Individual Contributor)

Netronome Systems – www.netronome.com, A Venture Capital Funded Start-Up

Duties and Responsibilities

Generate sales and develop account base for the Netronome line of Network Software and Hardware Acceleration and security products for OEM markets including SSL Appliance and SDK offerings.

Develop relationships with ISV’s in the Firewall, NAC, Intrusion Prevention/Intrusion Detection and Compliance space in order to establish OEM and channel relationships. Sell into the data centers LAN/WAN environments solutions.

Plan and co-ordinate technical seminars, speaking engagements and lead dev. activities.

Co-ordinate and work to sign up VAR’s/SI’s, MSSP’s and Reseller Channels with our Dir. Channel Sales. Utilizing GoToMeeting with direct and partner opportunities

Achievements and Accomplishments

Developed sales and relationships with companies such as Cisco, TippingPoint/HP, McAfee, Juniper, Avaya and Los Alamos National Labs.

Signed Juniper to Netronome’s first ever Co-Marketing Agreement.

Sales leader during tenure with Company

Generated new leads from business development efforts, from contact base, seminars and Network Security events.

Provided to management feedback that helped enhance our look and feel as a start up.

2004 –2006 Account Manager

Mentor Graphics- www.mentor.com (rehired by former VP of Sales at Accelerated Technology)

Duties and Responsibilities

Generate sales and develop account base within Mentor Graphics of a newly acquired Executable UML Modeling software development tool for North America.

Work closely with Product Marketing Manager and Dir. Operations for product development.

Plan and co-ordinate technical seminars, speaking engagements and business development activities.

Achievements and Accomplishments

Achieved 125% of quota in 2005 & Gold Club Status.

Generated revenue with accounts such as Lockheed Martin, General Electric, Philips, Raytheon, Lucent, AT&T, Delphi and St. Jude.

Doubled Sales in N. America for 2005 compared to 2004 first year acquisition sales figures.

2001-2003 Regional Sales Manager, (Individual Contributor)

Celoxica, Inc.- www.celoxica.com, a Venture Capital Start Up

Duties and Responsibilities

Generate sales opportunities for our leading edge “C Synthesis” Software Development Tools, Development Boards and Design Services.

Pitch via presentations and meetings our ROI to hardware/software engineers and executive level management the benefits of utilizing our leading edge development technology.

Co-ordinate with strategic partners such as Altera, Xilinx, Wind River and Avnet

Achievements and Accomplishments

Led U.S. team in sales for 2001 and 2002.

Won “Sale of the Year Award-2001” for Lockheed Martin sale and account management.

Nominated for worldwide sales person of the year in 2001 and 2002.

Created sales and excellent customer relations with the likes of Lockheed Martin, Seagate Technologies, Cisco, Maxxan, Nokia and Silicon Graphics

1998-2001 Sales Representative

Accelerated Technologies, now a Mentor Graphics Company- www.mentor.com

Duties and Responsibilities

Establish and maintain sales relationships with bay area accounts in N. California.

Present, consult and recommend to clients, appropriate RTOS solutions.

Co-ordinate with third party partners such as Motorola, ARM and Tensilica and Intel

Achievements and Accomplishments

Grew territory over 200% from 1998 to 2000

Established and generated sales with such companies as Phillips, Harris Corp., Bay Networks/Nortel, Clarent Corp., Luxxon Corp. and Metasound.

Helped establish Silicon Valley sales office and industry awareness which I feel helped dramatically increase our exposure leading up to Mentor Graphics acquisition.

1991-1998 Xante Corporation – www.xante.com

1996-1998 Account Manager, International Sales

Duties and Responsibilities

Manage and develop distributors in Australia, New Zealand and Eastern Europe of our high resolution/large format and RISC based/Adobe Postscript printer devices.

Train distributors on the usage and selling points of our product line.

Develop marketing strategies, promotional activities, manage co-op funds of the distributors and manage firmware upgrades

Achievements and Accomplishments

Doubled sales first year of taking over territory.

Signed Apple Computer Australia, Pty to exclusive distributorship. This was the first time Apple Australia had signed a 3rd party printer product to their Third Party Products Line.

Transferred to Sydney, Australia for an eight-month assignment to implement Apple Australia’s distributorship program and develop their marketing strategy.

1991-1996 Sales Representative, Domestic Sales

Duties and Responsibilities

Support direct and VAR channel sales of Xante’s line of Adobe Postscript printer products.

Organized seminars and participated in trade shows world wide

Organized focal group to better tone our messaging and develop competitive matrix’s.

Achievements and Accomplishments

Top domestic sales person four out of five years.

Generated over 10M in sales during tenure on domestic sales team.

Generated sales with companies such as ABC/Capital Cities, Estee Lauder & Time Warner

Education: University of South Alabama

Major: B.A., Communications; Minor: Marketing

TAS (Target Account Selling) Training, 3 day professional course, 2005

SMU Business School-Caruth Entrepreneurial Certificate, 2008

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