Stephen M. Byrnes

***** ***** **** ***** *********, Md. 20853 301-***-**** (home) 240-***-**** (cell)

Summary of Qualifications:

Seasoned sales executive and manager with 20+ years of experience responsible for managing teams and selling software, hardware, and services, resulting in the over-achievement of annual quotas and targets. Focused on Digital Transformation, Cloud Application migrations, Cyber Security, and other Public Sector challenges.

Work Experience:

Sales Specialist, Oracle Linux & Verrazzano K8 June 2022 - Present. Sales Specialist responsible for selling Oracle Linux and Verrazzano container orchestration platform to multiple Civilian agencies to include: VA, DOE, HHS, DOI, and SSA.

Account Manager, Red Hat August 2019 – June 2022 Account Manager responsible for selling the total Red Hat Platform to include Red Hat Linux, Red Hat OpenShift Container Orchestration and Integration, multiple Application Development tools, StackRox CI/CD pipeline security, and Ansible Automation, to Health and Human Services. $4M annual achievement and consistent 25% to 30% annual growth in net new subscriptions for the past 2 years.

Sales Director, Forcepoint Jan 2016 – August 2019. Civilian Sales Director responsible for managing a team of 6 Account Executives and 1 Business Development Executive. Over the past 3+ years we have built our civilian business with consistent growth at 30% -40% year over year. Coached and mentored the team, developed the channel eco-system, partnered with Federal Systems Integrators, developed marketing plans to position the Forcepoint Human Point solution set which includes: Dynamic Data Protection, User Behavioral Analytics, Insider Threat, Cross Domain security, and NGFW capabilities. Significant transactions within Department of Homeland Security to include DOMino, Department of Energy, OPM, and Networx 2020/EIS, has positioned the Civilian BU for significant growth in 2019. All products currently listed on CDM APL with significant revenue upside as CDM Defend proceeds to RFS award.

Sales Manager, IBM Federal Civilian April 2013 – Jan 2016. Security Sales Manager responsible for leading and motivating a team of 9 Federal Civilian sellers. Led the team to overachieve on our revenue plan in 2014 and 2015 YTD. Closed significant large transactions with DHS, VA, IRS, HHS, and DOT. Grew the security product install base with new transactions at multiple smaller agencies to include Thrift, DOL, PBGC, and SEC. Continued development and mentoring of both new and experienced Federal sellers.

Regional Sales Manager Riverbed Technology April 2012 – April 2013

Account Executive responsible for selling the Riverbed Performance Platform to Health and Human Services and Treasury. Closed multiple transactions in HHS OIG totaling over $2M. Developed Treasury territory and positioned Riverbed technology for deployment into TNet.

Federal Sales, Dell, Virtual Integrated System (VIS) June 2011 – March 2012

Responsible for developing the Dell federal software sales team to cover the Federal Civilian market. In this startup role, I was responsible for demand generation, opportunity qualification, deal progression, closing, and booking, for all Federal civilian opportunities. VIS was Dell’s private cloud infrastructure management solution. Additionally, was responsible for strategic partnering with Federal Systems Integrators and Independent Software Vendors (ISV) to create direct and channel routes to market.

Sales Specialist, CA Technologies, November 2010 – June 2011

Responsible for selling the CA Security portfolio to selected Federal Civilian Accounts. Achieved 100% of sales quota for the second half of FY 2011, which ended April 2011.

Sales Manager, IBM Tivoli, Federal Civilian August 2006 – November 2010

Tivoli Sales Manager responsible for sales management and team execution in the Civilian territory. 2007 sales plan year delivered $21M in revenue on a $14M plan. 2008 sales plan year delivered $26M on a $16M plan. 2009 delivered consistent performance with $24M in software revenue. 2010 delivered $14M on a $12M plan. Consistent individual and team over achievement managing 8 Tivoli brand Sales Specialists.

Security Sales Specialist IBM Tivoli, March 2003 – July 2006

Tivoli Brand Specialist with account management responsibility for the U.S. Treasury, Health and Human Services, Department of Education, and Department of Homeland Security. Consistently over achieved revenue targets. Disciplined execution of sales plans by establishing relationships, understanding customer requirements, developing procurement plans, establishing a buying vision, designing a technical solution, closing the sale, and monitoring implementation to demonstrate the broad business value of working with IBM and our professional sales organization.

OS/390 Sales Specialist, BMC Software, March 2001 – March 2003

Federal Government OS/390 Specialist responsible for lead development, opportunity management, contractual issues, and financial negotiations. Closed million dollar + transactions at Bureau of Public Debt, U.S. Postal Service, Federal Home Loan Mortgage, and Lockheed Martin. Delivered $6.2 Million of new product revenue along with $6.1 Million of upgrade revenue. 2002 Achieved 172% of new product quota, and received 100% Club recognition.

Software Consultant, BMC Software, January 1999 – February 2001

Provide tactical sales support activities such as customer calls, phone consultations, product installs, product demonstrations, and both custom and general briefing demonstrations and presentations.

Responsible for pre-sales engineering including proactive management of software evaluations in accounts with large revenue potential, definition of trial plans, and keeping sales and consulting management apprised of account and trial status.

Software Technical Pre-Sales Engineer, Compuware Corporation. June 1998 – Jan 1999

Sales support for Compuware’s OS390 testing software, QAHiperstation, QADirector, and QABatch. Responsible for technical pre sales demonstrations, software installation, proof of conceptual product capabilities, and initial product training.

Research and Development, BMC Software. May 1997 - June 1998

Responsible for Research and Development Quality Assurance for the IMS Backup and Recovery Utilities. My primary responsibility was quality assurance for the IMS Change Accumulation Plus product set.

IMS Database Administration, AT&T Corporation, Herndon Virginia. August 1995 - May 1997

Responsible for IMS database maintenance, performance monitoring and tuning, and 24-hour availability of the nationwide WATS production and testing systems. Managed and implemented the process to migrate all IMS databases to DBRC that was required for implementation of the BMC enhanced performance utilities.

IMS Database Administration, Bell Atlantic, May 1989 - June 1995

I was responsible for IMS and CICS availability in a leading edge corporate Information Systems (IS) Department.

United States Marine Corps, Captain

Held leadership positions from Platoon Commander to Company Executive Officer. Top Secret security clearance based on a NSA background investigation. Developed and reinforced the personal attributes of Honor, Courage, Commitment, Self Discipline, and Spirit, which to this day are practiced and applied in all of my endeavors.

Education:

Webster University, St. Louis Missouri

Masters Degree in Business Administration and Information Systems

University of Maryland, College Park Maryland

Bachelors Degree Pre-Law with a minor in Psychology

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