Sales Manager

Ron Bocklage

**** **. ***** ******* *****, Duluth, GA 30097

404-***-**** ********@*****.*** www.linkedin.com/pub/ron-

bocklage/0/203/49b

SUMMARY

Consistent quota-exceeding Account Manager with a successful C-level sales

record in new technology solution offerings, Managed Services and

Professional (Advanced) Services. Adept at prospecting, qualification,

solution development, proposals, closure and post-sale account management.

Exceeded sales quotas for virtualized data centers, routing, switching,

security, transport, video conferencing, wireless LANs, hosted VoIP,

network management, managed services and advanced professional services to

enterprise, service provider and government accounts. Recognized by

customers and peers as trusted problem-solver and advocate, resolving

numerous issues internally to improve their ease of doing business, while

preserving and growing company margins.

PROFESSIONAL EXPERIENCE

CISCO SYSTEMS, INC., Atlanta, GA and Chesterfield, MO 2006 - 2011

Account Manager

. Consistently exceeded quotas (earning Sales Champion with 195% of

Quota in FY10) by increasing bookings an average 30% in several named

competitive provider accounts including Embarq, Savvis, KDL, Bluemile,

LightEdge

. Developed territory plan and sold new solutions including product and

Advanced Services for Unified Computing, TelePresence, Routing,

Switching, Hosted Voice, Optical Transport and Advanced Services to

six new clients in FY11

. Recruited and managed new VAR partners to increase territory account

coverage

. Led team in number of new DC sales to new accounts and usage of Cisco

Capital financing

. Co-led the virtual team which positioned and closed a $10M two-year

Advanced Services contract including Network Optimization Services

(NOS) and High Touch Technical Service (HTTS) offerings

. Managed the process of gaining two key accounts' certifications for

Managed Service Channel Program offerings in Data Center Hosting,

Security and TelePresence offerings; consequently assisted in sales of

providers' Managed Solutions for data center and video offerings to F-

500 enterprises and governments

. Developed and managed relationships with key CXO personnel,

selectively leveraging Cisco executives

MARCONI, Atlanta, GA

2005-2006

Account Manager

. Developed territory sales plan for GA & FL for Marconi switching and

videoconferencing solutions

. Managed successful Proof of Concept trial for new router to key

account

. Met annual $5M quota through direct sales and partner management

MARKETSOURCE, Alpharetta, GA 2004-2005

Director-Program Management

. Recruited, trained & managed outside and inside sales teams for client

Avaya, exceeding $5M quota by 5%

. Constructed new outside sales models in conjunction with Avaya Senior

Sales Management

. Created and presented program reports to MarketSource and Avaya

executive teams

. Owned P&L with $2M budget and exceeded margin targets for programs

WREN ASSOCIATES, Atlanta, GA and Jefferson City, MO

2003

Director-Sales & Service

. Led sales and service teams for small, family-owned Physical Security

manufacturer expanding into intelligent management of retail,

government and enterprise video surveillance solutions

. Managed $5M contract with Home Depot and increased sales to Wal-Mart

and several SMB's

. Assisted in feature definition for new retail 'shrinkage' surveillance

software application

. Recruited and developed inside and outside sales and services teams

. Increased number of dealers/installers using Wren products by 15% YoY

MOVAZ NETWORKS, Norcross, GA 2001 - 2002

Director-Business Development

. Recruited to Movaz Networks by same former Nortel manager to help

launch operations of new company and sales of optical switching and

transport product line

. Closed first sale of the RayExpress product line to a European

customer and the largest single sale ($8M) of the Ray product family

. Co-developed key marketing collateral, headed up RFP responses,

presented solutions at industry shows

. Co-launched customer service department by creating NOC and defining

warranty and service packages

. Recruited and trained new partners and sold jointly with them in

China, Taiwan, Malaysia

SIARA SYSTEMS/REDBACK NETWORKS, San Antonio, TX 2000 - 2001

Territory Sales Manager

. Recruited by former Nortel manager to head up territory sales for new

Multi-Service Provisioning Platform developed by Siara Systems and

subsequently acquired by Redback Networks

. Exceeded sales quota for SmartEdge 800 product family by 10% through

direct sales

. Led international expansion by recruiting and training new partners in

China, Taiwan, Malaysia and Mexico

NORTEL NETWORKS 1998 - 2000

Director-Business Development, San Antonio, TX

. Relocated to San Antonio to head up BusDev for Nortel's SBC (pre-ATT

merger) account

. Introduced and managed new product solutions including

Routing/Switching portfolio from Bay Networks acquisition for network

and managed service deployments by working extensively with SBC's

senior sales management and corporate planning teams

. Developed and managed hosted/managed/resale data & voice solutions

with SBC's enterprise sales teams

. Increased SBC sales team's bookings of Nortel PBX solutions to their

enterprise accounts by 25% YoY

. Established and strengthened key executive relationships at SBC's

headquarters

Product Marketing Manager, Alpharetta, GA

1997-1998

( Managed marketing activities and sales promotions for optical

transport family, including multi-media campaigns and group

presentations at sales launches and industry events

Overlay Sales Executive, Alpharetta, GA

1994-1997

( Exceeded $5M quota by 10% by through direct and partner sales for

video transport product family, to service providers, K-12 schools and

state and local governments by working with named account teams

Sales Training Manager, Norcross, GA

1991-1994

( Headed team which developed and delivered new training resulting in

certification of 200+ salespeople for new product launches

. Managed development and delivery of multimedia content both internally

and with contract developers

EDUCATION

BS-Industrial Engineering, University of Missouri, Columbia, MO

MBA coursework, Lindenwood University, St. Charles, MO

TRAINING & PROFESSIONAL DEVELOPMENT

Power Base Selling (Nortel), Siebel Target Account Selling (Avaya), Sales

Masters Training (Cisco)

Numerous product and solutions training programs

TECHNICAL SKILLS

SalesForce.com: Forecasting, Account Management

Siebel Systems: Forecasting, Account Management

Microsoft Office Suite

Numerous in-house custom applications and product training

OUTSIDE AFFILIATIONS

MIT Enterprise Forum, Habitat for Humanity, Missionaries of the Poor

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