Sales Customer Service

RESUME

EDWARD SCHENK, CISSP ********@*********.*** H: 203-***-**** C: 203-***-****

Norwalk, CT http://www.linkedin.com/pub/edward-schenk/0/58a/b90

ADVANCED TECHNOLOGY SALES CONSULTANT

GLOBAL COLLABORATION - HIGHLY SUCCESSFUL - CONSULTATIVE SALES - EXTENSIVE IT EXPERIENCE

* Has experienced the challenges faced by IT departments and designs solutions eliminating pain points, at a

compelling price while ensuring corporate ROI.

* Reviews sales strategies and implements process changes that increase sales and bring the voice of the

customer into the organization.

* Established sales territories in competitive New York City/Eastern US market with Fortune 500 firms.

* Architect, integrator and director of highly complex technological and consultative solutions.

EXPERIENCE

ADVANCED SERVICES SALES MANAGER

CISCO SYSTEMS, INC. Dec . 2006 – Present

$36B Multinational Corporation. Designs, sells networking and communication technology and services.

Security Service sales. Territory encompasses 150 Enterprise East and GET accounts, Northeast and Mid-

Atlantic states. $4.5M Sales Goal in 2011.

SALES ACHIEVEMENTS

* In 3 years opened Advanced Services business in 25+ key accounts including: Citigroup, Bristol Myers

Squibb, Fidelity, Merck, TJX, KPMG, UBS, Montefiore Medical Center, Starwood Hotels, and the Yankees.

*Responsible for Global Financial Market accounts.

* Achieved 140% of $4.5M goal in 2011 resulting in $7.1M in revenue.

* Achieved over 100% of $4.0M goal in 2008 and received 2008 “Sales Achiever” award.

* Closed $850K deal with Citigroup -- the largest Security and Wireless services deal at Cisco.

* Closed $150K groundbreaking security services contract with Fidelity Investments.

* Achieved 149% of team sales plan in 2007 resulting in $49M in team revenue.

PROCESS IMPROVEMENTS

* Transformed sales strategy by defining a customer-centered solution, then partnering with the combined

technology PSS teams to incorporate and execute.

* Spearheaded development of next generation AT Services Solutions; incorporated field and customer

feedback.

* Increased sales by reframing packaging and pricing strategy to incorporate ROI, risk assessments,

partnership solutions and margin analysis.

* Utilized internal forecasting tools to generate accurate pipeline reporting estimates.

* Cross-functional collaboration with Product and Service sales teams, Service Delivery, Practice

Organization (market requirements), and Marketing to ensure alignment and consistency with go-to-market

strategy.

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RESUME

EDWARD SCHENK, CISSP ********@*********.*** H: 203-***-**** C: 203-***-****

Norwalk, CT http://www.linkedin.com/pub/edward-schenk/0/58a/b90

DIRECTOR OF SALES

INTEGRALIS, NY, NY Jun. 2005 Dec. 2006

Global Managed Security Services Provider; top 10 industry-wide.

Recruited to launch New York office and establish position as a competitive security vendor through

strategic partnerships. Hired and managed a team of 5.

* In 2 years, secured 10+ Fortune 500 accounts including: UBS, Hess, Societe Generale, McGraw Hill,

Consumer Reports, and SG Cowen.

* Generated monthly revenue of $150k, after first 12 months.

* Improved closed business ratio by implementing process improvements at each stage of the sales process

and service delivery.

INFO-SECURITY PRACTICE DIRECTOR

THRUPOINT INC., NY, NY Feb. 2004 Jun. 2005

Global IT Systems Consultancy delivering professional IT consulting services to Fortune 500 clients.

Recruited to establish and lead an IT security arm, practice methodology and set of go-to-market services.

* Trained sales force consultative selling techniques; developed marketing and sales materials that spoke to

the customer.

* Increased revenue 320% in 12 months from $920K to $2.9M; secured contracts including: Deutsche Bank,

Morgan Stanley, Pitney Bowes and Marsh & McLennan.

* Led the $300K sale of operational security processes to Lehman Brothers.

CO-FOUNDER / CEO

BRUTEFORCE SECURITY, May 2002 Jan. 2004

NORWALK, CT

Provider of information security consulting services to Fortune 500 firms across the country.

Directed all operational and sales aspects including P&L, product development, marketing, press relations

and recruiting.

* Secured 10+ Fortune 500 clients. Developed direct sales channel, sales campaign strategies.

* Generated monthly revenue of $50K in 12 months.

* Partnered with 25+ security vendors to become a VAR for RSA Security, Netegrity, Ingrain Networks, Sana

Security and Whale Communications.

* Fostered repeat business by providing exceptional customer service.

MARTHA STEWART LIVING VP/CTO Jul. 1999 Apr. 2002

OMNIMEDIA, NY, NY

Multifaceted corporation with revenue from television, publishing, merchandising and e-commerce.

Recruited and directed a team of 50 IT professionals in design, implementation and maintenance of systems

and platforms. Directed corporate technology strategy and budget line.

PROCESS IMPROVEMENTS

* Within 6 months, increased core system availability from 92.6% to 99.95%; architected and implemented a

new infrastructure to meet significant increases in site traffic and corporate data centers.

* Increased end user satisfaction and productivity. First call resolution improved to 47%, emergency calls

decreased to 1%; closed 12K tickets in 12 months.

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RESUME

EDWARD SCHENK, CISSP ********@*********.*** H: 203-***-**** C: 203-***-****

Norwalk, CT http://www.linkedin.com/pub/edward-schenk/0/58a/b90

* Reduced overall desktop TCO 14% in 36 months through aggressive price negotiation, vendor

consolidation, standardized platforms and builds, resource tracking and online asset management.

* Saved $1M annually by implementing a cost effective content management system to catalog 250K digital

assets.

* Planned and implemented a multi-million dollar facility installation on time and within budget. Project

included HVAC, electrical, telecomm, environmental controls, security, network and server, core systems,

site operations management center and SOA datacenter supporting 3 sites.

ARTHUR ANDERSEN BUSINESS CONSULTING, SENIOR MANAGER Jul. 96 Jun. 99

New York, NY

“Big 5” consultancy, providing Fortune 500 with best practice business and technology consulting.

Responsible for growing annual consulting revenue. Led and participated in strategic technical engagements

including e-commerce architecture development, manufacturing process redesign, and technology

organization resdesign. Led the firm’s internal Advanced Technology Group Infrastructure team. The

following are select project engagements:

*The Guardian Life Insurance Company- Participated in the technical analysis and infrastructure design of a

web based application architecture with 5,000 end-users and 130 national locations. Design included an

Intranet architecture, a data warehouse, two new financial systems and eight custom-developed intranet

applications. Tasks included developing the business case, functional and technical requirements as well as

application and technical architectures.

*Harris Publishing-Led the infrastructure design of a large book publishing firm’s next generation publishing

system. Designed included mainframe data feeds, desktop design and editing and online/print publishing.

*Louis Vuitton-Led a restructuring of the IT organization. Assessed existing IT operations and staffing,

developed new organization structure with roles and objective’s, detailed job descriptions and

responsibilities including performance measurement.

*Additional Clients-First Data Corporation, Thomson Corporation, Sequa, TRS Wireless and Hachette.

CAREER NOTE:

Electronic Directions, NY, NY; Senior Consultant (Jul. 1994 Jun. 1996)

Air Age Publishing, Wilton, CT; Director of IT (Jun. 1988 Jun. 1994).

IT EXPERIENCE: DCN Technologies including: Storage Attached Networking, Optical Networking, Server

Fabric Switching, Application Content and Networking Services, Wide Area File Systems, Uninterruptable

Power Systems and Circuit Provisioning.

EDUCATION AND TRAINING

CISSP - (ISC)2

Arthur Andersen - Received technical, process improvement, business development and management

training including; Consulting Process Framework, RadFrame, Method One, Change Enablement, Project

Management and Estimating, and Process Reengineering. Trained in data flow diagramming, network

infrastructure architecture, case tools, development tools, data warehouse products, and others.

Cisco – Sales Masters, Sales Presentation Training, ITIL, ISO27001

BFA, Kent State University, Kent OH

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