Sales Management

Donald H. Jodoin

** ******** ****** ****: 603-***-****

Bedford, New Hampshire Cell: 603-***-****

*****-**** ********@*******.***

PROFILE: High energy, results-oriented sales & sales management

professional with over 20 years of experience effectively

promoting Hi-Tech Software and Hardware security, networking,

and storage products. Proven track record for eclipsing

sales goals, motivating sales teams, and nurturing

relationships with C-level contacts at major accounts.

Strong communicator, negotiator, and total solutions provider

with the ability to influence key decision-makers.

Developed, grew and directed sales operations generating up

to $48 million in annual sales, led internal/external sales

teams of up to 30 employees, and closed individual deals

worth up to $4 million. Excellent customer relationship

management, strategic planning, problem solving,

organizational, presentation, analytical, and leadership /

people skills.

AREAS OF ( Strategic Accounts ( Enterprise Solutions ( New Product

Introduction

EXPERTISE: ( Channels of Distribution ( Strategic Partnerships ( End

User Sales

( Territory Management ( Lead Generation ( Project

Management

( VARs / VADs / OEMs ( Business Development ( Strong

Sales Presentations

( Security Solutions ( Storage Solutions ( LAN/WAN

Wireless Solutions

PROFESSIONAL East Coast Sales Director

EXPERIENCE: EXAR CORPORATION / HIFN, INC., Los Gatos, CA (1999 - Present )

A $135 million provider of semiconductor power management,

security and software solutions.

. Proven track record of consistently meeting and

exceeding revenue targets while selling in complex and

disruptive sales cycles. A Top 10% Sales guy.

. Consistently facilitated #1 regional ranking relative

to: semiconductor design wins, bookings, sales revenue,

new product introduction, and new account development,

exceeding goals by 25-50%.

. Spearheaded strategic program development and

implementation for successful OEM and Channel sales

throughout 25 states and Canada.

. Coordinated and supported all initial beta sites and new

product introduction for technologies that included data

encryption, compression, and deduplication.

. Generated 160+ design-wins with major security,

networking, and storage companies including over 25

design-wins worth $1+ million.

. Secured multi-million dollar partnerships and cultivated

relationships with EMC, Cisco, Alcatel-Lucent, Ciena,

and Tier 1 and 2 OEM's.

. Proven Success in developing, managing, and growing

strategic partner networks.

. Played a key role in increasing divisional revenue from

$24 million to $38 million.

. Experienced in developing C-level contacts from 70 -

200+ accounts using a strategic, solution approach to

illustrate and create interest for unique value

propositions.

. Grew EMC from $500,000 to $4 million in 2 years through

new product introductions, new business development, and

account penetration.

. Closed first design wins on new Security / Storage

products at Cisco, Sepaton, EMC, Curtis Wright, and

Whiptail Technologies.

. Created launch strategies and led entr e into data

reduction storage subsystems market, now generating $2

million in annual revenue.

. Oversaw the only sales region worldwide to design in and

sell HIPP III Security processors (5 accounts producing

$7 million per year).

Director of North American Sales

MEMOTEC COMMUNICATIONS, INC., Montreal, Canada (1998 - 1999)

A $75 million Datacom and WAN, Wireless networking company

now part of Comtech.

. Directed North American sales effort that boosted

revenue levels by 40% to $48M in annual sales, $2

million above goal.

. Led sales and strategic channel sales development for

WAN Networking product sales throughout the U.S. and

Canada.

. Rebuilt sales channel and increased reseller confidence

to include a new wholesale distributor and 40 multi-

national channel partners.

Donald H. Jodoin Page 2

. Supervised, trained, and motivated 14-person direct

sales team plus external sales force from 50+ resellers.

. Closed and managed a new $4 million deal with a

national wholesaler, while adding 8 new vertical 6

healthcare systems integrators.

Director of North & South American Channel Sales

ACCTON TECHNOLOGY CORPORATION, San Jose, CA (1997 - 1998)

A $100 million manufacturer of LAN SW and HW products and

interconnect devices.

. Effectively managed the North and South America sales

channel, increasing sales revenues from $19 million to

$30 million per year and exceeding quota by 158%,

. Increased annual Catalog Direct Merchant business from

$200,000 to $2.5 million.

. Created new vertical market channels in financial,

healthcare, healthcare and government sectors. Added 20

key complimentary resellers.

. Revamped lead generation procedures that more than

doubled the average number of monthly sales leads (from

50 to 125 sustained).

. Directly managed and grew Tech Data, Anixter and Ingram

Micro ($30M), expanding their combined revenue to Accton

by 125%.

Director of Worldwide Channel Sales

INTERPHASE CORPORATION, Dallas, TX (1994 - 1997)

An $80 million networking systems, HW products, and Custom

Solutions Company.

. Spearheaded the recruitment, development, and startup of

a successful Worldwide Channel Sales Program.

. Grew Channel sales from $0 million to $15 million.

Exceeded quota each year (205%, 115%, and 128% of goal).

. Coordinated channel strategy development, partner

selection, recruitment, contracting, development, and

integration within OEM corporate culture.

. Built strategic 3rd party relationship with Bay Networks

and contracted with major multi-national resellers

Anixter, Westcon, TD, Ingram Micro and Gates within the

first four months of employment.

. Established a direct, certified VAR channel of 20 firms

contributing $3 million after 9 months.

Vice President of Sales / Director of Distribution Sales /

Director of OEM Sales

RACAL DATACOM, Boxborough, MA (1988 - 1994)

An $800M Datacom products company. (LAN / WAN)

. Led the transition from a direct sales model to a multi-

tier matrix sales channel model, adding new products and

an incremental $24M in sales.

. Orchestrated a sales increase from $14 million to $38

million in annual sales built around a single, 2 tier

master distributor that supported 40-50 partners; VAR's,

and OEM's in the U.S. and Canada. Managed that Master

Distributor ($38M) as an Individual Contributor.

. Exceeded goals and objectives as Director of

Distribution Sales by 10-25% and as Director of OEM

Sales by 35-50%.

. Negotiated and closed 4 multi-year, multi-million dollar

distribution deals.

. Maintained Channel P&L management responsibility and

designed Matrix Sales, Vertical Channels, Product

Launches, and Successful Channel Development Programs.

EDUCATION: M.B.A.

RIVIER COLLEGE, Nashua, NH

B.B.S., Business Management

SOUTHERN NEW HAMPSHIRE UNIVERSITY, Manchester,

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