Sales Manager

Richard J. (Dick) Salerno

**** ***** **** *****, *********, NV 89011

Home - 702-***-****, Cell - 702-***-****

E-mail: abhyql@r.postjobfree.com

Abilities

. Twenty Five years experience in network design and architectures.

Design leader in many key Enterprise accounts in SNA/IP WAN

migrations, host data center designs, and campus switching solutions.

. Design development skills for highly complex internetworking systems

and architectures with strong oral and written communications skills.

. Technical management experience for over 9 years. Managed Education

Development Specialists, Corporate Consulting Engineers, Field

Consulting SEs, and Account SEs.

. Strong leadership and people development skills.

Achievements

. Consultant - IP Advantage. A Las Vegas based consulting firm.

Consulting assignment included providing a cost analysis and

recommendation on migrating Pinnacle Entertainment's in house email

and collaboration tools to a cloud based service. Report included an

in house current cost and five year in house plan as well as cost of

migrating to either a Microsoft or Google cloud solution.

. Consultant - IP Advantage. Consulting duties included Data Center

design and specification for the Co-location facility for the

Cosmopolitan Resort and Casino. Duties include writing and managing

the RFQ process for vendor selection of the Data Center facility.

Worked with the client on specifications, interviewed the vendors,

aided and made recommendations in the selection process.

. Senior Consultant/Instructor for Firefly Communications. Involvement

included teaching and courseware development for the Data Center

Discovery Workshop for Cisco Account Managers. Course was taught in

all four sales theaters (US/Canada, APAC, Emerging, and EMEA) with

consistently high evaluations from the students (4.3 and higher).

. MGM Mirage Account, Las Vegas, NV. Involved in the architecture and

design of the Project City Center, Guest Services Network. This is a

$9.2B Hotel/Condo Complex located on the Las Vegas Strip. This is a

very complex solution sale in a highly competitive environment. Cisco

was one of the finalists for the opportunity that will initially be

$15M.

. Managed the Application Oriented Networking Team for US/Canada

Advanced Technology Sales. This team was the only Cisco sales team

that was involved in application messaging middleware sales. Although

the market was developmental, the team made significant sales inroads

at FEDEX, NY Dept of Health, ATT Sterling, and Harris Corporation, as

well as many NY Financial firms. US product revenue was approx $1.2M

in FY07.

. Managed a Data Center Consulting team for Cisco US Enterprise sales.

In this capacity the team engaged with Enterprise customers involved

in Data Center opportunities in a consultative role to help customers

through Data Center designs. Customers included, Publix Supermarkets,

DHL, Wal-Mart, Marriott, and Progressive Insurance.

. Managed the technical leads for the Enterprise TLP Program, for WW

Sales. The TLP program was responsible for rolling up enterprise sales

requirements to the appropriate business units within Cisco.

Technologies I supported where Security, Storage, Wireless,

Routing/Switching, Content Distribution, and IP Telephony. In FY04,

96% of the TLP requirements where supported by the BU's and have been

integrated into the product roadmap for the respective technologies.

. During the time as Manager of the TLP Program, I developed a Cisco

five year strategic vision plan that was presented to Ford Motor

Company. The five year plan outlined our vision for products and

intelligent network integration that up to that time had not been

developed. The vision put together with the help of the Cisco business

units, Consulting Engineering, and Advisory Services resulted in Cisco

being named a strategic partner of Ford.

. Managed the Systems Engineering team for the Southeast Operation

during the four years 1998-2003. I was responsible for 35 SEs, 6 SEMs,

and 7 Consulting SEs. During this time the operation has always met

its customer satisfaction goals, always met its sales goals (100% or

higher), and met its employee development goals. During this time, I

promoted 4 individual contributors to SEMs, and 1 SEM to SSEM.

. Managed the Consulting SE Team for two operations in six states (FL,

GA, AL, TN, MS, and LA). Developed CSE specialists in IP Telephony,

Wireless, Optical, ATM, MPLS, and CDN technologies.

. Managed the Corporate Consulting Engineering group in the CTO's office

for the Southeastern US. Developed CE specialists in IPmc (Beau

Williamson), Security (Chris Lonvick), and tools development (Hank

Mauldin).

. Lead the pre-sales design activities for a number of key enterprise

accounts as a Consulting Engineer, including Suntrust Banks, Publix

Supermarkets, Barnett Banks, AmSouth Bank, International Paper, FEDEX,

Petronas (Malaysia), Social Security Agency, Federal Aviation Agency,

Federal Reserve and Bank of America. These accounts as well as many

others have produced over $200 million in revenue for Cisco over 8

years.

. Managed a group and developed complex technical education materials

for IBM in areas of SNA, Token Ring, and OSI for IBM's European

Education Centers.

. Developed as an IBM SE a Client Server Application (Field Developed

Program) based upon IBM 3270 protocols that was a prototype for

content distribution, messaging, and caching of relevant data. This

application was later sold to diverse accounts as National Westminster

Bank (UK), Eastern Airlines, and the State of Montana.

Work History

. 2010- Pres - Consultant, IP Advantage

. 2008-2009 - Sr. Consultant/Instructor, Firefly Communications

. 2007-2008 - SSEM/Network Architect, MGM Mirage Account, Cisco Systems

. 2006-2007 - Sr. SE Manager, Application Oriented Networking Sales,

Cisco Systems

. 2004-2006 - Sr. SE Manager, Enterprise Data Center Consulting Team,

Cisco Systems

. 2003-2004 - Sr. SE Manager, Enterprise TLP Program, WW Sales, Cisco

Systems

. 1998-2003 - Sr. SE Manager, Southeast Operation, US Sales, Cisco

Systems

. 1997-1998 - Target Market Manager, Federal Operation, US Sales, Cisco

Systems

. 1996-1997 - Manager, Corporate Consulting Engineering, Cisco Systems

. 1993-1996 - Corporate Consulting Engineer, Cisco Systems

. 1989-1993 - Manager, Education Development, IBM EMEA

. 1986-1989 - Sr. Market Support Representative, IBM US Marketing

. 1983-1986 - Advisory Education Support Representive, IBM EMEA

. 1978-1983 - National Account Systems Engineer, IBM US Marketing

. 1975-1978 - Associate Engineer, IBM Large Systems Development

Education

. The George Washington University, Washington, DC, BSEE, 1975

Contact this candidate