Sales Customer Service

BOB DARABANT

** **** ***** **** * Lexington, MA *2421 * 339-***-**** * *********@*****.***

SENIOR EXECUTIVE SUMMARY

Vice-President World Wide Sales/ Network Security

Innovative and results-driven leader focused on achieving exceptional results in highly

competitive Enterprise environments that demand continuous improvement. Experienced in

driving products, process, and customer service improvements while building partnerships with

key business-decision makers Consistently improved quality, reduced operating costs while

improving Channel and Sales models by implementing Global partnerships with Mobil Operators

Enterprises & OEMs including cooperative selling techniques (cross licensing, incentive based

selling, shared revenue, managed services and @ cost hardware & OEM models) Areas of

expertise in:

Process Optimization * International Operations

Distribution Channels * Product Management

Customer Relations * Matrix Sales Management

Productivity Improvement * Budgeting / Forecasting

Operational & Strategic Planning * Incremental Revenue Streams

Known for building incremental revenue streams and motivating cross-functional teams that

exceeded corporate expectations Personal experience managing and driving revenues

through matrix sales organizations of IBM, Nortel, Ericsson, Motorola, & Hewlett Packard

PROFESSIONAL EXPERIENCE

Montego Networks, Lexington, MA (acquired by Undisclosed) 2008-2009

President / Chief Executive Officer (2008 – Present)

Virtualization Security Software focused on Policy Enforcement & 3rd Party enablement.

Led the company from a ground floor start-up through product development, product

commercialization, product testing and acceptance and eventually to acquisition

o Brought to market the first viable security solution for virtual infrastructures

o Orchestrated a capital/equity raise from private investor and angel networks

along with the development of the operating plan and financial model.

o Established overall go-to-market sales, channel and distribution strategy

which included selling to Enterprises, Distribution, Federal Gov, Resellers,

System Integrators, OEM, and Strategic partner alliances

o Drove first year revenues from $0 to $3M in under 12 months

o Through creative marketing initiatives, awarded Top 10 Hottest Start-ups by

InfoWorld

Reflex Security, Inc., Atlanta, GA 2006-2008

Virtualization and Multi-gigabit Network Software Security

EVP World-Wide Marketing, Sales and Business Development

Formulated US and International go-to-market Marketing and Sales strategies and was

responsible for development of overall corporate operating plan.

o Drove revenues from $2M to $18M annually in under a year

o Accelerated distribution from 25 to 550 partners globally

o Increased customer base from 100 to over 700 in same period

o Repositioned company as “Visionary” in Gartner magic quadrant

o Brought to market the Industry’s first 10Gbs IPS security solution

SentitO Networks, Inc., Acton, MA (acquired by Verso) 2005-2006

Carrier-class VoIP Switching manufacturer specializing in VoIP Transport & Termination, PBX

trunking and Residential VoIP for the US and International markets.

Sr. VP World-Wide Sales, Business Development & Customer Engineering

Developed and launched go-to-market strategies for US and International markets.

Responsible for all Sales and Technical Support initiatives

O Ramped customer adoption to 32+ customers in (7) months

O Created third party partner co-operative selling and support programs

O Drove sales pipeline to $80M, including Telefonica, T-Mobil, Sprint, Nextel,

Orange, Vodafone, Verizon, AT&T, Rogers, Alltel, KDDI, Deutsche Telekom,

Nokia, Megafon & other Russian carriers

Bluesocket, Inc., Burlington, MA (merger with PingTel) 2003-2005

Multinational wireless security gateway manufacturer to enterprise & federal government

Vice President World-Wide Sales, Marketing, Biz Dev, and Customer Engineering

I was responsible for developing a multifaceted global launch strategy. Created and

developed strategies which incorporated multiple channels including distribution, major

system integrators, regional resellers, and other strategic partnerships.

o Drove sales & support organization from $700K to $20M annual growth

o Lead Partner acquisition to 580 globally with reach to 60 countries

o Increased customer base from 200 to over 1700 in 18 months

NetScreen Technologies, Inc, Sunnyvale, CA 1999-2003

$400M International Security specialist (IPO then acquired by Juniper Networks)

Vice President N. America, Telecom Providers & Global Strategic Alliance Sales

Personally developed sales strategies and built teams to address the Enterprise, Carrier,

Federal Government, Latin America, and International markets. 500+ partners

O Developed and mentored sales teams of 150+ to explosive growth from $2M in

1999 to $237M in 2003

o Drove Incremental revenues through cooperative selling with Ericson, MCI &

Sprint via leveraging partners internal sales and distribution channels; revenues

exceeded $30M annually

o Created a Managed Security Services Provider business from $0 to $23M in

under eighteen months

o Negotiated all flavors of contracts and technology agreements including ones

with DOD (IDIQ), IBM, GE, Ericsson, Sprint, MCI WorldCom, Schwab, Cox

Cable, Boeing, Exodus, Teleglobe, Cable W ireless, Roadrunner, and Swift Bank

NextPoint Networks, Westford, MA (acquired by NetScout Systems) 1997-1999

Start-up specializing in network management and monitoring software

World Wide Vice President Sales and Business Development

Hired and directed (12) field sales organization to recruit high level partners including

Computer Associates, Cabletron, and Hewlett Packard. Effectively developed direct

sales strategy to fortune 500 type end user accounts such as ADP, Pilgrim Health,

American Airlines, VISA, GE, Georgia Power, Litton, Walt-Disney and Pepsi

o Took revenue from $0 to $3M quarterly in just under eighteen months

o Built field installation services programs for installations and configuration

o Formulated strategic business analysis and plan which lead to acquisition

Shiva Corporation, Bedford, MA (IPO then acquired by Intel) 1993-1997

$200M International VPN and remote access specialists

Vice President Managed Services and OEM Sales

o Responsible for all major relationships, strategies, and negotiations including

license agreements, OEM, SI, VAR, and Telco programs, and purchase/sale of

acquisition of Spider Software

o Led growth from $0 in 1993 to $85M annually in 1996, positioning the company

for IPO and contributing 43% of revenues with only 6 people

o Built strategic OEM programs with Nortel, HP, IBM, Motorola, Racal Datacom,

American Airlines & Hayes, and drove $205M in revenue through matrix sales

models within these companies

CMC Corp, Santa Barbara, CA (acquired by Rockwell International) 1988-1993

$50M manufacturer of, Ethernet, FDDI, PC, ISDN, VMS-VAX products

National Sales Manager (1991-93)

o Drove OEM Agreements with Cisco, Rational, Silicon Graphics and others

o Created Federal Sales team and program to $10M annually

o Launched major business initiatives with AT&T and Digital Equipment Corp

o Additional information available upon request

U.S. Sprint Communications Company, Purchase, NY 1984-1988

o Residential Branch Manager (1984-86) – 200+ people

o North East Director of Training (1986-88):

o Additional information available upon request

EDUCATION

B.S. Marketing & B.S. Management, Slippery Rock University, Slippery Rock Pennsylvania, 1983

C-LEVEL REFERENCES PROVIDED UPON REQUEST

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