Sales Vice President

JOSEPH P. GRUCA

*** ******** **** *: 770-***-****

Alpharetta, GA 30004 abnib7@r.postjobfree.com M: 678-***-****

SUMMARY

Results oriented senior executive with proven track record in leading direct sales and channel sales

organizations. A self motivated, strategic thinker with demonstrated business leadership, strategic

marketing capabilities and full P&L responsibilities in the enterprise software, IT and Telecom industries.

Often characterized as a passionate and charismatic leader whose particular strengths include building

high performing teams and long term customer/partner relationships.

PROFESSIONAL EXPERIENCE

C A I NC . (formerly Computer Associates) 2004-2009

Vice President, North American Channel Sales, Apr 2008-Apr 2009

Responsible for general management of all North American commercial resale businesses, including:

• Managed team responsible for relationships with our largest enterprise software focused VAR’s with

annual product revenues in excess of $30 Million annual.

• Managed all Two Tier distribution (VAD) relationships.

• Managed all Large Account Reseller (LAR) partners with annual sales in excess of $50M annual.

• Created and executed appropriate marketing strategy, market coverage models and channel product

development and pricing strategy.

Vice President, Technology Sales, Sept 2006-Apr 2008

Responsible for management of an 85 person Sales and Presales Technical Support team whose efforts were

specifically dedicated to the enterprise software space. Specific duties and accomplishments included:

• Closely aligned with direct sales team to develop and execute a market specific sales approach within

each of our key product categories. Exceeded annual quota responsibility in excess of $400 Million.

• Created comprehensive assessment and development program designed to significantly enhance

competency and skills of our technical resources team.

• Worked in conjunction with corporate Product Development and Business Unit teams to create new

product enhancements and opportunities based on market requirements and customer feedback.

Vice President, Partner Advocacy, Oct 2004-Sept 2006

Responsible for the creation and execution of a comprehensive plan to build an alternative route to market

business in the Southern Area of the United States. This included Valued Added Resellers, Global Systems

Integrators (Deloitte, Accenture, Bearing Point, etc), and specialized boutique regional integration companies.

While functioning in a true start up capacity specific duties and accomplishments included:

• Recruited and staffed an entirely new Partner sales team.

• Created and managed channel marketing plan and accompanying budget.

• Recruited and developed a viable partner ecosystem virtually from scratch.

• Effectively delivered new channel strategy to executive management and field sales teams in order to

dramatically change what was almost exclusively a direct sales model.

I NGRAM M ICRO I NC . 2001-2004

Vice President, VAR Sales, Apr 2001-Aug 2004

Duties with this industry leading Fortune 100 technology distribution company included managing a 250

person sales organization with geographic locations in Buffalo, New York and Santa Ana, California.

Annual revenue quota exceeded $2.5 Billion. Specific duties and accomplishments included:

• Managed a reseller base of 10,000 customers located in the South and Western area of the US.

• Helped to architect 2004 Business Plan in support of key company imperatives resulting in year over

year growth results which exceeded expectation by 50%.

• Built a revolutionary go to market vendor engagement plan for top 2-3 most strategic vendors. This

plan which aligned Ingram strategy and resources with the vendors resulted in unprecedented year

over year growth performance.

JOSEPH GRUCA PAGE 2

PROFESSIONAL EXPERIENCE (continued)

I NGRAM M ICRO I NC . (continued)

• Helped to develop and execute new strategic direction for the company designed to differentiate us in

the market by creating a true demand generation approach to the business.

• Served as organization spokesperson to the press and executive vendor interface, regularly attending

industry events to articulate our strategic direction and enhance market presence.

• Executive sponsor and leader of a team that re-engineered sales overlay organizations. Resulted in

incremental revenue growth and marketing dollar investment from vendors by 50%.

• Managed organization to upwards of 50% productivity gains from early 2001 levels.

G LOBAL C ROSSING L TD. 1994-2001

Vice President and General Manager, Small Business Markets, Aug 2000-Apr 2001

As a member of the company executive management team, oversaw operational responsibilities for the

management of the Small Business and Non Franchise Consumer Markets. Annual revenue

responsibility of $450 Million and operating expense budget of $20 Million.

Vice President, North American Sales Operations, December 1998-August 2000

Functioned as “Chief of Staff” for Sales President. Specific duties included:

• Overall project management for the selection and implementation of a new Customer Relationship

Management (CRM) and Automated Order Entry system to a 1000 person user community.

• Coordinated and managed a $100 Million operating expense and $25 Million capital expense budget.

• Oversaw prioritization of all IT projects related.

• Managed all aspects of real estate and telecommunications administration.

• Coordinated and assisted with delivery of quarterly business reviews to CEO.

Senior Director, Customer Care, Dec 1994-Dec 1998

Responsible for General Management of Commercial Customer Support organization. Specific duties

included:

• Managed geographically dispersed Call Centers with a total of 150 representatives with an annual

revenue plan of $250 Million and an operating expense budget of $12 Million.

• Designed, developed and executed strategies for selling to and retaining small business customers.

• Created an internal call center service bureau which reduced operating expense by $2 Million annually.

M OORE, BUSINESS F ORMS AND SYSTEMS DIVISION 1984-1994

Eastern Area Sales Manager, Nov 1991-Dec 1994

Responsible for the operation and management of geographically dispersed call centers in Chicago, New

York and Canada, with an annual revenue plan of $20 Million and operating expense budget of $4

Million. Specific duties include:

• Day to day management of all 100 personnel in alignment with sales and profit forecasts.

• Developed and conducted sales training, and coached appropriate selling strategies.

• Earned highest company quality achievement award for a program designed to increase sales to

existing account base.

• Prior Management roles and positions included: Sales Operations, Alternate Channel Sales, Sales

Supervisor.

EDUCATION

Business Studies – State University College of New York at Buffalo – Buffalo, NY

A.A.S., Business Administration – Erie Community College – Buffalo, New York

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