Sales Manager

NICHOLAS FELICIONE

Five Morello Court

Farmingdale, NJ 07727

H: 732-***-**** ****@*************.*** C: 908-***-****

SUMMARY

Highly successful senior sales executive. Exceptional business builder with diversified experience in the planning, development,

implementation and operation of programs, businesses and services. Outstanding analytical, strategic planning and negotiation

skills. Special ability to coordinate complex business details and gain cooperation of multiple decision makers in a highly

competitive environment.

SENIOR MANAGEMENT QUALIFICATIONS

Over nineteen years experience in progressively challenging sales and senior sales management positions. Proven ability to

create, develop, maintain and retain high volume sales. Extremely successful developing and maintaining local and remote

senior sales personnel. Possess broad range of management skills including:

• Building successful, highly productive and dedicated sales teams.

• Vision, strategy, policy and delivery.

• Providing effective leadership in complex, dynamic environments.

• Ability to readily shift from macro to micro thinking and from strategic to tactical planning.

• Contract and partnership development and negotiation.

• Building relationships across organizational lines.

• Staff mentoring, recruitment, development and motivation.

• Forecast planning, tracking and reporting.

• Presentation skills, oral and written communications.

PROFESSIONAL EXPERIENCE

POLYCOM 2007 – 2008

Director of Sales

Managed and led the Major Account Sales Team selling to Fortune 1000 accounts.

• Managed a team of six senior sales managers resulting in quarter over quarter and year over year growth.

• Promoted awareness of video conferencing from single unit sales to major refresh enterprise-wide sales.

• Instituted sales structure including executive call plans, sales account plans, forecast, sales training and presentation skills.

• Under my leadership, the team increased the average deal size from $6,500 to over $75,000.

• Raised the customer visibility with executive management and channel partners.

RSA SECURITY (EMC) 2006 – 2007

Director of Sales

Responsible for developing and executing strategic initiatives for customers and prospects within the eastern region of the

financial services sector. Led the team that reported record high revenues while developing and maintaining senior level

contacts.

• Managed a staff of five direct sales and two inside sales people resulting in a 30% increase in financial industry sales.

• Closed five seven-figure deals within the financial services industry within a nine-month period.

• Achieved President Club Status by exceeding quota by 119%.

• Created up sell opportunities through enhanced product offerings for the authentication token security device.

• Developed senior level customer contacts and trust resulting in solidifying external sales relationships.

NIKSUN, INC. 2004 – 2005

Executive Vice President

Recruited to rebuild and expand sales infrastructure for direct, OEM and channel sales.

• Increased the existing sales staff by 50%.

• Established sales office in Dallas, Texas to penetrate the south and southeast markets.

• Created channel sales plan and hired executive to run channel sales.

• Implemented methodologies for sales measurements for better visibility, forecasting and planning.

NICHOLAS FELICIONE PAGE TWO

FINJAN SOFTWARE 2002 – 2003

President

Appointed to restart and rebuild this organization thus allowing CEO to court investment capital. Responsible for sales,

marketing, and worldwide operations. Recruited to rebuild and make the company profitable and to take the company public.

• Recruited new personal and rebuilt Sales, Marketing and Operations.

• Initiated and orchestrated relocation of corporate headquarters from CA to NJ and restructured company alignment.

• Successfully turned the company around and posted positive cash and profitability in third quarter.

• Within the first nine months increased sales postings by 150% over the past two years’ performance.

• Defined new sales procedures, compensation plans, and channel alliances.

NETWORK ASSOCIATES 1997 – 2002

Senior Vice President

Responsible for sales development of McAfee Anti Virus products and services within the United States, Canada and Latin

America reporting to the President. Prior to assuming this position, was the General Manager for the Government Division of the

entire Network Associates product lines. Primary focus on Government, Education and the Public Sector. Hired as the Director of

Sales for the Eastern Business Group, promoted to Vice President for North America and promoted to General Manager in March

2000.

• Ran a $300 million business unit, including responsibility for P&L. Achieved the first 100 percent quarter in the company’s

history.

• Managed a senior Sales Staff of 10 Vice Presidents. Total headcount authority in access of 600 people.

• Prior to the current position created a government vertical for the Eastern Business Group in 1998 and established a $25

million business unit, grew to $34 million in 1999. Promoted to General Manager for North America managing a $162 million

business unit.

• More than doubled the sales yields on a per rep basis.

MEGASYS, LTD 1994 – 1997

District Sales Manager

Developed sales and marketing business unit selling 4 GL base Accounting and Distribution software package.

Responsibilities included marketing software systems to the wholesale distribution market in the tri-state area. Asked by

management to join the new product development committee to help in determining product strategy for the organization.

Managed 4 sales people.

• Created consultative sales team focused on Accounting and Distribution software sales in the Northeast thereby opening up

new markets and increased sales opportunities.

• Built working relationships with VARS and Hardware Manufacturers; resulting in new contacts and increased sales.

• Negotiated and won the largest sale: over $650,000 for software and customization services.

• Established a cross functional team to strengthen product awareness and increase market share.

• Developed a telemarketing program aimed at selected markets within the distribution industry.

• Increased sales revenue by 125 percent during the first 10 months.

DIGITAL EQUIPMENT CORPORATION 1983 – 1994

Sales & Management

Joined the company as a Field Service Manager managing Customer Care Center. Responsible for 36 employees across a 24-hour

shift.

• Promoted to Sales Manager after two years. Created an inside sales team. Closed 32 million dollars in incremental business

within the first eighteen months. Managed this business unit for the Area Vice President.

• Promoted to the Area Marketing Development Manager. Created Sales programs to generate new and upgrade sales of

hardware products resulting in increased sales of 20%

• Achieved 265 percent of quota in direct sales. Consistent TOP DEC100 award winner.

This information contained hereto is confidential. Distribution of this document is prohibited without the consent of Mr. Felicione.

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