Sales Inside

BRIAN J. DESILVA

** **** **** **** ~ Chelmsford, MA 01824 ~ 508-***-**** ~ *************@*****.***

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Senior Sales / Sales Management / Sales Operations Professional

Sales Planning & Strategy * Training & Development * Sales & Marketing Operations * Business Analysis & Reporting

Inside Sales Management * Consultative & Solution Sales * Direct & Channel Sales * Customer Service & Renewals

• Dynamic sales career with a proven track record of exceeding sales quotas across diverse market segments and verticals

(i.e., Midmarket, Enterprise, Financial) selling a broad spectrum of software (i.e., Security, Business Intelligence,

Virtualization) hardware and services within direct and channel (one and two-tier) models.

• Expert with Microsoft Office and CRM/SFA tools, including experience as Salesforce.com administrator,

managing lead assignment and workflow rules as well as dashboards and sales, marketing and executive reports

to provide greater visibility and transparency to sales, management and executives.

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EXPERIENCE

VIRTUAL IRON SOFTWARE, Lowell MA 09/07 –Present

Virtual Iron provides enterprise-class software solutions for creating and managing a virtual infrastructure.

Director, Sales Operations

Reporting directly into Sr. VP of Worldwide Sales, working closely with inside and field sales teams developed consistent and

repeatable model (created “Playbook”) in the areas of lead management, qualification, partner recruitment and management,

Salesforce.com usage, and ongoing training. Managed worldwide channel operations, domestic renewals, lead registration

desk, design and implementation of sales incentive plans, sales reports (forecasts & pipeline), executive reports and dashboards,

and Salesforce.com administration.

Key Achievements:

• Successfully created and implemented sales plans and strategies to help the organization grow software license revenue

from $1.5M in 2007 to $3.4M in 2008.

• Built automation and workflow in Salesforce.com to dramatically improve sales efficiencies while maintaining headcount.

• Key stakeholder in due diligence work to prepare company for successful acquisition.

• Key stakeholder in multiple projects to integrate Salesforce.com with other systems and software (accounting, marketing,

website, partner portal, etc.)

• Launched support renewal process in coordination with Finance and Customer Support teams increasing rates from 28% in

Q308 to 96% in Q408.

COGNOS, an IBM COMPANY Burlington MA 02/02 – 09/07

Leading global provider of business intelligence software, helping companies combine information from their entire business to help

people make smarter decisions and together, drive corporate performance.

Inside Sales Manager – Global Major Accounts

Management position, reporting into Director of Inside Sales, leading team of eight Global Major Account and Enterprise

Account Inside Sales Specialists. Strategically involved in build out (hiring, metrics, training, etc.) of new Global Major

Accounts and Enterprise inside sales team.

Key Achievements:

• Promoted from Business Development into Sr. Sales (02) and again into Team Leader (06) role managing direct reports.

• Key contributor in growing ISR organization from $3.5M annually with seven ISRs to over $15M with over 20 ISRs.

• FY07 (2006) Achieved 102% of annual sales quota.

• FY06 (2005) Cognos Eclipse Winner- Producing double digit license revenue growth three years in a row.

• FY05 (2004) Area Rep of the Year-Mid Market: Lead team in license and service revenue.

• FY04 (2003) Cognos Eclipse Winner -Achieved 108% of annual sales quota.

Continued…

BRIAN DESILVA Page Two

• FY03 (2002) Lead nationwide team in terms of both lead generation and impact to pipeline ($1.5M revenue).

RSA SECURITY INC. The Service Division of EMC, Bedford, MA 09/00 – 12/01

Market leader in e-Security infrastructure solutions consisting of cryptographic technology, enhanced authentication and public key

infrastructure services.

Sales Trainer

• Managed and delivered on all aspects of worldwide new hire sales training and ongoing product training for 200+ sales and

SE’s resulting in increased ramp up time for new hires and increased retention of sales force.

• Responsible for building curriculum, resulting in reduced ramp up time (quota attainment). The program involved

comprehensive learning approaches including: classroom instructor-led training and online learning tools.

GENUITY INC., Burlington, MA (Formerly known as BBN and GTE Internetworking) 06/97 – 09/00

ASP specializing in enterprise solutions consisting of managed connectivity (dedicated lease line, frame, DSL, VolP), managed

hosting (UNIX and NT) and managed security services (Checkpoint FW1).

Manager – Account Management Department

Reported into VP of Inside Sales and successfully managed quota carrying sales team ($13M annually) of 12 -17 sales reps.

Managed new-hire and ongoing training/development for Telesales dept consisting of 70+ reps.

Key Achievements:

• Promoted from Territory Representative to Management (98).

• Built mentor program and was instrumental in growth of Telesales organization with annual sales growth of

$12M to over $90M within two years.

• 1998 GTE Internetworking President’s Winner Circle with 128% of quota. (1.2M)

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EDUCATION

University of Massachusetts at Amherst - Isenberg School of Management

MGMT 301 – Completed Principles of Management, 2007

Saint Anselm College - Manchester NH

BA, Psychology and Certificate in Business and Human Relations

Pi Gamma Mu- International Social Science Honor Society

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TRAINING

Virtual Iron Sales Training Certification (2008)

Hiring Excellence – Manager Certification Program

Performance-based Hiring (The Adler Group -2007)

Live cold call training (Accelerated Sales Results 2006)

Team Leadership (Intersol 2005)

Sandler Sales Training (2004)

Beacon Group-Selling Solutions B2B (2003)

Holden Corp-Power Base Selling (2001)

ON Target (2000)

Solution Selling Workshop (1998)

Dale Carnegie Course (1998)

Miller Heiman-Strategic Selling (1997)

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