Sales Manager

DWIGHT A. KLUMB

*** ********** ***** 760-***-****

Escondido, CA 92026 ************@*****.***

SALES MANAGMENT

Sales Manager with extensive experience in the software and hardware industry and a proven track record

in Channel Management, generating revenue and leading sales teams. I possess a broad technical

knowledge and have outstanding leadership and creative problem solving skills.

CAREER HIGHLIGHTS

13 years of computer storage sales expertise.

Managed professional sales and engineering teams as well as resellers exceeding assigned sales

quotas.

Increased revenue an average of 121%.

Extensive experience working with Fortune 1000 companies.

PROFESSIONAL EXPERIENCE

Qualstar Corporation, Simi Valley, CA Oct, 2007 – April, 2009

A leading Automated Tape Library manufacturer providing data backup and archiving solutions through

storage centric Channel Partners throughout the world.

Regional Sales Manager

Responsible for identifying and driving business through partners within a five state territory by

proactively working with end users resulting in profitable revenue.

Met or exceeded all quotas and goals generating $2.5M during my first year of employment.

Identified and brought on five new enterprise class resellers increasing market share through

training, marketing events, webinars and on-site end user visits to achieve assigned goals.

BakBone Software, San Diego, CA Jan, 2006 – Oct, 2007

A leading Software Company that publishes backup, disaster recovery and business continuity software

solutions targeted at SMB and Fortune 1000 companies.

Channel Sales Rep

Quota attainment through Veristor, Horizontek, Partners Data, Custom Storage, IoDynamix and other

storage VARs.

Responsible for the identification, development, and sale of software through various reseller partners

throughout the Americas to end users in a defined geographic area.

Generated over $800K in annual channel sales with focus on storage VARs and leveraging OEM

relationships.

Tandberg Data, Poway, CA April, 2002 – Jan, 2006

Storage Solutions Company with core competency on NAS and Tape Storage solutions for SMB and

Fortune 1000 companies.

North America and Canadian Sales Representative

Exceeded annual quota of $1.6M/qtr. by developing new market segments from trade show leads and

company research with a focus on Medical, Legal and Imaging market place.

Responsible for generating new reseller/OEM accounts and managing existing accounts for both Tape

and NAS storage product lines and grew sales force by 50% by establishing new resellers in the

United States and two new resellers and Manufacturers rep firms in Canada.

Luminex Software, Riverside, CA 1996 – 2002

A software developer and hardware integrator of CD, DVD authoring systems and tape libraries as well as

mainframe attached host bus adapters for various storage applications.

Business Development Specialist October, 2000 - April, 2002

Position encompassed the marketing and sales efforts of the entire product line with emphasis on

channel partnering opportunities and management of vertical and VAR account penetration of North

America and International accounts.

Developed analysis and implemented Strategic Partnering programs, which directly resulted in the

addition of 6 resellers and a 17% growth in revenue.

May, 1996 – October, 2000

Sales Manager, Data/Ware Interface: Sales Manager of the Year 1998

Accountable for sales and marketing of channel attached gateway adapters (HBA’s) and sales of output

systems (COM and CD authoring) to Fortune 500 companies such as Safeco, Walgreen’s, American

Express, and Geico.

Responsible for a $3.9 million quota with an emphasis on reseller/VAR channel (SUN Microsystems

exclusively) and account management that resulted in a 126% quota achievement.

Responsible for P&L and budget for staff of 5 with interaction of various departments throughout the

organization.

Various technology companies May, 1984 – April, 1996

Multiple Zones: Corporate Account Manager: Yearly Quota Buster 1994

A direct marketing VAR for PC and Apple computer software, hardware and peripherals.

Grew sales force by 35%, which resulted in a wider and deeper market penetration, by defining territories, compensation

plans, marketing material and training for 9 person staff. Successfully developed and implemented a proactive, 3 market

segment sales model encompassing North America, which resulted in a 28% increase in annual sales through State of

Nevada, State of Oklahoma, and other commercial accounts.

Power Up Software: Southwest Area Manager: Presidents Club 1987 and 1988.

A software development company that published utility and publishing software for PC and Apple computers.

Developed short and long term sales strategies (push and pull strategies, bundles, timelines, etc.) for our channel partners

that increased sales volumes by 27% with emphasis on mass marketers and specialized resellers. My territory was from

Los Angeles-South, to Texas-East with concentration on Direct Marketers, VAR’s and Fortune 500 business’s to achieve

125% of assigned quota.

Business Land (formerly Amerisource): Corporate Account Sales Manager: Annual Quota Buster 1984 and 1985

A regional infrastructure solutions provider for small to medium sized companies.

Developed and defined 4 territories with vertical markets, respective quotas for an outside sales force for Tulsa and

surrounding cities resulting in a 10% increase in revenue and 103% quota achievement.

EDUCATION

B.S., Marketing – Tulsa University, Tulsa, OK

References upon request

Contact this candidate