Sales Manager
Resume:
Ronnie Martinez
Houston, TX 77040
*********@*****.***
Background Summary:
To obtain an executive or equity level position in an organization marketing, and selling technology-
based solutions to the Oil and Gas Industry. Sixteen years experience leading, and directing some of
the most successful outside sales teams in the country. Former professional tennis player, competitive
golfer, and computer enthusiast.
Current Position: (
Global Account Manager
- Energy) Silicon Graphics, IncJune 2006
-Oct 2008
Position: (
Global Account Manager
- Shell Oil) Hewlett Packard
Responsible for managing the 3rd largest corporation in the world. Service and support a 185M dollar
account. Manage all US day to day sales activity as well as lead and direct a large service and support
team across the globe. Work closely with customer to identify and create specific Oil and Gas
solutions helping them grow their business while reducing costs.
Products: HP servers, HP Software portfolio, Consulting and Integration, HP Storage, HP services
Markets: Oil and Gas
Level of Contacts: CTO, CIO, VP, Dir-IT, Sys Admin, Managers, Global Procurement
Customer: Royal Dutch Shell
May 2005
-June 2006Start-up
Position: ( Director of Business Development
) Scali Software
Responsible for selling Enterprise Linux Server, Cluster and MPI software to the energy sector.
Duties also include working with senior executives at HP, IBM, and Dell to ensure OEM
partner/customer success in energy. Work with and support channel partners world wide on
strategic opportunities. Forecast and manage pipeline business both direct and indirect. Work
with customers and provide feedback for future software revisions.
Products: Linux Cluster Management Solutions, Server Management Solutions, MPI Connect
Solutions
Markets: Global Oil and Gas, ISVs-Worldwide, Financial, Automotive
Level of Contacts: CEO, SVP, CTO, Dir IT, Sys Admin, CFO
Customers: PGS, Shell, Paradigm, Norsk Hydro, Chevron, Petrobras, GX, Shell, Conoco, CGG,
BP, HP, IBM, Dell, SGI, Novell, Ford, Toyota
June 2003
-May 2005 Start-up
Position: ( Sr. Account Manager
/Regional OEM Sales) RLX Technologies
Responsible for selling RLX Blade Server/Server Management solutions to enterprise customers
nationwide, but held a primary territory in Texas. Worked closely with engineering and
marketing to position RLX as the pioneer/leader in blade server computing. Duties also
included consultative selling into complex accounts, and providing a complete and total solution
including both servers and management software.
Also supported RLX Authorized Channel Resellers in strategic accounts.
Products: RLX (HPC) Linux and Windows Blade Servers, Control Tower Server Management
Suite, LSI Fibre Attached Storage, RLX Linux Cluster Manger, Turn-Key Cluster Services,
OEM Software Solution for competitive products.
Markets: Oil and Gas, Fortune 500-1000, Energy Companies, Seismic, Bio-Tech, University
Research Labs ISPs, ASPs, Telco, Server Manufacturers
Level of Contacts:CEO, EVP, CTO, COO, CFO, SYS-ADMIN, DIR-IT
Customers: Sprint PCS, The Planet, P2P Engineering, Absolute Performance, SimDesk,
Landmark Graphics, Marathon, SGI, PGS, GP Leasing, University of Houston, Lexicon
Genetics, Sandia Labs, Boeing Labs. OConnor and Associates, Virtual Compute, MergerTree.
Accomplishments:
Sold Over $10 million dollars in server/software revenue.
(July 2003-Dec 2004)
250% above plan, year after year (2003-2.5 million in sales, 2004-7.5 million in sales)
Only sales person to reach Presidents Club in 2003.
Presidents Club Winner in 2004,
Closed the largest ( revenue) account in RLX History, .
Won a Rolex from CEO for closing over 1 Million Dollars in Revenue, (After 2nd quarter of
employment)
One of only two sales reps to stay employed after the announcement that RLX was leaving the
Blade Server business ( 25 sales reps laid off )
Promoted to Regional Sales OEM, and Business Development Manager (to Focus on OEM
Server partnerships)
Dec 2002
-June 2003 Start-up
Position: (National Sales Director
) Eduneering, Inc.
Responsible for selling online, compliance driven solutions to the Energy sector. Managed a
nationwide territory.
Products: Enterprise learning management system, custom e-learning courseware, computer
based training for Human Resources, Security, and Corporate ethics.
Markets: Energy Corporations: Oil, Gas and Utilities.
Level of Contacts: CEO, EVP, HR, VPS, DIR, COO, and GC.
Customers: BP, Koch Industries, Kinder Morgan, Kaneb, Chevron, Shell, Exxon, Burlington
Resources, Marathon, and Teppco.
Accomplishments: Top sales person for 1st quarter revenue.
February 2002
-December 2002Start-up
Position: (Director of Sales
) CyrusOne Data Center
Duties: Responsible for sales and delivery of data center solutions/managed services to
Houston based corporations. Managed a small team of outside sales professionals as well as
helped with all marketing efforts to grow an unknown start-up. Worked closely with a team of
network engineers to scope, design and implement CyrusOne solutions.Duties also included
managing and overseeing all channel partners, and activities. Business development activities
include: Trade shows, web presentations, tremendous cold calling, organizing golf events, and
direct mail pieces.
Products: Provided a complete turnkey solution ranging from colocation, disaster recovery,
managed services, bandwidth, storage networks, and network security (IDS) deliverables. We
also provided HP Openview monitoring and management for large complex networks.
Markets: Oil and Gas, Fortune 500 companies, ISD's, universities, government, financial
trading, and software companies with mission critical applications.
Level of Contact: CEO, CTO, CIO, and Directors of IT.
Customers: Metro Transit Authority, Dynegy, Calpine, EZOT, JaguarPC, MHI, GC Services, EOTT,
Duke Energy.
Accomplishments: Grew customer base from 11 customers to 25 customers in less than 6 months.
Average sales size ranged from 35K to 500K, with an average sales cycle of 3-6 months.
June 2000
to Feb 2002Start-up
Position: (South West
Regional Sales Manager
) Mentor Communications Group
Duties: Responsible for selling and marketing Mentor Software Development to a nine state territory.
Provide Microsoft, and Lotus support software solutions to C Level executives. Manage a team of
national sales managers to exceed 5.5 million dollars in annual revenue. Responsible for prospecting,
and growing VAR partnerships. Business development activities include: Trade-shows, web
presentations, cold-calls, golf tournaments, and special marketing campaigns.
Products: Enterprise, e-learning support software, and custom development support software for ERP,
and CRM applications.
Markets: Oil and Gas Fortune 10-1000 companies within the Corporate, Higher Education,
Healthcare, Technology, and State and Local government sectors.
Level of Contact: CEO, CIO, COO, CFO, Dir of IT, Help-Desk Manager.
Customers: City of Houston, ABB-Vetco, Metro, TSU, UH, Verizon, Exxon, Continental Air, TXU,
Harris County, and Hertz.
Accomplishments: Built a pipeline from $0 to 6.7 million in less than one year, with a 75% closing
ratio. Responsible for closing our largest nation-wide VAR, Amherst Computer Corp.
August 1997
to June 2000
Position: (
District Sales Manager, Area Sales Manager,) CompUSA Direct
Duties: Responsible for the sales, management and training of all CompUSA Direct sales/IT
executives for CompUSA Direct Corporate Business. Responsible for 1.5M in monthly hardware,
software, and outbound service revenue. Establish target goals, prepare quotas, daily sales calls with
field reps and continuously prospect and close new business. Responsible for all outbound IT services,
Training Dept, managed services, 6 sales offices and acted as project manager for all off-site
opportunities. After 6 months of impressive performance I was promoted to Area Sales Manager:
Responsibilities include direct supervision of seventeen outbound sales executives covering four states
(TX, AK, LA, MS). Products marketed are personal computer hardware, software and professional
services. The heaviest focus is placed on LAN/WAN integration from installation to ongoing day-to-
day support. Customer base is commercial and public sector. Measurement is gross profit margin and
percentage of revenue contribution from products vs. professional services, 150 Million in year-end
revenue.
Products: Hardware, software, storage solutions, system integration, training, tech services, Rollout
services, Cabling services, and MS enterprise solutions provider.
Markets: Oil and Gas, Houstons top 1000 companies, TX universities, Healthcare Services and state
and local government
Level of Contact: CTO, CIO, IT, IS, Help-Desk, Purchasing.
Customers: Continental Air, Harris County, Exxon, Shell, Texaco, UT, UH, Rice, Blue Cross,
Halliburton, City of Houston, Duke Energy, Mustang Engineering, Fisk, 3-D Intl, Metro, Unocal.
Accomplishments: As District Sales Manager I was responsible for growing a 150K per month office
into a 1 million dollar branch in less than 4 months. I was the most successful Area Sales Manager in
Houston, and eventually managed all 6 direct offices citywide. Presidents Club Member
1999-2000
.
May 1995
-August 1997
Position: (District Digital Specialist
) Lanier Worldwide Inc.
Duties: Responsible for the sales and marketing of Lanier network-digital printing, copying and
faxing solutions to Houston based companies. Duties also included managing 15 outside sales
executives, 4 national account managers, 5 inside sales representatives, and a team of network
engineers/admin to achieve and exceed monthly digital quotas of one million dollars-plus in revenue.
Other responsibilities included managing all off-site document solutions projects and deploying service
response teams.
Products: Lanier Monochrome Digital Network Copiers, Lanier Color Digital Copiers, Lanier Print-
on-Demand systems, Lanier MFD/Fax, Lanier Digital Voice equipment, Lanier Software Solutions.
Lanier System Integration Services.
Markets: Oil and Gas, Fortune 10-1000 companies within the Corporate, Higher Education,
Healthcare, Technology, and State and Local government sectors.
Level of Contact: CFO, CTO, CIO, Dir of IT, IS, Purchasing Partners, MDs.
Customers: Harris County, Nations Bank, Kinkos, United Way, BFI, HEB, NEC, Lucent, UHD,
Bracewell&Patterson, City of Houston, Enron, Marriott, 24Hour Fitness, Loomis Fargo, Baylor
College of Medicine.
Accomplishments: Was the first District Digital Executive hired within the region. 100% of plan for
12 consecutive months. Closed 2 of the largest sales opportunities in companys history: Nations Bank,
and Kinkos. Presidents Club member 1996-1997.
January 1991
-March 1994
Position: (Multimedia Sales Director
) Houston Multimedia Center
Duties: Responsibilities included managing all desktop publishing, graphic design, web page
development and video editing projects in house. Responsible for establishing new accounts, and
managing small team of designers and sales reps. Assisted on numerous CD ROM projects and acted
as liaison between company and clients. Provided software and turn-key solutions to corporate,
government, education, and healthcare industries. Exceeded 2.5 million dollars in year-end revenue in
software sales alone. Managed one of the largest Apple Resellers in Houston, TX.
Products: Custom Software Development, Kiosk Development, 3-D Animation, Video Editing,
Apple Hardware, Software, and Services.
Markets: Fortune 10-1000 companies within the Corporate, Higher Education, Healthcare,
Technology, and State and Local government sectors.
Level of Contact: VP Marketing, VP Advertising, IT, IS, Controller, Communications Dir, CTO,
CIO.
Customers: Sperry Sun, Hess Corp, Conns, Baker Tools, Grant PrideCO, Texas State Legislature,
DPS, Houston Zoo, Exxon, Shell, Texaco.
Accomplishments: Closed the largest CD-Rom development opportunity in company history with
Angel Records. 2.5 million dollar project, spanning over 2 years to complete.
Education: University of Houston
- BFA, 1991-1995: Art History/Graphic Communications- Double
Major Wharton County Junior College,
1989 - 1991 (Received full tennis scholarship)
Special Honors: HP, 107% of plan 2007, RLX Presidents Club 2003-2004, Presidents Club Member
for CompUSA Direct., Lanier Worldwide Inc. 3rd in the Country for HP Sales 1999-CompUSA,
President Club RLX Technologies-2003/2004.
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