Sales Manager

Ron Harlow

Ron Harlow

Sales Leadership Partnership Development Innovative Revenue Creator

c: 949-***-**** ********@*****.*** www.rgharlow.com

Personal Profile

I conduct my business with passion and integrity. I keep my commitments. I treat my co-workers and customers with respect. I resolve conflict openly and fairly. I make things happen.

Career Profile

I have over fifteen years' experience as a channel sales expert in data security, enterprise and cloud networking and software organizations of both global and start-up size. My career path demonstrates success in advancement from RSM to Director to VP. I am a producer as an individual contributor or as a leader who can coach sales teams to their highest performance. I am knowledgeable in creating the tools to make sales teams responsive and successful. I am proficient in managing projects through large, complex organizations or in small start-ups with few policies in place.

Critical Skillset

• Cloud and Traditional Networking • Partner/ VAR/SI Management • Data Security, SaaS & Licensed Technology

• Channel Sales Management • Customer Acquisition / Retention • Solution-Based Consultative Sales

Superior Sales Achievements

Achieved rapid promotions at Madge Networks. From Channel Account Manager to Vice President in four years. Negotiated contracts of $3.5M to $4.0M quarterlyGrew revenue 45% year over year at start-up Gadzoox Networks through channel recruitmentGrew revenue from $0 to $10m in three years at start-up MShowCreated consulting company with partner from the ground up in 2001. Business plan, funding, client prospecting, financial management, marketing and sales were all within my responsibilityGrew revenue 48% at Cyberguard. Created entirely new sales model combining both channel and direct sales

Professional Employment History

Advisor and Consultant - Consectus Counsel current

Assists small business / start-ups in organizing their channel and direct sales models, target marketing and hunting end-user opportunities. Primary customer targets are data security, networking, ERP and SaaS organizations.

Locate, present, sell and deliver counsel to every client

Regional Sales Manager, Western North America - AlgoSec 2011 – 2012 (Company closed sales territory)

Data security and firewall analysis, cloud managed with renewal licensing revenue

Responsible for building entirely new business in 14 states and 5 provinces where no sales or marketing presence had previously been. Closed largest sale in region at the time with FirstBank.Expanded and improved channel program - built and trained new channel partners throughout the regionCreated marketing strategy for new territory, personally executed and delivered high ROI

Senior Territory Account Manager – Palisade Systems 2009 – 2011 (Venture capital exhausted, CEO removed)

Cloud managed web and data security platformwith renewable licensing revenue

Prospected in a hunter role to grow revenue sources from only SMB to also include F1000. Achieved quota due to this new strategy.A "re-start" organization where I was responsible for building revenue and end-user demand with channel partners or direct in the western US from the ground up. Successful at introducing new product across multiple verticals: Academic, Finance, Healthcare and others

Manager, Strategic Accounts – eStara 2008 – 2009 (Unstable technology)

eCommerce demand creation and customer service annually licensed software

Hired to be responsible for creating revenue in largest, most influential accounts in West. Successful at creating demand for product with “C” level decision makers by developing customer specific ROI presentationsAmazon, American Express, Disney, among new or retained customers.

Director, Distribution & VAR Sales, The Americas – Clearswift 2006 – 2008 (Company moved focus to EMEA)

Data loss prevention and e-mail compliance

Through my field sales team, maximized our distribution relationships, researched and recruited knowledgeable VARs and worked with our end-users to develop demand. Created channel sales analysis reporting, assisting company in product and marketing decision making throughout North America Planned, created and executed first seminar series to create end-user demand, educate and recruit new VARs

Director of Channel Sales, The Americas – Secure Computing 2005 – 2006 (Company acquired)

Director of Distribution and Channel Sales, The Americas – CyberGuard (acquired by Secure Computing)

Web, email and network security

At CyberGuard, responsible for revenue and six staff in Canada, the US and Latin America. At Secure Computing, responsible for all revenue through our distributors and their VAR partners throughout the Americas. Quotas met or exceeded at both companies for every quarter. Grew channel revenue 48% with recruitment planning and training planResearched, proposed, received approval for and executed new direct sales / channel program while maintaining revenue targets (at Cyberguard)Managed CyberGuard staff and product integration into Secure Computing team and channel

Director, North American Channel Sales – Servgate Technologies 2003 – 2005 (Company sold for intellectual property value to Cyrond in 2006)

Network security hub for SMB

Trained team to focus on end-user demand creation first, then how to pull in VAR for support as necessaryResponsible for all North American distribution, VAR, inside sales and channel sales field supportDeveloped and implemented a four-tier direct VAR program while maintaining our distribution-centric policies

Partner – Eklego Partners 2001 – 2003

Consulting firm aimed at assisting small start-ups

Prospected for new clients, determined company weaknesses then executed corrective action plan in sales, marketing and business goals

Vice-President, Sales – Mshow.com 1999 – 2001 (Company sold)

Cloud based on-line interactive broadcasting service

Responsible for directing all North American sales, field support and inside sales staff – team of 35 in US and Canada Built company revenue from $0 to $8M to $10MDeveloped and implemented sales training for C-level customer prospecting resulting in rapidly increased revenueEstablished the correct metrics to measure team penetration by account, platform and vertical markets providing the executive team the necessary visibility on our market performance

Sr. Director, Sales, The Americas – Gadzoox Networks 1996 – 1998 (Company IPO)

Storage Area Networking (SAN) start-up

Responsible for all aspects of channel sales and lead generation for the United States, Canada and Latin America Recruited and established distribution outlets and reseller relationships increasing market identity beyond the OEM business model resulting in 45% annual sales growth over two yearsExceeded revenue targets of approximately $900k quarterly

Vice-President of Sales, North America - Madge Networks 1992 – 1996 (Start-up opportunity during .com period)

Director, North America Channel Sales

Channel Account Manager

Data networking equipment: token ring, Ethernet and ATM

Responsible for $300M in direct sales and channel sales revenue as VP. As Director, created and built relationships with five distributors and 60 direct VARs. My performance was rewarded by multiple promotions, with the majority of my tenure as Director, North American Channel Sales.Met or exceeded revenue targets on a regular basisSuccessfully worked within administration of this global organization, creating and changing polices and receiving approval for execution. Created training, procedures and tools for sales people to improve personal performance and win deals

Education

University of Houston – BA, Business Administration Miller Heiman Sales Training Miller Heiman Strategic Selling

by IPOWER

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