Sales Manager
Resume:
TED DISSEN
*******@*******.***
Flowery Branch, GA 30542
https://www.linkedin.com/in/tdissen
PROFESSIONAL PROFILE
Accomplished IT Sales Executive with over 25 years of experience originating and managing client relationships, developing sales teams and executing sales strategies. Extensive attention to direct customer acquisition and channel/partner development. Consistently successful in building sales teams and expanding territories to achieve a top performing position. Background includes channel sales, individual corporate sales, sales team development, program management and solution selling with specific focus on storage, server, software and services.
SKILLS
Highly motivated sales professional who has proven experience in engaging, negotiating and motivating at executive levels
Ability to consistently overachieve goals and quotas through execution of detailed strategic territory plans and team management skills
Ability to recognize, direct and motivate key talent and guide to assigned goals
Diverse and extensive technical background across multiple technologies and platforms
EDUCATION
Georgia State University
Business – 1985
EXPERIENCE
LEXMARK INTERNATIONAL
Territory Sales Manager July 2009 – Current
Recruit, train and develop Lexmark’s Progressive channel partners in the five state Southeast Region. Main focus is mid-market end user acquisition and revenue generation for Lexmark’s print management service programs, software solutions including recently acquired Perceptive Software, Brainware, Kofax and Lexmark’s Fleet Tracker software, laser hardware and OEM supplies. Reseller partner responsibility includes product, software and service training and end user sales calls for larger opportunities. Currently have responsibility for over $25M in combined sales for hardware, supplies and part sales for SE region.
Key initiatives met:
Recognized for 2009 revenue growth / SE territory – 139%
Exceeded 2010 territory revenue goals at 117% & recruitment goals X 200%
Exceeded 2011 territory revenue goals at 129% of 4 component target
Exceeded 2012 territory revenue goals at 134% of 4 component target
Progressive Channel created with focus on MPS & Software Solutions
Exceeded 2013 territory revenue goals at 118%
Exceeded 2014 territory revenue goals at 140%
Exceeded 2015 territory revenue goals at 111% & Largest channel hardware opportunity closed
Exceeded 2016 territory revenue goals at 110% combined hardware & supplies
ADVANCED MICRO DEVICES
NA Channel Sales Manager August 2004 – July 2009
Hired, managed and directed NA Channel Sales inside team to reach assigned unit and revenue goals as assigned for AMD’s commercial processor products, including video chipsets, through proper territory planning and quota assignment. Managed P&L and expenditures for sales program while managing to forecast EBIT. I trained, mentored, presented and conducted individual sales to assure sales representatives and campaign reached mid-quarter revenue pipeline objectives and “end of quarter” revenue and margin commitments. Also directed sales for Embedded processor, Client sales, Server sales and Acquisition sales efforts and developed key initiatives for AMD’s NA Channel strategy.
Key initiatives met:
Product launch, Took Opteron to 28% US Market share vs. Intel’s Xeon
Sales team grew revenue 2375% over 24 month period
Exceeded North American unit and revenue quota 13 consecutive quarters
GATEWAY COMPUTER
Corporate Account Sales May 2002 – August 2004
Managed the Georgia Alabama territory for Gateway’s corporate customer base. The target size of this unit was 2500 corporate users and less. I sold all products, services and financial offerings in the corporate portfolio and also recruited and developed key channel partners.
Key initiatives met:
Achieved 163% of revenue, margin and strategic product quota 1st three quarters
Prospected, closed Gateway’s largest Plasma display reseller
Achieved 958% leasing and service revenue for Q4 of 2003
Increased territory revenue to 171% over previous year’s revenue
FALCONSTOR SOFTWARE
Director of Sales, SE Channel January 2001 – May 2002
Created relationships between FalconStor Software and Channel integrators as well as storage, switch, HBA and software manufacturers. FalconStor Software offers a storage infrastructure software solution that allows a customer to combine multiple environments such as Fibre, SCSI and iSCSI and pool the storage into virtual devices. Those devices may then be assigned to application servers as local storage and is offered enterprise class functionality through a variety of additional modules. Company solutions included: Virtualization, 128 bit Security, High Availability, Asynchronous Replication, Synchronous Mirroring, Snapshot, Zero Impact Back Up, Server less Back Up, Unified SAN/NAS and COD. O/Ss supported: NT/2000, HP U/X, AIX, Solaris and Linux.
Key initiatives met:
Signed company’s first purchase order in second month
Signed and trained Champion Computer, MTI and Dimension Data as Premier Partners
Achieved 116% regional quota of partners and pilot programs
Exceeded revenue quota of $500k by 20% for 2001 ($600k)
DELL COMPUTER
Account Executive, Large Corporate Accounts Dec. 1998 - Dec 2000
Responsible for managing assigned large corporate accounts (3,500 to 18,000 users) in the Atlanta area on a multi-divisional basis. Performed long range planning with CIO and Director level executives through use of TCO and ROI presentations and Dell’s Executive Briefing Center. Directly responsible for overall achievement of team quota and customer satisfaction. Sales training includes: SAN/NAS, B2B selling, web and application hosting.
Key initiatives met:
Exceeded $32M annual quota for 00’ at 125%
Designed and closed $4M dollar technology rollout for Shaw Industries and accelerated the technology rollout schedule with creative leasing options
Acquired business for Enterprise Group from General Dynamics through relationship with Gulfstream Aerospace ($4.8M revenue gain)
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