Sales Customer
Resume:
Jeff Edwards
Lead by example, manage with insight
Hartford, Connecticut Area
************@*****.***
Jeff Edwards ************@*****.*** 408-***-****
Tenacious, highly effective sales leader with proven track record of mentoring & growing sales teams & building pipelines thru new customer acquisition & customer retention/expansion. Extensive global experience introducing & selling cutting edge enterprise technologies including: business continuity, cloud based SaaS big data analytics, storage & networking solutions with associated professional services. Strategic account planning discipline with history of successful tactical execution. Highlights
Revionics
98.7% Customer renewal
rate
3x sales growth first year
Established Asia Pacific
business
Atrato
Established Microsoft as a
customer
NEC
Grew sales 20% per
annum
Copan Systems
Pre - revenue to $15M in
18 months
Nishan Systems
Drove revenue 5x in 15
months
Hitachi
Grew division revenues
from $30M to over $100M
in 2 years
StorageTek (Oracle)
Increased revenue from
$4.3M to $33M in 19
months
Professional Experience
Executive Consultant, Sales & Customer Success January 2015 - Present Advisor to emerging & high growth technology companies focused on enhancing sales growth, customer success (retention and growth), implement and improve sales, account management & business development capabilities.
SVP Sales & Account Management Revionics, 2010 – January 2015 SVP, Managing Director Asia Pacific
SVP, Managing Director Asia Pacific & Global Customer Success Revionics is a global leader in retail end to end merchandise optimization delivered thru a cloud based solution. Responsibilities changed based upon the growth needs of the company. Initially head of sales and account management. 3x bookings growth over previous year. Established customers and partners in Korea, Singapore and Australia. In January 2014, Assigned additional responsibilities to improve the renewal rate of the customer base. Improved the renewal rate from to 98.7% and improved the revenue expansion within those customers by 37%.
VP Sales, Atrato 2009 - 2010
Atrato was a pioneer in the Intelligent SSD and High Performance Storage space. Mandate to refine and expand the sales team, re-define the sales model, identify and recruit partners, OEM’s and resellers. Salvaged the Microsoft relationship due to product issues and within three months closed a million dollar deal. VP Sales, NEC America, Information Technology Products Group, 2006 – 2009 Responsible for North American sales for three product groups: storage, servers and software. Created distribution channels, re-sellers and developed integrated solutions that solved our customers’ business issues. Sales grew over 20% per annum. Joined initially as the VP Sales for Hydrastor, a ground-breaking Intelligent Grid storage platform. VP Sales, Copan Systems 2004 - 2006
Revolutionized the long term care and access for archive data with their Massive Array of Independent Disk’s (M.A.I.D.). The charter for this stage B company was to secure 10 early adopter customers and then to expand the relationship on a much larger scale. 8 of the 10 early adopters became large customers of Copan. Responsibilities also included recruiting a sales organization, establishing processes, compensation plans, reseller program and partner program. In 18 months, grew the company from pre revenue to $15 million.
VP Global Sales, Nishan Systems 2002–2004
Nishan Systems developed the ability to extend fiber channel for Storage Area Networks. Responsibilities include revamping the sales force, expand the reseller network, recruit OEM’s, establish and international presence starting in Europe, refine sales processes and develop compensation plans. Grew the revenues in 5X in 15 months. The company was sold for $93M in 2004 to McData Corporation.
Jeff Edwards
Lead by example, manage with insight
Hartford, Connecticut Area
************@*****.***
Jeff Edwards ************@*****.*** 408-***-****
Education
Northwestern University,
International Marketing
studies, J.L. Kellogg School of
Management, Chicago, Illinois
campus.
IBM Sales Training Las
Colinas, Texas.
North Central College, B.A.,
Business Administration,
Naperville, Illinois.
President, COO geneticXchange 2000 - 2002
geneticXchange was a data integration company focused on biotech. Mandate was to run day to day operations and to act as the sales head for this series A company. Established The Singapore Genome Project as a customer. Vice President, GM, Enterprise Solutions Hitachi Data Systems 1998 - 2000 Hitachi Data Systems (“HDS”) is one of the largest global enterprise storage solution providers. Charter was to help evolve HDS from a storage and server company into a solutions oriented company. Global responsibility to develop cutting edge storage solutions and then to roll them out to the market. Developed tone of the first operational SAN’s. Grew the business unit from $30M to over $100M. Director, North American Sales StorageTek Consulting 1996 - 1998 StorageTek was the leader in tape backup and archive storage. Mandate was to help evolve the company from a hardware company to a solutions company. Initial charter was to build a consulting organization to a team of approximately 70. Second charter was to build an overlay sales organization to work with the hardware organization and help them sell solutions. Drove solution revenues from $4.3M to $33M in 19 months plus another $58M in hardware sales.
Virtual Business Continuity Consultants, 1993 - 1996 Provided consulting services in two main areas: sales training/ field assistance and disaster recovery consulting. Clients included: AT&T Solutions, Digital Equipment Corporation, Wang Laboratories, and TRG. The project at AT&T focused on coordinating the various AT&T sales teams as they created a response to a very complex, nine figure outsourcing RFP. Engagement focus at Digital Equipment was training and field assist their disaster recovery overlay teams.
Director, Strategic Accounts, Comdisco 1990 – 1992 Comdisco was a computer leasing and disaster recovery giant. Recruited to help facilitate cross selling between the two organizations which, up until then acted in silos. Largest single win was Nestle for $33M.
Virtual Business Continuity Consultants, 1988 – 1990 Created the Virtual Business Continuity (“VBC”) architecture. Regional Sales Manager, Sungard Recovery Services 1985 – 1988 Sungard Recovery Services provided corporations with data center back-up facilities in case of disaster thru a subscription model. Responsibilities included: cold calling to prospect for new clients in the Midwest territory. Closed the largest account in the company’s history at that time and was the #3 rep in 1986 and #1 in 97 and 98. National Accounts Representative, IBM Corporation 1983 – 1985 IBM is one of the world’s largest and recognized technology solution providers. Responsibility for converting our competitive installed accounts to IBM. Additionally, was assigned target prospects to sell them mainframes, storage subsystems, software solutions, word processing systems and terminals. Closed a mainframe deal that encompassed a suite of software solutions and DB2 which led to a Regional Managers Award – the youngest Rep to receive the award at that time.
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