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Sales Manager

Markham, Ontario, Canada
December 04, 2017

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Stouffville, ON 416-***-****


Assist organizations to become more efficient by enabling IoT, digital transformation, and automation.

A trusted advisor to clients, providing broad and in-depth technical knowledge and expertise encompassing IoT, managed services, network storage, networking, security, Software as a service (SAAS), hardware and peripheral solutions, and Infrastructure as a service (IAAS). Build relationships within client and technical teams, collaborating with corporate and client resources to deliver a high degree of customer satisfaction, and brand recognition. Set customer expectations of network performance, delivery, and negotiation of cost of goods to meet client’s budget. Expertise in:

National Sales Leadership Solution Selling

Strategic Account Management Profit & Loss Management

Product Marketing / Management B2B Sales

Channel & Distribution Management Budgeting & Forecasting PROFESSIONAL EXPERIENCE


Enterprise IOT Sales Manager 2015 – 2017

Engaged and supported the Enterprise sales team to focus on IoT solutions. Promoted, solutioned, and sold TELUS secure connectivity solutions to Enterprise client base. Territory coverage expanded to include Canadian government and Ottawa Enterprise in second year.

• Drove several multimillion dollar IoT opportunities, including Metrolinx, OTN, Brookfield GIS, Moneris, and Loblaws, to closure.

• Built an Enterprise funnel in excess to $20M in first 12 months from zero by engaging with Enterprise sales, leveraging relationships to deliver IoT solutions to Enterprise client base, including IoT secure connectivity projects for confidential documents and data through associated hardware and networks.

• Collaborated with internal teams to develop IoT portion of RFP for 15-year $35M contract with Metrolinx utilizing secure IoT network protocols, and liaising with customer, engineering, and technical teams, ensuring timelines were met.

• Actively participated in solutioning a network for energy monitoring targeted at solar farms and major institutions for energy use monitoring and reduction, rolling out globally with central site and remote device monitoring. This incorporated a single global pooled rate plan and single network through a single provider, enabling expansion of services globally and eliminating need for further negotiations with 3rd-party carriers to deliver services, regardless of location.


Regional Sales Manager 2014 – 2015

Managed major channel resellers with an in-vehicle computing platform, supporting full telematics and Wi-Fi support for fleet management systems.

• Negotiated $6M custom ruggedized equipment for digital signage within first 6 months by reaching out to major distributor engaged in OEM deployment of rugged industrial computing devices.

• Approached leading screen manufacturers with a custom built 4k OPS media player, securing several large orders with large screen manufacturers 100 inch plus 4K screens. TERRY PANDIAK PAGE TWO


• Engaged with Intel and McAfee to bring to market a secure application ready IoT platform, producing a secure platform which was shipped directly from the factory with McAfee security integrated into the hardware.

• Collaborated with Intel district sales to increase co-sell opportunities involving rugged internet security and M2M solutions, resulting in Lanner becoming a recognized partner in the Intel Intelligent System Alliance. STONEFLY NETWORKS, Toronto, ON

Canadian Partner Manager (contract) 2012 – 2014

Contracted to build a reseller channel for the sale of Unified SAN and NAS products in Canada and Northeast USA. Designed channel strategy and plan for presentation to executive and reseller partners.

• Signed 4 potential partners for Canadian National Master Standing Offer (NMSO) and 6 regional reseller partners within 6 weeks by offering Stonefly’s platform and support for Canadian governmental projects to the exclusive few.

• Developed materials and specifications for partner sales and technical training, resulting in a knowledgeable team of focused resellers promoting Stonefly across Canada. IMAGE INTERNATIONAL, Toronto, ON

Director, North American Sales (Contract) 2008 – 2012 Led day-to-day operations of the organization, as well as market development and sales. Sourced and expanded a network of North American resellers.

• Re-built sales organization, allowing for a greater recovery of client corporate assets.

• Drove revenue growth 15% annually while profitability grew nearly 20% by realigning business methodology and practice.

• Engaged partnerships with executive managers and technical leaders from leading technology providers, (Intel, Microsoft and Tier One Storage Vendors), enhancing and improving inter-company and corporate vendor relations significantly, adding to growth and recognition in the territory. ADDITIONAL PROFESSIONAL EXPERIENCE

CIARA TECHNOLOGIES, Mississauga, ON / Montreal, QC National Business Unit Manager (OEM)

Managed a team of 4 to hunt and support net new business for white label OEM opportunities across North America. Built and delivered custom systems just-in-time (JIT) purposely to eliminate heavy inventory charges for customers, and in many cases, drop shipped directly to the end customer of behalf of the client. Leveraged Intel architecture as primary platform of choice and included PC, server, and storage products under the client’s logo to allow client brand recognition.

• Negotiated, closed, and provided 5K systems ($8.5M) in alliance with Westinghouse for a new Delta Airlines terminal in preparation for Atlanta Olympics.

• Sold 10K unit system solution for Bank of Ukraine ($14M), working with Canadian Export Development Corporation (CEDC) to obtain export permits and overcome issues associated with shipping cargo overseas.

• Negotiated and won multiple storage and systems contracts (NMSO) valued at $50M+ with Canadian government.

• Recognized with numerous annual performance awards, including the ‘Presidents Award’ for achievement. EDUCATION & PROFESSIONAL DEVELOPMENT

Diploma, Civil Engineering, Southern Alberta Institute of Technology, Calgary, AB

Coursework, Civil Engineering, University of Calgary, Calgary, AB

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