Mark Kotch

*** ******** *** *********, *******

ac695w@r.postjobfree.com 732-***-****

www.linkedin.com/pub/mark-kotch/9/841/12b/

Senior Sales Executive

EXECUTIVE SUMMARY

Performance-driven ambitious Sales Executive with extensive experience prospecting new clients and driving sales growth in the technology industry. Proven track record of building and expanding territories, penetrating new markets, and managing key accounts. Adept at consultative and technical sales, business development, and contract negotiations. Drive revenue and increase market share by consistently delivering customer-focused solutions that demonstrate product value and build foundations for loyal, long-term client relationships.

Areas of Expertise:

Self-Starting – High Energy - Strategic Planning – Territory Development – Consultative Sales Approach – Market Positioning & Analysis – Sales Forecasting - New Business Development – Key Account Management – Needs Assessment & Solution Selling – Client Relations & Customer Service - Sales-Life Cycle Management – Branding – Pre-Sales Support – Executive Negotiations & Presentations including White boarding solutions.

Professional Experience

Seagate Technology – Northeast Territory (Division sold to Cray Computer) 8/16 – 11/2017

Seagate Technology PLC is an American data storage company. It was incorporated in 1978, as Shugart Technology.

Since 2010, the company is incorporated in Dublin, Ireland, with operational headquarters in Cupertino, California. Powered by Seagate, the system integrates all aspects of hardware, software and support for the latest 2.5 version of Lustre® parallel file system. Key benefits of Lustre 2.5 include a client metadata performance improvement of up to 700 percent, as well as support for up to 16 billion files under a single file system. Lustre 2.5 also enables hierarchical storage management for easy data transfer between storage types and 1TB/sec performance all critical features for organizations working to solve the world’s most complex data challenges.

Sales Executive - High Performance Computing Storage Sub-Systems to Supercomputing Centers.

Responsible for selling High Performance Computing (HPC) with Seagate New ClusterStor 300N System With Flash Acceleration for HPC Applications with HPE teams and partners to large scale accounts in my territory with IBM, Dell, NetApp, Supermicro, and DDN.

Supercomputer specialist Cray announced it is acquiring Seagate’s ClusterStor HPC storage array business for an undisclosed sum as part of a strategic deal and partnership. The deal closed in the third quarter of 2017.

105% quota attainment of 1.5 million dollars

Hewlett-Packard Enterprise – Northeast Territory (Work force reduction) 2/15 - 5/16

Global provider of technology products, software, and solutions to consumers and businesses across financial, government, health, and educational sectors.

Sales Executive – Software Defined Storage & Hyper-Converged Sales Specialist

Provided strategic guidance to organizations with regard to technology, IT Infrastructures and the enablement of major business processes through enhancements to IT. Orchestrated new business-development functions for high-volume sales of servers, storage, software, HPC and networking solutions. Managed new product rollouts, strengthened customer and partner relationships, and led product demonstrations and sales. Developed northeast territory, directly interfacing with partners and clients to identify and adopt new product solutions.

Achieved 135% of $7M annual quota for new product rollout.

Spearheaded New Hyper-Converged Product rollout from HC-240 to newest model HC-380 Model which is the largest selling server in the industry.

Expanded corporate presence in market share by generating large-scale accounts and optimizing customer service needs.

Responsible for selling High Performance Computing (HPC) with Seagate New ClusterStor 300N System With Flash Acceleration for HPC Applications with HPE teams and partners to large scale accounts in my territory against IBM, Dell, NetApp and DDN.

HPE started layoffs for 5,000 of its 50,000 workforce, or one in ten were effective in the Next work force reduction in 2016.

Maxta – Northeast Territory 7/14 - 2/15

Maxta provides a software defined storage solution that maximizes the promise of hyper-convergence that can be deployed as either software or as pre-built systems on MaxDeploy Architecture. By maximizing choice, simplicity and saving so organizations achieve the greatest ROI without compromising data servers, scability or resiliency.

Regional Sales Manager

Recruited to lead sales initiatives targeting software defined storage and hyper-converged solutions. Maintain current key accounts while heavily prospecting new customers to drive revenue growth and increase corporate presence in niche market share. Foster relationships with C-level executives, leading inquiries and presentations that identify customized software-defined-storage and hyper-converged server solutions across the service providers, pharmaceutical, healthcare, and financial-services industries. Analyze client needs to assess and develop transformative business-development solutions in the areas of software, servers, memory, disk and networking, risk and compliance.

Achieved 248% of annual quota over last calendar year of $1M.

Drove new account growth by 190% by doing shows like VM World, EMC World, Cloud Computing Vmugs, Gartner.

Hired Bloggers hired SA’s for New York, Boston and Philadelphia, Incubated Marketing campaign for new lead development with Rain King, IDC, Tech Target, Linkedin, HootSuite and SpiceWorks.

Expanded account base 30% over one year by directing 100+ prospecting calls per day.

Covered Fortune 1000 accounts, service providers and SMB market space while building channel partner relationships.

Proximal Data (Acquired by Samsung) – North America 1/12/ - 7/14

Global provider of server-side caching software solutions for all three Hyper-Visors to businesses across the country by selling through OEM and Partner relationships

Director of North American Sales

Recruited to lead sales of AutoCache software solution to established Fortune 2500 enterprises and new businesses segments and cultivate OEM relationships. Identified cohesive and tailored AutoCache software solutions, leading executive-level presentations that demonstrated software offerings and capabilities. Interfaced with corporate representatives to assess business needs, aligning offerings and solutions in a highly customized manner.

Generated 70% increase in sales across emerging market shares by establishing OEM relationship with Micron and evangelizing capabilities of AutoCache software solution to their partners and customer base.

Drove distribution strategy with Ingram Micro and Info X for a one and two SKU offering to the channel with Micron PCIe and SSD offering with AutoCache software bundle.

Drove corporate presence 100% with channel model.

Established over 120 new channel partners with new channel program.

Authored and led AutoCache workshops for Micron partnership, enterprise-level customers, distribution partners and channel partners.

ExtraHop – New York Metro Area and Pennsylvania Territory 9/09 – 12/11

Global provider of software, and solutions to businesses across financial, government, health, and educational sectors.

Regional Sales Executive – Software Sales

Engaged to manage and open New Enterprise Accounts and cultivate strategies for expanding new business-development initiatives. Increased Pipeline by $15M in new projects including System Diagnostics for large enterprise accounts.

Opened new corporate relationships with key accounts, including ADP, SunGard, Covance, AIG, TD Bank, Deutsche Bank, Time Warner, HBO and Comcast.

Achieved average of 135% annual quota.

Sold 52 New Name opportunities.

Expanded corporate presence in market share by generating large-scale accounts and visibility.

Cisco – New York Metro Area and Pennsylvania Territory 3/04 – 9/09

Global provider of Networking and software solutions to businesses across financial, government, Pharma, health, and educational sectors.

Regional Sales Executive - ANS – Advanced Network Services and Security Software

Engaged to manage Enterprise Accounts and cultivate strategies for expanding new business-development initiatives. Spearheaded new-account engineering, building relationships with newly acquired customers that increased retention of customer base. Positioned Cisco service offerings as industry leader to drive customer base within market share.

Increased Pipeline by $18M in new projects including new rollouts, claims management messaging, domestic brokerage mobility, high frequencies trading platform caching.

Strengthened corporate relationships with key accounts, including MetLife, AIG, Marsh, NY Life, Anthem Healthcare.

Achieved average of 125% annual quota over five years.

Sold 132 New Name opportunities

Expanded corporate presence in market share by generating large-scale accounts and visibility.

Brocade Communications– New York Metro Area and Pennsylvania Territory 1/99 – 3/04

Global provider of SAN Switching Fibre Channel software, and solutions to businesses across financial, government, health, and educational sectors.

Regional Sales Executive – SAN Switch Networking

First Rep Hired to implement pull through strategy from channel to end user accounts later hired as Regional Manager for NYC Office.

Opened and strengthened corporate relationships with key Banking customers including Morgan Stanley, JPMC, CITI, Bank of New York Mellon, Deutsche Bank and Goldman-Sachs later managed teams on these accounts.

Achieved Salesman of the year three out of five years.

Sold largest deal in companies brief opening history with Morgan Stanley.

Education & Professional Development

Bachelor of Science – Pennsylvania State University – University Park, PA.

SDS & Hyper-Converged Systems Certified / EMC Storage Certified /

Brocade SAN Sales Certified / Target Selling / Creating Your High-Performance Team /

Cisco Advanced Selling / MaxSach Selling / Miller Hieman Selling / Target Account Selling

Selling in a down economy

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