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Sales Manager

Location:
West Islip, New York, United States
Posted:
August 27, 2018

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Resume:

RONALD J. FALBO

** ******* ****** 631-***-****

West Islip, New York 11795 ac6tzi@r.postjobfree.com

Director/Channel Manager

High Energy, experienced, overachieving sales professional with a proven track record of exceeding quota in excess of

$30M annually. Spearheaded high-impact sales and product positioning strategies, opened new lucrative domestic sales channels, and closed Global Fortune 500 Accounts, by asking salient questions and probing, while always presenting my companines value proposition and the ROI my solution will deliver, thereby replacing my competition. Special emphasis on Enterprise Data Security, SDN Networking and Enterprise Data Center Solutions, and Enterprise Mobility sales. My end- user/channel background provides a unique perspective and ability to understand client needs and quickly satisfy them, resulting in increased customer retention and revenue growth. Specialties: Software Defined Networking/Network Data Security/Endpoint Security

Dynamic leader versed in rapid growth, start-up, and turn-around environments.

Strong background in building companies, management teams, products and sales channels for growth.

Success in driving large and complex sales and managing critical partner relationships in Enterprise, Government, Education, SMB channels.

Successful management of cross functional teams around common strategic objectives.

Track record of implementing innovative market positioning and developing diverse distribution channels. CORE COMPETENCIES

Building Sales Teams Sales Management Channel Sales Development Channel Marketing Business Development Contract Negotiation Product/Solution Evangelism Healthcare Strategic Planning Key Account Penetration Competitive Positioning Storage Area Network Program Development UCC Financial Industry Virtualization Solution Design Relationship Building Sales Training Negotiations Data Security Endpoint Security Compliance Value selling Mobility IOT SaaS Business Plan Development

Cross Functional Team Leadership Business Strategy SDN SD-WAN Security Network Analytics Cloud Video

EXPERIENCE

PLURIBUS NETWORKS, Palo Alto, CA 2016 - Present

DIRECTOR OF CHANNELS EAST

Startup Software Defined Networking (SDN) and Network Analytics solution. Recruited into the business to create a Channel, recruit and enable Channel Partners, where none existed before. Recruit, train, certify and enable Channel Partners to bring to market a game changing SDN solution.

Increased Channel Partners by 400%.

Overachieved Partner recruitment goals.

Closed $ 400K+ in net new revenue in conjunction with Channel Partners, utilizing highly successful end-user campaigns.

Contributed $ 1.8M in pipeline in conjunction with Channel Partners.

Team management, marketing events, joint sales calls.

Top 5% achievement in the company.

Talari Networks, San Jose, CA 2015 to 2016

CHANNEL SALES MANAGER, NORTHEAST (ME, NY/NJ/PA through VA) Created and managed the Channel for new SD-WAN Solution. Started 1st time Channel Program for company. Many Day One activities performed to get the program off the ground.

• Performed new solution launch in Channel

• Created new Channel from the Northeast through Mid-Atlantic

• Successfully recruited 11 new partners within the 1st 3 quarters

• Successfully created multiple Proof Of Concept opportunities with increased revenue of 150%

• Perform end-user sales calls jointly with the partners. Help develop Marketing/Lead-Gen programs.

• Trained sales and technical staff, created end-user marketing events, one to many, which led to net new business

• Increased Revenue by $ 1.5M, via Channel Sales

• Top 5% achievement in the company

Unisys Corporation, Bluebell, PA (Division closed) 2013 to 2015 SOFTWARE CHANNEL SALES MANAGER, NORTHEAST (ME through NY/NJ/PA and OH) Created and managed the Channel for new Data Security product, within a brand new, 1st time for the company, Channel Program. Many Day One activities performed to get the program off the ground.

• Start up Division.

• Created Channel within the Northeast from day one

• Successfully recruited 12 plus partners within the 1st 3 quarters

• Successfully created multiple Proof Of Concept opportunities with increased revenue of 135%

• Recruited, trained, and certified net new Channel Partners for the product launch.

• Joint calls with the partners, Cleveland Clinic, TJX, training sales and technical staff, created end-user marketing events, one to many, which resulted in 135% increase in revenue.

• Top 10% achievement in the division.

Synnex Corporation, Greenville, SC 2011 - 2013

CHANNEL SALES MANAGER, NORTHEAST (Maine through Maryland) Quarterback all account activities. Create and implement sales and marketing plans to increase sales and maximize channel partner sell through for Enterprise Storage solutions, HP Networking, HP Software, HP Services across the Northeast, marshall the resources to train and certify channel Partners to increase Enterprise Data Storage and the HP Suite of products, ie: Fortinet, to increase sell through within Channel. Work with my Partners to maximize profitability through the HP Partner One Channel program, thereby driving increasing revenue and sales. I utilize extensive Enterprise experience to help my Partners drive ever increasing Storage solutions to grow their business.

• Outperformed 2011 budget by 125%.

• Outperformed 2012 budget by 114%.

• Recruited multiple new partners from a limited Partner base (into Closed Source Annual Agreements).

• Created and implemented multiple Demand Gen/Marketing plans successfully, driving Net New business.

• Extensive HP Partner One knowledge utilized to benefit my Partners profitability, increasing bottom line.

• Trained sales and technical staff, created End-User marketing programs and events, made joint sales calls with Channel Partners, which resulted in increased revenue and overperformance of quota.

• Top 10% achievement in the division.

Ingram Micro, Santa Ana, CA 2008 - 2011

AREA MANAGER, HEWLETT PACKARD (HP) CHANNEL SALES (NEW YORK/NEW JERSEY METRO) Recruited into newly created Infrastructure Technology Solutions division and immediately outperformed peers in recruiting Enterprise partners. Formulated and implemented plans to increase sales and maximize channel partner sell through for Enterprise Storage solutions across New York and New Jersey. Trained and mentored internal and channel sales reps to increase Enterprise Data Storage sell through the Channel. Utilized extensive Enterprise experience to advance company’s conversion from volume distributor to Enterprise class distributor.

Increased sales across NY Metro Area despite current financial crisis, consistently generated new business through customized solution development and partner sales support.

Leveraged internal and external relationships to forge an alliance with HP Enterprise sales; resulted in increased sales performance.

Key player in first time penetration of enterprise market; won long-standing competitors’ clients.

Played key role in transforming company into an Enterprise class distributor.

Awarded for Most HP Enterprise Partners Recruited in the nation and #1 Highest Sales of HP EVA Storage Systems, which resulted in a large financial bonus.

Top 5% achievement in the division.

Bell Micro Products, San Jose, CA 2006 - 2008

MANAGER, HP BUSINESS DEVELOPMENT (MAINE THROUGH FLORIDA) Increased HP Enterprise sales across Eastern and Federal markets for $4B global computer products distributor. Designed strategic HP business plans for VARS and OEM partners to increase Enterprise Data Storage sales. Managed channel partner accounts. Supported Partner One, Storage Elite, and Linux Elite programs. Aided hardware integration and supply logistics. Conducted technical, program, and sales-related training.

Won clients away from larger distributors with competitive pricing by conveying value of company’s hardware integration and supply, resulting in 130% year-over-year increase in sales of HP products to OEM partners.

Recognized as #1 HP Business Development Manager in US Sales ; achieved +110% of Plan, which resulted in a large financial bonus.

Top 10% achievement in the division.

Candera, Inc, San Jose, CA (Chapter 11) 2003 - 2006 REGIONAL MANAGER, EAST COAST

Galvanized interest and support of product in pre-launch phases for start-up company and first producer of Enterprise-Class Network Storage Controller. Presented and demonstrated mock-up software. Positioned resellers for product launch.

Grew region from $0 sales to #1 nationwide in revenue and sales; secured high-profile deals with Northrop Grumman and WE television network; exceeded plan by 150% in first 3 months. Signed and proactively positioned multiple resellers for upcoming product launch.

Competed successfully against larger and more established storage players including EMC, HP, IBM, and NetApp with minimal resources from an unknown company with an unknown product.

Number 1in achievement in the company.

HP / COMPAQ / DIGITAL EQUIPMENT CORP (DEC), Palos Alto, CA 1993 - 2003 GLOBAL ACCOUNT MANAGER & STRATEGIC ACCOUNT MANAGER (NATIONAL) Grew business with worldwide major accounts, cultivating relationships with C-level executives and IT decision makers. Directed international virtual teams. Conducted pipeline, account, and sales forecasting. Managed major accounts including Citibank, Lehman Brothers, JetBlue Airways, Starwood Hotels and Resorts, Flight Safety, and Christies International.

Created 1st “Wireless Cockpit” with JetBlue Airlines, resulting in 130% increase in revenue.

Created 1st wireless environment for Housekeeping and Engineering, utilizing handheld iPaq computers for Starwood Hotels and Resorts, resulting in an 120% increase in revenue.

Expertly repaired and rebuilt client relationships; tapped repeatedly to take over threatened and difficult accounts; resulted in reversal of previously problematic accounts.

Displaced Dell’s server three months after inception at JetBlue Airways; replaced with Compaq servers; continued to grow JetBlue's enterprise data center to the present day, which resulted in $10M in revenue annually.

Consistently achieved between 100% and 175% of goals as Strategic Account Manager, and 120% as Global Account Manager. Promoted from Major Account Manager to Global Account Manager in 2000.

Decathlon Winner (Top 10% Globally), and 4-time DEC 100 winner.

Top 10% achievement in the company.

EDUCATION

BUSINESS ADMINISTRATION NEW YORK INSTITUTE OF TECHNOLOGY



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