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Dir or VP of Channel Sales

Location:
San Marcos, California, United States
Posted:
October 17, 2018

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Resume:

Leonard J. DiMiceli ac7exk@r.postjobfree.com 949-***-****

linkedin.com/in/ldimiceli

Executive Leadership Sales & Marketing Business Development Information Technology Channel Chief

IT industry sales leader with reputation for establishing major accounts and building solid executive level relationships with prominent national brand firms. Extensive success expanding presence of software solution providers as channel sales chief spanning SMB and enterprise spaces. Record of developing high performance teams and growing revenue through existing and first time customers. Selected Career Highlights

Versatile sales strategist leveraging expertise in legacy, evolving and emerging technology

Initiate, negotiate and close channel partner deals with Fortune 500 / Fortune 1000 businesses and leading global technology organizations

Consistently attain and exceed annual sales quotas and revenue targets

Sought-after technology industry speaker and advisor on topics including customer acquisition, community development and brand identity

Featured as influencer on MSPmentor’s top 250 and SMB Nation’s top 150 lists EXPERIENCE

VP, Sales & Strategic Accounts - MyDigitalShield, Inc., San Diego, CA 2016 – Present

Orchestrated SMB market penetration through sales channel leadership of cloud-based cybersecurity platform, directly contributing $1M+ in revenue in first nine months

Partnered and built relationships with C-level executives of key, strategic and target accounts

Designed sales strategy and process leading to $300K Q4 2016 revenue

Enhanced 2017 YTD top-line revenue (trending 20% above 2016 figures) through individual contributions as well as team leadership efforts

Built sales program and led team that produced company’s highest quarter to quarter revenue gain to date since start-up; subsequently reorganized/doubled team without impacting expenses

Realized 120% client base increase and 225% pipeline increase; supported through purchase, customization and implementation of CRM for pipeline management

Formulated unique online and print marketing collateral and campaigns to aid in brand identity enhancements which bolstered lead generation by 250%

Constructed centralized first ever internal marketing collateral repository and prepared webinar series centered on cybersecurity thought leadership VP, Sales & Marketing - Relyenz, Irvine, CA 2015 – 2016

Led business development efforts to increase sales of proprietary integrated technology security package marketed to channel partners within managed service provider segment

Hired, restructured, trained and managed 21 person sales and support team

Created annual marketing plan and operational budget, and adhered to target budget goals

Capitalized on underpenetrated territories through marketing and lead generation programs

Produced 144% sales pipeline growth in one year

Added four new products resulting in approximately 30% revenue boost

Formalized pricing policy and process to reduce price erosion and increase margin Leonard DiMiceli, Sales Executive Resume, Page 2 of 2 VP, Sales & Marketing / Channel Chief – nuvotera, Costa Mesa, CA 2009 – 2015

Spearheaded company rebranding from Spam Soap to nuvotera, which incorporated broader product offerings, expanded customer base, and represented 30% revenue increase

Oversaw SMB go-to-market strategy and SaaS sales process for robust cloud security portfolio providing endpoint security, email protection and vulnerability scanning

Conquered competitive conditions by applying data driven strategies based on market research

Experienced five years of double digit growth, bringing revenue from $1M to $10M

Strengthened 35 member sales, marketing and support team’s performance and continuous improvement commitment through ongoing training, paired with retention focused culture

Recruited international channel including Canada, European Union and Australia

Increased channel partners from fewer than 100 to more than 2000

Reduced churn by 65% through development of sales recovery process

Exceeded quota 6 of 7 years; promoted twice; awarded employee of year 2013 & 2015

Named MXLogiz partner of year 2011-2012; McAfee SaaS distributor of year 2013-2014

Positioned company for acquisition and ultimate sale to J2 Global Regional Sales Manager - Sage Software, Irvine, CA 2002 – 2008

Ran national accounts with primary focus in Pacific Northwest and Southern California

Accountable for meeting $3.25M yearly quota for Southern California territory

Acquired 90% of business from new customer and 10% from existing customer base

Interfaced with channel partners’ executive level management and technical buyers

Obtained average $100K-$225K deal value, with largest being $100M

Turned around two underperforming regions to reach 100%+

Received two internal promotions and awarded Presidents Circle 2003, 2005, 2006 & 2007 Sales Manager - Veritas / Precise Software Solutions, Aliso Viejo, CA 2000 – 2002

Met $1.25M annual S. CA territory quota through 75% new customer business & 25% existing

Drove revenue with average deal size of $155K and largest deal valued at $875K

Earned Young & Restless, New Sales Rep, Rookie of Year awards, hitting 216% of quota Senior Account Manager - Quest Software, Inc., Orange County, CA 1998 – 2000

Sold Oracle performance enhancement tools to Fortune 500 and Fortune 1000 companies

Negotiated, closed and managed business with accountability for $950K annual quota target

Cultivated long-standing relationship with customers’ tech executives to maximize revenue

Attained 105% of quota in 1998 and 130% of quota in 1999

Promoted from geography territory to named accounts covering Fortune 1000 category Account Manager - NetManage / NetSoft, Irvine, CA 1994 – 1998

Elevated market presence selling communication software to Fortune 2000 companies

Maintained territory’s customer base while hitting $300M annual quota

Focal point to manage project phases from pre-sales, implementation to completion

Achieved 110% of quota in 1995, 120% of quota in 1996 and 100% of quota in 1997 EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Science in Business Administration - Biola University - Los Angeles, CA Serve on Computing Technology Industry Association (CompTIA) advisory council Industry Speaker – Autotask, ASCII, SMB Tech Fest, SMB Forum, SMB Nation



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