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Sales Leader

San Jose, California, United States
November 30, 2018

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Mobile: 408-***-****

An experienced individual contributor, manager and leader who guides teams to growth and over achievement. I have lead sales and business development teams. I have built and executed strategy, tactics and metrics to grow businesses. I facilitate collaboration across an organization and have an executive presence that allows me to sit face-to-face w/CXO's, come to an agreement and drive an agenda to success.

Work History:

11/10 – Present: Cisco Systems

Partner Business Development

Lead & managed partner facing team (5 Partner Development Managers) for PSS (Partner Support Services – cloud offer) to top 20 US partners who generate over $200m/year in sales of PSS.

Lead & managed the 5 PDM’s to take the service global by training & managing the regional sales teams

Responsible for Cisco’s 2 largest global PSS partners (IBM, Dimension Data) for 4 years for network services analytics integration and services offer development and revenue goals of over $100m/year.

Leading IBM to enhance and grow their global “Intelligent Network Service” business by nearly 8% per year even while their product revenue was decreasing and when most partners were in the low single digit growth.

Driving Dimension Data to build their network service analytics offer “Uptime”, developed a “Go To Market” strategy and advised on marketing material which lead to exceeding target growth by a combined 5% in EMEAR, LATAM and Emerging markets.

Have met or exceed sales/MBO plan for all 7 years.

Training partners & selling with them to strategic enterprise customers.

07/07 – 08/10 Waveburst

Contract consulting

Developed strategy and sales execution plan for Waveburst Communications sell and develop cloud based capabilities of remote & mobile management systems for engines, compressors, refrigeration units, etc. via satellite data. Primary use was for Trucking, rail and trans-oceanic shipping. Company was growing and profitable until the sale of the Motorola Satellite System and data contract was cancelled.

03/05-03/07 Vormetric

Director of Sales: Western US & Asia/Pac

Vormetric develops an integrated data protection product that secures data-at-rest (disk & tape) through the use of encryption, access controls, host/application integrity and auditing & reporting.

Recruited VAR’s & Partners in Asia/Pac.

Selectively retained or hired team of US sales reps for the west & central region.

My team led sales in both total dollars and percentage of quota (vs. Inside & Eastern US) for 7 of 8 quarters.

Team completed the 3 largest commercial sales in company’s history (Schwan Foods, EDS & Wells Fargo).

Major new account wins included: Boeing, Disney, ABN Amro, EDS, Mattel, Gap, Schwan Foods & Wells Fargo, Intuit and First American.

2005 & 2006 Manager of the year award.

08/01 – 12/04 Ci4 Technologies.

Director of Business Development

Ci4 was a startup developing Digital Rights Management, encryption & Access Control for audio and video content for the film, music, corporate training and educational markets. Responsibilities included the acquisition and implementation of all strategic and business partnerships as well as developing marketing & sales strategies and the related materials and processes. The company went out of business due to legal issues involving patents.

Major customer acquisitions: Sony, Warner Brothers, Capital & Columbia Records

07/00 – 07/01 RSA Security, Inc.

Northwest District Sales Manager

RSA Security develops and sells software for user authentication, secure communications and PKI infrastructure and applications. Managed a team of 2 Strategic Account Managers, 4 Territory Managers and helped direct 2 inside sales people for regional success as well as 2 Sales engineers while recruiting to grow the organization to 10 total. The Northwest team has on average been one of the strongest districts in the company since my taking control. Prior to my joining, the team managed roughly 75% quota attainment for the 2 previous quarters and 85% for the previous year. Duties included developing and regional marketing programs for the northwest, Sales training, developing strategic accounts with the sales reps and building a VAR channel in the region.

Helped team close the following accounts: Applied Materials, Intel, Siebel Systems,

Wells Fargo and Charles Schwab.

FY 2000 Achieved 109% of Quota.

FY 2001 on Target for $19 mil in sales and over 100% + of quota.

01/99 – 06/00 GLOBEtrotter Software, Inc.

Manager GLOBEtrack products group

Globetrotter develops and sells software tools and applications for the software development market place. As manager of the GLOBEtrack products group, I was responsible for the sales and launch of this product line. Tasks included guiding the development of marketing and sales collateral as well as staffing the pre-sales, sales and services positions. Developing the metric and collection mechanisms for sales & marketing to measure efficacy and provide quantified needs to engineering for the development of new product features. (Took Regional Manager job with RSA when Globetrotter was acquired by Macrovision.)

Developed and sold the first 3 GLOBEtrack customers: Sun Microsystems, General Instruments and Incyte Genomics.

07/97 – 12/98 Primus Knowledge Solutions, Inc.

Sr. Account Executive

Primus is a recently public software developer that develops and sells problem resolution software for large technical support organizations in the high-tech market place. I was responsible for developing and closing enterprise type sales of Primus software in the San Francisco Bay area. I had a responsibility for a yearly quota $1.2 million. (Recruited to Globetrotter by former boss at Élan)

Closed Intel Corp. customer support organization for $340,000

Developed and closed the following 5 new accounts in 1998: Micron Electronics for $250,000; Silicon Graphics for $400,000; Amdahl Corp. for $130,000; Xerox for $120,000; Fujitsu for $150,000.

Achieved double the company average for the number of new accounts sold in 1 year.

Attained the company’s highest percentage and dollars of income from new customers.

01/95 – 07/97 Elan Computer Group

Northwest Regional Sales Manager

Elan developed and sold license management software to ISVs for both Windows and UNIX based applications. Had responsibility for the 1 inside sales person, 2 independent sales representatives, and 2 partner sales representatives. Also had responsibility for establishing new accounts and growing existing customers. (Left Élan when the intellectual property was sold to Rainbow Technologies later acquired by SafeNet)

Highest quota attainment of 3 Regional Sales Managers (114%) in 1996.

New major accounts included Unisys, 3M, Wollongong, Illustra and Motorola.

Helped developed competitive sales documents, sales process templates, prospect and customer survey.

10/92 – 01/95 Unison Software

Western Area Account Manager

Unison Software sold MIS operations automation tools for mainframe and UNIX based systems. I was responsible for sales to geographic, government and corporate accounts.

(Recruited to Élan by former boss at Unison)

Number one rating by total sales dollars for account managers in ‘94 and 95.

Top rating of 10 account managers by percent of quota (120%) in ‘95.

Highest dollar revenue generated from new Fortune 100 customers from 93 through 95.

Proactively initiated a joint selling effort with the HP UNIX and MPE field sales forces.


Cisco “Green Belt” for general security & cloud security

Solution Sales, Leadership Process, Value Selling

Naval Flight School - Naval Aviator

Aviation Officer Candidacy School - Naval Officer

University of California Los Angeles - Bachelor of Science

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