Sales Manager

KYLE BOLLEN

*** ******* ******, *********, ** ***72

********@*****.***• 617-***-****

Executive Sales Leadership in Fortune 1000, SME and Government Technology

Sales

A proven leader and team builder with over 14 years of sales management, channel and field

sales leadership experience. Consistently strategize, build, develop and lead high-performing

teams in both established and start up technology environments capturing strong market-share,

and driving exponential organizational growth.

CAREER EXPERIENCE

Sanbolic Software, Waltham MA (Storage Virtualization, Software Defined Storage, High

Availability Software)

Vice President of Sales - North American January 2011 – September 2013

• Responsible for record 2011, 2012 and 2013 North American sales. Grew North American

revenue nearly 300% over 2.5 years. From less than 1 million to nearly 4 million annually.

• Closed enterprise level business with companies like GE, Verizon Wireless, Enterprise Rent a

Car, Amgen, McKesson, Lockheed Martin, American Airlines, Dominion Resources, US Army and

US Navy.

• Managed and grew business to support expanding sales team headcount from 3 territory reps

and 1 Engineer, to 8 sales reps, 2 presales engineers, and 2 sales managers driving sales to

meet and exceed goals within assigned geographical areas.

• Reduced install base/new customer churn rate from 73% to less than 10%.

• Managed revamped and expanded the channel partner program. Growing certified North

American partners from 5 to 15, and increasing partner driven business by over 200%.

• Grew channel, ISV and OEM partner business, with regional VAR and national system integrator

relationships, with a focus on Citrix, Microsoft, VMware and storage practice partners.

• Created targeted marketing campaigns, messaging and whitepapers to grow product awareness

for both channel and end user, to drive organic lead generation.

• Managed alliance partner relationships with companies like Citrix, Microsoft, Rackspace, and

Amazon, to facilitate joint business initiatives and opportunities.

• Re-organized Salesforce.com restructuring current accounts, opportunities, and install base

workflow to maximize its ability as well as build cohesive intelligent reports to better understand

our business.

Marathon Technologies Inc, Littleton, MA (High Availability, Business Continuity Software)

Americas –Outside Regional Sales Manager-East Coast/Canada July 2010 – September 2010

• Targeted accounts through prospecting campaign. Qualified and closed out existing pipeline.

During tenure 104%of goal. Goal of 1million for first 3 months, 260K.

• Closed enterprise wide deals with GAF, and ESPN.

Continued…

KYLE BOLLEN• Page 2

Career Experience Continued

• Completely re-evaluated existing sales model, recommended and instituted changes.

• Revamped pricing structure and solution offerings to better fit in the SMB and midmarket space.

• Built a targeted sales and marketing strategy for ISV (Independent Software Vendor) installed

base.

• Rebuilt and re-organized Salesforce.com to make full use of the application.

Utimaco Safeware AG/Acquired By Sophos Inc July 2009,Foxboro, MA (Endpoint, DLP and

Encryption Software)

Outside Midmarket Sales Manager New England/Mid Atlantic/Canada September 2008 – May 2010

• #1 field sales executive both in North America and globally for fiscal year 2009-2010. Finished

the year at 279% of goal. Goal was 1.2 million, finished at 3.4 million.

• Managed complex sales cycles, pricing, and legal contract negotiations coordinating on site

meetings with Director, VP and C level contacts, for software demonstrations, proof of concept

installations, and face-to-face pricing negotiations.

• Managed three inside Sales Reps, each supporting a different region. Emphasis placed on call

metrics, forecasting, and technique development.

• Executed enterprise level software deals and installations with companies such as Dunkin’

Donuts, LoJack, and MVP Healthcare.

• Leveraged new channel partners as well as existing partners to build pipeline and drive sales.

• Built direct mail, email and website marketing campaigns around state and federal encryption

initiatives both for channel partners, Utimaco Safeware AG and for Sophos Inc.

Acronis Software Inc., Burlington, MA (Backup and Recovery Software)

North American SLED Sales Team Manager September 2006 – September 2008

• During tenure at Acronis helped to grow the company by almost 400% from 25 million to over 110

million.

• Team results of 125% of 4 million dollar team goal for 2007, and 102% of 4.3 million dollar goal

for 2008 after 8 months.

• Built and developed from the ground up a state and local government sales team into the fastest

growing vertical at Acronis.

• Hired, managed and developed a team of 5. With a focus on metrics, forecasting, organization,

good use of time and qualification.

• Created sales training modules based on the Sandler sales training system.

• Created procedures and policies for setting up and organizing accounts in Salesforce.com,

trained reps to maximize ability and usage of the CRM.

• Created internal procedures and policies to deal with government procurement regulations.

• Built customer base through targeted cold call, install base and direct mail marketing campaigns,

taking advantage of the various sales cycles of multiple SLED verticals.

Hillside Properties, Inc., Brighton, MA

Sales Manager April 1998 – September 2005 .

• Managed daily responsibilities of six sales agents.

• Grew office sales, by an average of over 20% year over year. From 120k, to just under 300k

• Expanded Rental placement sales by 50%.

EDUCATION

• 2001-2005 University of Massachusetts at Boston, Boston, MA.

• BA, Graduated Magna Cum Laude 3.5 GPA.

• Worked 40 hours a week bartending while attending college to finance education.

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