Sales Manager

JOHNNY TUNG, MBA

*** ******* ******, *** *****, CA 94582 408-***-**** **********@*****.***

GO-TO-MARKET CHANNEL MANAGEMENT SOLUTION MARKETING

Innovative and entrepreneurial leader with over 12 years experience taking 20 B2B products and solutions to market

and managing large projects. Extensive experience delivering what is needed to drive sales enablement and behaviors.

Identifies business growth opportunities, develops marketing strategies, and manages successful scalable campaigns.

Consistently initiate and execute on the most challenging projects to close gaps. Fluent in English and Chinese.

• Strategic Planning and Execution • Partner Marketing and Development • Management Influence

• Go-To-Market and Launch • Leadership and Mentoring • Program Development

• Solution-Oriented Selling • Marketing Metrics and Salesforce.com • Project Management

PROFESSIONAL EXPERIENCE

CISCO SYSTEMS, San Jose, CA

The largest Networking company in the world; Dow 30 company with annual revenues of $45B+.

Sr. Solution Go-To-Market Manager (SDU) 2011 - 2013

Lead marketing strategies to accelerate Cisco Validated Designs (CVD) adoption. Transform 200-member BU to focus

on selling architectures (Bring Your Own Device, VMDC, Cloud Orchestration BMC CLM, and Zenoss Cloud Service

Assurance). Manage cross-functional teams to productize solutions, drive go-to-market, and measure success. Cultivate

relationships and influence executives and key stakeholders. Received three Cisco Achievement Awards.

Go-To-Market

Define and execute 1st comprehensive go-to-market plans for four solutions that include 45 deliverables.

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Jointly develop messaging, presentations, and selling guides. Insert solution messaging and content into annual

Cisco Live, major launches, and partner events.

Create new VMDC sales opportunities by integration with Healthcare vertical and lead development of the 1st

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3 VMDC customer win stories.

Sales and Channel Enablement

Develop and manage the new partner resources website to provide pre-sales collateral, demand generation

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tools, design guidance, and direct access to business unit support.

Drive two sales and partner enablement programs (Design Zone webinars and Bring Your Own Device Partner

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Practice Builder), resulting in record-breaking participation and immediate new customer pipelines.

Success Measurement

Formulated the 1st pipeline reports (from SFDC) that demonstrate CVDs influence $800M+ worth of deals.

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Within one year, substantially improved the sales and channel partner awareness.

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Channel Marketing Manager (ISBU/GSBU) 2008 – 2011

Drove Europe sales of Catalyst 6500, 4900 and 4500, representing $2.3B+ in annual sales. Developed the 1st go-to-

market model for sales enablement, channel engagement, and major events insertion. Formulated customized tracks to

cover high/low touch partners and distributors. Designed 1st channel partner metrics, based on Business Objects reports.

Mentored seven colleagues how to sell through channel partners.

Business Planning

Triggered $600M+ revenues by spearheading 11 product launches and 2 sales programs, while enhancing

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selling behaviors and profits. Accelerated Catalyst 6500 VSS adoption by 15% with VIP enhancement.

Increased Europe’s share of business mix from 22% to 25% by driving 100+ events, workshops, and webinars.

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Johnny Tung Page 2

Sales and Channel Enablement

Developed the 1st sales kits and technical training strategy for internal sales and partners, targeting 15,000+

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individuals. Sales kits include demand generation, presentation, how to sell, and FAQ collateral.

Generated $73M incremental revenues by driving BU support for MDF program with Dimension Data, British

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Telecom, NextiraOne, and Computacenter. Activities included custom training, demonstration center build-out,

business review, and input into product development cycle.

Created $95M+ incremental pipeline in 6 months through the Fast Forward install base migration program to

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help partners sale Catalyst 6500 when the Supervisor 2T module was delayed.

Product Manager Intern (GSBU) Summer 2007

Executed strategic marketing projects for the largest launch in history for the Catalyst 4500 Switching business unit.

Developed a new website to train 20,000+ sales force, resulting in 10% higher bookings. Managed ordering

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systems integration, which reduced errors by 50%. Orchestrated two promotional events at the Annual Sales

Meeting, generating awareness with 8,000+ sales force.

JET PROPULSION LABORATORY, Pasadena, CA 2003 - 2006

A division of NASA that develops spacecrafts for outer space explorations with a $1.9B+ annual budget.

Project Scheduler

Managed $400M CloudSat and OCO spacecraft project schedules. Established weekly performance measurements,

reduced ambiguities, and influenced management decisions.

Prevented NASA from cancelling the $180M CloudSat project by developing new successful schedule plans.

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Reduced scheduling cycles 50% by creating enhanced processes with 30 managers and engineers.

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Replaced a Senior Scheduler and led “Tiger Team” to resolve the $35M OCO subcontract schedule issues.

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SUNRISE TELECOM, San Jose, CA 2001 - 2003

A telecom test equipment company that led the DSL market; startup with $80M+ annual revenues.

Master Production Scheduler

Recruited into a newly created role and managed production planning for 17 telecom equipment families, which

included forecasting, scheduling, and work-ordering. Led 5 purchasing agents in their supply chain procurements.

Reduced inventory from $9M to $4M by focusing on cost reduction and efficiency activities.

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Increased profits by 10% and forecast accuracy by 25% with implementation of new forecasting system.

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Negotiated subcontractor terms on an average of 5% below current price and 3 days faster.

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MASTERFOODS USA, Los Angeles, CA 1999 - 2001

A division of Mars, Inc. and pet food industry leader with its Pedigree and Whiskas products, $3B+ annual revenues.

Production Planner

Developed Pedigree and Whiskas pet food production plans worth $500M in annual sales. Adjusted weekly production

outputs for 500 SKUs against constantly changing strategies with Costco, Wal-Mart, and Petsmart.

Saved $50M from lost sales by resolving supply chain issues caused by the Whiskas Temptations launch.

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Shortened leadtime by 23% and inventory by 50% with enhanced pet snacks and toys supply chain plan.

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EDUCATION

MBA, Marketing and High Tech Strategy

University of Southern California, Marshall School of Business

BS, Math Applied Science Operations Research

University of California, Los Angeles

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