Sales Executive

David Raab

*******@*******.***

***** ******** ***** ********** ** 60585

815-***-**** (home) 815-***-**** (cell)

Executive Profile:

Offering 17+ years of highly profitable strategic Enterprise business solution sales leadership at a

regional and national level. A rare blend of Extensive Channel Leadership blended with

Enterprise sales leadership. Career focus on direct ownership and full accountability in

delivering consistent predictability and precision delivery of territory goals across diverse and

complex sales solutions platforms. Track record of success exceeding business goals regardless

of tectonic shifts in industry models or material shifts in our global or domestic economies.

Possessing core strengths in effective organizational leadership with a history of retaining and

orchestrating high performance, competitive, passionate and profitable teams. Successfully

crosses the chasm between provider and Trusted Advisor.

Solution Platform deployment focus as follows:

• Business Analytics

o SAP Hana

o Veritca

o Hadoop

o M.S. PDW 2.0

o Cisco solutions

• Virtualization

• Large Scale Data Center Migration – Focus on Data-Base

• Cloud – Private, Hybrid, Public

• UX Conversion to Linux/ASE Sybase

• Data Center consolidation

Core Competencies:

• Executive Enterprise Sales Leadership

o Executive Management of all sales & sales operations.

o Tenured in strategic business planning, development/implementation.

o Profit driven

o Results Driven

o Accountable

• Executive Multi-Tier Operations Leadership

o Partner Relationship management expertise

o Ability to Orchestrate unified business focus and goals within internal/diverse

business units. Manage well in high matrix organizations.

• Pipeline Management

o Sustained 100% pipeline accuracy YOY

o Sustained bookings linearity of 85% bookings secured by week 8 of given

quarter

Career Accomplishments:

• Outstanding track record of leading and growing startup opportunities within new or existing

organizations. Frequently leveraged as a positive “Change Agent” in organizations with barriers in

reaching full potential or require expertise in successful change management.

• Outstanding and recognized track record of recruiting, mentoring and managing highly motivated

sales teams yielding high productivity and profitability.

• Stellar experience in managing and deploying World Recognized Customer satisfaction as depicted

in Arthur Andersons “Best Business Practices”

• Ability to motivate teams to achieve success during turbulent economic and business change events.

• Vast network of business partners and clients throughout the entire IT Eco-system.

• Turn-around of Regional and National sales teams.

• Legacy of mentoring recruits into highly successful team members.

• Wealth creation.

PROFESSIONAL EXPERIENCE

Lumenate - Chicago, Illinois (April 2014 - Present)

Privately held Technology Consulting firm

Vice President of Sales – Midwest Region

Heavily recruited to establish a beach-head through a newly acquired technology partner in

Greater Chicago. I orchestrate a team of 13 Sr. Sales Executives and 10 systems Engineers in the

Central Midwest region. Our areas of focus are Managed and Professional Services, Security,

Compliance Storage, Virtualization and Networking. www.lumenate.com

PROFESSIONAL EXPERIENCE (continued)

Hewlett Packard - Chicago, Illinois (May 2010 – May 2014

Fortune 5 Enterprise Solutions Manufacturer with over $125B in sales

BCS Americas Central and Western Region Director of Sales

Reporting to the VP and GM of sales $1.1B P&L for the “start-up” of a refreshed investment in

HP’s Itanium/HP-UX Enterprise business platform. In a flat to declining market for this highly

specialized technology, I was able to grow market share over 28% year over year in less than 9

months. With a staff of 80+ highly specialized engineers, system architects finance and sales

executives spanning 22 states, I served and support the largest Enterprise customers in the

business eco-system. The magnitude of these sales requires highly strategic relationships at the

CXO level. I currently have the expanded responsibility of 34 States and have implemented with

great success the shift from the historical focus on an Integrity based hardware solution set, to an

extremely focused platform set offering enterprise analytics solutions with ongoing phased shifts

to include HP’s vast array of cloud and virtualization solutions. During this transformation my

teams have at minimum met goal, in in most cases exceeded goals ranging 150%-250% over plan

during a year of secular decline for our most dominant product sets. I run the most successful and

profitable teams in the Americas.

Oracle/Sun Microsystems - Chicago, Illinois (November 2008-April 2010)

Fortune 500 Enterprise Solutions Manufacturer with over $13.8B in sales

Regional Executive

Regional Sun Executive responsible for all Sun Microsystems sales revenue in the states of

Illinois and Wisconsin. Leading to success 15 Enterprise Sales Executives and an extend team of

systems architects, SE's and inside sales representing all Lines of Sun Microsystems lines of

business. Successful ownership of the turnaround for a $160MM territory. Managed to success

during a material economic downturn concurrent with highly visible risk associated with

perceived and empirical acquisition activity. Highly tuned and respected by channel partners with

a deep understanding of the Enterprise Channel sales model. Great motivator of highly

passionate and profitable sales team blended with solid operational experiences that result in

effective intra-departmental management with a focus on deploying solutions. Excellent with

Enterprise clients at the CXO level.

Turnaround of a underachieving region within 1 quarter

Immediate remediation of channel partner issues

Achieved revenue targets with 100% forecast accuracy

Maintained business continuity during reorganization and acquisition

Metrics driven – 100% forecast accuracy quarter over quarter

TAS trained and Miller Heiman Management Certified

Tremendous leadership skills

PROFESSIONAL EXPERIENCE (Continued)

ExecuTrain - Chicago, IL (October 2007-November 2008)

Global Education and Training organization with 150 locations in 83 counties

Vice President of W.W. Sales

Recruited by the C.O.B of Next Step Learning (Parent company of ExecuTrain) to create the

global sales organization of new start-up organization named Next Step Learning Managed

Services. Goal is create revenue streams and recruit appropriate insides and outside sales force.

Within 90 days, revenue stream is approaching $10MM with growing business pipeline from

fortune 100 organizations. Includes the navigation between corporate direct sales and global

franchise sales.

Computer Technology Industry Association - Chicago, Illinois (October 2003-

2007)

Global Technology Trade Association with membership in over 100 countries, consisting of over

23,000 members

Vice President of Sales/Americas & Global Membership Development

Senior Executive recruited by the CompTIA Board of Directors, reporting directly to the

President and CEO with direct quarterly reporting to the CompTIA B.O.D. Responsible for the

growth, retention and client satisfaction for the North American IT Channel including all Vendor

accounts, Distribution accounts and Reseller accounts. Responsible for the creation, marketing

and implementation of new channel products resulting in diversified streams of revenue,

customer engagement and customer satisfaction. Overall increase in membership >35%. .

Justified ROI to initiate 1st membership increase in over 11 years.

Responsible for the North American inside and outside sales force, including inside sales, Sr.

Customer engagement and Business Development directors. Responsible for all product revenue

in the Americas. Introduced and implemented Global Sales training and sales process. Created

Channel programs currently utilized by Tier one Vendors and Global IT Distributors.

Exceeded 100% of business plan for growth and profitability year over year.

•

Introduced Formalized Sr. Executive account relationship strategy and training for the

•

CompTIA Sr. Staff and C-level personnel.

Introduced new training and new compensation plans for North American

•

Developed Sr. Level relationships throughout the Channel community with the goal of

•

creating measurable partnership ROI agreements.

PROFESSIONAL EXPERIENCE (continued)

Comark, Inc - Chicago, IL (April 2000-July 2003)

National technology Reseller with approximately $1 billion in sales revenue

Vice President of Sales for the Midwest Region

Hired by the company founders reporting to the President of sales with the sole goal of creating

Comark Midwest. Established brick and mortar offices and full sales staff and administration in

Columbus, Ohio and Pittsburgh, Pennsylvania. Created Comark’s first localized professional

sales division outside of Chicago, IL. Solely responsible for all sales, administrative, staff and

vendor relationships. Accountable for all key account activity and outcome. Division grew to

over $110MM in revenue within 2 years and continues to be a vibrant successful sales division to

date.

PROFESSIONAL EXPERIENCE (con’t)

SARCOM, INC - Columbus, Ohio (April 1993-January 2000)

National technology solutions company with approximately $785MM in sales revenue and 2,200

employees

Executive Vice President of Operations

Senior Operations Executive retained by CEO to spearhead operational turnaround. Served as key

executive sales/marketing sponsor for the top 50 revenue accounts. Provided executive management

leadership to team of 350-400 spanning multiple divisions including Sales, Purchasing,

Redeployment Marketing, Distribution, Configurations, International, Acquisition Integration and

E-Commerce. Maintained zero turnovers in direct reports in seven years. Recognized for unique,

collaborative and exclusive business models enabling retention of double-digit profitability within

a highly commoditized reseller industry. Met and exceeded all operational goals resulting in the

following accomplishments:

Designed and implemented SARCOMdirect.com converting 100% of product revenue

over the Web with a total self-funded budget of <$2 million-site was reviewed by third

party and given the highest industry standard reviews; technology valued in excess of $22

million in January 2000

Negotiated and implemented unique collaborative industry partnership, which resulted in

survival of SARCOM, Inc. and increase in net profitability of over $12 million

Designed and built operations facilities and engineering laboratories sustaining 78% of

revenue and majority of net profit

Delivered first recognized “click and mortar” solution, rendering most efficient supply-

chain model in the PC reseller industry

Converted 100% of fixed operational expenses to variable cost as a result of personal

supply-chain design reducing costs by over $12 million annually

Eliminated 100% of Sarcom’s inventory liability in 1998 with a savings exceeding $6

million annually

EVP Sarcom accomplishments continued

Introduced an off-balance sheet finance concept Global Technology Finance Corporation,

reducing interest expense and converting SARCOM from product to full-service business

in 1998

Reduced historical inventory variances of more than $4 million annually to zero

in less than nine months

Maximized industry marketing programs in excess of $15 million annually

Increased profitability in freight income from -$3.5 million annually to ~3.2 million in 12

months

Designed and implemented the only IBM assembly facility in the state of Ohio within

SARCOM, dedicated by Governor Voinovich in 1998

Created the only ISO certified redeployment center in North America

BASICOMPUTER INC - Akron, Ohio (April 1984-April 1993)

Regional technology solutions company with approximately $200 million in sales revenue and

700 employees

Vice President of Operations/Vice President of Marketing Operations (reporting to CEO)

Fast-track promotion through a series of increasingly responsible positions ranging from Manager

of Integration Services to final position of VP of Services and Marketing Operations. Played an

integral role in increasing company profitability from $32 million to $200 million. ($32MM was

blend of existing retail and Enterprise sales, $6MM Enterprise, $26MM retail). Shuttered Retail

and converted all sales to Enterprise Sales over 1% year period.

Accomplishments:

Participated as part of creative executive management team in successfully growing a young

entrepreneurial reseller into a best in class “Super Regional”

managed the design and acquisition and design of national expansion locations

Recruited, hired and managed new regional operational sites from New York City to Dallas

EDUCATION AND TRAINING

Kent State University and University of Akron - Liberal Arts

University of Akron – Industrial Design

Cuyahoga Community College – Hospitality (Sous chef requirements)

Hickock Technical Institute of Cleveland – Associates Electrical Digital Design

Nuer Foundation, Paris, France - Two-Year Graduate of Learning as Leadership Program

Miller Heiman Certified in Strategic Selling, Conceptual Selling, and Large Account

Management Process

PROFESSIONAL AFFILIATIONS & ORGANIZATIONS

Learning as Leadership Member/Graduate

3rd year International Delegate for ACSL, Brussels, Belgium

Member of numerous executive advisory panels for the technology industry including

Compaq, Hewlett Packard, IBM, Tech Data and Ingram Micro

Board of Advisors for Aeroclay

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