San Vicente Blvd.
Santa Monica, CA ***02
Executive Sr, Sales Professional/Channel Director with proven track record in data storage enterprise solution sales (software & hardware), TCP/IP & the Media Broadcast spaces. Knowledge of migration to file-base workflows; formats, applications, IP networking, microwave/satellite uplink technologies. Successful track record in developing new sales territories and establishing channel partner programs from the ground up. Has proven able in generating new business and enlarging clientele base domestically as well as internationally.
SALES & CHANNEL MANAGEMENT EXPERIENCE
TVU Networks, Mountain View, CA (April 2013 – November 2015)
TVU Networks provides broadcast organizations around the globe with professional broadcast quality IP-video and innovative wireless electronic news gathering (ENG) solutions – i.e TVU Packs & TVU Grid software (Frame Accurate IP Video Routing and Switching streaming solutions) as well as Silvus MIMO and Vislink microwave radio and satellite transmission solutions.
-Director, International Channel Partner Program
Responsible for managing all channel sales globally (channel partners worldwide)
Introduced ‘tiered’ partnership program allowing for various levels of program participation.
Initiated Global MDF ‘Marketing Development Funds ‘ Program
Not only responsible for all International Sales through channels, responsible for the Global Rentals – Special Events program.
Involved with the selling and promoting of our ‘Silvus MIMO and Vizlink Solutions’.
Initiated and Managed “Domestic” Channel Partner program
Responsible for moving all sales recording and forecasting on to SalesForce.com – Manage partner forecasts and quota attainment. Directly responsible for holding partners accountable for their quarterly & yearly forecasts
Initiated ‘Opportunity Registration’ program for both domestic and international partners.
The Chace Group, Los Angeles, CA (2011 – 2012)
The Chace Group - a recruiting and IT services firm that specializes in finding and placing System Engineers, Broadcast & Data Storage Technical Sales Managers/Reps and Professional Service Consultants for technology companies primarily in the Data Storage industry.
- Executive Recruiter
Due to economy and lack of available positions decided to strike off on my own.
Built business from the ground up.
Aggressive cold caller, active networker and professional seller of services and solutions.
Contact lists covering both Fortune 1000 & Broadcast – Media & Entertainment Industries.
Knowledgeable in tiered storage level technologies, new market leaders, data storage hardware and software companies.
Violin Memory, Los Angeles, C.A. (2010) Effected by West Coast Recession “RIF”
Manufacturer of NAND ‘Flash’ Enterprise Storage Memory Arrays. Both MLC and SLC, Hot Swappable, Fully Redundant and RAID protected. Utilized for tier 0 content, as well as caching & high OLTP applications.
-Southwest Regional Sales Manager – USA
Responsibilities included direct management and all aspects of business development for the Southwest US.
First hire for the Southwest territory responsible for initial penetration and the development of the channel partner program, education of the solution partners and direct sales strategies.
Developed reseller, OEM and direct sales channels providing both pre-sales support and partner product training.
Conducted weekly sales presentations, consistent sales and service updates, as well as coordinating customer site visits and senior level collaboration between both companies.
Experience in driving and facilitating sales process towards closure – i.e. Networking, Penetration, Introduction, Education, Beta and closure.
Toshiba International Corporation, Wayne, N.J. (2006 – 2009)
Broadcast & Networks Systems Division – Products - ON AIR MAX “Flash” content digital video server series and G Flash series product line in collaboration with Ikegami Corporation, USA
-Director of Channel Management / Business Development - “Americas”
Initial hire for the US Toshiba Broadcast & Network Systems Division. Report directly to Toshiba World Headquarters – Hamamatsucho, Tokyo.
Responsibilities included – establishing the Toshiba ‘reseller channel program’ with leading broadcast system integrators in both North and South America partnering up with Ikegami USA in promotion of the GF Series ‘Flash’ based camera and solution workflow hardware.
Directly responsible for creating brand image and commercial campaigns for the New GF Series solution products.
Promoted direct sales with major Network News Affiliates such as ABC, NBC, CBS, MTV, FOX and PBS.
Established relationships with the leading ‘Broadcasting Groups’ introducing them to Toshiba ‘new’ FLASH technologies.
Targeted the 5 major movie studios for future business and potential sales opportunity – i.e. Paramount Motion Pictures, Fox Entertainment Grp, NBC Universal, Time Warner & Buena Vista Motion Pictures Group.
Managed partner relations with business solution partners such as 3rd party automation companies and value added applications companies. Coordinate and manage the processes involved with interface testing and development support.
Partner collaboration with IBM integrating the ON MAX ‘Flash’ video server with the IBM Media HUB framework.
Note: Employment with Omneon, Storageway and MTI were all under the same Executive V.P. of Sales.
Omneon, Sunnyvale, CA (2002-2006) Acquired by Harmonics in 2010
Manufacturer of Network Digital Broadcast Video Servers “Spectrum Video Server” and “Media Grid” Blade Storage Systems – Smart Scalability & Open Platform
-Asia Pacific Regional Sales Manager
Established initial Omneon Channel Partners in Asia closing first business in Japan, Korea, Taiwan, Thailand, Malaysia and Singapore.
Continued to promote Omneon with key distribution partners in Japan while actively building Asia Pacific brand awareness in neighboring countries and the Northwest US
-US NW Regional Sales Manager
1 of 4 initial US Regional Sales Managers responsible for taking Omneon Video Networks from no ranking in the world in Broadcast Video Server Sales to number 1 in revenues worldwide
Responsible for establishing & building of the Northwest US territory through direct sales and strategic partner relations
Successfully penetrated the broadcast space with the aggressive demonstrations of superior technology and elite service programs
Presidents Club 2005 & Candidate 2006
Note: 2006 Year Quota was 5 million US dollars. At time of departure from Omneon at the end of Q1, 3 million in revenue sales already attained.
StorageWay, Inc., Fremont, CA - Strategic Sales Manager (2000 – 2001)
Number 1 Sales Representative for the fiscal year of 2001 in net revenue & number of closed accounts
Extremely successful in the sale of Storage Solutions (SSP Market) – Storage/Backup On Demand through direct sales and channel sales programs into the IDC / Cohost facilities
Experienced in the sale of EMC and Hitachi Enterprise Storage Systems along with various Tape Library system solutions
Sold technical solutions to I.T. directors as well as to the “C” level executives
Successfully built new territories selling to strategic /Fortune 1000 enterprise accounts
Developed knowledge in emerging future Storage technologies such as data replication and data mirroring for disaster recovery requirements and procedures
Presidents Club Candidate (2001)
MTI, Sunnyvale, CA – Sales Executive (1999 – 2000)
Consistently surpassed quota sales 140%: Awarded Rookie of the quarter “Q1, 00” in a field of 11 rookies and over 80 total sales reps. Consistently among top 10 sales reps. during duration while at MTI.
Sold Full Fibre Channel SAN and scaleable storage array RAID solutions
Effectively solicited/closed new sales accounts where the competition included EMC, IBM, Compaq, Hitachi, and Clariion
Trained and sold both Legato and Veritas back-up software solutions.
Presidents Club Candidate 2000
Coca-Cola Corporation of Southeastern New England, New London, CT – Public Relations and Marketing
- Coca~Cola Beachboy – Drove recreational vehicle to concerts, parties and public summer events representing Coca~Cola.
This was a summer position while in university.
Bachelor of Arts – University of Rhode Island, Kingston, R.I.