RONALD J.

FALBO

+1-631-***-****

ad0tay@r.postjobfree.com

West Islip, New York 11795

CONTACT

SKILLS

• Sales Management

• Channel Sales Development

• Channel Marketing

• Business Development

• Contract Negotiation

• Product/Solution

• Healthcare

• Strategic Planning

• Key Account Penetration

• Competitive Positioning

• Storage Area Network

• Program Development

• Financial Industry

• Virtualization

• Solution Design

• Relationship Building

• Sales Training

• Negotiations

• Data Security

• Endpoint Security

• Compliance

• Value selling

• Mobility

Director/Channel Manager - High Energy, experienced, overachieving sales professional with a proven track record of exceeding quotas in excess of $30M annually. Spearheaded high-impact sales and product positioning strategies, opened new lucrative domestic sales channels, and closed Global Fortune 500 Accounts, by asking salient questions and probing, while always presenting my companies value proposition and the ROI my solution will deliver, thereby replacing my competition. Special emphasis on Enterprise Data Security, SDN Networking and Enterprise Data Center Solutions, and Enterprise Mobility sales. My end- user/channel background provides a unique perspective and ability to understand client needs and quickly satisfy them, resulting in increased customer retention and revenue growth.

SUMMARY: Software Defined Networking / Network Data Security / Endpoint Security / Software Defined WAN / GPU / Edge Computing / Data Center Specialties: Dynamic leader versed in rapid growth, start- up, and turn-around environments. Strong background in building companies, management teams, products and sales channels for growth. Success in driving large and complex sales and managing critical partner relationships in Enterprise, Government, Education, SMB channels. Successful management of cross functional teams around common strategic objectives. Track record of implementing innovative market positioning and developing diverse distribution channels. Visionary professional with experience in driving the strategic vision and implementation of successful business initiatives. Proven track record of developing and executing business strategies and building relationships with internal and external stakeholders. Skilled in utilizing innovative and creative problem-solving skills to drive positive change and increase profitability. Dynamic sales professional with background in developing and implementing effective sales strategies. Proven track record of increasing revenue and market share while reducing costs. Demonstrated ability to lead and motivate sales teams to consistently meet and exceed targets. Experienced in developing customer relationships, market analysis and product positioning. CAREER OBJECTIVE

EXPERIENCE

January 2023 - Present

• IOT

• SaaS

• Business Plan Development

• Cross Functional Team

• Leadership

• Evangelism

• Business Strategy

• SDN

• SD-WAN

• Security

• Network Analytics

• Cloud

• Video

• B2B

• Overperformance of quota.

• Staff Management

• Business Planning

• Team Collaboration

• Client Relationships

• Partnership Development

• Recruitment Strategies

• Account Management

• Business Growth Initiatives

• Sales Promotion

• Strategic Partnership

• Strategic Vision

• Improve Performance

• Special Promotions Planning

• Key Performance Indicators (KPIs)

• Client Meetings

• Strategic Goals

• Business Leadership

• Negotiation

• Mentoring

• Consultative Selling Techniques

• Business Objective Analysis

Director of Channels and Distribution

Zerify, Edison, NJ

Channel Sales Manager

Supermicro, San Jose, CA

Direct Sales, Channel Manager Consultant

Tetherview, Oceanport, NJ

Channel Sales Manager

• Established national distribution contracts with TD Synnex and D&H distribution.

• Recruited 6 VAR partners in the 1st 4 months.

Negotiated contracts with external parties to ensure the best terms and

• conditions.

Defined and tracked key performance indicators to measure the success of the organization.

•

Developed and executed business strategies to achieve short and long-term goals.

•

Cultivated relationships with customers, vendors, partners and other external

• stakeholders.

January 2019 - January 2023

Supermicro provides end-to-end green computing solutions for the data center, cloud computing, enterprise IT, big data, high performance computing and embedded computing.

•

• Recruited multiple partners, without the benefit of a Channel Program.

• Increased revenue over 75% to $ 4M.

• Spearheaded GPU processing revenue increase and penetration

• Achieved top 10% in Channel performance nationally.

• Team management, marketing events, joint sales calls with partners. Successfully developed and implemented channel sales strategies to achieve revenue objectives.

•

January 2018 - January 2019

Private Cloud, Channel Sales, TetherView provides custom, flat-fee private clouds that integrate security, compliance, business continuity and disaster recovery

•

Consulted on and developed net new Channel program to scale the business,

• increase revenue and subscriptions

• Increased Channel Partners by 6 in 2 quarters

• Overachieved Partner recruitment goals

• Contributed 1000 seat opportunity in pipeline in conjunction with Channel

• Partners

• Team management, marketing events, joint sales calls with partners

• Team management, marketing events, joint sales calls with partners

• Top 2% achievement in the company.

January 2016 - January 2017

Pluribus Networks, Palo Alto, CA

Director of Channels

Talari Networks, San Jose, CA

Channel Sales Manager/Global Software Division

Unisys Corporation, Bluebell, PA

Channel Sales Manager

TD Synnex, Greeneville, SC

• SDN, Network Security, Channel Sales Dedicated

• Overachieved Partner recruitment goals.

Closed $ 400K+ in net new revenue in conjunction with Channel Partners,

• utilizing highly successful end-user campaigns.

• Contributed $ 1.8M in pipeline in conjunction with Channel Partners

• Team management, marketing events, joint sales calls.

• Top 5% achievement in the company

Organized meetings, conferences, webinars and other events designed to promote products or services.

•

January 2015 - January 2016

• Startup Software Defined Networking (SDN) and Network Analytics solution. Recruited into the business to create an East Coast Channel, recruit and enable

• Channel Partners, where none existed before.

Recruit, train, certify and enable Channel Partners to bring to market a game changing SDN solution.

•

• Overachieved Partner recruitment goals.

Closed $ 400K+ in net new revenue in conjunction with Channel Partners,

• utilizing highly successful end-user campaigns.

• Contributed $ 1.8M in pipeline in conjunction with Channel Partners.

• Team management, marketing events, joint sales calls.

• Top 5% achievement in the company.

January 2013 - January 2015

• Enterprise Class Cyber Security/Channel Sales Dedicated. Organized meetings, conferences, webinars and other events designed to promote products or services.

•

• Created Channel within the Northeast from day one.

• Successfully recruited 12 plus partners within the 1st 3 quarters. Successfully created multiple Proof of Concept opportunities with increased revenue of 135%.

•

Recruited, trained, and certified net new Channel Partners for the product

• launch.

Joint calls with the partners, training sales and technical staff, created end-user marketing events, one to many.

•

• Top 10% achievement in the division.

January 2011 - January 2013

Channel Sales Mnager

Ingram Micro, Santa Ana, CA

Recruited into newly created Infrastructure Technology Solutions division and immediately outperformed peers in recruiting Enterprise partners. Formulated and implemented plans to increase sales and maximize channel partner sell through for Enterprise Storage solutions across New York and New Jersey. Trained and mentored internal and channel sales reps to increase Enterprise Data Storage sell through the Channel. Utilized extensive Enterprise experience to advance company's conversion from volume distributor to Enterprise class distributor.

Increased sales across NY Metro Area despite current financial crisis, consistently generated new business through customized solution development and partner sales support.

Leveraged internal and external relationships to forge an alliance with HP Enterprise sales; resulted in increased sales performance.

Key player in first time penetration of enterprise market; won long-standing competitors' clients.

Played key role in transforming company into an Enterprise class distributor.

Awarded for Most HP Enterprise Partners Recruited in the nation and #1 Highest Sales of HP EVA Storage

Systems, which resulted in a large financial bonus.

Top 5% achievement in the division.

OEM/Channel Sales Manager

Bell Micro Products, San Jose, CA

Demonstrated ability to build strong relationships with key stakeholders in the industry.

•

• Outperformed 2011 budget by 125%.

Outperformed 2012 budget by 118%.

Recruited multiple new partners from a limited Partner base (into Closed Source Annual Agreements).

Created and implemented multiple Demand Gen/Marketing plans successfully, driving Net New business.

Extensive HP Partner One knowledge utilized to benefit my Partners profitability, increasing bottom line.

Trained sales and technical staff, created End-User marketing programs and events, made joint sales calls with

Channel Partners, which resulted in increased revenue. Top 10% achievement in the division.

•

Identified opportunities for growth within existing channels while also exploring new markets.

•

January 2008 - January 2011

January 2006 - January 2008

OEM, Data Center, Channel Sales Dedicated,, HP Business Development (entire East Coast)

•

Increased HP Enterprise sales $5M, across Eastern and Federal markets for $4B

• global computer products distributor

Designed strategic HP business plans for VARS and OEM partners to increase revenue.

•

• Enterprise Data Storage sales.

• Managed channel partner accounts

Regional Sales Manager

Candera, Inc, San Jose, CA

Global Account Manager/Strategic Account Manager

HP / Compaq / Digital Equipment Corp, Palo Alto, CA Strategic Account Manager

HP / Compaq / Digital Equipment Corp, San Jose, CA

• Supported Partner One, Storage Elite, and Linux Elite programs.

• Aided hardware integration and supply logistics. Won clients away from larger distributors with competitive pricing by conveying value of company's hardware integration and supply, resulting in 130% year- over-year increase in sales of storage.

•

• HP products to OEM partners

Recognized as #1 HP Business Development Manager in US Sales ; achieved

• +110% of Plan, which resulted in a large financial bonus

• Top 5% achievement in the division.

January 2003 - January 2006

Galvanized interest and support of product in pre-launch phases for start-up company and first producer of Enterprise-Class Network Storage Controller.

•

• Presented and demonstrated mock-up software.

• Positioned resellers for product launch.

Grew region from $0 sales to #1 nationwide in revenue and sales; secured high- profile deals with Northrop Grumman and WE television network.

•

• Exceeded plan by 150% in first 3 months.

Signed and proactively positioned multiple resellers for upcoming product launch.

•

Competed successfully against larger and more established storage players including EMC, HP, IBM, and NetApp with minimal resources from an unknown company with an unknown product.

•

January 1993 - January 2003

Monitored competitive landscape globally, staying abreast of industry trends in

• order to create differentiated services for customers. Managed a portfolio of complex global accounts, ensuring compliance with all regulatory requirements.

•

Participated in trade shows both domestically and internationally, networking with prospects from diverse backgrounds.

•

January 1993 - January 2003

Participated in trade shows both domestically and internationally, networking

• with prospects from diverse backgrounds.

Developed comprehensive presentations for senior executives at global clients, outlining account objectives and strategies for achieving them.

•

Conducted regular meetings with key stakeholders to review performance metrics and discuss potential solutions for improvement.

•

Bachelor of Arts (B.A.) in Business Administration New York Institute of Technology, Old Westbury, NY, US EDUCATION

June 1986

Contact this candidate