Richard Wolfe - Resume

ad3ezg@r.postjobfree.com • Arlington, MA 02476 • 781-***-****

RICHARD WOLFE

Summary: Technology Sales Professional

Results-oriented, consultative, IT Sales Professional with industry experience in start-up to enterprise companies, in a highly competitive technology landscape. Broad vertical market knowledge, strong technical background, and experience in complex sales cycles, business development and account management A wide array of sales skills, new account acquisition, customer success, territory planning, and channel enablement. Strong business planning skills, detailed qualification, requirements tracking, project management, public speaking, forecast accuracy, renewals management, closing business, and customer retention. Technology Specialties: Cloud infrastructure, Public, Private Cloud (AWS, Azure, GCP), IaaS, SaaS( Pay as you Go), Cloud Security, Governance, Cloud & Regulatory Compliance (CNAPP), API security, MDR (End Point )Software Development

(CI/CD), Shift Lift, Disaster Recovery Planning, Cloud Storage, Virtualization-VMware, DR-Replication platforms, File Storage Services, Managed Services, Colo/ Hosting, Network Infrastructure, VMware, and DaaS, VPN, Firewall, Intrusion Protection

Industry Experience

Check Point: Channel Cloud Sales Specialist January 2022- Present

• Go to Market Sales of all Check Point Cloud security portfolios, NE/NY regions.

• Hunt new logo and new licensing revenue for Cloud Security platform/CNAPP/AppSec/DevOps, Endpoint Protection/SaaS Security Portfolio

• Manage all New Logo sales, growth and expansion opportunities, and Renewals management.

• Enterprise/Global Account Sales: ex. Bloomberg, Verisk, BNY, CVS, Boston Scientific, TJX, Fresenius Medical

• Drive and execute Sales campaigns in the territory to increase engagements and pipeline activity.

• Drive Channel, Alliance, and MSPP, engagements for enablement, Co-Sell, and sales pipeline-building activities.

• 138% YTD through Q4/23’

104% quota, 2022

Thrive: NextGen Technology Managed Services August 2020-January 2022

• New Logo account acquisition for the sales of Managed Services and security portfolio (End Point, Vulnerability Management, Managed Firewall, Managed SIEM, Email Security, Managed Detection and Response/Storage

• Guiding and advising customers on Cyber-Security best practices, Microsoft Collaboration, and benefits of a Managed Service platform

• Prospect for New logo through Partner collaboration and training and home-grown proactive campaigns

• Sales targets achieved through a defined Process of meticulous qualification, understanding customer compliance and IT needs, and thorough conversations on addressing business problems while aligning with budget cycles.

Rackspace: Managed Services for Public & Private Cloud October 2017-August 2020

• New Acquisition of Enterprise clients, in addition to Management, Retention, and Growth of Install base clients.

• Enterprise Account Management- New Logo acquisition: Ex. Schneider Electric, Boehringer, Aramark, UTC

• Portfolio includes both Managed Private/ Public Cloud services, Managed Security services, DBaaS, Application Security Services. SOC services, Email Security Management, MDR/Storage Services

• 121% Sales Quota- 2018/ 108% Sales Quota-2019

Richard Wolfe - Resume

IBM: Cloud Services IaaS Cloud/SoftLayer January 2013 to January 2017 New Business Development & Hybrid Cloud Services

• Sales of Infrastructure as a Service Cloud Platform, Managed Services, Cloud Managed Service, for SAP/Oracle platform, Dev/Ops platform, Private VM Cloud service & Object Storage platform.

• Responsible for new business acquisition in a variety of market segments: Cloud Service Providers, Enterprise, and Industrial industries (Honeywell, Philips, GE, Liberty Mutual)

• Earned Certificate of Excellence award 2nd half 2015 for most new account signings, 109% signings/revenue quota 2015

• 103% Percent to quote fiscal, 2016.

• Managed full cycle of complex hybrid cloud hosting sales from early requirements gathering, and qualification to migrating strategy and solution building.

Quantum December 2008 to December 2012

East Coast Sales Lead/Channel Specialist of Virtualization Management Products/ Acquired VMPRO

• Developed East Coast Sales plan, and strategy for VMware Backup/Recovery/Management tool (Start-up)

• Present, demo, POC, Virtual De-Duplication/ backup solution to customers for new logo acquisition

• Closed companies, first six-figure sale - $205,000 for VMPRO

• Closed largest software deal to date, 2.2 million/DoD

• 159 % of quota 2011

• 123% of quota 2010

• 104% of quota 2009

Vizioncore (acquired, by Quest Software) January 2005 to December 2008 Inside Sales/Channel Manager - New England and New York/East

• New account acquisition for VMware, Backup- DR- Replication-Charge Back Technology

• Enterprise Sales New England- State Street, ESPN, Liberty, Cigna

• 123% of Quota – FY08/ 109%- FY-07

• 200%+ growth of primary channel partners, FY2008 Sales Courses Completed:

• AWS Practitioner

• Microsoft Azure Fundamentals: Cloud Concepts

• IBM Cloud Sales Academy

• SPIN Selling (2)

• Strategic Selling

• Customer Centric Selling

• Negotiation Skills Workshops

• Mini MBA Sales Course

• VMware Sales Professional training

• AWS Business Professional

• Google Certified Sales Professional

College

Ithaca College, Ithaca, New York

• Bachelor’s Degree, History, Political Science & Writing

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