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Patty York

**** **** ****** ***** #***

Cicero, New York

Email: ad4akk@r.postjobfree.com

Phone: 315-***-****

LinkedIn: https://www.linkedin.com/in/patty-york-394b39 Twitter: https://twitter.com/PattyRY0103

Facebook: https://www.facebook.com/profile.php?id=100************ About

Senior Technology Professional with 24 years in complex enterprise solutions sales as well as a 10-year career history in software development, telecommunications installations, role as a Presales Engineer, Professional Services Sales Specialist, as well as a role as a Channels Specialist. Verticals include Federal Government, State Government, Local Education, Higher Education, Healthcare, Fortune1000, and SMB.

Passionate HUNTER of pipeline development and diligent housekeeping of Salesforce for lead tracking, progress, and forecasting.

Nurturing and growing existing (referenceable) customers attributes to my success in winning net new accounts. Highly skilled in leveraging ISRs, Product Management, Marketing, and brainstorming with cross-functional teams. Entice, train, and motivate Channel Partners to leverage their existing offerings with fresh, incremental technologies to grow joint revenues. Assist Customers in migrating to Software As A Service (SAAS), Infrastructure As A Service (IAAS), and Platform As A Service (PAAS) options with decreasing IT staff and budgets. Experience in Business Development, and Proposal Development and Management, Strong Presentation Skills. CORE COMPETENCIES

Hunter + Technical Sales Acumen + Customer Service + Presentations to Large Audiences + Enterprise + Vendor Relations + Demo+ Solution Selling ꞏ+ SaaS + IAAS+ PAAS+ CAAS+ Enterprise Software + Cloud Computing + + Mobile Security+ Data Security+ Intrusion Prevention Systems/Intrusion Detection Systems + Network Security + Channel + Professional Services ꞏ Salesforce.com + Business Alliances + Sales Process + Complex Sales + Strategic Partnerships + Account Management + Information Technology + Consultative Selling + State Government + Healthcare+ Commercial + Manufacturing + Education + Transportation + Account Planning + Enterprise Software + Cloud Computing + Project Management + Business Intelligence Analytics + Monitoring/Controlling Resources + Translating Strategy into Business Objectives and Tactics + Leveraging Innovation + Analyzing Issues + Operations + Management + Relationship Development + Strategic Planning + Teamwork + Procurement + Setting Strategic Direction + Soft Skills: Communication, Teamwork, Leadership, Time Management, + Proposal Design and Writing + Analytical Skills: Data Analysis, Problem-solving, Critical Thinking Page 2

Experience

VMware Enterprise Consultant

Mar 2022 - Present ꞏ 1 yr 11 mos

As an Enterprise Consultant at VMware, I help customers build, run, and manage systems on premise and across any cloud. With over 20 years of experience in complex enterprise solutions sales, I have the expertise and skills to deliver value and results to customers in various verticals, including government, education, healthcare, manufacturing, retail, and Fortune 1000 companies. My passion is to hunt and develop new pipeline opportunities, nurture and grow existing accounts, and leverage cross-functional teams and channel partners to create and execute effective sales strategies. I have a proven track record of selling software as a service (SaaS), infrastructure as a service (IaaS), and platform as a service (PaaS) solutions, and driving revenue growth and customer satisfaction. I also have strong presentation, business development, and proposal management skills that enable me to communicate the benefits and value proposition of VMware's products and services. My goal is to empower customers to modernize their systems, and to become cloud-native leaders in their industries. Specialist at VMware Tanzu, I help customers build, run, and manage applications across any cloud. My passion is to hunt and develop new pipeline opportunities, nurture and grow existing accounts, and leverage cross-functional teams and channel partners to create and execute effective sales strategies. I have a proven track record of selling software as a service (SaaS), infrastructure as a service (IaaS), and platform as a service (PaaS) solutions, and driving revenue growth and customer satisfaction. Sales Development Executive, Public Sector at NTT Data Services September 2019 – March 2022

Develop and manage State, Local Government, and Education (SLED) Consulting Services Sales for NTT Data Services. Services Include: Advisory, Cloud, Data Analytics & Information Management, Digital & Applications, End User Computing Management, Infrastructure, and Security. My role is to deliver better IT by delivering better service in the SLED mission- critical environment. The connected world demands superior IT performance, accessibility and service while adapting to budget, technology, demographic, and population shifts. NTT Data Services keeps pace by ensuring training, skills and budget are addressed on the onset. NTT Data Services transforms and optimizes State, Local, and Education vital systems and processes, bringing meaningful cost savings and innovation to better help their constituents / customers. YTD I have established a $28.8M Pipeline.

About NTT Data Services:

At NTT DATA Services, we drive outcomes that keep our clients a step ahead in this digitally dynamic world. Headquartered in Plano, Texas, our team of more than 50,000 professionals worldwide works with you to address today’s challenges, and tomorrow’s — whether it’s to help jump-start your cloud migration, reinvent the customer experience, streamline business processes or upgrade aging infrastructure. As a division of NTT DATA Corporation, a top 10 global IT services provider with 120,000+ employees in more than 50 countries, we excel in blending IT and business expertise with decades of industry know-how. We offer one of the industry’s most comprehensive services portfolios, designed to modernize business and technology to deliver the outcomes that matter most to our clients.

Government Account Executive at Pitney Bowes

March 2016 – August 2019

Developed and managed State, Local Government, and Education Accounts for Pitney Bowes Software for the Northeast and Central United States. Responsible for the sale of solutions which included: location intelligence, customer experience management, predictive analytics, data management/integration/enrichment, and consulting services to C-Level Executives. Page 3

Grew a $5.4M YTD pipeline from an onset hire pipeline of $100k. New York State (NYS) Customers included: NYS DOL

(Unemployment Insurance win with TATA), NYS OCFS, NYS DFS, NYS OSC, NYS Tax, NYC DOIT, NYC EPA, as well as endless others in states focusing on retirement systems, workers compensation, Medicaid/Medicare, and elections. Recruited and trained channel partners. Maintained daily Salesforce CRM updates for management forecast visibility. Coordinated RFPs and contract modifications. Executed all price proposals. Managed marketing events (NASCIO, NSGIC, Western NY GIS, NYS Forum, Digital Summits, more) and conducted solution presentations to large audiences. Coached junior sales executives and assisted in the development of scripts and messaging for Inside Sales Representatives (ISRs). About Pitney Bowes

Pitney Bowes (NYSE:PBI) is a global technology company providing commerce solutions that power billions of transactions. Clients around the world, including 90 percent of the Fortune 500, rely on the accuracy and precision delivered by Pitney Bowes solutions, analytics, and APIs in the areas of ecommerce fulfillment, shipping and returns; cross-border ecommerce; office mailing and shipping; presort services; location data; customer information and engagement software; services; and financing. For nearly 100 years Pitney Bowes has been innovating and delivering technologies that remove the complexity of getting commerce transactions precisely right. Pitney Bowes was acquired by Syncsort in August 2019. Government Account Executive at Teradata

March 2015 - April 2016 (1 year 1 month)

Responsible for establishing and maintaining relationships with Teradata State Government customers with the objective of increasing revenue and engaging in business and technical conversations at multiple levels of the organization. In- depth understanding of the buyer journey and the ability to lead a complex, multi- pronged sale in a highly consultative manner.

Key Areas of Responsibility:

Responsible for setting and maintaining the account strategy for the overall engagement with the client.

Understand the clients’ key business initiatives, areas of concern, technology stack, and competitive environment; recognize how Teradata solutions could be applied and articulate the value of these solutions.

Manage the selling process across all areas of the business and close sales of hardware, software, and services

Lead the direction for the account team; responsible for account planning, business development meetings, managing the selling process and closing sales opportunities

Engage with internal resources to bring in expertise and specialized sales resources as needed

Coordinate team engagement with client, mapping each resource to most valuable opportunities

Serve as an escalation point for high priority client issues

Coach and develop Junior Account Executives and Solution Architects

Grew a $4m pipeline in 1 year 2 months by leveraging Teradata core strengths messaging:

‘help government agencies improve efficiencies, reduce fraud and better serve’

Enable information sharing and data integration among departments and agencies, for decision- making through predictive analytics

About Teradata

Teradata is an enterprise software company that develops and sells database analytics software subscriptions. The company provides three main services: business analytics, cloud products, and consulting. It operates in North and Latin America, Europe, the Middle East, Africa and Asia. Teradata is headquartered in San Diego, California, and has additional major U.S. locations in Atlanta and San Francisco, where its data center research and development is housed. It is publicly traded on the New York Stock Exchange (NYSE) under the stock symbol TDC. Victor Lund has served as the company's president and chief Page 4

executive officer since 2016. The company reported $2.3 billion in revenue, with a net income of $112 million, and 12,026 employees globally, as of March 7, 2019.

Northeast, Midlantic Territory Account Manager at MobileIron February 2013 - March 2015 (2 years 1 month)

Hired to establish MobileIron in a Northeast geography model. With continued growth, MobileIron created a vertical strategy and I was to tasked to create a vertical for MobileIron's State, Local and Education (SLED) presence in the Northeast and MidAtlantic. My charter was to build an end user revenue stream, work with contracting offices and Value Add Resellers

(VARS) to add MobileIron to State contracts, grow a MobileIron professional services practice, and establish partnerships and co-sell with mobility application value-add partners. I was responsible for partner support of all RFPs and RFQs, to include pricing, Red Teams, and pre and post sale technical briefings. I grew referenceable customers from 19 to 41, established a pipeline of $1.4M, and added MobileIron to State of Virginia, New York State, PEPPM, and WSCA contracting vehicles. I ramped and trained all SLED partners in the channel, conducted SLED trade shows to include presentations to large audiences. Won the State of New York business as the defacto standard for all mobility for all agencies under New York State Information Technology Services (NYS ITS). About MobileIron

MobileIron Inc. is an American software company which provides unified endpoint and enterprise mobility management

(EMM) for mobile devices, such as multi-factor authentication (MFA). The company was founded in 2007 by Ajay Mishra and Suresh Batchu and is headquartered in Mountain View, California. MobileIron was an early pioneer in mobile security and management for smartphones and tablet computers, such as iPhone, iPad, Android, and earlier mobile devices such as Symbian and Windows Phone.

During the five year period from 2009 to 2013, MobileIron was named the fastest growing technology company and ranked

#1 on the Deloitte Fast 500 Index. It became publicly traded in 2014 on NASDAQ under the ticker symbol MOBL Regional Sales Director, HP TippingPoint HP Enterprise Security : Northeast at TippingPoint, an HP Company

March 2008 - January 2013 (4 years 10 months)

Hired to establish Tippingpoint’s presence in the Northeast. My charter was to build an end user revenue stream and establish partnerships with Original Equipment Manufacturers (OEMs). TippingPoint was an independent company upon hire and was later acquired by HP as part of the HP Enterprise Security division. Senior Account Manager at Forsythe Solutions Group, Inc. July 2006 - March 2008 (1 year 8 months)

Hired to establish Forsythe’s presence in Upstate, NY; NYC; NJ; MA. My charter was to build an end user revenue stream, grow a professional services practice, and establish partnerships with Original Equipment Manufacturers (OEMs). New end user account presence included: Alfred Tech & University, Birdseye, OCM BOCES, Energy East Corporation, ISI Mars, Goulds Pump, Imaging Sensing Corporation, Maines Paper & Food Service, National Grid, Nice N Easy, Paetec, Paul Delima, Paychex, The Penn Traffic Company, The Pike Company, Resort Funding, LLC, RMSCO. Professional Services Account Executive at Agilysys, Inc./CTS Professional Services June 2005 - June 2006 (1 year)

Hired by CTS, Inc. to establish a Professional Services business in the Northeast. CTS, Inc., a $50 million/year leading independent services organization, was acquired by Agilysys upon my hire. The business unit was established as Agilysys Professional Services (APS).

APS offerings spanned across multi-vendor environments including EMC, HP, IBM, SUN/STK, Intel, Lotus, Microsoft and others. APS was less than 11.7% of Agilysys, Inc. with revenues totalling $1.7 billion. The charter was to grow the APS business 30%. I penetrated the territory growing the pipeline from $50,000 to $3,200,000 in 9 months. Agilysys had a Page 5

reduction in force (RIF) that impacted my position and I pursued an alternative career option. Sales at Ciena Government Solutions, Inc.

2004 - 2005 (1 year)

Sales at Cisco Systems, Inc.

2003 - 2004 (1 year)

Sales at Fujitsu Software Technology Corporation, INC. (Fujitsu Softek) 2001 - 2003 (2 years)

Sales at Gadzoox Networks, INC.

2000 - 2001 (1 year)

Sales at VERITAS SOFTWARE, INC.

1998 - 2000 (2 years)

Air Force and Navy National Account Representative at COMMVAULT SYSTEMS, INC. 1997 - 1998 (1 year)

Channel Manager and Federal Sales at BANYAN SYSTEMS INC. 1995 - 1997 (2 years)

Presales Engineer and Technical Account Manager at EDS, an HP company June 1985 - February 1994 (8 years 8 months)

Technical at ELECTRONIC DATA SYSTEMS

1986 - 1994 (8 years)

Education

NTT Consulting Enablement Program 2019 – 2020

Certified in Administering Peritonitis Dialysis (PD) 2019 EDS Systems Engineering Development Program 1985-1986 State University of New York College at Geneseo

BS, Computer Science, Labor Management Relations, Business Administration, 1981 - 1985 Certified Nursing Associate (CNA)

Liverpool High School

High School Diploma with Advanced Regents Distinction Volunteer

IRA Volunteer Fire Department February 2010 to Present

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