Data Center Business Development, Senior Sales Executive, Cloud
Resume:
Mark A. Gilbert
ad5v4r@r.postjobfree.com
Mark Gilbert was an early evangelist in cloud adoption and hybrid on-prem/cloud deployments in the Public Sector and Commercial data center space. He has extensive experience and relationships with the IT community (SIs, MSPs, VARs, and ISVs), cloud providers (AWS, Azure, and Google), security/cyber OEMs, and Data Center hosting entities. Particularly interested in the application ramifications of cloud migrations, he is fond of saying, “A bad IT/Security posture on-prem will be a bad one in the cloud.” His background runs the gambit from the Cloud, direct sales, channels, data center, networking, and cyber. Areas of Expertise:
● Cloud, IT, and Cyber sales management and business development expertise
● Both the Public Sector and Commercial experience in the Data Center, GIS, SaaS, cloud, networking, and cyberspace
● Sales expertise and quota attainment as both a manager and an individual contributor
● Networking (including extensive knowledge of network security implications in cloud migrations)
● Deep knowledge of server and storage topology and its effect on cloud migration
● Extensive experience and relationships with Systems Integrators, MSPs, VARs, and OEMs
● SaaS, IaaS, UCaaS, and PaaS business development
● Accomplished public speaker
Experience:
● Senior Sales Executive - Ingram Cloud, IaaS Professional Services - June 2022 - April 2023 o Responsible for engagement with the Ingram partner community and partner recruits to augment their service offerings with Ingram P/S
o Helped recruit 10 plus new partners by demonstrating the value add of Ingram P/S o Worked with AWS, Azure, and Google partners. Primarily focused on the Azure cloud stack and the services surrounding that eco-system
o Successfully oversaw the engagement of Ingram P/S for cloud migration, VDI, consolidation, and cloud security.
o Wrote and executed SOWs and MSAs for all Azure partner engagements. o Worked with both commercial and public sector partners
● Director of Business Development - MBS (a Sealaska company) - April 2021 - March 2022 o Tasked with growing this Alaskan Native's footprint in multiple verticals. Evaluated go-to-market strategy and vendor engagement
o Defined focus areas of expertise, including GIS practice, Pension/Health benefits migration practice, Education consulting, and application development o In short order, I helped redefine vertical market focus and internal asset allocation (including writing copy for most of the current website and creating white papers for various functional areas)
● Senior Independent IT/Data Center Consultant - Guidepoint - Jan 2018 - April 2021 o Engaged in one-on-one consultation with Financial institutions looking to invest in the high-tech space
o Utilized for expertise and industry experience in technology, including cloud, network connectivity, cyber, and general IT
o Engaged by various companies for advice and insight on IT technology trends and emerging markets in the IT and security space
● Senior Account Executive – Microsoft Federal– July 2016 to June 2017 (Washington DC) o Responsible for evangelizing Azure cloud services to DOD with a focus on the Navy and focusing on secure cloud
o Worked with the Microsoft Data Center team to ease customer objections to hosting on the Azure platform
o Responsible for services offering in DOD/NAVY across the rest of the Microsoft IP stack, including but not limited to Security, SharePoint, BI-Dynamics, A/D, SQL Server o Retired 10 million in new services revenue in his first year of employment – retired 120% of the annual quota
o Initiated Azure pilot projects at Microsoft VA data center with three DOD commands with additional commands identified for 2017.
o Engagements with both end-users and partner community o Multiple speaking and panel engagements on behalf of Microsoft to discuss cloud adoption and strategies. Considered a premier speaker at the CAPRATE data center summits.
● Director of Business Development – COPT Data Center Solutions – August 2012 to October 2015
(Washington DC)
o Responsible for the leasing of COPT’s Manassas data center
At hire, the 100K SF raised floor data center was 18% leased after two years of operation
Currently, the data center is 92% leased with the cloud, SI, and commercial entities o Worked extensively with large SI’s to team on capturing contracts for co-location and secure cloud implementation (both AWS and Microsoft Azure) with commercial and government entities.
o Worked with the fiber/networking providers (Verizon, Zayo, Fiberlight, Level 3, Summit IG, amongst others) to grow connectivity and marry opportunities with small and large SI’s and partners.
o Educated the mostly real estate staff at COPT on the value of the data center practice and the inevitable transition to commodity compute models
o Represented COPT as a “subject matter expert” on speaking engagements, panels, and data center industry events
o Established relationships with industry leaders such as AWS and Microsoft for requirements that needed hybrid solutions
o Wrote multiple technical papers on the convergence of data center and cloud
● VP Channels – Terremark March 2011 to August 2012 (Washington DC) o Responsible for creating a Channels program that allowed VARs/SI’s and ISV’s to leverage and resell Terremark's E-cloud
o Worked with contracts and finance to create Federal contract and pricing models o Went from zero partners at inception to 15 partners actively selling Terremark E-cloud o Actively promoted Terremark Cloud through public speaking and cloud panels o Grew the proportion of the channel’s business from less than 20% to 45% of the total Terremark Federal business.
o Helped Terremark direct sales marry partners for successful pursuits that include CMS Affordable Care and State Department secure co-location, amongst others
● Director of Federal Field Sales – Red River Computers – May 2010 to March 2011 (Washington DC) o Responsible for working with the business development team to identify and pursue government contract vehicles such as SEWP and Seaport-e o Grew revenue by 30% on a year-over-year basis
o Provided thought leadership for Red River on virtualization and cloud, establishing Red River’s new Cloud practice
o Responsible for recruitment and retention of business development and sales team
● President – Commercial Data Systems – June 1995– May 2010 o Managed a 90-person, 90-million-dollar VAR based in Honolulu HI o Oversaw growth from 500K in revenue to 90 million in revenue over that time period o Pursued aggressive HPC and Virtualization practices that were held up by Sun/Oracle and Microsoft as the blueprint for the reseller community o Developed a professional services division focused on virtualization, storage virtualization, and Oracle middleware services
o Worked on the migration plan as the company graduated from 8a status to “full and open compete.”
o Direct oversight of eight sales managers across the US o Subject matter expert in storage and server deployments and early adopter for advocating virtualization
o Participated in multiple OEM advisory councils (Oracle, Netapp, Sun, and HP)
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