Technical Sales Enterprise Account

Executive Summary

Proven technical sales turnaround specialist and hunter selling to Fortune 10, Fortune 500, State and Local (Government) and Education clients in named account and territory formats

Strong track record in developing and mentoring technical pursuit teams (including sales and architect roles) consistently over performing targets and goals, within a region or named enterprise account

Demonstrated success in client relationship development skills designed to develop long term portfolio consultative selling

Adept at complex negotiations, including long term enterprise agreements, three-way enterprise co-selling partnerships and comprehensive enterprise deals

Network/Server Technician for Microsoft and ASI contract with the State of Oregon.

CONSULTING- TKO Ventures Inc., Principal Jan 2020 – Present

* Advisory Client Lead

Working with senior client executives to identify their business problems and develop the right approach and analytical solutions.

Work with our portfolio leadership for the Microsoft, AWS and Boeing account(s) to support them in driving innovation through new technologies, Cloud, AI, new business models and new ways of working that add value.

Conduct detailed analyses/interviews to understand and explain client problems and utilize standard consulting engagement practices such as facilitation, interviewing, gap analysis, AI, etc., and provide input for workshops and support clients in service delivery transformation.

Oracle Director Sales (SaaS Big machines CPQ) Aug 2018 - Jan 31 2020 Oracle’s best-in-class CPQ (configure, price, and quote) solution helps you improve margins and increase sales productivity. Flexible, scalable, and enterprise-ready, Oracle CPQ Cloud, AI enables you to accurately capture orders for complex products and services and generate quotes within minutes.

Enterprise accounts AK, Canada, WA, OR, ID, MT, NCA, SCa, NV selling SaaS CPQ

(Chevron, Telus, Shaw, Amazon, Costco, Nike, Itron Microsoft and Tektronix).

CONSULTING- TKO Ventures Inc., Principal March 2017 - August 2018

* Advisory Client Lead

Working with senior client executives to identify their business problems and develop the right approach and analytical solutions.

Sonus Networks, Director Sales West, Central and Canada, Jan 2016 - Feb 2017

Sonus Networks brings the next generation of carrier grade cloud-based SIP and 4G/VoLTE solutions to its customers by enabling and securing VoIP, video, IM and online collaboration primarily to service providers and Enterprises. In 2017, Sonus has merged with Genband to form Ribbon Communications.

Exceeded quota of $4 Million @ 102% attainment, grew territory by 30% year over year.

Led a pursuit team of three driving enterprise sales establishing 3 net new enterprise logos (Telus, Expedia, and Cambia Health) and expanded Sonus product entrenchment within Fortune 100 enterprise clients, including Microsoft, Nike and Intel.

Established and developed a strategic relationship with Telus, the second largest wireless carrier in Canada with over 6 million subscribers.

Enterprise sales included the proof of concept (POC), competitive analysis, business case development, and enterprise product integration along with negotiating the contract pricing and solution support. Ensured that post-sales results met requirements.

ORACLE, Director Sales (Western States) Sept 2014 – August 17, 2015

Oracle Carrier/Enterprise Voice Services, otherwise known as Session Border Controllers, provides enterprises and telecom service providers with carrier grade voice services enabling sales transformation services, including enablement of configuration, pricing and quoting tools for enterprise call centers.

Exceeded Quota of $3 Million @ 105% attainment. Grew territory by approximately 20% year over year (territory was remapped therefore YoY growth is approximate)

Developed pursuit teams supporting the regional Enterprise pursuits at Fortune 100 targets including Nike, Starbucks, Amazon (GAM), Expedia, and Microsoft

Led a regional team of three, driving complex pursuits promoting the Oracle sales portfolio within Enterprise accounts including business process analysis, technology requirements and capabilities, competitive differentiators and contract negotiations.

Mentored developing sales resources improving the quote to close ratio of the team by 19%.

AVAYA, Video Solution Sales Director; West and Central Regions April 2013 – May 2014

Developed and grew the regional sales team of six resources, selling both direct and through partner channels, promoting Enterprise grade video and voice conferencing.

Led a team that expanded and grew the portfolio of Unified Communications (UC) solutions to regional accounts including Named enterprise accounts, State, Local and Education (SLED) and Small/Medium Business (SMB) accounts within the West and Central regions.

Cisco Systems, Inc. August 2008 - July 2012

Held two roles at Cisco from 2008 – 2012 growing from Global Channel account manager for the largest US telecom provider to managing the SLED team and accounts within the Pacific Northwest.

Account Manager, State, Local (government) August 2011 – July 2012

and Education (SLED) Pacific Northwest

Exceeded Quota of $11 Million @ 103%, Grew territory year over year by 110%

Developed and grew a territory supporting named and partner channel driven accounts in territory covering State, Local (government) and Education (SLED) accounts including Washington, Oregon, Idaho, Montana and Utah.

Promoted the entire Cisco portfolio to channel partners, strategic influencers, and end user departments. Developed strategic pursuits to promote Cisco products to take advantage of special bonds, purchasing vehicles and programs such as E-Rate.

Global Account CAM (Channel Account Manager) August 2008 – August 2011

Exceeded national goals set for AT&T achieved 2008 to 2011 (Approximately $23.7M revenue in sales year over year) by 112%.

Developed and promoted the partnerships between CISCO & ATT, a top 10 Global Cisco account and AT&T channel sales accounts. Promoted the entire Cisco portfolio to AT&Ts product development teams and accounts.

Polycom December 2005 – 2008

Initially started as a Global Account Manager and grew into the Western Regional Sales Manager building a regional team of 13 employees and establishing a successful region focused on capturing New Enterprise logos.

Regional Sales Manager, PNW Region

Responsible for managing a team of 13 sales and engineers to develop new accounts/ LOGO’s grow business in our existing Key, Enterprise and GEM accounts with Polycom’s UC solutions.

Enterprise accounts included Microsoft, Boeing, Nike, Amazon, and T-Mobile in AK, WA, OR, ID, MT, UT, NV.

Global Account Manager, WA (Enterprise and GAM)

Consistently exceeded quota with 106% in 2006, 112% in 2007, and 127% in 2008, growing the territory by 50.7% over three years.

Developed and supported key Enterprise and GAM accounts promoting Polycom’s UC solutions including Fortune 500 and SLED accounts Including Microsoft, Boeing, Nike, Amazon, Costco, T-Mobile, State of AK, State of WA, and State of OR.

Developed the Western region business as an individual contributor due my success promoted to West Coast Sales manager hired, mentored, and managed 13 full time employees (FTE’s).

PM -Managed the Polycom audio engineering joint effort with Microsoft

Other Roles:

3Com Corporation, West Coast Account Executive, WA, 2003 - 2005

Top Layer Networks, Inc., Director of Sales, Western Region, 1999 - 2003

ALCATEL IND, Business Development/Channel Sales Manager, CA 1996 - 1999

Cisco Systems, Inc., Channel Manager, NorthWest Region, 1993 - 1996

EDUCATION/Training

Portland State University – BS, Business Administration (did not complete last two quarters of senior year)

Seattle University – Expanding education, Business program

ITT Corporate Sales Training – Face to Face Training Program

Sales Training – Miller Heiman

Cisco TAS and Siebal Enterprise Account Management Training

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