Technology Solutions/ Channel Marketing/ Sales & Account Management Leader
Dynamic Sales Manager with 15+ years’ experience in working in and with enterprise accounts, SMB and emerging companies. Extraordinary sales and business development skills in designing and implementing end-to-end technology solutions. A passion for consultative selling and translating technical requirements into “big picture” business solutions. Corporate Strategic Plan Development/Interaction with all levels, including C-Level. Excellent leadership, interpersonal, and communication skills. Core skills include: Industry & Product Knowledge
Cloud Infrastructure, Cloud Knowledge (Public, Private, Hybrid), Management & Governance, Data Center Security, Storage & Disaster Recovery, Unified Communications, Enterprise Solutions, Salesforce Solution Selling
Business Operations, Pipeline Management, Manufacturer and Channel sales experience, Channel Relationships, Forecasting, New Generation Business Development, Virtualization, Networking Sales Team Management
Strategic Account Management, Hire/Develop/Train/Mentor/Support Account Executives, Budget Management, P&L Forecasting, Presentations
AWS and Other Sales Certifications
Windstream Enterprise 2019
Enterprise-class data, voice, network and cloud solutions with superior performance, enhanced security and exceptional reliability to businesses.
Sr Account Director-Enterprise Sales
Took customer business challenges to drive new business solutions to enhance and improve their customer’s experience. Solution portfolio includes End to End Managed Network Connectivity, SD-WAN, UCaaS, Managed services for LAN/WAN/Security, Professional services defined as advisory services, migration, governance, PMO offering enabling core set of offerings focused on network, cloud and security.
Met sales objectives of 5 new opportunities, 5 proposals per month resulting in an average pipeline of 20 times monthly quota
Closed new opportunity for Consulting Services to new account for 3 times monthly goal Barry L. Gurman page 2
Regional Sales Director
Oversee all activities related to driving business and building solid sales pipelines. Mentor, train and support 7 Sales Account Executives in technology and strategies, presentations, performance and professional development. Participate in strategic account management and sales development to align with current and future sales objectives. Manage budget and expenses to P&L goals.
Increased consulting service business by 50%, growing new business from legacy solutions to leading new edge solutions, by integrating additional services into the sales process, and by developing each Sales and Account Executive with extensive training, coaching and mentoring.
Exceeded all expectations, met an annual goal in 9 month time frame by focusing on closing new business and marketing to larger opportunities. Annual team results were 125% above regional annual revenue and gross margin profit goal.
New Account Executive achieved 150% of goal in the first year due to dedication to extensive education, mentoring, and support given. Moved other Account Executives out of their comfort zone into more successful roles by expanding their knowledge base, mentoring strengths in prospecting, relationship building and closing.
InterVision Systems Technology, Inc. 1994-2017
IT solutions, infrastructure and services for the cloud ecosystem (private, public, hybrid) Senior Account Manager
Translated customer business challenges into custom-designed solutions utilizing InterVison’s technology partners such as NetApp, Palo Alto Networks, Cisco and Juniper, among others. Managed and grew a territory, with a focus of 20 partners to drive revenue. Created and maintained relationships with IT Directors, VP’s and CIO’s. Managed inside Sales Representatives, implemented a comprehensive lead generation and tracking system within Salesforce CRM. Leveraged MDF & COOP to create sales campaigns and customer events.
Advanced new market strategy of bringing in 5-10 new opportunities within each quarter, resulting in 20% increase of business and associated revenue.
Brought in the largest deal in company history at the time, $3MM
Salesman of the year, 3 years running
Attended annual Achiever’s Club 10+ years
Education & Training
B.A., Economics, University of California, Berkeley Certified Sales Representative
Hewlett Packard Enterprise, Palo Alto Networks, VeloCloud SD-WAN, Amazon Web Services (AWS) Juniper Networks, HDS, NetApp, Cisco, Juniper