DOUG W. LUCAS
Dallas, TX. *****
CELL: 214-***-**** email@example.com
Consistently overachieve sales quota, excel in complex high-pressure environments, optimally prospect new pipeline, earn trusted advisor credibility, leverage tenured reference value with clients & partners. Specialties: Teamwork, Return on Investment, value-driven metrics, consultative sell, focus on customer satisfaction, new opportunity leadership, share success, exceed measured expectations and tenure. PROFESSIONAL EXPERIENCE
HEWLETT-PACKARD CLIENT DIRECT & PARTNER SALES (QUOTA CARRY) 2013– PRESENT Innovation Infrastructure Hybrid Cloud & Big Data Sales Executive, Texas / U.S. Responsible for successfully accessing client business needs in a variety of vertical industry sectors to surpass multi- million-dollar quotas. Motivate teams to win. Exceeded both “hunter & farmer” quota requirements by 216%. Empathetic-ally maps out optimal methods to overachieve customer business goals versus the competition. Champion the value of HPE's hybrid, agnostic and open Innovation Platform Consulting Services (IPCS). Measure & communicate the client’s fastest path to ROI & NPV. Successfully present customer-relevant use cases to C Level. Discover new value across the C-Suite. Credibly calculate Rough Order of Magnitude (ROM) examples to shorten the sales cycle. Work with internal teams, manage profitability & maintain Fair Market Value (FMV).
Present Capex vs Opex growth path models to migrate clients. Overachieved Fiscal First Year (FFY) by 174%.
Grow customers by providing best Near-Far-Right shore consumption & flex-based trade-off alternatives
Fuel relationships, Rolodex, channel, POC, CRM, trade show, travel & solution demonstration to win deals.
Optimize the latest hunter tools, lead scrapers, call methods, social messaging to consistently fill a 3X pipeline.
Competitively execute Requests for Proposal (RFP) to win new Colo, Hosted, IaaS, PaaS & SaaS client logos.
Successfully sell strategic value into various Lines of Business (LOB) with HPE Pointnext, Greenlake & other. Make available HPE's industry-leading Systems Integration (SI) frameworks & partnerships. Communicate a phased approach to accelerate a client’s prospectus. Provide the value of Service Level Agreements (SLA) to win financial acumen. Champion value propositions including Information Technology Outsourcing (ITO), Data Center, Co-location
(Colo), Hosted Private Cloud (HPC), Business Process Outsourcing (BPO), Managed Services Provider ships (MSP), Public Cloud, Infrastructure as a Service, Platform as a Service, Software as a Service (iCHIPS), Flex Capacity, Elastic AWS, Microsoft Azure, Alphabet Google, Salesforce, Hybrid Cloud (HCaaS), Load Balancing (LaaS), Containership
(CaaS), Kubernetes, Docker, Networking, 5G, Wi-Fi 6, Packet Core, Slicing, Network Functionality Virtualization (NFV), Software Defined Networks (SDN), Management Governance Resource Security Compliance (MGR-SC), Big Data, Hadoop Analytics MPP E-security N-mobility (HAMEN), SAP HANA (SAP-H), Social Mobile Analytics Cloud
(SMAC), Internet of Things (Edge IoT), Security Vulnerability Attacks (SVAaaS), Storage, Networks, Digital Transformation (DT), Test QA (MAPS), BlockChain, Solution Services, Software, Hardware & Partnerships. ORACLE CORPORATION CONSULTING SERVICES INFRA SALES (QUOTA CARRY) 2009 – 2013 Infrastructure Client & Partner Sales Executive, Texas / U.S. Responsible for successfully driving value to Infrastructure customers. Overachieved Direct Sales & Partner quotas. Managed everchanging territory & account plan teams to score an average of 134% through tenure. DOUG W. LUCAS PAGE TWO
Exceeded Multi-Million-dollar Consulting Services measurements focused on Infra, Cloud, Applications, SW & Partner Solutions. Promoted internally to manage Strategic Account (SAM) responsibilities. Successfully responded to & won new Statements of Work (SOW). Negotiated price margins internally & externally to client's Service Level Objectives (SLO). Helped move customers forward by aligning optimal industry reference stories. Achieved a high of 213% year to year
(YTY) growth. Provided testimonials & competitive research to build relationships at the C-level. Recognized for Cloud sector revenue growth an average of 164%.
Migrated previously UN sold SAP Data Center accounts to win new Oracle ITLM/ITIL/ITSM/ITOM solutions.
Grew Customer Satisfaction by providing strong hybridized Oracle e-Biz EBS & SAP Business Suite ERP value.
Leveraged audit tool utilization to help clients add & recognize new Procurement Agreement benefits.
Managed extensive travel & expense requirements including client tours (domestically & foreign).
Added value & closed new legal agreements with customers going through merger/acquisition changes.
Orchestrated complex Solutions Agreements including Business Process Outsourcing, ITO & Hybrid IT.
Successfully motivated internal acquisitions including Software, Hardware, Sun Server, Cloud & others. White boarded optimal roadmap value options to customers. Teamed with Solutions Architects, Legal & Profitability groups to form winning deals. Successfully sold above & below the Virtualization layer including Oracle Workload Portability
(OWP), Load Balancer (OLB), Virtual Manager (OVM), Traffic Director (OTD), Support Service Console (OSSC), Virtual Networker (OVN), Application Delivery Controller (OADC), High Availability Infrastructure (OHAI), Fusion Services
(OFS), Cisco Ether-Channel (CEC), SAP Web Dispatcher (SWD), NetWeaver Services (SNWS), Amazon Elastic Cloud
(EC2), Citrix NetScaler (CNS), Dell EMC, Elastic Cloud Storage (ECS) & other Client focused solutions. Over-achieved teamed partner revenues by 189% YTY.
IBM CORPORATION WORLDWIDE CONSULTING & SW SALES (QUOTA CARRY) 2004 – 2009 Global Services & Sales Manager, Colorado / U.S. / WW Responsible for successful quota achievement focused on Global Business Services, Software, Partner & World-Wide Sales metrics. Successfully navigated key consulting teams including GBS, GTS, Lab Services, PLM, & IoT groups. Promoted to the Global Services Sales team. Overachieved an average of 153% through IBM tenure.
Achieved self-teach off-hours Sales Certifications in Services, SW, SaaS & MSP Services solutions.
Traveled internationally & helped to close some of the largest WW Telecommunications deals.
Committed to extensive travel schedules to support Europe-Middle East-Africa (EMEA) & Asia-Pacific (APAC).
Utilized Engineering background in Semiconductor, PLM, IoT, Embedded to train the Manufacturing sector.
Quick started fiscal first-year quota in 5 months. Successfully sold CPG, Retail, Travel & Transportation. Surpassed local territory measurements while subsequently managing World-Wide sales plans. Primed/Sub-Primed on several multi-million-dollar deals with a mix of Partners including SAP, Oracle, HP, Microsoft & others. Recognized for 236% of new Partner metrics including Worldwide Channel quota. Grew bookings in Banking, Financial, Insurance, High Tech, Telco, Airline & Aerospace Services focused on Data Warehouse, BI, MDM, ETL & ERP beyond 172% a year. EDUCATION
BSIE, Electronics, Kansas State University, Kansas Paid 100% college education, worked full time, Scholarship Football Athlete and 4-year Letterman. Furthered Education, Internship and Postgraduate work in Manufacturing & Logistics at Allegheny International, Kansas. Community Outreach Programs for the disabled, needy and underprivileged. MBA, University of Colorado Denver (Business School), Colorado Enterprise Technology Management specialization (AACSB)-online study