Len Bontempi

New York, NY *****

201-***-****

adg8ux@r.postjobfree.com

Expertise

Seasoned technology sales leader with over 15 years of successful field leadership experience. Highly skilled operationally and expert at scaling enterprise sales organizations. Technically focused with particular expertise in Cloud, Networking, Data Center and Voice Technologies

Selected Accomplishments

• Promoted three times in career to second level sales leadership positions

• Managed sales organizations in pre-IPO, mid and large scale companies

• Grew Dell Networking business > 16% YoY every half measured

• Earned Cisco CCIE Certification - #4430

• Individually managed one of the largest Trading Floor deals of all time allowing sale of company

• Consistently top team manager of my organization

Professional Experience

Kaloom August 2019 – Present

Network fabric Startup focused on 5G, Multi-Tenancy and Cloud Edge. Container based solution based on Openshift, RHEL and Intel Tofino switching silicon

Head of Enterprise Sales, North America

•Built Prospecting Model, focusing on 5G UPF opportunities, leading to fourteen active engagements

•Focused on IoT, Mobile and traditional 5G Core and virtual fabric opportunities

•Opened a DCO market leading to a large engagement and business relationship

•Developed GSI Territory, leading to two paid PoC engagements

•Managed partnership relationships with Lenovo, Dell, HPE and Red Hat

INAP December 2018 – August 2019

Data Center Operator offering Co-Location, Bare Metal, PaaS, IaaS and Network Services

Regional Vice President Sales, East

Shifted Team Focus to Cloud / PaaS and Bare Metal Solutions from base Colocation and Network Solutions

Introduced the MEDDIC Process to improve Deal Qualification and improve close rates by 22%

Focused on Pipeline and new customer development and generated new bookings of >80K MRR monthly

Able to maintain net positive revenue for a rapidly declining company

Total team of 16 Sales Executives and four Sales Managers based in Atlanta, Boston, Dallas and New York

Len Bontempi – Page 2

Dell-EMC June 2012 – August 2018

One of the world’s largest IT product and services companies

Enterprise Networking Solutions Sales and Engineering Director February 2017 – August 2018

Promoted to second level management responsible for Dell Networking’s US Enterprise, Global, GSI and Service Provider accounts

Organized the 28 person group into three teams - Service Provider, Global Accounts and Enterprise, with vertical alignment

Transitioned team from traditional solutions to Software Defined, Open and Disaggregated Models

Implemented TAS and Summit Sales Planning techniques to increase Pipeline by 245%

Consistently recognized as the top Leader within the Networking Team

Grew Business every quarter with average growth close to 10% Y/Y

Annual Goal of $80M - Over Plan all three halves – ranging from 103% - 158%

Southeast Converged Infrastructure Solutions Sales Director June 2012 - January 2017

Managed a team of between six and nine Sales people covering the Enterprise, SLED and Channel accounts in the Southeastern and Mid-Atlantic states

Focused on Universities, Health Care and top tier Enterprise customers resulting in resources on high growth, more investment oriented markets and strategies – results after one year were 38% Y/Y growth, increased wallet share and more than 50 new customers

Introduced, defined, implemented and measured KPI’s focused on revenue and customer growth

Grew business every half with average growth >16% Y/Y

Annual Goal of $35M with average attainment of 119%

Polycom October 2009 - December 2011

Integrated Unified Communications, Video and Voice Company

Vice President Sales, New York Enterprise and Global Accounts

Developed a Sales Competency program, influenced by Top Grading Sales Methods

Implemented Strategic Selling program in the Global Accounts Territory

Increased Pipeline over 200% and realized average annual attainment of 106%

Developed Ecosystem community focusing on Technology and Business Partnerships

Focused on High Margin Infrastructure Sales, improving booking contribution from 11% to 19%

Total Team of twelve Sales People and two Sales Directors with an annual goal of $60M

IPC April 2004 - October, 2009

World’s largest Trader Voice Company specializing in Trading Turrets and Private Wires

Vice President, Managing Director Global Accounts and Americas Sales April, 2005 to October, 2009

Led IPC’s Global Account Organization and Americas Regional Sales Teams, made up of 31 Sales people across four Groups on four continents

Responsible for $165M in annual bookings (about 80% of the company’s business) with operations in New York, London, Toronto and Chicago. Consistently managed the groups to over 100% of plan

Personally negotiated contracts, pricing, support levels and deliverables for the top revenue deals.

Len Bontempi – Page 3

Built a new sales strategy for handling small accounts in the New York Territory. Strategy included hiring and training entry level sales people to market to the entire community

Produced and presented reviews at quarterly Board Meetings, on behalf of the entire Sales organization. Introduced business trends, market analysis and financial planning

Director, Global Accounts Program April, 2004 to April, 2005

Responsible for leading the New York Based portion of the global sales team, focused on delivering VoIP based trader voice solutions to 13 strategic sell side accounts

Led the negotiation and deal strategy for the largest single contract in company history totaling $43.3M

Developed and implemented a Global Account Planning program including outside training, team leadership exercises and extensive collaboration

2005 Quota of $78M with a headcount of 16 and 145% attainment

Cisco Systems September 1996 to April 2004

Leading networking product and services company

Global Services Account Manager - October, 2002 - April, 2004

Led Global service sales efforts for CSFB, Deutsche Bank, Lehman Brothers and Morgan Stanley

Developed and negotiated entirely new non-linear pricing model for Morgan Stanley ISG that included financing, Tiered pricing, and Inventory Management components

Finished 122% Local and 196% Global last complete fiscal year

Maintained a $36M Local and $49M Global Goal in final year

Consulting Systems Engineer - September 1996 - October 2002

Acted as a senior Cisco technical consultant for some of the largest accounts in New York Metro

Top presenter of Data Center, Campus and Trading Floor strategy and design

Designed and assisted in the selling of networking solutions at many of Cisco’s most valuable accounts, including Prudential Securities, EY, UBS, Pershing, BBH, Knight, S&P, NDB and others

Lead Cisco technical designer of the NASDAQ MDN (Super Montage Network)

Consistently named CSE or SE of the Year or Quarter

BA: George Washington University

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