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Sales Executive

Roseland, NJ
October 23, 2020

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Joseph S. Russo Roseland, NJ ***** 201-***-****


Leadership Management Operations Channel Management

Profile Summary

–Experienced Sales and Revenue professional with proven accomplishments driving sales, meeting goals, and increasing profit margins regardless of the economic or competitive climate

–Progressive and Decisive management abilities that clearly articulate complex business challenges and objectives into actionable plans relative to sales, new business development

–Expertise in building and leading high performing sales teams in the planning and implementation of effective operational strategies over multi-state territories, driving increased market share, greater revenue, and bottom-line growth

–Skilled in monitoring and profiling competition, analyzing data, and identifying competitor’s strengths and vulnerabilities in support of multimillion-dollar organizations

–Exceptional Communicator with a consultative sales style, strong negotiation skills, exceptional problem-solving and a keen client needs assessment aptitude

Areas of Expertise

Sales Strategy Management Business Development Channel Management Global Accounts Negotiations

Customer Acquisition & Penetration People Management Vertical Solutions Cloud Consumption Services

Collaboration Strategic Planning Innovation & Creativity Best Practices Crisis Management

Professional Experience

Insight Enterprises Inc. New York, NY 04/2019 – Present

Director of Sales

Directed the NYC Enterprise and Global sales, software sales executive teams for an $11 billion Global Systems Integrator, through exponential hardware, software, and services growth in the NYC Financial, Manufacturing, Retail, and Media market. Solutions included: Adobe, Crowdstrike, Veritas, VMware, Cisco, Google Cloud, Microsoft, AWS, and top networking providers.

Initiated the NYC Cloud Software Program with Microsoft

Initiated weekly Deal Desk weekly and quarterly commit format

Restructured the internal NYC Metro Operational Support Team into specialized functions including; technology, hardware, software, and services

Key Accomplishments:

Grew NYC Sales to $250 million which represented 7% YOY growth in fiscal 2019

Grew Top financial, retail, and media accounts, Bloomberg, TDA, Ralph Lauren, CBS/Viacom, and Con Edison 10% YoY

Grew the largest software renewal base in the Northeast by 8% YoY across all Verticals

MTM Technologies Inc. New York, NY 01/2015 – 03/2019

Vice President, Sales East

Directed the East Coast sales, sales management, architects, and professional services team for a $150 million Systems Integrator through unprecedented growth, while supporting some of MTM Technologies most significant Financial, Commercial, SLED, Healthcare, Enterprise, and Global Accounts. Solutions included Citrix SaaS, VMware, Microsoft, Cisco, Pure Storage and Managed Services.

Joseph S. Russo Page 2

Expanded Northeast customer base to include New England and Southern base to include Florida

Grew state of Delaware’s business into a multi-million-dollar SLED account

Developed and sold the first company Cloud Workspace model and by replicating this model it resulted in $5 million in net new opportunities

Key Accomplishments:

Grew East Coast sales gross margin to a record 51% YoY within a two year period

Grew Collaboration commercial business 20% within a 2-year period

Increased new Logo business across the East Coast by 22%

Cisco Systems Iselin, NJ 10/1998 – 10/2010

Director, Partner Services Sales (2011 – 2014) Manager, Channel Sales (2004 – 2011)

Regional Manager Cisco Systems Global Enterprise (2000 – 2004) Regional Manager GEM Segment (1999 – 2000)

Directed the Global Service Provider Channel sales and management teams through a period of significant industry growth and change, accountable to Cisco’s largest service provider base and end user customers.

Grew the Service Provider operation to a 70% growth rate from calendar years 2012 – 2013

Expanded the Service Provider Cloud Consumption Service business by 100% in 2014

Developed the Managed Services Channel model into a $500 million revenue business, (previously at $250 million)

Developed and led US and Global sales channel and engineering strategy, selling to and partnering with AT&T, Cisco’s largest service provider.

Identified and built “Go-to-Market” (GTM) business strategies, focusing on managed services and vertical business segments

Developed and grew AT&T’s Global channel service strategy to a $1 billion annual product channel run-rate

Developed AT&T's MPLS, VOIP, and Security Managed Service Solutions for Cisco customer base

Provided global support for Fortune 500 companies headquartered in New Jersey by managing the Enterprise Sales Team responsible for accounts such as Sony, Ernst & Young, KPMG, ADP, and Chubb Insurance

Grew New Jersey region business growth from a $30 million to $65 million annual run rate

Top Cisco region in the Tri State area, and top 5 region in the Northeast USA in 2002

Leader of the largest US Voice Over Internet Protocol (VOIP) sale ($12 million to Ernst & Young), 2002

Grew Global Account business by 25 % in fiscal year 2002

Managed the top representative in overall sales dollars in 2002, (number one of over 10,000 company-wide)

Managed State and Local Government and Education (SLED) and Healthcare account sales teams throughout New Jersey, New York, and Connecticut.

Increased Verizon business share throughout State of New Jersey

Grew Cisco Networking Academies (providing computer networking knowledge to students worldwide) by 30% in calendar year 2000

Increased SLED Market Share 15% in Fiscal Year 2000

E-Rate representative for Cisco SLED NJ


Master of Business Administration in Finance

Fairleigh Dickinson University Madison, NJ

Bachelor of Science in Marketing

Seton Hall University South Orange, NJ

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