RANDALL STAUFFER

SENIOR TECHNICAL SALES EXECUTIVE

512-***-**** adh1zh@r.postjobfree.com linkedin.com/in/randallstauffer PROFESSIONAL SUMMARY

Seasoned sales professional with 20 years’ experience in modern digital technologies. Track record penetrating accounts and uncovering opportunity in Enterprise and Public Sector. Proven ability to listen, question and deliver best value industry specific solutions. Knowledgeable in market trends and emerging technologies, use cases and digital transformation. Consistently exceeding sales quota and strategic components. I love to compete, win and deliver.

SALES SKILLS PROFICIENCY

Strategic Account Management + Territory Planning + Channel & Partner Relationships + CRM, CPQ, & Social Media + Pricing, Proposal, Presentation + Communications Service Provider + Consulting & Professional Services + Equipment Solutions + Managed Services + Complex Solutions & Contracting TECHNICAL EXPERTISE

Cloud WAN & SD-WAN + 5G Mobility & Wi-Fi + Data Center & Edge Computing + Cloud Service Platform & SaaS + Cloud Voice & Collaboration + Cyber Security & Data Protection + IoT & Blockchain + Analytics & Business Intelligence + Machine Learning & Automation + AI & Cognitive Compute TECHNOLOGY & CLOUD PLATFORM EXPERIENCE

Akamai, Apple, Aruba Networks, AT&T Cybersecurity, Avaya, AWS, BOX, Cisco, Citrix, Dell Technologies, Digital Defense, Equinix, Extreme Networks, Five9, Fortinet, Fujitsu, Google Cloud, Hitachi Vantara, HPE, IBM Cloud, Intel, Juniper, LumEn, Oracle, Palo Alto Networks, Proofpoint, Polycom, Microsoft Azure, Mitel, Meraki, Motorola, NetApp, NTT Communications, RackSpace, Recorded Future, RingCentral, Ruckus Networks, ServiceNow, Samsung, Ubiquiti Networks, VeloCloud, Verizon, VMware, Zscaler, Zoom PROFESSIONAL WORK EXPERIENCE

Unity Communications: 7/2020 – Present

VP - Technical Solutions

Contract – Providing technical sales advisory and leadership services.

• I represent the Company in the process of procuring new clients, and engaging potential clients about the products and services available through Unity Communications’ AT&T Alliance Partnership and Telarus Master Agent portfolio.

• I consult and advise in all matters sustaining Sales Operations with attention to demand creation, automation and scalability, and operational efficiencies.

• I lead by example, and empower our sellers to dive deeper, challenge the vision, and co-sponsor strategic initiatives with their clients. I enable a broader discussion which translates to strengthening relationships and expanded solutions with our clients. AT&T: 2/2003 – 5/2013 & 12/2018 – 6/2020

Application Sales Consultant – National Business Technical Team

(12/2018 – 6/2020)

Client Advocate for Connected Business Model and Efficient Digital Transformation

• Selling AT&T solutions built on Edge-to-Edge Intelligence: CyberSecurity, Cloud Services, SD-WAN, Hosted Voice, Digital Technologies, Business Analytics, 5G & Internet of Things

• Recommend technical solutions in the sale of complex products, services, and applications

• Advising customers on suitability of products based on technical needs and business use cases

• Preparing proposals, presentations, and executing contracts for complex solutions

• Using analytics and research to develop strategic account and territory sales plans

• Delivering customer solutions with AT&T external partners, including design and engineering

• Maintaining a strong, working knowledge of company products and services

• Individual contributor achieving sales quota and strategic component targets

• Zscaler Certified Sales Professional and Zscaler Certified Sales Engineer Account Manager, Austin TX (2/2003 – 5/2013)

• Lead Account Management in State of Texas Government and Higher Education territories

• Responsible for all sales activities and owner of the AT&T customer relationship

• Consistently achieved >100% sales quota of $12 to $15 million in Total Contract Value revenue

• Sold the vast portfolio of AT&T Products and custom technology solutions in large, complex enterprise environments

• Established cooperative contracts with Texas Agencies, Local Governments, Higher Education and K- 12

• Managed customer requirements and solution design efforts within a multi-vendor team environment

• Engaged key technology partners, channel partners and third-party suppliers to deliver turn-key solutions and services

• Responsible for legal review, contract negotiations, finance options and custom billing

• Cisco Certified Design Associate (CCDA)

Self Employed, Austin TX: 8/2017 – 11/2018

Business Development Executive

• Consulted in Business Development and Sales Operations best practices

• Performed budgetary reviews, advocacy and research for Telecommunications and IT Solution Provider industries

• Provided recommendations and establishing use cases and business strategy

• Delivered transformative planning services for Enterprise Industries and Public Sector

• Advised in contemporary solutions for implementing new products and services, improved customer experience, modern efficiencies and productivity increase, business resilient strategies and compliances

Genesis Networks, Austin TX: 8/2015 – 7/2017

Executive Account Manager/Sales Director, Austin TX

• Responsible for Sales and Business Development within strategic and named accounts

• Generated sales in excess of $10 million with gross profits over $2 million

• Sold to Fortune 500 and Global Enterprise: Government, Financial, Energy, Retail, Healthcare, Hospitality, Transportation and Logistics

• Sold Hosted Communications Platform, Customer Equipment, Managed Services, Staffing Augmentation, Design and Implementation, Advanced Technology Center and Global Logistics, Lifecycle Management and Financial Solutions

• Responsible for demand creation, sales forecast, opportunity management, technical requirements, solution development, engaging partner ecosystem, assembling technical teams, pricing, proposal and contract negotiation

• Responsible for integrating ConnectWise CPQ with Salesforce CRM

• Certified Cisco (CBVS & CSPVSS)

• Accredited VMware NXS Sales

Nexus/Dimension Data, Austin TX: 10/2014 – 7/2015

Senior Client Executive

• Responsible for all Sales activities in Public Sector (SLED) customers in the Texas Region

• Generated a sales funnel exceeding $10 million in Revenue and $1 million Gross Profits

• Sold an extensive portfolio of IT Solutions and Services: Public/Hybrid/Private Cloud, Hosted Communication Services, Managed Services, Cyber Security Solutions, Data Center, Networking, Collaboration, WAN/WLAN, Equipment, Software and Mobility products

• Responsible for demand creation, customer meetings, solution development, engaging technical resources and channel partners

• Individual contributor, commissions leveraged seller in a team with shared engineering resources

• Prepared territory sales plans and quarterly business review

• Created custom presentations, administered proof-of-concept and delivered product demonstrations per customer specific requirements

• Participated in trade show and marketing events

• Certified and Accredited Cisco (CCDA & CSE), Dell/EMC Sales, NetApp Sales, VMware Sales NOTABLE SALES

• Regional Bank, 8 locations and growing, Network Transformation, Managed SD-WAN over Internet, LTE, Managed SASE and Zero Trust Network Access, Cloud UC, Data Center Migration

• Enterprise Non-Profit Retailer, 85 sites, SD-WAN, Zscaler Internet Access, Broadband Aggregation

• Global Fortune100 Logistics Company, 3000 sites, WLAN Survey & Design, PM, Managed SLAs

• Texas State Agency, 100 sites, LAN/WAN, UC and UCCE, Design, PM, SLAs, Managed Services

• Global Telecom Provider, Canada-Mexico-USA, SDWAN White-Box, Staging, Logistics, Field Services EDUCATION

BBA in Business Management/Minor in Marketing & Finance, Texas State University, San Marcos TX

Contact this candidate