Sales Manager

CHARLES CINO

(M) 203-***-**** *** West Flat Hill Road, Southbury, CT 06488 (H) 203-***-****

Email: *******.*.****@*****.*** LinkedIn: http://www.linkedin.com/in/charlescino

Sales, Business Development & Strategic Alliances Channel Partner Manager

Top performing sales leader with extensive experience driving revenue, strategic sales engagements, partner and channel business development, and strategic alliances. Historically increased top line sales, revenue and profitability for Cisco, SGI, Juniper Networks and their largest partners IBM, Dimension Data and Scalar Decisions.

Creating collaborative relationships

Strategic planning and execution

Building executive relationships

Overachieving target objectives

Top line sales, profitability and market growth

Global sales experience

Execution of complex deals

Team leader and mentor

Strong leadership, communications, negotiation and analytical skills

Professional Highlights & Accomplishments

Juniper Networks, New York, NY January 2013 – Present

Notable Sales Achievements;

101% of US Sales plan / Globally drove over $30M

Multiple US deals: $1-7M, Global deals $5-100M

Lead Partner Account Manager – IBM

Planned, developed and executed on IBM/Juniper Networks go to market sales engagement and

execution plan resulting in exceeding Sales Achievement goals and objectives in accounts such as

UBS, Citi, NYSE/ICE, Red Hat and State Street Bank.

Planned, initiated and implemented go to market field engagement and sales programs executing on more than $20M in sales achievement in my first year with Juniper Networks.

Developed and implemented strategic go to market business planning meetings and hosted fifty two joint strategic account planning sessions producing significant incremental pipeline and sales.

Facilitated, trained and educated Juniper Networks field sales teams on IBM “drivers” and how to get the most value out of the IBM relationship.

Drove incremental global wins at UBS, Citi and NYSE in APAC, EMEA and LAC increasing Sales Achievement by over $20M

Drove adoption of global pricing and GTM model at Red Hat driving opportunity for incremental sales worldwide.

SGI, Inc., New York, NY January 2012 – December 2013

Americas Channel Sales Manager East & Canada

Planned, engaged and executed a Channel/Partner sales strategy with existing eighteen (18) partners in the East and Canada while recruiting and expanding additional Partners.

Principal, CxO and Senior Management business planning, go to market field engagement and target account mapping/engagements yielded pipeline growth of 300%

Teaming around field engagement, demand generation initiatives and marketing events with technology partners such as NetApp, Nexenta, Cloudera and Intel grew prospect base by 5X

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Cisco Systems, Inc., New York, NY November 1997 – August 2011

Notable Sales Achievements

186% of sales plan on $85M quota - 1 Year

150+% of plan on $65-85M quota - 4 Years

100+% of plan on $40-65M quota - 8 Years

Business Development & Strategic Alliances Channel Manager

Developed, implemented and executed programmatic, scalable and measurable sales programs for

Cisco’s largest and most strategic partners, IBM and Dimension Data, resulting in teaming strategic

sales wins at accounts such as BONY for $25M+, JPMC for $100M+ and UPS for $40M+.

Initiated and implemented systematic field engagement and sales programs fueling over $1B in sales revenue over a thirteen year period.

Developed, implemented and facilitated executive strategic go to market business planning meetings and hosted over thirty joint strategic account planning sessions per year producing significant incremental sales.

Developed a “Teaming To Win” engagement and planning process qualifying in excess of 90% of Teaming To Win field engagements as incremental, exclusive teaming sales opportunities.

Developed a “Teaming To Win” engagement and planning process qualifying in excess of 90% of Teaming To Win field engagements as incremental, exclusive teaming sales opportunities.

Architected the IBM “Playbook” – an engagement framework on which future Cisco Strategic Alliance “Playbooks” are based resulting in a consistent and high touch approach.

Facilitated, trained and educated Cisco field sales on partner “drivers” and how to get the most value out of the IBM relationship earning me the sales “brand” of “Mr. IBM” within Cisco and IBM.

Responsible for selling LAN/WAN internetworking, TelePresence, Unified Collaboration (voice, video, data), Data Center & Storage Solutions (including optimization & virtualization, backup & recovery, business continuity & availability, compliance & risk mitigation) and Managed Services contributing to bi-directional business measurable in billions of real sales dollars.

Team lead and strategic alliance interface with IBM on vertical “Solutions” in Branch Transformation, Retail, and Business Ready Data Center contributing over $ 76 M in incremental revenue.

Global Account Manager

Propelled sales to IBM Global Services – Networking Services global LAN/WAN internetworking system solutions business support model of managed data network solutions (early Cloud) and multi service network solutions.

IBM Organizations: IBM Global Services Networking Services (Advantis)

Motorola ISG Corporation, Wallingford, CT 1986-1997

Notable Sales Achievements

100% & 150% quota club member - 11 years

Presidents Club award - 1 year

Global Sales Director - IBM, Major Accounts Manager, Senior Major Account Representative

Drove sales in multinational, global, multi service LAN/WAN internetworking system solutions,

managed global sales & support team.

Education

University of New Haven - West Haven, CT B.S. Degree in Marketing, minor Political Science

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