Sal Mastropole

USA 470-***-**** adw1he@r.postjobfree.com

Security - SaaS Solutions- Business Development Manager /Regional Sales Manager/Sales Director

President’s Club Winner Consultative Sales Approach Closer 200% Quota Club winner 6 Months in a row!

Key Skills & Expertise

Client Acquisition & Retention Distributor/Vendor Management

Region & Territory Development Creative Problem Solving

Managing & Mentoring Sales Teams Exceeds Quotas

Build Partnerships with Partners

Build Partnerships with End-Users

End to End Project Management

Solution Sales methods

C-Level Sales Presentations

Report Building – selling my personality

Entrepreneurial spirit

Building SMART Cities

Resilience communicating with conviction

Active Listener understanding client’s needs

Confidence maintaining a positive attitude

Great at time Management

Professional Experience

CloudaStructure Inc. - 2021 – Present

Business Development Manager/ Sales Director – Public Safety, K-12, Construction & Transportation - Eastern Region

CloudaStructure delivers a cloud-based infrastructure to provide Video Management Software Solutions that includes AI/Video Analytics. We also provide Smart Parking and Remote Guarding solutions for the Security Industry.

Cloud-controlled physical infrastructure providing enterprise solutions for Video Surveillance as a Service

(VSaaS) as well as integration with other sensors to support Internet of Things (IoT) applications.

1st five months signed #5 major Law Enforcement Agencies totaling 3.4 million in sales agreements.

Generating opportunities with my personal book of Law Enforcement & Security Partner contacts and relationships.

Manage, Mentor and Train a sales team.

Top performer in hunter sales role for developing new business through solution selling, prospect identification and successful customer presentations & demonstrations.

Successful in Expanding & Developing the Eastern Territory. I always seek to align myself with my end-users & security partners to help grow and be successful.

Responsible in managing Security Integrators for a real partnership and Consultants who specialized in verticals as Law enforcement and Transportation departments.

Mentor & Train Security Partners to increase awareness on our SaaS AI Cloud Solution & Products for their new & existing client base.

Focus on Law Enforcement End-User opportunities to provide additional business for my Security Partners to provide a REAL Partnership.

I Identify and develop new business contacts, I’m an out of the box thinker such as lunch & learns, local industry trade shows, Etc.

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IDIS Corp.- 2019 – 2021

Regional Sales Manager – Southeast Region

IDIS is a South Korean Security Surveillance solution that meets the needs of an increasingly demanding security landscape. IDIS provides the benefit of an End-to-End, highest-quality total surveillance solution and deliver innovation that is user-friendly, flexible, scalable and can meet every surveillance need with unrivalled performance, quality and low total cost of ownership: We Offer – CCTV-Camera’s, (VMS)Video Management Software, Video Analytics, AI/SaaS Solutions, Storage NVR’s & DVR’s.

First 6 months exceeded yearly quota by 110%.

Signed 6 Quality partners and 10 End-Users and generated $560,000 + in sales in the first six months. Signed on client Verticals such as Law Enforcement, (HOA’s)/Housing communities, Commercial & Industrial businesses, Medical, K-12 Education and Medical: Education /K-12, Ex. Georgia State, Gwinnett County Police Dept. and multiple hospitals.

Responsible to manage Security Integrators for a real partnership & Consultants who specialized in verticals as Law enforcement, City/State departments, Financial and Medical companies.

Mentor & Train Security integrators & Partners to increase awareness on training on IDIS’s Solutions & Products for their new & existing End-users.

Help design and implement End-Users & Security partners changing Security needs.

I build strong relationships with partners, End-Users, Security & C-Level Executives.

Generated Sales through self-generated leads, Social Networking tools and referrals.

Providing Security end-to-end surveillance solutions when intelligently designed they can become a deterrent & tool used to successfully prevent incidents before they become a crime. Virtuozzo Inc. - (Division Eliminated Due to Covid-19) 2018 - 2019 Business Development Director -Security Director – USA & Canada Virtuozzo provides SaaS Hyper-Converged Security Storage Solutions & Cloud Solutions for Surveillance Video Data in relation to Virtualization Storage, and Cloud software. Virtuozzo’s technology enables End Users, Security Partners and service providers with an easy-to-use solution for the most widely consumed Cloud Services for VMS Surveillance Video. This allows them to build any Cloud – (Private, Public or Hybrid. As Sr. Regional Channel Development Director my goal was to build the territory pipeline and channel revenue with high performance End-Users and Partners. I built and implemented a channel development & revenue plan for the (Eastern region) consistent with the overall revenue and growth targets for the Territory. I also ensured the alignment of the strategy with other Sales teams. I understand their coverage models and strategies, know their focus in areas of target accounts, verticals, geography, and market coverage.

I provided senior executive level visibility and commitment for the various relationships. I also was responsible for spearheading the Virtuozzo/Channel value proposition with Partner Peering -- coordinating resources including Sales Leadership, Channel SE, Channel Marketing and Professional Services as needed. I coordinated training on new products, solution sets, business processes, Etc. I was responsible for leading an enhanced self-sufficiency and winning mindshare sales cycles from competitive vendors.

I drove joint opportunity development activities with Channel Partners through account mapping, marketing activities, coordinating marketing budget, and utilizing Channel Marketing Programs. I built REAL partnerships.

• Closed over $514,000 my first 6 months with End-Users.

• Generated $896K first 4 months with Partners.

• Hired & Managed and Ramped up #2 Sales professionals.

• Signed on #8 Quality Security partners and secured our technology commitment with #6 Quality Security Consultants.

• Engaged with multiple End-Users in several verticals, Ex. Financial, K-12, Retail, Law Enforcement, Health Care, Building Management & HOA’s Etc...

• Built relationships with Architects & Engineers. Page 3 - Sal Mastropole

March Networks - 2015 – 2018

East Coast Sales Director/Regional Sales Manager

Channel Account Manager Leading Manufacture of IP Video Solutions, Access Control, Storage: SaaS -Software as a Service - VMS – Camera’s, Video Analytics and Storage NV; responsible for the entire Eastern US region. 1st year Exceeded 145% of Quota.

Signed on 19 partners and generated $750,000 + in sales in the first six months. Signed on clients Verticals such as Law Enforcement, Financial Banks, Commercial & Industrial, Medical, K-12 Education: Clients Ex. Chase Bank, Dunkin Donuts, Auto Dealerships – FORD, AUDI, Police Departments, State & Local Depts NYPD, GPD, GSP, BPD Etc. Transportation- MBTA, Education /K- 12, Penn University, Dartmouth College, Princeton University, Passaic County College and several NYU, and other hospitals.

Mentored integrators & Partners to increase product awareness and efficiencies on positioning the March Network products & strategic advantages.

Manage Security Partners/Integrators and Consultants who specialized in verticals as Transportation, Gaming, Law enforcement, City/State departments, Financial/Medical companies.

Identified and closed new Partners/Consultants & A&E’s in my assigned territory.

Develop and implement the North-East territory action and business plans to focus on key accounts verticals for the top Fortune 500 and 1000 company verticals.

Worked closely with Distributors to identify needs and generate additional business.

Successful relationship builder with C-level executives all verticals in End-Users.

Identified and developed new business, provided lunch & learns for partners, A&E’s and Clients. Avigilon - New York, NY 2012 – 2015

Regional Sales Manager NE Region/ Eastern Region

Security Solution Provider: Video Hardware – SaaS - Video Software - Access Control - Video Analytics

Won Presidents Club Platinum Award 2013, 2014, and 2015.

Responsible for the NE territory and NY Metro management companies and Partner build out.

Closed new business with several large accounts that included the NYPD, NY MTA, NY Yankees, Saks and Boston University, Cornell University, Princeton University, Hartford University, Wesleyan University, and many K-12 schools.

Achieved 158% of sales quota in 2012, 128% of quota in 2013, 126% of quota for 2014 and 122% of quota in 2015.

Managed both Integrators and Consultants in the Security Industry. Added 275% Rep Firms/partners and consultants in my territory during my years. Successful relationship builder with C-level executives in new and existing client base.

Responsible for my sales pipeline, forecasting and yearly sales projections.

Helped train a new RSM for the NE territory area as hired.

Provided a Virtual Video Surveillance Storage solution software that is exceptionally reliable and scales easy to manage and able to allocate the usable pooled storage for my channel partners & End-Users.

Successful relationship builder with C-level executives in all vertical’s new clients and existing clients.

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E-Com Technologies Inc. – New York, NY 2008 – 2012 Physical Security Solutions Access Control, VMS, Cameras, Storage, Etc... 2008 - 2012 Business Development Manager/Regional Sales Director, NE Territory (2008 – 2012) Business Development Manager (2008 – 2010)

Regional Sales Director (2010 – 2012)

Exceeded 120% to 150% of my quota my first three years then 200 +% remaining year.

Developed and managed the channel of Security OEM’s, Consultants and End-Users

Mentor a sales team of two salespeople. Helped with hiring, training and exceeding sales quotas.

Took a territory from $275,000 to $2.2M.

Manage Security Partners-OEM’s and Consultants also specialized in verticals as Auto, Transportation, Gaming, Law enforcement, City & State departments, Financial and Medical companies.

Top performer in hunter sales role developing new business through prospect identification and successful customer conversions.

Responsible for generating a strong rounded client pipeline. Sold clients solutions & products to Mid-sized & fortune 1000 companies.

Successfully identified Managed & CO-location Web Hosting and Storage Product prospects, conducted presentations and proposed solutions to close business.

Develop and implement the Northeast territory action and business plans to focus on key accounts and verticals for the top Fortune 500 and 1000 company verticals.

Create brand awareness in end-user security, Industry Associations within the integration community.

Able to identify OEM partners needs and able to penetrate multiple verticals for them and us to work together. Identified & developed new business ideas and provided lunch & learns for my territory OEM partners and consultants.

Successful relationship builder with C-level executives in all vertical’s new clients and existing clients.

Fortress ITX – New York, NY 2003 – 2008

Business Account Manager (2003 – 2006)

NE Sales Team Director Managed IT Cyber Security Services (2006 – 2008) Provider/Cloud Technology Security & Storage SaaS Managed Data Center Services Competencies: Cloud Technology, Managed & Co-Lo & Dedicated Hosting, Exchange & IDS, E-mail encryption and Security Services. Targeted C-Level and business owner contacts; helped clients increase profits and lower internal IT costs.

Exceeded quota by 110% – 135%. Grew and retained territory clients in every QR in my pipeline. Presidents Club 2003 -2006.

Responsible for hiring & training performers and terminating non-performers.

Establish sales objectives by forecasting and developing annual sales targets for account managers, projecting sales volumes per QR.

Responsible for individual territory plus the management of four Account Executives for the NY/NJ area. Built immediate rapport with the Account Executive Team and key clients to ensure positive sales results and sustained revenue growth across the board.

Increased individual salesperson’s quota by 20% - 40% and achieved a 75% sales increase for the team during tenure.

Generated a quality individual, and sales team pipeline for the fortune 500-1000 market. Conducted Data Center tours, created training & sales tools. Managed VAR’s & Partners for my assigned region. Page 5 - Sal Mastropole

PSINet Inc., New York, NY 1998 –2003

Sr. Account Executive IT Solutions/Software/Hosting Services

Achieved up to 200% of quota and earned the Top-Gun Award with a quota of $2M. 200% Quota Club six months straight in a year. Achieved Rep Firm and VAR Manager Award in 1998 - 2000. Presidents TOP GOLD Award Winner Member 1998-2002

Responsible for entire sales cycle for Data Center Storage and DR sites hosting products such as EMC and NetApp, and Managed Security.

Provided End-to-End IT Data Center solutions for clients in Managed Hosting, Storage Hardware, Software, and Network Security Solutions. Negotiated Business solutions with clients to achieve win/win results and provide the basis for strong ongoing relationships. Passaic Police Dept. New Jersey 1993 -1998

Patrolman Sgt. – Tactical Unit

Promoted to Sargent in 3 years.

Protecting the city and solving crime.

Joined the Tactical Unit first 2 years.

Worked with joint Departments like the FBI and Passaic County Sheriff’s Office Etc.

Top 3 Cadet in 2003 at the Passaic County Police Academy.

Won Passaic County Police Academy Top Tactical Shot Award. Education

2 Years Bloomfield College; Bloomfield, NJ

Saint Mary’s High School Rutherford, NJ

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