Channel Sales, Sales & Account Management Leader
Dynamic Sales Leader with 20+ years’ experience in working with Enterprise accounts, SMB, and emerging companies in Northern California. Extraordinary sales and business development skills in designing and implementing end-to-end technology solutions. A passion for consultative selling and translating technical requirements into “big picture” business solutions. Excellent leadership, interpersonal, and communication skills. History of Channel/Partner Sales and Alliances. Experience with IT services companies in selling Digital Transformation, Cloud Migration, Managed Services, Engineering Service. Industry & Product Knowledge
Cloud Infrastructure, IT Solutions, Microsoft, Cloud Knowledge (Public, Private, Hybrid), Azure, GCP, Management & Governance, Data Center, Digital Transformation, Cyber Security, Firewalls, DDoS, Threat Protection, ERP, EDA, Storage, Disaster Recovery, Back- Up, Networking, SD-WAN, Unified Communications, VOIP, Call Center, Telecommunications, UCaaS, CCaaS, Enterprise Solutions, Virtualization, Compute, Salesforce, Middleware, Professional Services, Consulting Services, Technical Solutions, Data, SaaS, IaaS, PaaS, Wireless, Wi-Fi, Digital Transformation, Business Applications, Managed Service Providers (MSP), DevOps, Service Providers, Cloud Providers, Future and Current Technologies, OEM Cybersecurity, AWS Sales Certified. Solution Selling
Direct Sales, SalesForce, LinkedIn, Pipeline Management, Manufacturer and Sales Channel/VAR/SI Sales Experience, Channel Relationships, Alliances, Forecasting, Exceeding Sales Goals, New Business Development, Sales Development, Up-Sell, B2B, Hunter, Sales Prospecting, Account Management, Start- up/Growth Experience, CXO Level Relationships, Customer Relationships, Partner Management, Top Producer, Complex Sales, Subscription Services, Negotiations, Time Management, Demand Generation Sales Team Management
Strategic Account Management, Sales Development, Recruit/Hire/Develop/Train/Mentor/Support Account Executives, Education, On-Boarding, Sales Enablement, Sales/Account Plans, Budget Management, P&L Forecasting, Presentations, Pipeline Development, Team Building, Forecasting, Business Operations, Sales Operations, Leadership, Marketing, Channel Sales Strategy, Channel Sales Operations, Enterprise Sales, Commercial Sales, SDR/BDR Leadership, Sales Leadership, Administrative & Business Operations Professional Experience
Teqtron Oct 2021- August 2022
Director of Sales
TeqTron drives digital transformation and automation with its modern API led design and modern middleware integration platform in hybrid environment. Supply Chain, Sales Fulfillment, PLM, SAP
Produced New Content for Sales Presentations and Marketing Materials
Partnered with Application Vendors (Boomi) to grow and expand their Software Business
Partnered with Integrator Sales Teams to introduce Applications within their Accounts.
Opened New Accounts
Created New Business Development Procedures
Barry L. Gurman page 2
Windstream Enterprise Jan 2019- Dec 2019
Sr Account Director-Enterprise Sales
Took customer business challenges to drive new business solutions to enhance and improve their customer’s experience. Solution portfolio includes End to End Managed Network Connectivity, SD-WAN, UCaaS, Managed services for LAN/WAN/Security, DDoS.
Met sales objectives of 5 new opportunities, 5 proposals per month resulting in an average pipeline of 20 times monthly quota, $10,000 MRR.
Insight Mar 2017-July2018
Regional Sales Director
Oversee all activities related to driving business and building solid sales pipelines. Mentor, train, recruit, and support 7 – 8 Sales Account Executives in technology and strategies, presentations, performance, and professional development. Participate in strategic account management and sales development to align with current and future sales objectives. Manage budget and expenses to P&L goals. Lead sales relationships with major Cloud Providers, AWS. AWS Sales Certified.
Increased consulting service business by 50%, growing new business from legacy solutions to leading new edge solutions, by integrating additional services into the sales process, and by developing each Sales and Account Executive with extensive training, coaching, and mentoring.
Exceeded all expectations, met an annual goal in 9-month time frame by focusing on closing new business and marketing to larger opportunities. The annual team results were 125% above regional annual revenue ($50M) and gross margin profit goal.
New Account Executive achieved 150% of goal in the first year due to dedication to extensive education, mentoring, and support given. Moved other Account Executives out of their comfort zone into more successful roles by expanding their knowledge base, mentoring strengths in prospecting, relationship building and closing.
InterVision Systems Technology, Inc. Aug 1994-Feb 2017 Senior Account Manager
Translated customer business challenges into custom-designed solutions utilizing InterVision’s technology partners. Managed and grew a territory, with a focus of 20 partners to drive revenue Implemented a comprehensive lead generation and tracking system within Salesforce CRM. Sales Certification by AWS.
Advanced new market strategy of bringing in 5-10 new opportunities within each quarter, resulting in 20% increase of business and associated revenue. Revenue $50K to $500K
Salesman of the year, 3 years running. Attended annual President’s Club for 10+ years. Education & Training
B.A., Economics, University of California, Berkeley