Pre-Sales Revenue Growth

Stephen A. Daleo Pre-Sales Solution Engineer

954-***-**** **********@***.*** linkedin.com/in/SteveDaleo

A track record of success in transforming abstract business challenges, requirements, and goals into innovative new solutions aligned with all needs and communicating the value of new technologies and features to drive revenue growth. Highly skilled in translating complex technical concepts to a wide range of audiences during sales presentations and training resource and program creation. Comprehensive experience in fostering cross-functional collaboration and communication to drive the success of all revenue goals and the creation of business value for channel partners and customers.

Core Competencies

Pre-Sales Solution Development & Engineering Training Material Creation Staff Training & Development Presentation Skills

Cisco Hardware & Software Solutions Customer Engagements Process Improvement Revenue Growth

Professional Experience

Cisco Systems 2020-2024

National Channel Solutions Engineer/Architect

Drove the success of customer engagements and opportunities valued at $97M in customer engagement pipeline activity by equipping Cisco and Connection Sales Reps and Engineers with the support and insights needed for success. Encouraged Connection growth by building positive relationships with Cisco teams and locating new opportunities for gaining new logos and franchises.

Developed and ensured the success of strategic initiatives in partnership with Connection and Cisco teams while gathering and transforming data into new enhancements and strategies for success.

Developed and delivered technical and sales enablement programs Connection to drive Cisco Sales growth.

Golden Networking Consultants 2016-2020

Cisco Systems – Strategic Pre-Sales Consulting Solutions Engineer

Translated customer account information into aggressive strategies demonstrating the value of services to position specific solutions on active projects in collaboration with Sales Reps. Prepared network solutions in conjunction with the Cisco and Connection Sales and Technical teams. Delivered consistent revenue growth by locating new opportunities for increasing current account value.

Achieved a 10% growth in Cisco business by slashing the delay in obtaining a Bill of Materials needed to create a customer quote from over two days to less than three hours.

Delivered a further 300% increase in Cisco Data Center revenue growth during the first year of tenure with a 65% sales increase (and total Cisco revenue tracking up 85%) following the success of the new process.

Checkmarx 2018-2018

Senior Global Technical Field and Channel Enablement Lead

Equipped technical service organizations’ customers, staff, and channel partners with the product, service, and technology training to fully utilize Application Security Testing which increased adoption.

Spearheaded the creation of the Checkmarx Certified Engineer (CxCE) program which was an engineering certification program comprising training, curriculum, testing, and certification levels.

Collaborated with Sales, Marketing, and Technical Services teams during the creation of the Checkmarx Certified Partner Program (CxPP) which leveraged customer and channel training and certification programs to enhance technical partner training and certification.

Cisco Systems 2010-2016

Channel Program Manager/Technical Trainer

Accelerated revenue growth as the creator and leader of technical and sales enablement programs for the Americas Sales, Engineering, and Channel teams. Delivered technical and sales level training to Cisco and Channel Account Managers, Systems Engineers, Sales Leaders, and Support staff in support of Cisco’s top 25 partners including IBM, HP, CompuCom, CDW, and Forsythe. Built positive relationships with channel leaders and cross-functional staff to discover and investigate partner strategic system, process policy, and tools issues.

Recognized as the Subject Matter Expert (SME) regarding the development of the CCNA Wireless, CCNP Wireless, and CCNP Switching Career Certification Training and Certification exams.

Leveraged expertise with the development of Cisco Sales, Essentials, SMAB University AM, and SE Partner Certification Training and Certification exams during the support of Cisco Training and Enablement teams.

Shortened the new-hire ramp-time by more than three months which resulted in increased productivity and revenue through the New Hire Fast Start Program for Account Managers and Engineers sales training (for areas including Routing, Switching, Mobility, Unified Communications, Security, and Data Center.)

Demonstrated continued success in increasing revenue and sales as the leader of Data Center Discovery and Unified Communications Business Transformation workshops.

Education

Master of Science in Computer Science

Barry University, Miami, FL

Bachelor of Science in Computer Science

Florida International University, Miami, FL

Certifications: Certified Information Systems Security Professional (CISSP); Certified Cisco Systems Instructor (CCSI #97025); Cisco Cisco Certified Network Associate (CCNA #CSCO10000712); Certified Meraki Network Associate; Certified Network Professional (CCNP #CSCO10000712 expired)

Training: Cisco ICRC, ICND, ACRC, BSCN/BSCI, CMTD, BCRAN, C5SC, CLSC, BCMSN, CIT, SNAM, OSPF, BGP, CVOICE, CIPT courses; Sales Masters for SE; Sales Masters for Channel Account Managers, UCBTW, DCDW, Business Engagement Strategy & Tactics; Value Selling; Effective Communications and Presentations; Stop Presenting! Start Selling; Synchronous Learning

Publications

Reviewed and performed technical edits on the CLSC Study Guide

CCNP Switching Study

Cisco Field Manual: Catalyst Switch Configuration

CCNP BCMSN Exam Certification Guide Cisco Press books

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