Account Management Manager

DARREN BUNTEN

Owasso, OK 918-***-**** ************@*****.*** linkedin.com/in/darren-bunten

CAREER SUMMARY

• Sales and Account Management Executive passionate about building relationships as a trusted advisor, ensuring win-win solutions through trust building, collaboration, and enhanced technical knowledge, capitalizing on current market trends to identify profit potential and maximize market share

• Consistently surpassed sales goals for 7 consecutive years, achieving 101% to 145% of targets, with sales ranging from $11.5M to

$68.8M by being a trusted advisor, providing enhanced solutions that drove client engagement and revenue

• Targeted and expanded business within companies generating annual revenues of $200M-$2B, successfully cultivating 40 accounts in the Tulsa region through strategic territory planning and the deployment of Fortinet products and services, focusing on existing clients in the construction and environmental sectors as well as new prospects

• Secured the largest contract in a 14-state region within 6 months, closing a $2.5M deal with Love’s Travel Stops by navigating a complex, highly matrixed organization and leveraging the core relationship to address their extensive SAP environment needs across all locations

• Adapted to significant account restructuring due to COVID-19, transitioning from managing 15 enterprise accounts to overseeing 550 commercial accounts across Arkansas and Texas, demonstrating flexibility and a capacity to scale operations in diverse market segments CORE COMPETENCIES

Account Management Solution Selling Channel Partnerships Cloud Computing Solutions Cybersecurity Solutions MPLS VoIP Enterprise Software Vendor Management Disaster Recovery Go-to-Market Strategy Network Architecture & Security Risk Management Virtualization Presentation Development Relationship Building & Nurturing Executive Communication & Collaboration PROFESSIONAL WORK EXPERIENCE

CYBERONE SECURITY

Strategic Account Manager 2022 – 2024

• Spearheaded industry-leading cybersecurity solutions, enhancing client security capabilities and account management through strategic collaboration with vendors and tailored solution execution for both existing and prospective clients

• Established as a value-added reseller for strategic accounts in Arkansas and Oklahoma, driving $1.2M in gross profit through exceptional client and vendor partnership management

• Orchestrated a $3M deal with Cyber Ark and a $2.5M deal with OneGas by leading cross-functional teams to maintain focus and navigate complex negotiations, significantly impacting company revenue and market position

• Achieved client retention turnaround by implementing a targeted engagement strategy for at-risk accounts, including major clients like OK Gas and Electric and QuikTrip, securing key accounts from competitive threats

• Drove new business development and market share expansion by leveraging in-depth market insights and building a robust pipeline of new opportunities, culminating in a strategic partnership with leading cybersecurity manufacturers FORTINET

Account Executive 2021 - 2022

• Targeted and expanded business within companies generating annual revenues of $200M-$2B, successfully cultivating 40 accounts in the Tulsa region through strategic territory planning and the deployment of Fortinet products and services, focusing on existing clients in the construction and environmental sectors as well as new prospects

• Leveraged high-touch engagement strategies, including cold calling, trade shows, and exclusive events at high-end steakhouses and baseball games, to foster relationships and immerse in client culture, enhancing brand visibility and promoting Fortinet’s position as a worldwide leader in Unified Threat Management

• Overcame challenges of clients with existing security solutions by emphasizing Fortinet’s unified threat management leadership, demonstrating the unique value proposition to secure hard-to-win accounts

• Built and nurtured executive relationships with key buyers and influencers across assigned territories, utilizing these connections to meet and exceed quarterly sales goals through a robust pipeline of opportunities and strategic contract negotiations

• Led cross-functional teams to generate and deliver compelling contract bids, proposals, RFI/RFP responses, and Statements of Work, ensuring alignment with client needs and Fortinet’s service capabilities, leading to win/win outcomes and enhanced client retention DELL TECHNOLOGIES

Account Executive – Dell Technologies Data Protection 2018 - 2021

• Transformed data protection strategies for enterprise accounts in Arkansas and Oklahoma by introducing advanced backup and recovery solutions, focusing on multi-cloud environments, doubling the 3-year territory revenue average to $5.6M in the 1st year, targeting key enterprises such as Southwest Power Pool, Chesapeake Williams, Arkansas Blue Cross Blue Shield, and Magellan

• Adapted to significant account restructuring due to COVID-19, transitioning from managing 15 enterprise accounts to overseeing 550 commercial accounts across Arkansas and Houston, demonstrating flexibility and a capacity to scale operations in diverse market segments

• Partnered with a Sales Engineer to streamline quote and configuration processes for enterprise solutions, enhancing efficiency and accuracy, adapting to commercial roles where direct involvement in quoting and validation was required, highlighting adaptability and technical acumen

• Fostered robust relationships with channel partners and extended account teams, aligning strategic business units to drive cohesive sales strategies and maximize market penetration across both enterprise and commercial sectors Regional Sales Director – Virtustream 2017 - 2018

• Spearheaded sales of Enterprise-Cloud solutions across Arkansas, Oklahoma, and Louisiana for Dell's cloud division, Virtustream, implementing a rigorous personal business plan that included structured cold calling, email campaigns, and a 30-60-90 day strategy to cultivate new territories and enhance pipeline development.

• Secured the largest contract in a 14-state region within 6 months, closing a $2.5M deal with Love’s Travel Stops by navigating a complex, highly matrixed organization and leveraging the core relationship to address their extensive SAP environment needs across all locations

• Fostered productive collaborations within a matrixed organizational structure, working closely with 5 District Managers to align on business strategies, present solutions during team calls, and contribute to Quarterly Business Reviews, effectively selling solutions within Dell to create warm introductions and partnerships

• Built and maintained strategic relationships with channel partners and system integrators, enhancing business relevance and driving mutual success through collaborative engagement and solution selling ORACLE

Core Technology Account Manager 2015 - 2017

• Spearheaded the sale of Database, Security, and Cloud solutions across Arkansas, Oklahoma, and Texas, revitalizing a territory that had seen 7 representatives in 7 years by closing a landmark $2.75M cloud deal with a leading oil and gas company transitioning to Oracle Cloud, among other significant wins with Magellan and Alliance Resource Partners

• Developed and executed a strategic plan aimed at boosting revenue, relevance, and loyalty within the territory for Oracle, leading to becoming a trusted advisor to key executives across major accounts

• Led a cohesive team of 15, orchestrating efforts to ensure unified messaging and stronger relationships, while cultivating partnerships with Oracle and adjacent manufacturers to drive business growth through collaborative win-win solutions

• Instituted a monthly cadence with top accounts to enhance intimacy and interaction, working in close collaboration with Oracle counterparts to deliver more comprehensive and relevant business solutions CISCO SYSTEMS, INC.

Global Account Manager 2007 - 2015

• Held global accountability for managing the relationship with ConocoPhillips/Phillips66, the 4th largest company in the U.S., successfully positioning Cisco as 1 of 3 top strategic IT vendors alongside Microsoft, facilitating direct access to the CIO and fostering executive-level engagements

• Spearheaded the creation and distribution of a global quarterly newsletter aligning with corporate standards and ensuring worldwide consistency in presenting solutions to ConocoPhillips, seamlessly coordinating with global sellers from Australia to the UK

• Consistently surpassed sales goals for 7 consecutive years, achieving 101% to 145% of targets from FY08 to FY14, with sales ranging from $11.5M to $68.8M by being a trusted advisor, providing enhanced solutions that drove client engagement and revenue

• Played a pivotal role as a technology partner during the divestiture of Phillips66 from ConocoPhillips, ensuring a seamless transition and setting up Williams and the spun-off WPX for success through strategic planning and support

• Developed a comprehensive account plan that significantly increased Cisco's relevance and revenue within ConocoPhillips, establishing unprecedented executive-level relationships and facilitating executive briefings at Cisco's corporate headquarters to influence product roadmap discussions.

• Coordinated a global team of 30 Account Managers to maintain a unified strategy and communication with ConocoPhillips, conducting Quarterly Business Reviews with their executive management to reinforce Cisco's position as a thought leader and trusted advisor

• Established an Executive Sponsor relationship within ConocoPhillips, enhancing Cisco’s strategic presence and influence at the highest levels of the organization, serving as a liaison between customers and the product team to tailor solutions to client needs Business Development Manager 2005 - 2007

• Served as a pivotal liaison for Cisco in Dallas on the IBM team, fostering a strategic partnership where IBM resold Cisco products, surpassing sales goals with $345M in FY06 (105% attainment) and $410M in FY07 (101% attainment), demonstrating a commitment to mutual success and client-centric solutions

• Functioned as the global account manager, ensuring close proximity to key IT and HR decision-makers, including frequent on-site engagement to align with client needs and foster long-term relationships

• Prioritized long-term client satisfaction and strategic fit over short-term gains, embodying the ethos of doing what’s right for the client, serving as the focal point for cross-functional engagements across enterprise sales, customer advocacy, local channels, advanced technology sales teams, and business unit management

• Developed and executed vertical-specific joint sales strategies between IBM and Cisco, enhancing Cisco's relevance and cultivating high- level relationships at IBM US Sector Executive levels, and educated Cisco's enterprise sales teams on IBM’s industry-specific go-to- market strategies

• Played a critical role in articulating the value of IBM's global capabilities to Cisco's sales organization, engaging with strategic alliances, the IBM Business Solutions Group, and marketing teams to enable joint programs and solutions that delivered significant revenue growth for Cisco

• Coordinated closely with IBM executives to develop and implement comprehensive network go-to-market strategies on both regional and national scales, facilitating detailed joint planning sessions that resulted in strengthening Cisco revenue streams and deepening executive- level relationships between Cisco’s Enterprise Sales Organization and IBM leadership ADDITIONAL EXPERIENCE

SBC – Global Account Manager Managed Services Specialist SMARTPIPES, INC. – Sales Director National Account Manager NETOPIA, INC. – National Account Executive

UUNET – Senior Account Manager

EDUCATION & CERTIFICATIONS

MISSOURI STATE UNIVERSITY – Bachelor of Science in Business/Commerce (Cum Laude) FORTINET NETWORK SECURITY EXPERT – Certified Associate Levels 1, 2, 3

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