Senior Cybersecurity & Big Data Sales Leader

Randall V. Dye

PO Box **** Carefree, Arizona ****7 480-***-****

*****@***.*** www.linkedin.com/in/randydye

Summary

A highly accomplished and results-driven senior sales executive with an extensive record of broad-based cyber security and big data sales experience in marketing, business development, contract negotiation, key and major account management, strategic sales planning, solution selling, regional sales team management, sales forecasting, and P&L management. Leverages thorough understanding of business issues and challenges facing Fortune 500 companies, along with strong ability to negotiate at all levels of executive management. An innovative and energetic top performer who uses extensive knowledge of technical solutions and sales to exceed sales quotas and drive bottom-line growth.

Experience

Independent Sales Consultant, 2016-present

Independently represent mobile applications such as Whispir and other startup companies in the multi-channel Communication Service market. Grew bottom line sales growth thought my executive connections at fortune 500 companies.

ABSOLUTE, Vancouver, British Columbia

Sales Director, 2015-2016

Created sales territory in Western region of U.S. to sell to enterprise customers. Hired five new account executives. Managed sales staff of 12 by recruiting, selecting, orienting, and training AEs, SEs, and ISRs. Built sales plans for new territory for one-year team ramp. Maintained regional sales staff job results by counseling and disciplining employees via daily, weekly, monthly, and quarterly cadence meetings to plan, monitor, and appraise job results. Implemented national sales programs by developing field sales action plans. Ensured maintenance of sales volume, product mix, and selling price by keeping current with supply and demand as well as changing trends, economic indicators, and competitors. Represented company at trade association meetings to promote product.

Completed national sales operational requirements by scheduling and assigning employees, following up on work results. Maintained professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies. Developed and implemented strategic marketing plans, sales plans, and forecasts to achieve corporate objectives for products and services. Created and managed sales/marketing operating budget of $300,000 annually. Directed sales forecasting activities, setting performance goals accordingly. Met with key clients, assisting AEs with maintaining relationships and negotiating/closing deals.

Moved team from zero revenue to $18,000,000 pipeline.

Closed $1,000,000 in new business in first six months.

Exceeded 100% quota in closed business in first six months.

Directed market channel development and coordinated sales distribution by establishing sales territories, quotas, and goals.

Liaised between sales department and other sales-related units.

Prepared sales reports showing sales volume, potential sales, and areas of proposed client base expansion.

Reviewed and analyzed sales performances against programs, quotes, and plans to determine effectiveness.

HEWLETT-PACKARD, Scottsdale, Arizona

HP Autonomy Senior Account Executive, 2014-2015

Oversaw new sales into the San Francisco retail, industrial, financial, manufacturing, SLED and healthcare sectors. Also managed 8 named accounts Yahoo, Intel, Juniper, eBay, Adobe, Facebook, Wells Fargo, Visa. Portfolio of offerings included SAAS based market optimization, information governance, information archiving, eDiscovery, ECM, Data Protection, CCM and HAVEn.

Attained 110% of 2014 quota.

Devolved highly technical business analytics skills and sold at highest levels within Fortune 500 companies.

Negotiated all contractual business and legal issues.

HEWLETT-PACKARD, Scottsdale, Arizona

Enterprise Security Account Executive, Healthcare and Life Sciences Western Region, 2013-2014

Oversaw eight healthcare and life science major accounts in Western region, with $9,000,000 quota. Leveraged in-depth knowledge of complex managed security solutions, including IPS/IDS, FW, cloud, security event and log management, vulnerability management, and email solutions. Used extensive technical knowledge of security hardware and software, including Check Point, McAfee, Juniper, Cisco, IBM, Blue Coat, Verdasys, MessageLabs, LogLogic, ArcSight, MARRS, Q1 Labs, Nitro, Fidelis, Sourcefire, and SideWinder. Explained and sold professional security solutions, including penetration tests, emergency response services, and security assessments. Managed long sales cycles, often lasting 18 months or more.

Attained 110% of 2013 quota.

Developed highly technical security solutions, selling at highest levels within Fortune 500 companies.

Negotiated all contractual business and legal issues.

FPX, LLC, Scottsdale, Arizona

Director of Sales, Western Region, 2011-2012

Created sales territory in Western region of U.S. Oversaw $6,000,000 in regional P&L. Maintained and managed existing customer base. Leveraged complex knowledge of SaaS and fundamental technologies as well as in-depth knowledge of networking technologies and fundamentals. Developed and maintained relationships with SFDC RDs, AEs, and SEs to provide CPQ SaaS solution to existing SFDS customer base.

Attained and managed $3,000,000 in new business.

Created and negotiated complex CPQ SOWs.

Negotiated enterprise MSAs with inside and outside counsel.

IBM CORPORATION, INTERNET SECURITY SERVICES, Scottsdale, Arizona

Senior Business Development Manager, 2008-2011

Oversaw sales for large competitive takeaways. Leveraged in-depth knowledge of complex managed security solutions as well as extensive technical knowledge of security hardware and software. Explained and sold professional security. Developed highly technical security solutions, selling at highest levels within Fortune 500 companies. Negotiated all contractual business and legal issues. Managed long sales cycles, often lasting 18 months or more.

Attained 108% of 2010 quota.

Served in primary sales/PM role of large technical teams of 15 or more SMEs, TAs, and TSMs for proposal creation and delivery.

IBM CORPORATION, BUSINESS CONTINUITY AND RECOVERY SERVICES, Scottsdale, Arizona

Senior Client Solutions Executive, 2002-2008

Oversaw sales for large competitive takeaways. Developed complex business continuity and disaster recovery solutions, including all manufacturers’ storage, server, network, and tape components (EMC, Hitachi, IBM, HP, Sun, CNT, Cisco, MacData, Juniper, etc.). Leveraged in-depth knowledge of server, storage, and software data replication techniques, including SRDF, SRDF/A, PPRC, XRC, Global Mirror, Oracle, Double-Take, Kashya, HDS TagmaStore, TrueCopy, GDPS, and Data Domain. Packaged solutions to incorporate entire portfolio of services and offerings, including managed security services, consulting, Strohl, MessageOne, and continuity program management.

Presented proposals at CXO level of Fortune 500 companies.

Negotiated all contractual business and legal issues.

Served in primary sales/PM role of large technical teams of 15 or more SMEs, TAs, and TSMs for proposal creation and delivery.

Earned company Golden Circle Award in 2006.

Senior Account Executive, Minneapolis, Minnesota, 2001-2002. Oversaw account management of 15 of highest-profile business continuity and recovery services accounts, with $14,000,000 annual run rate. Performed all tasks associated with daily account management, from solution design and coordination with technical teams through contract signature. Developed and implemented account plan to attain quota in all BCRS disciplines, including managed security services, consulting, rapid recovery, and software tools. Achieved 100% renewal rate.

Additional Experience

NSI SOFTWARE, INC., Minneapolis, Minnesota, Area Sales Manager, North Central Region, 2000-2001. Oversaw new and existing account base for disaster recovery, high-availability software, and services in Midwestern U.S. Assisted Fortune 2,000 accounts in determining critical processing and business recovery requirements. Emphasized local and wide area network design/recovery for clients in financial, energy, and healthcare sectors. Developed channel management program in North Central region for key VAR relationships of $500,000 and above. Exceeded $2,500,000 run rate for high-availability, disaster recovery, and data storage products, utilizing solution selling techniques.

RICHEY SYSTEMS, INC., Anaheim, California, Director of Sales, North Central Region, 1997-2000. Developed and implemented business plan for creation of North Central region. Set up sales distribution channel. Resold CA, NAI, Tivoli, Citrix, Novell, and Microsoft product lines in conjunction with professional services. Generated $1,500,000 revenue in less than one year through development of successful channel partnerships with Avnet, Compaq, Serious Systems, and Perot Systems. Managed four senior account executives to achieve $4,000,000 sales quota. Recognized as President’s Club member in 1998 and 1999.

GUIDANT, INC., Saint Paul, Minnesota, Network Systems Manager, 1995-1997. Led staff of 33 network analysts and desktop support technicians, supporting 2,500 nodes and 30 NT 4.0/NetWare 4.1 PC file servers, including all Tier 2, 3, and 4 customer support. Implemented JIT and TQM techniques to improve desktop support on-time service level from 42% to 91% in one year, including selecting all hardware/software standards as well as ensuring compliance. Managed $4,100,000 departmental budget, including negotiation and selection of all vendor license and service contracts as well as PC leasing coordination.

Desktop Services Supervisor; Network Analyst, Santa Clara, California, 1992-1995.

FORTÉ, Carlsbad, California, Sales Representative, 1988-1992. Collected and contacted sales leads. Achieved 125% of quota. Recognized as President’s Club member in 1989, 1990, and 1991.

HOMEFED BANK, FSB, San Diego, California, Senior Engineer, 1985-1988. Trained company engineers in SL-1, Merlin, and PC maintenance to eliminate outside vendor contracts, with annual savings of $500,000,000. Received Corporate Top Performer Award in 1988.

Professional Development

Force Management, Solution Selling, CNE/CNA, Mesa College, 1982-1985

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