IVAN TOBON
*** *******, ******, ** ***** Home 949-***-**** – Mobile 949-***-****
Sales Executive – IT and Computer Industry
Top performing sales professional and multimillion Dollar contributor with over 15 years of experience selling data networking and internet security equipment into SMB, enterprise and master distributors accounts. Proven achievements in hunting and farming B2B and B2C clients in both domestic and international markets. Played a key role in growing a company from early start up to over $350 million in annual sales. Team player with excellent communication, presentation and client relationship skills. Public speaking experience. Bilingual in English and Spanish. MBA Degree.
AREAS OF EXPERIENCE
Sales Management:
Business Plan Development
Contract Negotiations
Global Sales
Inventory Control/Management
New Market Identification
Pricing & Sales Analysis
Relationship Building
Sales Forecasting & Finance
Sales:
Account Management
Creative Sales Techniques
Cross-selling
Networking
New Business Development
Outside Sales
Sales Strategies / Training
Strong Closer
Marketing:
Branding
Brand Marketing / Strategy
Competitive Analysis
Competitive Product Positioning
Customer Relations Management
Incentive Planning
Market Development
Product Management
PROFESSIONAL EXPERIENCE
SECURENET ASSOCIATES
Regional Business Development (2007 – Present)
• Developed and executed plan to acquire federal and state procurement contracts.
• Aggressively marketed and sold internet security products to multiple federal and state agencies with excess revenue of $1.2M. Won major procurement contract valued at $15M
• Leveraged partner relationships to accelerate growth into new accounts and deal size.
• Acquired new contacts through intense networking, cold calling and referrals.
• Utilized consultative and solution selling skills to guarantee product placement success.
• Proactively develop and qualify new business opportunities based on established criteria including strategic initiatives, business requirements, budget, and time to purchase.
• Set up, manage and conduct face to face as well as WebEx sales meetings, demos and presentations.
• Participate in Marketing field events and act as a conduit to marketing about field activity
• Be a key member of the sales team responsible for demand generation and lead qualification, and overall penetration strategy
D-LINK SYSTEMS, INC. (1994 – 2007)
Associate Director – Market Development Group (2004 - 2007)
• Challenged to develop a global account region in North America.
• Managed over 14 master accounts that provided 80% of revenue.
• Built alliances with systems integrators that yielded over $5+ million in indirect or influenced revenue.
• Managed territory contract negotiations with service providers, master distributors and retailers.
• Successfully launched IP Cameras for the security market which now represents over 20% of territory revenue.
• President Club Excellence Circle.
IVAN TOBON
174 Almador, Irvine, CA 92614 Home 949-***-**** – Mobile 949-***-**** *********@*****.***
Business Development Manager - Market Development Group (2002–2004)
• Initiated and developed key relationships with service providers in both Telecoms and CATV.
• Won several contracts with Cox Communications, increasing sales by 50% YoY
• Increased product offering into MSO space with Time Warner, Charter and Cable one
• Earned top sales ranking by winning several RFP in OEM contracts for both DSL and Router CPE
• Exceeded quota in all 8 quarters.
National Account Manager - Channels Sales Group (2000–2002)
• Generated over $20M dollars in sales revenue and the end of the 2nd year of taking the account.
• Developed and improved key relationships within master account maximizing company’s opportunities.
• Accountability for product forecast, inventory, promotions & market development programs and budget.
• Leveraged distributors marketing programs and evangelized solution selling techniques to
• Top sales producer for the channel sales group 2 years in a row.
Sales Executive/ Manager- Channel Sales Group (1998–2000)
• Successfully reached and exceeded sales quota and business objectives.
• Grew overall sales revenue by signing major wholesale and retail accounts. Increased account base by 80% in a two- year period.
• Accountable for development of a profitable revenue stream from wholesale and retail markets in
Latin America.
• Demonstrated ability to make sound decisions, lead project teams, take independent action, analyze and resolve problems.
• Tenure resulted on JV establishing South America sales operation. This operation now has revenue in excess of $60M Dollars a year.
Inside-Sales Manager - Channel Sales Group (1994–1998)
• Built, scaled and managed a revenue pipeline of over 300 accounts.
• Increased account base from 300 to over 900 VAR. in territory.
• Exceeded sales goals and expectation quarter over quarter, year over year.
• Demonstrated success at managing cross-functional teams and building strong relationships in the VAR channel.
• Managed a work force of 14 sales representatives while providing driven leadership and knowledge.
• Provided mentorship on areas of product knowledge, sales techniques, cold calling, profiling, data mining and project development.
• Sold several state and city contracts to fulfill networking products on integration projects.
• Created and executed on aggressive sales and marketing strategies that resulted on an exponential sales growth per quarter.
EDUCATION
MBA, University of California Irvine – 2005
BA, Social Sciences and Economics, University of California Irvine – 1993