Experience Sales and Management Professional - Technology

MICHAEL R. ONGARATO **** W. **th Court, Broomfield, Colorado 80020

office: 303-***-**** mobile: 720-***-**** email: *******@***.***

QUALIFICATIONS

- Successful experience and leadership in key sales, sales management, major account, channel

development and management assignments.

- Experience in major account recruitment, development, management, executive level interface in

channel accounts including national distribution and reseller/VAR channel development, marketing

programs, sales promotions, consumer retail business and Fortune 1000 experience.

- Functional experience in strategic planning, contract negotiation, forecasting, budgeting, pricing

strategy, sales promotions, cross departmental coordination, sales staff hiring and management.

- Product experience includes computer hardware, software, multi-function printers, network peripherals,

data storage products, security appliances, telecommunications and consumer products.

PROFESSIONAL EXPERIENCE

Environmental Support Solutions, Denver, CO 08/07 to 11/08

Account Sales Manager. Direct sales, new business development for environmental compliance, health, safety, training, audit software and professional services organization targeting SMB to Fortune 1000 companies. Solutions sold include site-based and enterprise deployments. Client server, hosted and SaaS deployment solutions.

- Closed $86K sale with metropolitan transit agency.

- Closed $32k sale with oil and gas exploration company.

- Closed $19K sale with city zoological society.

-Accounts engaged: Pepsi Americas, ConAgra, VIA Metro, SandRidge Energy, Quaker Oats, city entities.

Smartware Group, Broomfield, Colorado 10/03 to 06/07

Account Executive. Direct sales, new business development for corrective and preventive facilities and equipment maintenance, asset inventory, predictive maintenance software applications and services. Sales to SMB entities, large corporations, state and local government and education institutions.

- Key vertical markets include manufacturing, food processing, education, healthcare, government, oil and gas, facilities service organizations, large corporation and small/medium businesses.

- Accounts engaged: Carter-Hoffman, Cintas, International Salt, UConn Health Center, Iceland Seafood

Consulting Services, Broomfield, Colorado 5/02 to 10/03

Sales and Channel Development. Part-time, independent sales consultant developing direct and indirect accounts, retail sales, internet/catalog and consumer sales. Sales development engagements with multi-function printers and network peripherals. Largest engagement with a startup specialty toy company.

- Recruited, developed group of (11) toy manufacturer rep firms composed of some (55) reps as

well as over (600) specialty toy retail locations, including national groups.

- Signed (110) retail location Learning Express toy group to national agreement.

- Major accounts engaged: Target, ToysRUs, Sears/Kmart and KB Toys in the toy segment

ServGate Technologies, Inc., Lafayette, Colorado 8/01 to 4/02

Region Sales Manager. Startup developer of high-performance security gateways. Chartered to develop reseller and corporate sales channels in central U.S. and Canada. Execute beta product evaluations at key corporate accounts. Engagement of sales channels and corporate accounts for network product evaluation of gigabit wire speed firewall technology to secure sales of product.

- Established Canadian integration partner to implement pilot program at Bell Canada.

- Accounts engaged: Computer Discount Warehouse, Access Graphics, OTSCOM and Var entities.

Data Race Inc. dba IP Axess, Lafayette, Colorado 4/00 to 07/01

Director of Sales. Start up developer and provider of integrated data and VOIP remote access communications software, hardware and services solutions. Lead remote staff of (5) sales managers targeting corporations and partners, with remote call center agent and work at home programs.

- Delivered largest, shippable order of $100K in servers and peripherals.

- Launched Canadian channel sales and marketing efforts.

- Accounts engaged: Time Warner Road Runner, Motorola, Bell Canada and various VAR entities.

Tecmar Technologies, Inc., Longmont, Colorado 4/99 to 4/00

Vice President Sales. Developed and implemented worldwide sales channel expansion strategy, via national and international distributors, VARs, e-commerce/catalog resellers, system builders, retailers and manufacturer’s rep groups. Responsible for (10) domestic and (6) international sales people, as well as (9) domestic rep firms. Annual sales exceeded $40M.

- Executed sales reorganization, resulting in a cost of sales reduction of 45%, while increasing sales revenue 35% within worldwide distributors and channel partners.

- Redesigned web sales efforts, resulting in10x revenue and 10% gross margin increase in four months.

- Implemented worldwide sales focus on Ditto tape drive brand acquired from Iomega.

- Accounts engaged: Ingram Micro, Tech Data, Merisel, Gates/FA, CompUSA, CDW, Tiger Direct, MicroCenter and international distributors.

GTE Communications Corporation, Irving, Texas 7/97 to 3/99

Director of Sales. Startup CLEC of GTE Corporation, offering a broad range of communications services, in a converged billing concept, targeting business markets. Built and managed Western US field sales and call center organization of (46) people to recruit, develop indirect sales channel of network focused VARs.

- Championed development of focused VAR recruitment program resulting in first year recruitment of 500+ VARs, ISPs, telecom resellers and agents, exceeding new customer acquisition plan by 165%.

- Received Chairman’s Leadership Award 1997 for reseller channel development.

Other positions and experience include:

Olicom USA Inc., Plano, Texas

VP, Channel Sales & Marketing. Managed sales group of (10) people responsible for developing and implementing channel sales strategy programs and sales into major national distributors to grow brand name sales in North/South America. Sales channel annual revenues of $30M+. Accounts engaged include: Ingram Micro, Tech Data, Merisel, CompUSA, Inacomp, MicroAge, Compucom and various VAR and internet resellers.

AST Research Inc., Irvine, California

Director, Distributor and National Account Sales. Domestic US leadership for group of (25) sales, support and admin personnel implementing sales strategies, promotions and sales and overall account management at leading national distributors, resellers and retailers, driving annual revenues over $240M. Accounts engaged include:Ingram Micro, Tech Data, Merisel, Gates/FA, ComputerLand, Compucom, EDS, MicroAge, Intelligent Electronics.

Samsung Information Systems, San Jose, California,

Regional Sales Manager. Lead region sales staff of (5) in managing key regional distributor and VAR accounts.

Toshiba America Inc., Computer Systems Division, Irvine, California

Channel Sales Manager, District Sales Manager, Sales Development Specialist

- Selected to introduce first generation laptop to targeted Fortune 1000 and government entities securing sales orders, gathering market intelligence and working cross-functionally within Toshiba organization for development of second generation laptop line.

- Accounts engaged include Proctor & Gamble, Marriott Hotels, ARCO, Prudential, Coca Cola, M&M Mars, Big 8 accounting firms, military organizations, additional large corporations and various channel partners.

Boston Red Sox Organization Six seasons as professional baseball player up to AAA level. 1976 - 1981

EDUCATION

Bachelor of Science, Business Administration, March 1980,

California State University, Dominguez Hills

Study in Business Administration

California Polytechnic State University, San Luis Obispo 1973 – 1976

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