Sales Manager

George Marchelos

***** ********* ****** – Cupertino - CA. - **********@*****.*** - 408-***-****

________________________________________

Senior Sales Executive

Business Development / Consultative Sales / Account Management

Core professional competencies include:

Strategic Sales & Marketing Campaigns Executive Presentation & Negotiations

Budgeting, Forecasting, & Planning Prospecting & Lead Generation

Key Account Acquisition & Retention Cross-Functional Leadership

Staff Development & Management Customer Relationship Management

Experience:

Cotendo CDN – Global Account Manager - March 2010 – November 2011

Grew the Bay Area pipeline from 100k to over $1.2M in 6 months via past West Coast relationships and F500 contacts

Called on “C-level” executives and V.P.’s as I have throughout my career at Wells Fargo, Citibank, Travelers, etc.

Closed the first “Webdav” contract to a very hot start-up company named Egnyte in Mountain View

Developed the Western Regional Territory for Cotendo in the SMB & Web 2.0 / Enterprise software space

Website performance, analytics, testing and monitoring of e-commerce and enterprise applications worldwide

Used Metrics tools including KeyNote, Gomez and AlertSite to track the performance improvements of our service

Enterprise SaaS application software sales with solid knowledge of the Content Delivery Network in the CDN industry

Dynamic Site Acceleration, DNS, SSL, Load Balancing and Cloudlet intelligence at the edge

Mercer Computer Systems – Sales Consultant - November 2008 – February 2010

$1.4M Professional Services contract-the largest for Mercer Computer Systems for that time period

100% of quota and on-time project completion for the U.S. Air Force involving Data / Video networks and infrastructure

Hired, trained and developed a three man inside sales team for a small electronics company

Helped reverse engineer MPEG4 video technologies for digital to analog video capture and tracking

Recommended hardware video capture platform with video encoders and playback system

Sold the integration services for Analog Video to MPEG-4 digital encoders for video feeds of thousands of feet of Cat5.

VeriSign/Kontiki, Inc. – CDN Product Specialist – June 2006 to September 2008

Top performer with 130% of Sales Quota FY 2008

Top performer with 105% of Sales Quota FY2007

Reduced the Kontiki Sales Cycle time 50% from 9-12 months to 3-6 Months via the new Kontiki Pilot Video Program

Closed the largest Enterprise Software sale ever in North America - $3,000,000 to United Technologies Corporation

Closed multiple large Enterprise Software sales in the US market of $770,000 and $993,000

Re-engineered the “Kontiki Video Pilot” program into their corporate standard for video software pilots

Developed an Execution Plan which addresses vertical and horizontal growth initiatives for Kontiki prospects

I sold both license based and SaaS Video Content Delivery Networking software for the KONTIKI CDN product group

Called on Enterprise, Carrier and Content Provider accounts selling Software as a Service (SaaS) or a Perpetual Licenses

WebEx –Major Account Manager – June 2005 – June 2006

First ever WebEx penetration into the Airline industry with Frontier / Alaska Airlines

Provided video expertise to management and sales teams to compete against CODEC based systems

Channel manager for Telus Communications, Inc. in Western Canada

I sold all WebEx SaaS products into F1000 customers both new and existing

Trained the various sales teams to use our new Video H.264 CODEC system to compete against traditional users of video systems like Polycom and Tandberg.

Managed the Telus Communications channel partner for the Western Canadian territory

High volume of cold-calling with follow-up web based presentations of the WebEx product suite

Mercer Computer Systems - Contractor – May 2001 – May 2005

135% of sales quota $8.6M of Managed Professional Services contract renewals for a Major Carrier

Managed 6 reports for Public Sector projects selling Cisco Powered Solutions and video distance learning

Sold Voice, Data & Video networking products, Data Center, Disaster Recovery solutions & Infrastructure

Managed video channel partners through Polycom & Tandberg relationships

Presented to the Polycom User Group October, 2004 training session on Video Streaming/CDN

We developed telecommunications RFP’s and Project Management of data & voice implementations.

Cisco Systems, Inc. - Western Region Sales Manager – VideoBU - August 1999 to April 2001

140% of sales quota for the Cisco Video Network Business Unit (VNBU) FY2000

Generated sales of $2.1M in 2000, the $1.1M sale to Century Tel (US) was the largest US win at that time

Pipeline of over $6,000,000 when the VNBU Video Networking Business Unit was shut down by Cisco in 2001.

Sold MPEGI / MPEGII Digital Video Streaming Head-End equipment known as the “Triple-Play”

Sold Myrio Middleware software for unified billing, Electronic Program Guides (EPG), Set Top Box interface

TV channel line-up from SkyNet. I presented Cisco’s CDN solutions to CLEC & Telco vertical

T Line Services, Inc., San Jose, CA. – Account Exec. / Sales Manager, August 1994 – July 1999

Managed eight (8) reports - 100% of quota - $14M in revenue from Hardware, Software and Professional Services

Top sales performer for our Middleware WEB Scheduling and Metrics Management Tool called “Rendezvous”

Top Sales Performer for FY 95 attaining 240% of quota and T Cup winner

Top Sales Performer for FY 96 attaining 148% of quota and T Cup winner

Top Sales Performer for FY 97 attaining 180% of quota and T Cup winner

Built successful sales channels & strategic alliances with MCI, Sprint, and AT&T Global Video

Sold over 150 desktop Videoconferencing systems in one year through channel partners

Helped T Line Services, Inc. to increase their dominance as the premier VAR dealer in the Western region

Software sales of T Line Services, Inc.’s WEB based Scheduling and Metrics Management Tool called “Rendezvous”

Exceeded quota every year with T Line Services, Inc. while helping to develop the skill sets of junior A.E’s

Education and Training:

New York Institute of Technology, New York, NY. – B.S. Electrical Engineering Technology

Queens Borough Community College, New York, NY. – A.A.S. Computer Engineering technology

Skip Miller – Selling to Power

Miller-Hiemen Solutions Selling

SPIN Selling

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