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Sales Director, Advanced Data Center Technologies Resume Example

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SALES DIRECTOR, ADVANCED DATA CENTER TECHNOLOGIES
SENIOR SALES PROFESSIONAL
Global Business Development | Management and Sales | Partner/Channel Expansion
Profile

Highly driven, performance-focused sales professional with extensive experience in selling networking, storage and security solutions to service providers and Fortune 1000 companies. Consistent track record of exceeding sales objectives, penetrating new markets and building customer relationships. Repeated success guiding high performance teams, driving record-setting sales. Expert presenter and negotiator with ability to forge solid relationships with strategic partners and build consensus across multiple organizational levels. Exceptionally focused, disciplined and fiercely competitive.

Core Strengths
  • Business Development & Expansion
  • Channel/Partner Enablement
  • Global Sales Team Building
  • Territory Expansion & Penetration
  • New Business Achiever/Hunter
  • Superior IT Technical Knowledge
  • Executive Negotiations & Presentations
  • Key Account Management
Professional Experience
Brocade Communications 2012 to 2014Sales Director, Advanced Data Center Technologies
San Jose, CA
  • Achieved 20% year-over-year sales growth in the western region territory through further penetration of existing clients and generating new business.
  • Generated $4 million in additional revenue by providing an IT solution to enterprise clients, including Boeing, Seagate, Lockheed Martin, SoundHound and Rackspace, which future proofed their growing data centers and increased overall performance.
  • Expanded existing relationships/partnerships through utilizing a consultative sales approach that ensured client's objectives were met.
  • Trained general sales staff and channel partners to sell the advanced solutions more effectively, and worked in concert with both to drive top line revenue.
Barracuda Networks 2011 to 2012Customer Accounts Manager
Campbell, CA
  • Closed $2 million of new business in the first year by selling multiple solution offerings and earning trust on initial sale. Customers included City of Salinas, Fisker, Goodwill Industries, Kaiser Permanente and Chukchansi Indians of California.
  • Achieved 100% sales growth year-over-year of new business and existing SMB accounts in the western region.
  • Built solid customer relationships by solving customer IT and security problems, and set the stage for upsell opportunities within those accounts.
InterVision Systems 2007 to 2011Business Development Manager
Santa Clara, CA
  • Captured $2 million of new business each year, in a down economy, by leveraging leading edge IT technologies.
  • Penetrated enterprise accounts such as HGST (Hitachi Global Storage Technologies), Form Factor, UCSF Gladstone Institute and OSH by closing deals incorporating new technology solutions from multiple vendors such as Cisco, Riverbed, HDS, NetApp, VMware and Juniper.
  • Responsible for building business with key accounts by architecting IT solutions to solve business problems.
Enterasys Networks 2005 to 2007Regional Sales Manager, West
Santa Clara, CA
  • Attained $3 million of business from existing territory starting with a $200k annual run rate.
  • Won competitive deals in target accounts such as OSH, Zilog, Grant Unified School District and City of Oakland.
  • Built new partner network for the western region and drove record revenue throughout the region.
  • Joined Intervision (partner) in August 2007 to drive Enterasys Networks in Northern California.
Polivec 2004 to 2005Director of Sales, West
Mountain View, CA
  • Managed opportunities and sales efforts into the relatively new field of Security Policy Compliance Automation and Policy Management to Fortune 1000 companies and financial institutions.
  • Responsible for building the channel and finding and closing direct deals in the region.
Extreme Networks 2000 to 2004Regional Sales Manager
Santa Clara, CA
  • Secured more than $5 million of new business each year, significantly surpassing quota, growing the territory by over 200%.
  • Garnered and strengthened relationships with channel partners to expand business.
  • Consistently performed in the top rank in all sales and promotional activities; number 5 performer out of 81-person sales team. Sold Extreme's first layer 7 switch in North America.
  • Established strategic accounts including Tivo, Nexsi Systems, Phoenix Technologies, Quantum/Maxtor, government agencies such as VTA and the Santa Clara Water District. Successfully competed against Cisco, Foundry Networks and Cabletron.
  • Set-up strategic partnerships with key accounts. Many showcased examples of new applications enabled by Extreme's technology such as the world's first Tivo DTV call center and Minerva's world's first IPTV Head End.
Previous Experience
  • C-Cube Microsystems, Northwest Regional Sales Manager, 10/1995 to 1/2000
  • Vexta/OMUSA Corporation, Western Regional Sales Director, 2/1990 to 10/1995
Education
California Polytechnic State UniversityBachelor of Science: Business Administration; Marketing Law
Additional Information
  • Track and Field - Olympic Qualifier in the Pole Vault - NCAA Collegiate All American
  • Masters Track and Field - National 200m Sprint Champion 2001
  • Auto Racing - SCCA Regional ITE Class Sports Car Racing Champion 2007
  • Little League Coach - Championship Teams in 2010, 2011, 2012
  • Creator, Manufacturer and Patent-Holder of the World's First Electrically Driven Axial-flow Automotive Supercharger
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Resume Overview

Companies Worked For:

  • Brocade Communications 2012 to 2014
  • Barracuda Networks 2011 to 2012
  • InterVision Systems 2007 to 2011
  • Enterasys Networks 2005 to 2007
  • Polivec 2004 to 2005
  • Extreme Networks 2000 to 2004

School Attended

  • California Polytechnic State University

Job Titles Held:

  • Sales Director, Advanced Data Center Technologies
  • Customer Accounts Manager
  • Business Development Manager
  • Regional Sales Manager, West
  • Director of Sales, West
  • Regional Sales Manager

Degrees

  • Bachelor of Science : Business Administration; Marketing Law

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