Christopher Prather

Work History

Work History
Feb 2008 - Jun 2009

Director, Inside Sales

Netcordia

I had responsibility for the inside sales team which consisted of 10 sales reps. Assembled this team through recruiting, training and motivating successful folks with limited experience in technical sales. Our team was responsible for converting both inbound and outbound leads into revenue! Created and adopted a repeatable, predictable sales process, and consistently met or exceeded sales goals.

  • Increased quarterly revenues to $1.4M from $356K
  • Sold to Commercial, Federal and DOD clients
  • Consistently Exceeded Quarterly Quota
  • Accurately forecasted business
2007 - 2008

Trial Manager and Sales Engineer

CA

Technology Specialist Pre-Sales

Our team designed and supported of a wide variety of software platforms and management products in a pre-sales role. Duties include solution and technical presentations to all levels within customer organization. Communicate business value of solutions to all customer levels including c-level.

  • Fortune 500 Customer Base
  • Territory Manager for Proof of Concepts
  • Technical support and implementation of Large Scale Software deployments
2000 - 2007

SR. Sales Engineer (Mentor)

NetScout Systems

Responsible for the design and Pre-sales support of Network and Application Performance Management solutions for Fortune 1000 companies in the region. Communicate business value of solutions to all customer levels including c-level. Strategize with sales team to drive revenue and maximize company's customer satisfaction. Integrate NetScout products with major performance management software including HP-OpenView and Tivoli.  Provide technical account support, rfi/rfp response, network engineering, research, capacity planning and overall accountability for customer satisfaction in all phases of the sales process.

  • Only Government SE for three years
  • Increased revenues from $3M to $8M in territory
2000 - 2000

Director of Network Services

Signature Systems

Overall responsibility for network services department including management of 8 person staff, $25M budget, sales and marketing. Manage day-to-day operations of staff and vendors servicing both internal and external customers in the area of technical sales, implementation and management. Developed complete suite of products from ground up in the areas of procurement, service and support of enterprise networks. Used HP-OpenView for Network Performance Management/Monitoring.

1998 - 2000

Sales Engineer

Comdisco

Responsible for the complex design of local and wide area networks coupled with a services package in a pre-sales role. Duties include internal and external technical presentations, technical account support, proposal and pricing generation, network engineering, research, capacity planning and overall accountability for customer satisfaction in the sales process. Used HP-OpenView and Tivoli software for performance management.

1997 - 1999

Sr. Network Engineer

Force 3

Sales responsibilities included maintaining/creating relationships with customers, creation of quotes, technical writing, and material / labor requisition. Engineering responsibilities included design, presentation, implementation, and support of enterprise networks. Management responsibilities included technical approval of all sales quotes, project management, and general personnel management. Use third party packages including HP-OpenView, Remedy, and CiscoWorks network management.

Education

Education

BS

American Instituute of Computer Science

Skills

Skills

Sales Management

Very process oriented and driven technical sales management skills. Supported by extensive training I have a unique ability to work a technical and complex sale from start to finish.