Work History

Work History
Dec 2009 - Present

Corporate Sales Director

Canonical Ltd. (Ubuntu)

Company behind Ubuntu Linux, Professional services and engineering organization providing support, hardware enablement, integration service, systems management and security compliance (PCI)

Corporate Sales Director

  • Developed go to market strategy for Ubuntu Advantage Subscription support services with new management team. 
  • Created  $8 million pipeline and generated over 1M per year in revenue
  • One of the top 3 performers for 2010, 2011 & 2012. Generated over 1M of new business each year 
  • First Enterprise Sales person hired in North America
  • Hunter role, sold net new Ubuntu Support and professional service engagements to enterprise banking, life sciences and High technology verticals. ( JPMC, Goldman Sachs, Credit Suisse, NA Bancard, Bayer, IBM, Motorola, Qualcomm)
  • Focused on sales and positioning of support and engineering services for Ubuntu Desktop, Server and IaaS Cloud (Openstack, Eucalyptus) services into the Enterprise. 
  • Developed and negotiated advance proposals, statements of work, and RFPs for complex, multi-phase contracts with durations of up to three years. 
  • Worked with product management to develop innovative go to market solutions
  • Developed relationships with channel partners, opensource community leaders and ISV partners for sell through and resale partnerships. (Cisco, Juniper, CSS, IBM, Dell, HP and many others)
  • Used social networking as a sales platform as well as spoke at several industry events on Ubuntu, Cloud and Devops.
May 2008 - Nov 2009

Director of Business Development

Ness Technologies

Global, $650 million Professional Services, Software Development Outsourcing

Director of Business Development (Enterprise Sales)

Led North American business development targeting mid-size to Global 2000 organizations in the life sciences (Pfizer, RPS, Omnicare, Novartis, BMS), financial services (IDB, Basel II and SOX compliance), telecommunications (AT&T) , media (John Wiley & Sons) and health care industries. Drove new account acquisition, grew sales at existing accounts by 20%, and recaptured Tier 1 position with key customers. Developed offshore inside sales team to maximize demand generation. Built relationships with CIOs and program directors selling professional services, IT Outsourcing, BPO, software development and infrastructure services

  • Created $12 million pipeline and developed company’s first niche in the profitable CRO market.
  • Strategically transformed inside sales team from model of scheduling a high volume of unqualified, unproductive sales calls to generating an $8 million pipeline and calls with key decision makers. Led expansion of team’s role from supporting one division to entire organization.
  • Developed and negotiated advance proposals, statements of work, and RFPs for complex, multi-phase contracts with durations of up to two years. Project revenues ranged from $300,000 to $2 million, and utilized just in time staffing models to maximize profitability.
  • Turned around relationship with global pharmaceutical company, attaining access at executive level for new projects and extension of at risk contracts. Led to $2 million in current revenue and three potential opportunities representing up to $10 million in revenues. Developed center of excellence for MS Dynamics/CRM and Sharepoint
  • For telecomm giant (AT&T) , overcame previous loss of Preferred Managed Service Provider status by quickly reestablishing creditability and securing 12 months of contract revenue $2M
  • Position was phased out in preparation for sales of the company to Citi Group
Mar 2007 - Apr 2008

Director of Sales, Eastern Region

http://www.siderean.com

$10 million Enterprise Search and NoSQL Database start up that lost its VC funding.

Sales Director, Eastern Region

Recruited to establish brand awareness, and service and product pipeline to support the development of leading edge relational navigation product. Initiated proof of concept discussions with CIOs and VPs at Fortune 1000 organizations in a wide range of industries, including financial services (UBS), pharmaceutical (Pfizer, Glaxo), government, publishing (Associated Press, Rueters), and media. Reported to CEO.

  • Created sales and marketing plan for Eastern region. Developed $16 million direct and channel pipeline, closed over $800K in new business
  • Established eight partnerships by leveraging product user groups and trade shows.
  • Managed outside telemarketing vendor and channel relationships to develop new accounts.
  • They lost their VC funding due to the economy and closed the company
Jun 2006 - Mar 2007

Global Account Manager

ThruPoint, Inc.

$60 million Global Enterprise Infrastructure Technology Consulting

Global Account Manager

Recruited consulting resources for new enterprise IT consulting practice. Developed strategic technology plans and architecture framework to support networking, security compliance (PCI, SOX, GLBA, ITEL) and infrastructure, convergence, operational excellence, application performance management, data center, and infrastructure life cycle management for Global 2000 organizations.

  • Worked closely with solution providers (Cisco, Compuware, and Opsware for joint go to market strategy)
  • Generated $2.5 million in project and staffing revenues and acquired three new accounts. Protected key accounts by developing “trusted adviser” status. 
  • Sold multimillion consulting engagements to UBS, Credit Suisse, Banco Santandor and many others
  • Top Performer for second half of 2006 with most new accounts opened. 
  • Decided to leave the organization due to Thrupoint migrating from a solutions sales organization to a staff augmentation company.  
Mar 2004 - Jun 2006

Client Executive

Greenwich Technology Partners/ Axispoint

Client Executive

Drove new business development and account management, selling high end assessment, consulting services and Cisco convergence products to mid-size and Global 2000 organizations in the New York Tri-State marketplace. Networked with product partners, consulting firms and channel partners to generate sales leads. My team and I migrated our practice to Axispoint, an existing partner of GTP after they ceased operations. Developed marketing plan for the tri-state region to facilitate the sale of Cisco, IP Telephony, Networking, Security and wireless mobility solutions. 

  • Built $6 million pipeline within six months, acquiring a dozen new accounts.
  • Achieved 200% of quota in first year, generating $4 million of revenues. Acquired 18 new accounts.
  • Consistently achieved at least 130% of quota and was always one of the top two performers
  • Sold Professional services, assessments, and implementations of Cisco Network and Endpoint Security solutions. 
  • Decided to leave Axispoint due to change of market focus to SMB and Mid-Market accounts. My focus has been Enterprise.
Sep 1999 - Mar 2004

National Account Manager - QIS

http://www.qwest.com

Division of $13 billion Qwest Communications International.

National Account Manager 

Developed new sales by establishing profitable, multi-year, multi-million dollar leases for managed hosting and IP Telephony services with national accounts such as UPS, ToysRUs, Becton Dickinson, GE, Cendant, Sharp Electronics, and Lucent Technologies. Managed 75+ accounts. 

  • Acquired 55 new accounts and consistently achieved between 120% and 200% of sales quota each year. Generated annual revenues from $3 million to over $8 million.
  • Developed sales strategy with account service reps to identify cross selling opportunities and create new revenue streams within existing client relationships. Able to up sell more complex, higher margin products and services that locked in revenue levels for several years.
  • Consulted on clients’ E-Commerce strategy, security to sell professional services, dedicated web hosting, internet and intranet design, SUN, Compaq, HP Openview and Cisco Networking and Security. Sold Checkpoint Firewalls, VPNs, Vignette, IPlanet and SAP, Peoplesoft, Siebel, and Ariba products.
  • Decided to leave Qwest for opportunity to build a Convergence Sales Practice at Greenwich Technology Partners.
Aug 1995 - Sep 1999

Regional Account Manager

Enterprise Network Security and Management Software Professional Services

Regional Account Manager (Team Lead) 

Led 15 person sales team for managed sales of Network Security, Firewalls, Desktop, Server, Mail, and Sniffer Management software in the Eastern U.S.

  • Achieved President’s Club for sales performance, delivering at least 140% of quota for 1996, 1997 and 1998
  • Built sales channel of Service Desk and Sniffer software in NY, NJ and CT
  • Opened up new logos like AT&T, NBA, J&J, UBS, CSFB, Fleet Bank, Harts Mountain, PNC Bank, Lucent, Telcordia and many others
  • Decided to leave to pursue opportunity at Qwest selling managed services
Jan 1993 - Aug 1995

National Sales Director

DPC Computers Inc.

Tax compliance software and databases

  • New sales and major account management.
  • Managed sales to software developers and value-added resellers.
  • Used Internet news groups and the Web to find new prospects.
  • Setup and ran booth at trade shows.
  • Assisted customers in integrating databases into order entry and general ledger, POS, accounting and ERP systems such as Oracle Financials, SAP, Peoplesoft, Platinum, Macola, Mas90, AS400, & Great Plains.
  • Sold to Fortune 100 accounts such as AT&T, D.& T., KPMG, Viking Office Supplies, Ernst & Young, Hugh’s Data Systems, & RR Donelly, Home Depot, Allied Signal, Barnes & Noble.
Apr 1991 - Aug 1995

President

David Levin DBA MaxiMed Computer Consulting

Medical Billing Systems sales and Consulting.

  • Computer consulting for small business and private use.
  • Windows, Macintosh, and DOS solutions to computer problems.
  • Consulted Insurance Companies, Physicians, Medical Billing companies.
  • VAR for Lytec Medical Billing Software.
  • Set up, maintained, and upgraded customer computer systems.
  • Trained on Windows 3.1, Windows 95, Apple, DOS, WordPerfect, MS-Office, Lotus, and Internet.

Education

Education
1985 - 1998

State University College at Buffalo
1988 - 1990

SUNY Buffalo

Skills

Skills

Sales Management

Social Media

Public Speaking

Sales Forecasting

Enterprise Slales

Sandler Sales Training

Computer Skills

  MS-Office, Lotus, WordPerfect, Pascal, FORTRAN, Basic, HTML, Salesforce, Goldmine, Act, Maximizer. WinFax, RightFAX, Clientele, & Magic. Ubuntu, IaaS, PaaS, SaaS, SAP, 

Custom

PROFESSIONAL ASSOCIATIONS

Board Member, Information Technology Industrial Advisory Committee (ITIAC), Fairleigh Dickinson University, Lee Gildart and Oswald Haase School of Computer Sciences and Engineering.

Member, New Jersey Technology Council (NJTC)

Rethinking Sales Radio Show -  Co-Host and Panelist

Summary

Enterprise Sales Professional who generates new customers and multimillion dollar engagements for leading edge technology solutions organizations. Experienced consultative sales executive who maximizes opportunities involving new technology, new markets, and new operations from start up to large, global organizations. Recognized by accounts and prospects as a trusted adviser and strategic partner.

Certifications

Certifications
2004 - 2007

Cisco Account Management

Cisco