Oct 2005 - Present
VP, Enterprise Sales
Recruited to build new enterprise-focused direct sales team for enterprise “startup” within Finisar.Directly responsible for the spin-out and acquisition of the Enterprise business by a Private Equity firm.Averaged 47% quarterly revenue growth.Secured partnerships with leading storage vendors to eliminate customer’s competitive concerns and accelerate direct deal fulfillments through vendors, when needed.Example of new enterprise customer wins include; Merrill Lynch, Lehman Bros, Cerner, American Family Insurance, Alltel, eBay, Liberty Mutual, Kaiser Permanente, Mayo Clinic, Roche Pharmaceuticals.Example of strategic partnerships include; HP, IBM Global Services, EMC, HDS.Created all sales messaging, presentations, solution offerings, and ROI calculators.
Sep 2002 - Oct 2005
Mgr, WW Storage Sales Channels
Joined IBM as a result of TrelliSoft’s acquisition.Achieved over $4M in partner sales revenues during first year of product (TrelliSoft) introduction.Grew total storage software channel revenues from $50M to over $73M during tenure.Developed and delivered sales training to worldwide sales teams on the sale and services offering approach to selling the IBM’s Storage Resource Management (SRM), Virtualization, and Backup/Recovery software.Secured back-to-back first place wins in VAR Business’ ARC awards in 2003 and 2004 for Storage Management Software category (up from 4th place in 2002).
Sep 2001 - Sep 2002
VP, Sales Channels
TrelliSoft (acquired by IBM Tivoli)
Joined early-stage startup to develop strategic partnerships and sales channels.Directly responsible for initiating and driving TrelliSoft’s multi-million dollar acquisition by IBM Tivoli.Prior to acquisition, secured partnerships with IBM Global Services and Dell Computer Corporation to incorporate TrelliSoft’s software product into storage service offerings, as well as for resale.Secured relationship with AVNET to distribute our SRM Software to their top WW storage VARs.Actively involved with business operations, product roadmaps, and analyst briefings.
Apr 2001 - Sep 2001
Mgr, Business Development, Software Group
As a result of HighGround acquisition, I joined SUN to work directly with SUN’s Strategic Investment and M&A Group to identify, pursue, and investigate emerging storage software and hardware companies for purposes of strategic investment, OEM, or possible acquisition.Left SUN to join startup TrelliSoft.
Apr 2000 - Apr 2001
VP, eCommerce Development
HighGround Systems (acquired by SUN)
Joined late-stage startup to develop Software-as-a-Service (SaaS) sales offerings focused at the Web Hosting, Outsourcing, Channel and Service Provider markets.Developed right-to-use licensing program for partners to leverage and deliver software as a service offering.Within first year of introduction, revenue from service licensing program grew to over $1.5M.Actively involved with product development, marketing, and sales initiatives, as well as analyst and investment banker briefings.
Feb 1987 - Apr 2000
VP, WW Sales Channels
Sterling Software (acquired by CA)
1998 - 2000Vice President, WW Sales ChannelsRancho Cordova, CA
Promoted to build new sales group within Sterling’s $100 Million storage division, focused on increasing market share and revenues outside traditional direct sales channel.Within eight months, I negotiated and secured a two-year, $4M worldwide agreement with Amdahl Global Services.Identified Virtual Tape startup and actively participated in acquisition, resulting in revenues exceeding $10 Million within first year of product availability.Designed right-to-use software licensing program for Business Partners to leverage and deliver software-as-a-service (SAAS) offering.Active involvement with, and made recommendations for, mergers and acquisitions, strategic roadmap development, and product direction.Left Sterling Software during acquisition by Computer Associates to join startup HighGround Systems.
1997 - 1998Director of SalesRancho Cordova, CA
Promoted to rebuild under-performing sales region with 50% territory vacancies and declining software revenue. Developed and implemented ongoing sales and technical product and industry training courses, to increase overall knowledge and proficiency of the team.Ended year at 100% headcount, while achieving 105% of quota with a sales team consisting of five out of eight Sales Representatives having less than six months in territories.Qualified the highest percentage of eligible Sales Representatives to President’s Club (4 out of 7).
1991 – 1997Manager, National AccountsRancho Cordova, CA
Responsible for managing regional, as well as specific named national accounts throughout the United States.Consistently ranked top Sales Executive (1st or 2nd) during tenure.Closed largest new product sale for the year to number one competitor: IBM.Developed innovative “Trojan Horse” sales model resulting in 80% close ratio and standard sales model for the company.Recipient of Sterling Software Salesman of the Year award, numerous Salesman of the Quarter awards, and qualified for every Presidents Club.The following summarizes past quota performance:1996-97(208%), 1995-96(173%), 1994-95(140%), 1993-94(127%), 1992-93(123%), and 1991-92(169%)
1987 – 1990Sales RepresentativeRancho Cordova, CA
Qualified for Sterling Software’s first-ever Silver Achievement Club (President’s Club) in 1990.