Career Goals & Objective

Career Objective

Current goal is to secure a position as Account Executive (Individual Contributor) with a sales organization that is committed to ongoing professional development, ability to listen to both customers and employees and world-class leadership that "gets it'.

Strengths

Consumate, high energy, "A" player sales professional that is customer focused, revenu driven and channel friendly. Understands how to get to the bottom line making it a win-win for all parties involved.

Strategic and cutomer focused individual, team player, with a career background in new account acquisition and competitive selling.

Career Summary & Highlights

Strategic • Solutions Oriented • Customer Focused • Revenue Driven

Top performing business development leader who brings a passion for selling and continued learning and development. I provide an award winning track record of success across multiple solutions and technologies (both tactical and strategic), team collaboration while exceeding both company and client objectives.

Overall responsibility for driving net new sales, manage Channel Partners and VARs, implement and manage account plans and activities, direct touch with tier 1 enterprise and strategic customers (National & Global), generate ongoing leads and supporting activities, manage marketing events and activities and strategic vision with supporting tactical execution. 

Key highlights:

• Ranked #1 or #2 past 4 years• Consistently “Club” Qualifier 12 of last 15 years (123-148% vs. $4-6M quotas)

• Ability to effectively engage C-level, VP and Director leadership in order to further a sales campaign and sustainable long term revenue streams

Work History

Work History
2009 - Present

Straegic Account Manager

Gillaspy Associates

Gillaspy is a niche VAR with a focus on the test & measurement space. Currently I manage several strategic accounts (Intuit & T-Mobile) that represent 40% of the manufacturer’s revenue in this territory.

  • $4.5M in revenues (Increased from $2M) 
  • Key strategic accounts include Intuit & T-Mobile
2007 - 2009

Territory Manager

Blue Coat (Packeteer)

Managed SoCal & Arizona. Responsible for driving WAN Optimzation, WAN Acceleration and Application performance/management (spoftware) into major and key strategic accounts. Managed local SE and Channel.

  • Q4 - Q208 148% (Managed $3.7M revenue vs. Quoat of $2.5M)
  • Key Strategic Accoubnts included ViaSat, Tetra tech, Universal Music, CSU System, Guitar Center, Ttrader Joe's and Beckman Coulter.
Aug 2005 - Dec 2007

Territory/Channel Manager

Raritan Computer
  • Ranked #3 ranked in 2007.
  • Ranked #1 in 2006 only rep to make his number (110%).
  • Strategic accounts included Amgen, Countrywide, CalTech, Downey Savings, LA Times, Mercury Insurance, Petco, SPAWAR, Symantec, Nestle, Fremont Investment, Wescom Credit Union, Western Digital, CBRE, Banner Health, ASU and Qlogic.
Sep 2004 - Aug 2005

Account Executive

McData (Brocade)
  • Achieved 123% in 2005.
  • Strategic accounts included Kaiser, Disney, SoCal Edison, Nestle, and Farmers Insurance.
  • Worked with OEM partners (EMC, HDS, IBM, HP). 
Sep 2003 - Aug 2004

Account Executive

EMC
  • Drove 200% year-over-year growth
  • Negotiated in excess of $4M in sales revenue.
  • Strategic accounts included San Bernardino County, SB County Sheriffs, Riverside County.
Sep 2001 - Sep 2003

Account Executive

Expanets
  • Top new account producer
  • Met and exceeded all sales expectations
  • Club qualifier exceeding 100% of revenue targets
  • Increased installed base by over 50%
May 2000 - Aug 2001

Account Executive -- Public Sector

Cisco
  • Drove 200% year-over-year growth for Inland Empire region.
  • Evangelized VoIP (pre-VoIP in 2000) and established $9M pipeline.
  • Won the largest number of competitive win-backs.
  • Established success criteria for other regions. 
  • Key accounts included cities and community colleges in region.
Oct 1989 - May 2000

Senior Account Executive

Lucent Technologies
  • Lucent's #1 AE in N. California. 
  • Nominated leaders Council (top 2%) in 1999.
  • Achieved 220% of revenue goal in 1999.
  • 5-time Millionaire with Lucent Technologies (in excess of 175%).
  • 2-time Super Achiever (in excess of 150%). 
  • Strategic wins were Montgomery Securities (Nations Banc/BofA) $3M, CNET $1M, Bill Graham Productions $300K, Reuters $300K, and LoanCity.Com $500K, Patelco $500K, City & County of San Francisco $700K.

Skills

Skills

Sales Technologies

Proficient in the following technologies:   Microsoft Office (Outlook, Word, Excel and PowerPoint) Siebel Goldmine ACT! Mobile Applications (Blackberry) Internet Applications    

Professional Sales Training

Professional Sales Courses include: Competitive Selling, Target Account Selling, Power Base Selling, Sales Negotiation Skills, Customer Oriented Selling, PSIII, Anthony Robins and who could ever forget the original, Tom Hopkins!