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RICHARD SHUMAKER

Public Sector Account Manager at Cisco | Serving those who protect, serve and educate

Work experience

Feb 2011Present

Public Sector Account Manager

Cisco Systems, Inc. - Virginia

Manage large Public Sector K-12, Higher Education and State Government

Responsible for outcomes based selling model by helping customers achieve better results through innovative use of technology

Technical and strategic sales across Cisco's portfolio inclusive of Unified Communications, Cloud, Datacenter, Security, Unified Access/Networking.

Work closely with Value Added Resellers to align selling and engineering efforts with market and customer needs

Cisco Achiever Award-FY2012, FY2013, FY2014, FY2016

Jul 2013Present

Director

Mid-Atlantic Broadband Communities Corporation

Advisor to MBC management team for strategic corporate initiatives

Member-Strategic Advisory Committee

Member-Technology Committee

Mar 2008Feb 2011

Senior Channel Account Manager

Juniper Networks - Mid-Atlantic

Develop and implement business plans for Juniper business partners in Mid-Atlantic Territory

Achieve Revenue Growth Plan in Hardware and Services sales within territory

New Juniper partner recruitment and development

Track and manage partner readiness relative to sales and engineering effectiveness

Train, coach, mentor and develop over 25 partner sales professionals

Achieved 100% of plan in FY2008

Achieved 189% of overall plan in FY2009

Achieved 300% growth with named partners in FY2009

Apr 2007Mar 2008

Business Development Manager

Advanced Logic Industries - Blacksburg, VA

Assist with development and implementation of overall go to market plan

Grow and develop large account base(1500+ seats) in geography

Stand up and ensure effectiveness of EMC based data center practice

Provide pre-sales engineering assistance for Cisco and EMC solutions

Assist sales management with development of sales personnel

Dec 2006Mar 2008

Director of Sales

Level(3) Communications - Roanoke, VA

Responsible for sales team generating monthly recurring sales in customer base

Partner with Sales Engineering to achieve company and customer success

Partner with Operations Management for customer installation and ongoing support

Develop and implement strategic sales plan focused on customer success

Jul 1998Dec 2006

Enterprise Account Manager

Cisco Systems, Inc. - Salem, VA

Management of large commercial and Public Sector Higher Education accounts in Virginia

Account specific business planning with extended team exceeding 10 individuals

Increase Cisco relevance with CXOs in my accounts

Improve Partner/VAR position in the market

Awarded AM/SE Team of the Year – Atlantic Area – FY00

Awarded Strategic Win of the Year – Enterprise East FY05

FY04 – $10M bookings on $7.3M Quota – 137% - 30 Accounts

FY05 - $10.1M bookings on $10M Quota – 101% - 10 Accounts

FY06 - $10.9M bookings on $10.5M Quota – 104% - 10 Accounts

19951998

Vice President of Sales

Comprehensive Computer Solutions Comprehensive Computer Solutions - Christiansburg, VA

Manage day to day operations of a multi-million dollar Business Division

Budgeting, Forecasting, P&L responsibility

Directly manage a Sales Staff of 5 individuals and a Service and Support Staff of 15

Provide technical sales consulting to Sales and Support Staff

Establish and maintain strategic partnerships

Education

19851989

B.S. - Management

Virginia Tech - Blacksburg, VA

Business information technology focused degree with emphasis on labor relations, accounting, statistics and marketing.

Activities

Golf, Water Skiing, outdoor activities, photography

Active member of Virginia Tech Hokie Club

Member Board of Advisors – Virginia Tech Pamplin School of Business – Management

Past Assistant Coach – Youth Basketball, Football, Track & Field