Download PDF

Objective

  - Introduce awesome technology to my clients.  - Prescribe the solutions that make my customers glad they did business with me. - Present solutions at the best price and earn customer's trust every day.

Summary

Who I am: A proven sales performer in IT networking software, hardware and managed services. Aggressive at closing business, exceeding quota, prospecting and establishing strategic and long term relationships with customers.

What I do: Sold solutions in monitoring and application management, IT infrastructure, networking, telecommunications, VoIP, NetFlow and data center solutions. Excelled at companies such as Nortel, GE, Loral, Fluke Networks and NetScout. Successful selling to the enterprise, Telco providers and VAR partners.

How I add value: Ability to interact/sell effectively to all levels of buying influence (C-level, VP-level, Director-level). A proven track record of sales revenue performance against quota. Goal driven, achievement oriented, and possess a high level of enthusiasm, confidence and professional poise.

Work experience

2012Present

Territory Manager

Network Instruments
Enterprise IT organizations are undergoing a revolutionary transformation marked by the rapid adoption of cloud services, a global workforce, distributed infrastructure, mobility and collaboration. Network Instruments has solutions to help with these challenges.
Jul 2010Jan 2012

Account Manager

Netscout Systems

Hunter - Helping large enterprise accounts manage the performance of their applications and data/voice/video/virtual infrastructure.

Mar 2006Apr 2009

Territory Account Manager

Fluke Networks

Hunter - Complex technology sales to retail, manufacturing, and healthcare accounts. Leveraged consultative selling to engage managed services, professional services, and IT infrastructure solutions enabling end users to identify/resolve network and application performance problems. Sold and/or supported NetFlow, probes, SNMP, Security, VoIP, Video, server monitoring, data center solutions, as well as application monitoring. Supported Tier 1 Telco carriers such as AT&T, Verizon, Sprint and Global Crossing.

▪ #1 Sales Person in US in 2007.  President's Club trip was Venice and Rome.

20042006

Senior Account Manager

Loral Skynet

Hunter - selling to enterprise accounts for converging data, voice, and video services through a single wireless WAN infrastructure solution. ▪ Achieved 100% of 2005 sales goal

Jan 2000Jan 2004

Major Account Manager

GE/Spacenet

Pioneered and closes new commercial logo accounts including Rite Aid Drugs, Dunkin Donuts, Sunoco and Gulf Oil. Focused on enterprise networks representing a potential 1,000+ sites. Coached channel partners in end-user demonstrations, technical support, pricing and training as well as trade show support.

▪ Achieved 120% of quota and signed more channel partners than any other channel manager.

Jan 1996Jan 2000

Senior Account Executive

Loral CyberStar

Marshaled the multi-level development of the company's largest carrier accounts - Global One, Sprint and MCI. Sold an international private managed network to the World Bank, supporting offices throughout Eastern Europe.

▪ Negotiated a $7M Master Purchase Agreement with Global One, as a single source provider of international satellite services.

▪ Received President's Club recognition for two consecutive years.

19891995

Account Executive - New Systems

Nortel

Prospected and sold high end switches, voice mail, IVR, call center and CTI. Also closed two new Nortel national accounts (MCI and Fairchild Communications) generating $6 million in new revenue.- Achieved 168% and 225% of quota in 1992 and 1994- Gold Club Winner in 1991 and 1993

References

Steve Tindall

“Kevin is outstanding at building long-term customer relationships and recognizes that the best sales people don't "sell," they consult. Consultative selling comes naturally to Kevin and he did a great job matching up Fluke Networks solutions to help us solve our business problems. He created a trusted relationship by identifying our needs, balancing expectations and delivering on his promises. He has a combination of technical skills, selling acumen, and personal integrity that gives customers a high degree of faith in him. I believe that he would be a significant asset to any sales organization.”

Lincoln Biederbeck

“If you are looking for a top level professional to add to your sales organization, Kevin is your man. While working for me at GE/Spacenet Kevin consistently delivered excellent performance and always met and exceeded his territory targets. His attention to detail, ability to understand the customer's requirements and explain the technical "value proposition" of our solution was critical to our success. For example, in winning the 1500 site SUNOCO account Kevin out sold and out maneuvered our top competitor by understanding and articulating their weaknesses vs our strengths. I would highly recommend Kevin for any sales team looking to build success, increase revenue targets and develop excellent customer relationships.”

Mike Devine

“Kevin worked for me in 2006/07. He is a strong and polished sales person. He is outstanding at developing long-term relationships with his customer base and has received many accolades for his “100% Customer Satisfaction” attitude. He has shown time and time again his ability to do whatever is necessary to support his customers and get the most for the company. Kevin consistently surprised me with his ability to achieve and exceed his monthly quotas. Kevin earned Fluke Network’s Top Sales Award in 2007.”

Education

Skills

Virtualization
VSP-4 VMware certification
Strategic Planner
I proactively prepare for emerging client needs and requirements. I use customer goals as a guide to create action plans; determine project urgency and align my companies resources effectively.
Effective Listener
I clearly present information through the written or spoken word and interpret complex information. Any successful sales person understands the importance of asking questions and listening.
Positive Attitude
I always displays enthusiasm and passion in my business approach. I embrace the team spirit and take initiative. I remain motivated when faced with a challenge and display confidence and self–assurance.
Results Oriented
Year on year consistently exceeds goals. I push myself  to perform at the top. I use written goals and objectives to guide my actions.
Utilize Resources Wisely
Customer Centric Selling
 "If you want to CATCH a fish you need to THINK like a fish".   A methodology used to accelerate the sales cycle, increase deal size and improve forecasting.