Results oriented executive with over 25+ years of success in sales, sales management, and marketing in the networking/software/telecommunications industry.High-energy sales leader with a track record of achieving business objectives by building collaborative teams of motivated, exceptional individuals.
Vice President Sales/Director of Sales for a high tech networking or software company.
Nov 2006 - Present
·Responsible for $329M sales quota across Cisco’s entire product portfolio of collaboration, networking, and video solutions. Directed the sales efforts of 5 regional sales managers, 35 accounts managers, and 28 systems engineers covering the commercial market in the San Francisco Bay Area and Pacific Northwest.Finished Fiscal ’07 at 104% of plan with 22% year over year growth. Ranked # 3 in the US Commercial segment.Finished FY’08 at 95% of plan with 12.5% year over year growth.Ranked # 3 in the US Commercial Segment. Recognized in FY’08 in the top 10 % of Cisco sales management leaders as a Cisco Sales Champion.
·Selected by Sr. Vice President of Sales in FY 08 to lead a sales collaboration initiative across the US.
Feb 2003 - Oct 2006
Regional Sales Director
·Directed sales teams in the Bay Area and Northwest focused on delivery of IP telephony, voice & data infrastructure, complex contact center, security, and managed services solutions to primarily regional customers.Customers included Ross Stores, Univar, Starbucks, Palo Alto Medical, and Greater Bay Bank.Recognized as a leader in new business sales through channel partners.
Apr 2002 - Dec 2002
·Directed the sales efforts of 5 Regional Sales Directors, 25 account executives, and 13 technical consultants focused on delivering secure, content delivery network solutions to enterprise customers like Apple, Symantec, and Microsoft.Restructured the Western division with new regional management teams.Instituted new, structured processes for sales, disciplined forecasting, and reporting using Siebel as the SFA tool. Achieved 89% revenue in Q2.100% in Q3.95% in Q4.
May 2000 - Oct 2001
Vice President Sales-North America
§Remedy was the market leader for software e-business IT Service Management solutions to enterprise and mid-tier customers.$250M quota responsibility for US & Canada and Latin America. Responsible for direct sales (100 sales reps and 50 systems engineers), channel sales, telesales, and sales education.Developed a new, tiered sales coverage strategy along with a new compensation model to support the strategy.Redesigned and implemented a new channel sales program to support the coverage strategy.Implemented a new Telesales model.Implemented a disciplined enterprise and mid-tier solution selling process along with a new global sales force automation tool.Redesigned the sales education program to support the company direction. Effectively helped to transition the Remedy sales team to Peregrine after Peregrine acquired Remedy.Met sales expectations.
Oct 1998 - May 2000
Vice President Sales- West
§Profit and loss responsibility for $450M in sales, installation, and service revenue across six sales regions comprising one-half of the United States.Directed 8 Sales Directors responsible for 175 sales reps and 65 systems engineers.Number one sales area in fiscal 98/99.Developed and executed sales plans to improve market share and achieve profit objectives for legacy PBX systems, complex call centers, customer relationship management, and voice/data network infrastructure solutions.Successfully implemented Siebel sales force automation tool to manage the sales and forecast process.