Senior Sales Director Resume

PROFESSIONAL SUMMARY:

Multiple functionality of player - coach, hunter, leader: Seasoned software sales executive with a proven track record of outperforming tough sales goals and building both direct and indirect regional teams.
Turn-around “artist” for stagnant sales. Polished solutions sales style with strong accumen building new business in hard to develop regions, delivering highest level of customer wins for both startup, and large corporate initiatives. sales successes

PROFESSIONAL EXPERIENCE

Confidential

Senior Sales Director

Responsibilities:

First Major Marquee account for Dhaani’s six year history: California Department of Water Resources
California Office of Technology - Pending statewide agreement for 300,000 endpoints ($12M enterprise license agreement).
Leadership team member recognized with vastly enabling sales growth, and visionary leader in business development techniques for Global 2000 markets.
Negotiated, closed, and signed massive HP Reseller agreement worth >$10M by end of 2015.
Present to investors of new sales directive to achieve board-required revenue achievement for 2014
Grew revenue 600+% from 200K to $2.1M in two quarters. Hunted and developed several top customers, C-level relationships: DoT, DWR, California Office of Technology, Union Bank, LACCD.
Change management leadership, acknowledged for modifying employee behavior encouraging them to think outside the box to obtain C-level interest and sponsorship
Strategy and growth forecasting to measure success of practice development
Removed competition from State SLP/CMAS contracts (Microsoft, Symantec, Verdiem), and put Dhaani as only California State solution; escalated to Governor’s office
Brought on to the Dhaani’s Board of Directors: Chief of Information Technology at Department of Transportation to enable additional state deals, and for potential acquisition

Confidential

Regional Sales Director

Responsibilities:

Targeted key accounts and closed: Apple ($1.2M), American Express ($500K), IBM ($300K), Marvell ($130K), Mercedes/Daimler ($400K), Toyota ($175K), Honeywell, Charles Schwab ($450K), Oracle, UCLA, Alaska Airlines, Mercury Insurance, Salt River Project, and several others. Apple is largest multimillion-dollar deal Tufin has ever had, and is expected to grow to in excess of $10 million.
Top performer in new business for NA territories - $1.6 million in NEW business in 12 months
Increased customer base from 3 dormant (dead) customers to nearly 40 within six months with self created marketing campaigns
Significantly Promoted Channel sales in the western region (Accuvant, SHI, ePlus, Stuctured, MSN, Axcelerate, Trace3, etc)
Managed both direct and channel deals; grew significant channel business across the Western region
Substantial growth in Confidential requiring expansive growth in Tufin’s professional services group
Designed and oversee accomplished marketing email campaigns.

Confidential

Sales Director

Responsibilities:

Developed, managed, won Cisco/WebEx $2 million SIEM opportunity. Largest opportunity in company history
Union Bank of California, covering both device licensing and host nodes in excess of $1M along with Far East Bank for additional licenses and serious customer retention issues
Del Monte Produce - beat top competitors to win RFP SIEM/logging requirement to also include ISO compliance standards. Important initial win value of $250K
Implemented new metrics in the Confidential to deliver quicker opportunity and pipeline development such as prequalification discovery session with prospective customers with goal target for deals exceeding $250,000.
Initiated self-promotion of region through campaigns: 700% increase in webhits, whitepaper downloads, and request for meetings to discuss our differentiation
Increased awareness in western region by 700%, and increased POCs by 500%
Build-up of reseller and distributor channel for eIQ in the Confidential with five new partners

Sales Director

Confidential

Responsibilities:

Positioned and closed: eBay ($2.7M), Cisco ($1M), Symantec ($1M), Visa ($750K), Disney ($750K), Cal-ISO, Federal Reserve Bank (Dallas, SF, Boston, $500K), Paypal ($320K), Ross Stores, Robert Half International ($270K), Avery Dennison, Zions Bank, American President’s Line/Neptune Orient Lines, Pepsi, Holland America, Countrywide Financial, Experian, making region top performer globally
Consistently exceeded quota from 110%-300%; grew revenue 700%. Written up in company global newsletter on successes, and consistently ranked number one director globally
First director in company history to achieve a record quarter of $1.1 Million
Revamped building a true solution sales presentation to enable quicker sales cycle with customer base and “Brand Name” targets. Lowered cost (expenses) of sales in the Confidential while increasing revenue
Director of the Western region team for both field sales, inside sales, as well systems engineers.
Organized Global inside sales group and proper lead generation parameter for sales success
Co-created new products Skybox 4000 appliance, and SMB Certifire application

Confidential

Sales Director

Responsibilities:

Closed Apple ($1M), NASA ($400K), Maxim ($230K), Oracle and others far exceeding quota.
Closed NASA within three weeks of starting, ranking #2 out of 10
Organized Confidential coast team to drive revenue for the Confidential
Fastest deal close cycle in the history of Reconnex. Shortened sales cycle 500%
Confidential Region number one revenue producer for company, number 1 in sales out of 11+
Architected Channel Program to drive the VAR market
Kick-started target VAR 500 Security players to represent Reconnex

Confidential

Regional Sales Director/Channel Director

Responsibilities:

Company Recognition: First director ever to achieve 13 new customers in one quarter. Sold the most high-end Intrusion Prevention Firewalls (21) in company history. Total Revenue, $700,000.
Personally created and closed the largest new customer in iPolicy’s history
Developed high end sales teams in Southern California, Texas, and Arizona
Closed deals quickly for VCs funding for Q4 requirements: San Diego Fairgrounds, OKBU, Visa, San Diego Office of Education, LA Community College, Finisar, etc.
Put program into place for Inside Sales to close opportunities fast; shorten sales cycle 50%
Architected VAR program to enhance rapid sales for Southwest region

Confidential, San Jose, California

Northwest Regional Sales Director

Responsibilities:

Major key wins (some): Wells Fargo, Colliers International, Yipes, Novellus, San Jose Mercury News, Juniper, Fujitsu America, Valley Transit Authority, OutReach, McData, Dynamic Details, Stratex Networks, National Semiconductor and the healthcare industry.
Developed High-level partner relationships to grow business at least $5 million
Manage 3 - 5 sales consultants and engineers

TECHNICAL SKILLS