Executive Summary

• Senior VP Sales and Business Developmentexecutive who creates and manages teams and leads overall business relationship with defined clients and strategic engagements, whose passion is transforming organizations through technology enabled solutions.
• Possessing a strong technical background in IP networks, TCP/IP, Cyber security with DDoS and Application layer threat mitigation, I haveattained metrics 10 years consecutively in Software licensing, SaS, maintenance and support, UC, Managed Network Services, Toll Free Voice, IVR, SaaS, PaaS, IP PBX, Avaya, Nortel, Key System, Cisco, complex solution and professional services sales. Developed and executed an overall client business plan to achieve corporate and business unit client objectives and nurturing senior executive and board level relationships as required for target revenue and profit attainment. Built trust and credibility at all levels within the client and internally at Corporate and business unit and thereby identifying client priorities and ensuring a key role in achieving them. Shaped and drove all opportunities to a successful conclusion. Led the Enterprise Sales Reps, Solutions Architects, Project and Program Managers, Technical Account Managers and cross-functional teams to identify and shape business issues and strategies and then drove overall solution definition and specification, utilizing and coordinating all specialist resources as needed

Increased Sales

• Closed revenue over target and created a pipeline of over 50 Million in 2011 with leading ISVs
• Increased Sales by 200 annually by engaging IBM Client Teams and arranging customer presentations, trials, Pilots, Proof-of-Concept demos and training. Aligned solutions to Client business strategies and objectives
• Increased Sales to achieve 101 of Revenue Target over 140Million as Client Executive in 2007, and in 2008.
• Led IBM Client teams,Business Development executives and practice areas in driving the capture effort from POC and validation through win as Opportunity Lead. Led teams in developing and closing opportunities
• Increased Sales, achieved 105 of 2006 Revenue TargetC-level Relationship Manager
• President's Club and President's Circle for being in top 5 in 2003 and 2004 100 Club 1999 - 2009

Key Accomplishments

• Sr Director Sales at Endace, won new contracts and design wins at Alcatel Lucent, Avnet, Kindsight, Narus
• VP Business Development at Sigma, signed Endace, Cybertap, Riverbed, Hitachi Data Systems, and Splunk Software as Business Partners, attained revenue targets, delivered projects on time in budget
• Sold major Managed Services deal to US Trust
• Won Managed Services contract from New York Life Insurance
• Led sales teams to exceed goals 10 years running.
• Sold 40 Million Voice and Data Network to Loews Corp
• Sold a 3-year 40 Million Toll Free IVR Voice and data network to Guardian Life, including Voice over IP VoIP, SIP trunking, PRIs, and provided program management with installs and configurations, moves, adds and changes
• Top Seller of Cisco solutions including IP routers and Nexus switches, Alcatel Lucent switches, Brocade and Juniper
• Sold International and IXC services to LECs and ILECs, and to Enterprise accounts and resellers to connections with PSTN networks worldwide
• Business Development Manager for IBM software, and services. Led IBM Cross-Functional Teams, resulting in year over year growth in revenue, and meeting revenue targets. Developed Strategic Account Plans and led development of client relationships. Negotiated and closed deals worth up to 100Million for Cloud Computing
• Managed IBM Embedded Solution Reseller program for IBM, doubled customer base in 6 months with sales to CheckPoint, Secure Computing, Intel, Netezza, expanded ISV Sales Program
• Led account strategy, and coached 120 Enterprise reps, increased sales by 150 , have maintained relationships at the C-level
• First to sign Guardian Life Insurance, New York Life Insurance, Omnicom Group, and 100 other key Sprint Customer Agreements

Employment History

Sr. Director

Confidential

• Manage IT Solutions sales team and marketing/business development internal and Partner Resources for US accounts
• Source, On-Board, develop and manage sales teams
• Manage, coach and mentor Regional Sales Directors and Sales Teams
• Oversee and ensure Account Managers have developed annual Business Plans and Strategic Account plans
• Make adjustments as necessary to maximize revenue and growth based on performance objectives
• Build, maintain, and operate an IT SolutionsPortfolio, including strategic planning with IT Solution Partners, stakeholder management, Sales Operations, and co-marketing
• Accountable for leading planning, prioritizing and executing a sales campaign and account plans by working with Account Managers, Operations and Product Managers, and customers.
• Provide critical thought leadership about deliverables, and plans for projects to ensure alignment to the business goals
• Work closely with cross functional teams and rapidly form conclusions, create action plan, assigning tasks, owners and due dates
• Engage technical design and Enterprise TAMs and have Account Managers fully engaged and connected as needed, and ensure that Account Managers attend OEM Partner meetings and calls as well as training as appropriate.
• Encourage and ensure that all Account Managers enter all opportunities in Salesforce.com CRM, and hold weekly meetings to move these opportunities through the pipeline to order entry and fulfillment.
• Obtain pricing from OEM Partners to develop and deliver customer quotations on a timely basis
• Establish metrics, goals and guidelines for team and individual success, and provide regular reporting to management as well as to Sales Team on progress, achievements as well as performance issues.
• Take action as agreed with management on all matters.

Director

Confidential

• Reported to the Chicago-based SVP of North American Sales, responsible for generating all OEM Federal/Commercial vertical revenues as well as developing and managing all customer and partner relationships as part of driving the overall business development/ sales, leveraging Inside Sales Team
• Met with customers and prospective clients, including C-level executives and managing directors to identify needs, budgets, and time frames for services responded to requests for information RFIs and requests for proposal RFPs accordingly.
• Led Account Management team provided solutions to customer by managing Marketing Group, product managers, product specialists, inside sales representatives, sales engineers, technical account managers, and services sales managers.
• Conducted cadence calls and opportunity pipeline calls with subordinates served as a liaison between internal and external customer project management teams, tech support, customer service, billing, and solution delivery people.
• Developed consultative relationship with customers to maximize value of Endace products and services, and present Endace value proposition to customer and end users through WebEx and PowerPoint, live demos, trials, Proof-of-Concept
• Broaden relationships horizontally and vertically within the customer organization, while expanding existing product applications across customer business units, and execute go to market strategy for new Endaceproducts
• Proactively collaborate with EMEA/ APAC and Latin America sales peers to support customer global business initiatives, and with product, engineering, and marketing internally to drive strategic solutions for these customers
• Designed business plan to analyze strategies, accounts, markets, strengths, weaknesses/limitations, opportunities, and threats
• Examined past revenue goals and attainment performance to goal and future revenue account forecasts developed and managed accurate forecasts to achieve financial quota goals reported weekly updates to CEO and senior management team.
• Worked with Global Systems Integrators and partners to generate business in existing and new accounts and markets facilitated successful project delivery for global partners.
• Represented Endace at industry conferences and symposia, traveled 75 of the time in order to effectively establish and foster solid business working relationships for continued business growth and increased sales.

Director

Confidential

• Build / manage an accurate forecast to achieve revenue goals, and move opportunities and clients to close
• As trusted advisor to the senior level decision makers, developed business relationships based on a commitment to quality of IBM solutions at AT T, Verizon, Sprint
• Coordinate demonstrations, seminars, Trials, Proof of Concept, etc. to present the value proposition of IBM solutions to the customer and followed on with business and technology partner Agreements
• Work on Carrier Ethernet 2.0 business development opportunities for partners in telecom space
• Developed business plan that includes account analyses, SWOT Analyses, Market Analyses, and Future Revenue forecasts by account and strategies to achieve the financial targets in network monitoring and recording revenue
• Led a team that consists of: Technical Account Manager, Product Specialists, Product Managers, Inside Sales Representatives and Professional Services Sales Manager
• Proactively created the demand for Endacedata analytics, application monitoring, end user experience monitoring and deep packet inspectionsolutions and build a pipeline of qualified prospects within an already established customer base and new accounts in the telecom,enterprise, healthcare, financial and Aerospace Defense verticals
• Built and managed an accurate forecast to achieve a quota goal, and report accurately on a weekly call
• As trusted advisor to the senior level decision makers, developed business relationships based on a commitment to quality of Endace solutions at Alcatel-Lucent, Spirent, Ixia Labs, McAffee, Kindsight, Narus and Symantec
• Coordinated demonstrations, seminars, Trials, Proof of Concept, etc. to present the value proposition of Endace solutions to the customer and followed on with business and technology partner Agreements
• Worked with Sales Engineers, Technical Account Managers, vertical market representatives and various OEM Partner resources to demonstrate how Endace USA solutions will address the needs of the customer
• Prepared written proposals articulating our solutions, and closed business on a monthly basis that met goal
• Directed the effort of the Customer Support Organization to work with the customer after the sale to ensure that customers are using platforms and Snort, Suricata and Wireshark to the maximum benefit
• Provided accurate and factual information regarding customer product feedback and sales forecasts to Endace Marketing and Engineering on each type of proprietary and open source platforms
• Understood the strengths and weaknesses of our competitor products and develop competitive matrix
• Created new technical and financial benefits through strategic alliances with industry groups, manufacturers, distributors, architects, engineers and consultants to research, evaluate and implement new technologies.
• Grew revenue and market share through researching, analyzing and implementing new business opportunities in the IT Services market that align with the company's overall strategy and result in the growth of revenue
• Established and maintain relationships with stakeholders and customers in order to meet their needs and promote and close new business opportunities and to develop and drive new outsourcing opportunities through win.
• Utilized business and financial acumen and strong analytical skills to attain revenue and profit targets.
• Thorough understanding of SARBOX compliance, and FAR regulations and federal policies and procedures.
• Created new business solutions and revenue streams in the DICOM solutions, Grid Computing, VMs, virtualization and Storage lines, including Software as a Service SaaS and Cloud Computing initiatives
• Led architecting new software an services business, and integrate with IT Security solutions and services
• Developed new solutions in Electronic Medical Records, Data Privacy and security to create new revenue streams
• Developed Cloud Computing Services offering and take-to-market strategy based on grid computing,virtualization

Client Executive

Confidential

• Led Systems Technology Group Industry Systems Embedded Solution Reseller Business Development Program for multiple channels of Integrators and Resellers nationwide, achieved assigned revenue target
• Engaged with channel partners and IBM teams to identify and close software, hardware, and services UC Unified Communications, Websphere,PLM and ERP and virtualizationopportunities to increase revenue 150
• Implemented Embedded Solution Integrator program taking it from pilot to production, simultaneously onboarding several new Industry Systems Integrators:Check Point, Inc., Netezza, Lemko, Seegrid, Isilon, Blue Coat, Brocade, Secure Computing, and worked with partners and distributors Avnet, Arrow, Mercury Computer, Sirius Computer
• Led cross-functional teams to complete pursuit, proposal and negotiation tasks in accordance with corporate and clientbusiness alignment strategies to close new business, to achieve revenue targets
• Led strategies on virtualization of servers and storage, saving clients up to 90
• Increased the number of OEM Embedded Solution Resellers and channels for grid computing, Grid Medical Archiving Solutions, GMAS, Picture Archiving and Retrieval Systems PACS, and virtualizationto resellers by 200
• Led Roadrunner Team in 2007 resulting in largest IBM High Performance Computing sale for simulations
• Reduced costs for clients by leading teams in developing and implementing SOA, Web 2.0 portals and applications, data streaming, algorithm development, and virtualization programs for clients.
• Led Sale of Outsourced Cloud Computing on a HPC Supercomputer for Pandemic Modeling at USAFRL
• Led sale of custom servers with advanced, real-time digital signal processing, software development, and data acquisition systems, to Aerospace Defense, medical, internet content distribution, and Government markets.
• Closed multiyear multi-million dollar Open Architecture application development services contract to major medical clinical systems manufacturer. Led team in proposal development and deal closure
• Exceeded revenue target in 2007 by leading development and implementation of Telematics telemetry solution utilizing SOA, Web 2.0 portal, software engineering, and programming outsourced to IBM India
• Led Strategic Account Planning session on 4 leading US Government Primes and Federal Systems Integrators
• Organized and led Client Briefings at Customer Solution Centers in Austin, TX, and Hawthorne, NY
• Proven track record engaging new pursuits and in developing, executing a win strategy as Pursuit Leader. Led cross functional teams in closing over 40 Million in 2007 built pipeline of over 100 Million in 2007 in Outsourced services for IGS IBM GS

National Account Manager

Confidential

• Led opportunity and closed major win on wireless mobility solution at Beth Israel Medical Center, Bulova and Fuji Film
• Strong leadership skills honed on the job
• Energize and align the sales function with company strategic needs and priorities
• Effectively plan and manage at both the strategic and operational levels delivering consistent over quota results
• Robust highly driven style and work ethic as part of a team and on an independent basis
• Possess a strong process-centered orientation that brings focus and consistency to sales and implementation activities
• Effectively communicate customer-related insights back to the executive team and the rest of the organization
• Strong organizational and time management skills
• Thrive in a fast-paced, results-driven environment
• Strong coaching and team-building skills
• Able to identify an organization's decision makers and to cultivate a value-adding relationship with them
• Excellent negotiation, relationship /interpersonal skills to gain team members and client trust and build compelling reason to act
• Effectively used quantitative sales metrics to bring transparency to the sales function and overall performance
• Developed business plans designed to identify and capture opportunities for assigned wireless accounts, web hosting, data center outsourcing, co-location, and Ethernet services, including Frontbridge antivirus and malware software.
• Strong telecommunication skills, built with extensive training and refinement on the job.
• Managed 6 of the largest strategic accounts, e.g., ABC, Footlocker, C.N.A./Loews, Schwab, US Trust, etc. led sales and network implementation of web hosting e-commerce solutions for internet service providers and enterprises.
• Evaluated sales team members on a monthly basis and assisted each representative in creating and maintaining individual development plans chaired cadence calls, resulting in revenues that met and exceeded targeted annual goals.
• Identified and manage customer demand
• Provided the primary interface between the Office of the CIO and Client to identify ProfessionalServices project and business requirements Work In-Take Process , communicate the associated technical requirements to Client Project Management, and govern the Client demand/project in-take methodology.
• Engaged with the teams inside the Office of the CIO to fully understand and document current needs and plans in order to facilitate the communication and explanation of these requirements to Client Project Management.
• Participated in the segment business technology budget process and provide a portfolio view into infrastructure expenses.
• Workd to ensure that Client prioritization of business requests is in alignment with the business strategy and view of priority.
• Participated in all phases of client technology planning process and product road map to provide budget and schedule estimates for global infrastructure support and where appropriate influence or provide guidance around design considerations.
• Identified Infrastructure Technology Requirements and Opportunities in the business to support business processes and for growth project opportunities
• Identified and Recommended Business Process Improvements