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| Objectives |
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To embrace the “Customer Experience” utilizing my strong interpersonal & multi-tasking skills to build, develop and grow new and existing relationships that will assist in the ultimate success of the company, in a Business Development role.
Summary
Educated and experienced in Sales & Marketing along with the Networking and Storage Industry. Obtains excellent communications and team building skills. Successfully maintains a proven track record in promoting sales to individuals, corporate groups as well as resellers for over 12 years. Well versed in the technology sector with emphasis in the storage and networking industries. Go-To-Market strategist, professionally trained in the Holden methodology with concentration in Question Based and Consultative Selling techniques emphasising in TCO and ROI customer models.
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| Employment/Experience Summary |
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ACCOUNT EXECUTIVE, NORTHERN CALIFORNIA Cupertino, CA
Apple Computer, Inc. 12/2005 to Present
With an annual quota of $28.7m, nurture, embrace and build relationships as well as drive sales to new and existing accounts in higher education institutions, resellers and individuals from San Francisco to San Jose. Provide Apple technology, solutions, services and products from software, iPods, iMac's, servers, storage to third party applications and hardware i.e.: printers, monitors, etc. Managing sales from several thousand dollars to multi-million dollar transactions. Exited Q4FY06 @ 117% of goal
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REUNION.COM, LLC - DIRECTOR, PARTNER & BUSINESS DEVELOPMENT Jun '05 to Present
Drive the integration and optimization of partnerships for the leader in enhanced people search. Identify establish, manage and secure long-lasting business partnerships that are instrumental to growing our business and that offers value-added solutions to the end-user. Participate with architecting and shaping the company message & vision also tasked with building a world-class business development organization. Drive deal development from various stages, including: prospecting, negotiating to close. Exceeded sales quota by 125% for the first quarter and my first 90 days with the company – am on target to exceed 2nd quarter quota by delivering 140% of revenue target. Excel at all facets of the sales and business development area’s including prospecting, partner and deal management to deal closure.
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NEC SOLUTIONS AMERICA, INC. (NECSAM) - BUSINESS DEVELOPMENT MANAGER
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Dec '04 - Jun '05
Play a key role in positioning NECSAM’s Solution Platform Group’s OEM Business to align with critical business customers in delivering total solutions to Fortune 1000 companies. Major strategic contributor to NECSAM's success by building key relationships and support for the OEM Business Partners and opportunities.
Responsible for positioning NECSAM solutions early in the sales cycle and leads all efforts to create awareness for NECSAM, build our technical and business market image, shape and differentiate NECSAM technology advantages, support all forecasted sales opportunities, drive new name account growth for the OEM Business Unit, effectively manage communications between all stakeholders in NECSAM and OEM Customers.
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INFOBLOX, INC. - BUSINESS DEVELOPMENT MANAGER, WESTERN REGION
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Oct '03 - Dec '04
Responsible for closing over $1.25m in revenue for FY04, instrumental in closing enterprise solution business, fostering new and existing strategic relationships, at both the enterprise and executive levels and top line revenue growth. Initiate new programs geared towards “embracing the customer experience” and providing long-lasting customer solutions that are both, qualified and well received by working closely with my field sales
and engineering teams along with our channel partners. Instrumental in identifying, recruiting, signing and training of our channel partners as well. Established the Technical Advisory Board, Customer Advisory Board and the Partner Advisory Board meetings on a semi-annual basis. Developed Roundtables, in a road show format, to over 30 locations worldwide with an average of 15, highly qualified decision makers that represented an average of 10 customers per location resulting in over $1.75 million in direct revenue. Initial product MSRP: $9,999.00 - $12,000.00 per unit.
Exceeding expectations by developing strong business relationships with our channel partners, ability to identify and target our prospects and customers’ business requirements and challenges and by partnering with all internal / external departments to represent the voice of our customer/prospect. Hired in as the 50th employee, now over 150 employees.
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| Education |
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STANFORD UNIVERSITY
MLA - Continuing Studies Program
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SANTA BARBARA BUSINESS COLLEGE - UC Extension
Candidate: B.S., Marketing
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| Skills |
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Apr '00 - Aug '03
NETWORK APPLAINCE, INC. - MANAGER, GLOBAL BRIEFING OPERATIONS
Global responsibility for the management and success of all executive briefing centers located in London, RTP/North Carolina and Sunnyvale, CA. Hire and train staff, manage the global budget and ensure that the overall “Customer Experience” is first rate. Drove the visits to corporate HQ from 7 a month to over 80 a month, including the successful implementation of policy's and procedures to formalize visit requests. Aid the company's sales force in closing sales opportunities and strengthening business relationships, directly responsible for 80.5 m in annual sales that were directly correlated to the briefing. Represent the company in a professional manner in front of prospects and customers by delivering presentations with the highest level of quality. Devise incentive programs to attract and retain the participation and Cooperation of our subject matter experts to present at the EBC’s. Identify and continuously re-evaluate the session topic set required to tell the company story to a variety of audiences (business and technical) and from a variety of perspectives including technology, business applications, customer case histories, partnerships, service programs, and solution programs. Drive the integration of the Solutions Center into the executive briefings. Invent and "bring to market" new programs that "touch" customers in the form of the EBC on The Road and executive 1:1’s at trade shows and events. Liaise with other business units to eensure Briefings reflect the company story and culture. Understand and optimize the customer experience at any of our EBC’s and work with senior management to grow and maintain professional relationships with all levels of corporate and field management from the manufacturing teams to our executive management
Oct '99 - Mar '00
EXODUS COMMUNICATIONS, INC. - SENIOR CLIENT SERVICES MANAGER
Manage the day to day/business to business relationship of platinum level accounts from a post sales standpoint for the leader in the Internet Data Center & Application Service Provider space. Focal point for Customer issues, concerns and escalations. Provide internal project management of company’s resources to respond to Customer issues. Coordinate responses to Customer of how the company is addressing issues/drive actions and results. Sr. liaison for all Operational Issues, ensures customer satisfaction and success by proactively managing the ongoing post-sales customer relationship. Manage, coach and grow a team of Customer Relations Representatives along with a team of Platinum Customer Engineers. Conduct meetings as necessary and maintains regular communication with Customer. Advocate Customer position within the company. Analyze Customer tickets for root causes and trends. Provide status reports to customer on key issues. Participate in Customer’s planning cycles. Handle all Client issues.
Oct '97 - Oct '99
CISCO SYSTEMS, INC. - EXECUTIVE BRIEFING MANAGER
In addition to working with the Channels & Strategic Alliances groups to develop EBC visit strategies, maximize business and revenue opportunities with our customers, effectively communicate and make visit decisions based on an understanding of the networking industry, Cisco’s key strategies & products. Present the company’s overview, where we came from, where we are & where we’re going. Manage the WW Partner Summit and WW Channel events world wide for EBC one on one’s effectively communicate with Senior & Executive Staff to build credibility, reliability and trust Lead in the design and successfully interact with cross functional groups to meet the visit objectives. Work with CAM’s to develop & implement Cisco’s first ever series of Northern California VAR Day’s.
Feb '95 - Oct '97
SILICON GRAPHICS, INC. (SGI) - U.S. EDUCATION MANAGER
In addition to managing the U.S. Education Hotline, provide world-class customer service and support along with intensive product knowledge and also managed the coordination for all Computer & Video Based Training. Acted as the Corporate Liaison between HQ and our telemarketing firm in Detroit, MI. Maintain the internal/external U.S. Education training department WWW pages. Actively involved in training and coaching while overseeing a team of Customer Service Specialists. Managed escalated customer concerns while developing positive can-do attitudes with a positive image.
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| Personal Interest |
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Personal Info
Enjoy spending time with my Wife, beautiful 4 yr old daughter and handsome 2 1/2 yr old son, close friends, playing conga's, jazz, dark chocolates, red wines & digital photography
References
Personal and Professional References Available Upon Request
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