VP / DIRECTOR - IT SALES AND BUSINESS DEVELOPMENT
Network Virtualization - OEM Hardware/Software - Cloud Services
Data Center/IP Networking
Top producing Sales and Business Development Executive with superior expertise in new market development, strategic account management, planning and forecasting for high tech and emerging technology companies. P&L responsibility for new solution development and introduction programs designed to create success and revenue uplift for both direct sales and third party channel partners.
M.B.A. Finance / Marketing - M.A. Communications Management - B.A. Public Policy
AREAS OF EXPERTISE
* Sales Force Strategy and Execution
* Enterprise Sales
* New Solution Introduction
* Business Development
* Data Center (Storage, Servers, Virtualization)
* Openflow - Software Defined Networking (SDN)
* LAN / WAN IP Networking
* VoIP and Complex Call Center Solutions
New Business Development - Throughout career, have forged and sustained partner and customer relationships with industry leaders NEC Corp, Cisco, AT&T, Dell, EMC, VCE, Polycom, Northrop Grumman, Experian, Hewlett Packard, The Walt Disney Co., Warner Bros Studios, Paramount Studios, and Hilton Hotels Corp.
New Solution Introduction - Created for NEC Corporation of America a New Solution Introduction (NSI) process that is now the corporate standard; subsequently led NSI process for introduction of Data Center, Cloud Service offerings (Managed Hosting, IaaS), as well as vertical IT solutions for health care, government, and education. Sold AT&T's first hosted web site to The Walt Disney Co.
Business Unit Turnaround and Stabilization - Brought in at the regional and national level to stabilize and turnaround challenged go to market organizations. Realigned sales strategy, optimized channels, and redirected investment as needed to assure improved business execution. Performed strategic analysis to determine business feasibility and required investment.
Sales Enablement and Methodology - Created for NEC Corporation of America a set of Playbooks that followed a Demand Creation/Demand Capture sales methodology. These web-based services were a means of capturing best practices from the field and communicating them to salespeople. They provided just in time knowledge and tools appropriate to specific parts of the sales cycle.
NEC CORPORATION OF AMERICA - Los Angeles, CA 2001 to 2012
Vice President / Director Solution Sales Organization (2010 to 2012)
Vice President / General Manager Sales & Marketing - ITPG (2009 to 2010)
General Manager Vertical Portfolio Management (2008 to 2009)
Director Enterprise Sales, Western Region (2005 to 2008)
Regional Sales Manager (2001 to 2005)
CISCO SYSTEMS, INC. - Los Angeles, CA 1997 to 2001
Major Account Manager
AT&T - Los Angeles, CA 1988 to 1997
Data Network Sales Manager (1996 to 1997)
National Account Manager / Data Network Account Executive (1992 to 1996)
Systems Consultant (1988 to 1992)