Brian White Email & Phone Number

Columbus, Oh, Us

Glendale, California, Us

•Proficiency in working at all levels of the sales process, from theoretical knowledge of physical security principles to practical application and real-world implementation of processes and measures.•Oversaw sales team operations utilizing CRM analytics to deliver accurate forecasts and increase sales velocity through pipeline management.•Developed structured partner agreements that accelerated the adoption of the product suite across channel teams.•Generated and delivered necessary supporting resources, unique sales tools, sales training, and technical training, product collateral, and presentations to support sales team initiatives/activities.•Ability to influence and collaborate in a highly matrixed global organization while taking ownership of clear and far-reaching decisions.•Executed account strategies to close new business and expand revenue in the assigned region, targeting and establishing relationships with key decision-makers, including CIOs and CISOs..

Gyeonggi-Do, Seongnam, Kr

Responsible for developing and managing a network of system integrators, distributors, and industry consultants across 12- states for a $700+-million-dollar global leader in video surveillance software and hardware.•Directly engaged with end-users and influenced the sales channel to drive product demand, establish new relationships, and boost territory sales by over 500% in 2017.•Utilized Salesforce to set sales priorities for a multi-state sales team, identifying key performance indicators for accurate forecasting, sharing relevant prospect information, and prioritizing revenue-generating activities.•Leveraged technical expertise to deliver compelling business presentations and product demonstrations to CXO and VP-level audiences within major enterprise accounts, as well as channel partner leadership and technical stakeholders.•Regularly met with Product Management and R&D teams to provide vertical market feedback on Machine Learning products tailored for the SLED marketplace•Collaborated with internal and external stakeholders to address market challenges and form effective business plans for key sales partners, including system integrators, consultants, and distributors.•Provided direct pre/post-sales technical support to sales channel and end-users regarding network infrastructure, installation, service, and product features.•Leveraged end-user relationships and regional market insights to develop sales enablement activities, resources, and vertical market positioning, accelerating the sales process.

Focused on new customer acquisition and expanding mindshare of product protection, security services, and analytic software solutions to retail organizations with at least 300+ locations. •Applied intelligent article surveillance software to reduce retail losses by an average of 40%. •Proven ability to solve practical problems and navigate diverse variables in situations when minimal standardization existed.•Interfaced with product managers, product engineers, and customers, developing new products that meet the demands of Omni-Channel retail organizations.

Vancouver, Bc, Ca

Managed sales plan development and implementation with strategic partners across 21 States and five Canadian provinces. Channel partners included Johnson Controls, Everon, and Securitas, resulting in a combined sales growth of 150%. •Generated $9M in sales of enterprise software licenses, video analytics, data storage, and access control solutions.•Obtained new revenue growth by engaging with end users and developing a lead-generation process to enhance the sales channel.•Leveraged Salesforce to customize analysis of business plan execution and revenue performance across multiple business units.•Enhanced stakeholder resources by developing custom marketing plans, identifying new market segments, and training sales/technical staff.•Managed multiple six- and seven-figure opportunities simultaneously throughout the sales cycle, engaging directly with end users and collaborating with subject matter experts, account executives, and other resources as needed.•Managed vital accounts to ensure the successful commissioning of Avigilon solutions, particularly in complex IT environments.•Delivered on-site product demonstrations of machine learning software, highlighting advanced video surveillance solutions for enhancing business operations and security.

Atlanta, Georgia, Us

Led all day-to-day sales team and business development efforts across a multi-state territory. Duties included hiring, training, tracking sales activity, sales process development, proposal creation, client presentations, and contract negotiations.•Built a new Midwest sales team, which achieved percentage to revenue goals and all performance KPIs.•Established new sales metrics and accountability around the sale of EathLink’s Cloud Computing, Managed Data Services, Security Services, and Help Desk Applications.•Drove business value through new channel agents by employing new entrepreneurial initiatives.•Enhanced product awareness within the sales team by delivering targeted training and translating complex technical concepts into market-ready messaging

Atlanta, Georgia, Us

Served as the Subject Matter Expert (SME) and lead sales representative for cloud-hosted/on-premises telecommunication products and services. •Grew sales funnel $250K MoM while exceeding individual and territory revenue goals.•Sold entire suite of NEC Solutions, Unified Communications, Hosted Internet Protocol (IP) Voice SaaS, and Cloud Services in all EarthLink Business market segments throughout five state region. •Cultivated strategic relationship with Verizon Wireless Government Sales Team, which resulted in multiple Homeland Security projects.•Established processes to improve sales efficiency, such as cross-channel partnering, installed-base analytics, and implementing the Bid-Desk (RFP) process.•Represented Earthlink at community/industry events that were SLED-focused.

Cork, Ie

Monitored and mentored Commercial Sales Managers and teams across 32 offices in 12 states, guiding them through government account development and various stages of the sales process. Drove long-term success through strategic coordination, P&L oversight, alliance branding, and market development.•Achieved over 130% of quota annually, providing $2.8M in sales; increased new revenue by $1.9M.•Created new revenue opportunities by implementing national procurement contracts into sales process.•Developed vertical market sales strategy by assembling information related to decision-makers, product technology, and market-specific purchasing contracts.•Published detailed opportunity assessments specific to SLED, resulting in exponential pipeline growth.•Expanded expertise of commercial sales teams in SLED-specific technologies, competitor activities, and market opportunities

Cork, Ie

Leveraged consultative selling and relationship-building skills with key government decision-makers to achieve targeted sales growth.•Directed and maintained procurement contracts with state and local government entities. •Built understanding of enterprise security technologies for public safety, education, and utility industries.•Capitalized on monthly recurring revenue opportunities to broaden customer relationships.•Drafted RFI / RFP responses with compelling short and long-form copy.

Brentwood, Tennessee, Us

Prospected, designed, sold, and guided implementation processes for healthcare, government, and higher education clients seeking NEC, Nortel, and Mitel voice and data hardware and software solutions.•Inducted into Chairman’s Club for cumulative revenue achievement in 2007. Member of President’s Club in 2005, 2006, and 2007.

Oakbrook Terrace, Il, Us

• Achieved status as number one performer on Chicago Sales Team in 2001 and 2002• Received the Presidential Attitude and Sales Accomplishment Award in 2001 and 2002• Sold VPN, managed-Cisco services, and Network Services

Chesterfield, Mo, Us

• Surpassed sales quotas for four consecutive quarters, totaling over $500,000 in sales• Sold NEC products and services targeted to small- and medium-sized business organizations• Led implementation team on all new enterprise telephone system installations

Bs, Finance

Ba, English Literature / Business Marketing

Education record