Charlie Stone Email and Phone Number
As a sales leader at five tech startups in my career, I've directly contributed to the successful acquisition of three of them. My sales teams have exceeded annual goals 80% of the time over the last 20 years. I have taken a company from $7M to $55M, and have successfully met a $150M annual sales goal. I have led over 1,000 technical salespeople to successfully sell hardware, software and SaaS into commercial, defense/intelligence, and public sector markets. I SPECIALIZE IN:β‘οΈ SALES ACCELERATION: Averaged 50% annual revenue growth in 20 years of leading sales teamsβ‘οΈ SALES CHANEL STRATEGY: Teamed with industry leaders to catapult sales growth beyond company stretch goals β‘οΈ SALES TEAM DEVELOPMENT: Developed repeatable practice to assess, reorg, train, and motivate highly effective teams CAREER HIGHLIGHTS INCLUDE:β Quadrupled revenue in 2 years at Cobwebs Tech; contributed to successful PE acquisitionβ Led 50-person sales team responsible for $150M in annual sales at Tesscoβ Tripled revenue in first 3 years at Tellabs; contributed to successful PE acquisitionβ Grew annual revenue from $7M to $55M over 6 years at MTS and directly facilitiated acquisition by Black Box______________________________________Let's start a conversation: charlessstone@gmail.comEDUCATION πβ MSE, Long Island University, C.W. Postβ Bachelor of Science (BS), United States Military AcademyMORE ABOUT ME:Corporate Careerβ Over 20 years experience as a vice president of sales for small startups to medium-sized hightech businessesβ I've sold into commercial, public safety, federal, and DOD/Intel marketsβ Worked at five startups and been very close to a dozen more; I love the passion, the tech, and the sales challengesβ Selected by General John Abizaid to lead the West Point honor program U.S. Army Officerβ Led an M1A1 Abrams tank platoon into Iraq and Kuwait in Operation Desert Stormβ Proposed, designed and founded the Center for the Professional Military Ethic at West Point Personalβ Published a book through a "real" publisher in 2013 β Spearheaded company charitable efforts (Cobwebs SaaS & labor) to help combat the sex trafficking of minors
Penlink
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Vp, North America Sales π 100% Annual Revenue Growth πSuccessful Sale To PePenlink Oct 2021 - PresentWashington Dc-Baltimore AreaI lead a team of 3 managers with 10 sales executives and 5 sales engineers to sell a disruptive open source intelligence (OSINT) AI-enabled SaaS platform into commercial and public sector markets. We are rapidly growing revenue and adding new customers in all three verticals I'm responsible for: Commercial, Federal, SLEDβ’ Grew revenue 111% FY22 and on track for 90% FY23β’ Grew team headcount from 6 to 18 β’ No voluntary sales attrition β’ Added marquee logos such as Honeywell, Best Buy, Disney, Defense Department, US Congress, federal Inspectors General, Los Angeles, Houston, and New York City
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Vp, Government Sector π 50% Annual Revenue Growth π 20% Deal Size IncreaseAuthentic8 Sep 2018 - Sep 2021Washington D.C. Metro AreaLead a team of sales executives and sales engineers to sell a disruptive cybersecurity and OSINT platform to the federal market with a focus on DOD/Intellβ’ Averaged 50% annual growth over 3 years β’ Added major intelligence agencies and elite military units as Authentic8 customersβ’ Teamed with leading contractors including BAH, BAE, Deloitte Government, Accenture Federal, Leidos, Lockheed Martin, Nortrop Grumman, Boeing, & General Dynamics -
Vp, Var & Enterprise Sales π $150M Annual Revenue π Led 50-Person Sales TeamTessco Technologies Apr 2016 - Sep 2017Washington D.C. Metro AreaLead a national sales team of over 50 members managed by 3 regional sales directors to sell wireless systems & equipment to VARs and commercial enterprises across the countryβ’ Averaged less than 1% annual customer churnβ’ Stopped 6 quarters of continuous revenue decline after 3 months on the job β’ Achieved first YoY revenue growth for VAR after 3 consecutive years of decline -
Vp, Enterprise Sales π Exceed Plan 5 Of 6 Years π Successful Sale To PeTellabs Enterprise Jun 2010 - Mar 2016Naperville, IlVice President, Enterprise Sales π Exceed annual goal 5 of 6 years π Grew federal business to $105M annual revenue Lead a startup-like team of sales executives and sales engineers to sell a disruptive software defined, optical local area network.β’ Exceed annual booking goals in five of six years leading Federal Sales β’ Increased annual enterprise sales from $30M to $105M over six years β’ Won key accounts such as Marriott, Westin, TX A&M, USMC, US Army, DHS, multiple municipalities β’ Contributed to successful sale to Marlin Equity (PE firm) -
Vp, Sales π $7M To $55M In 6 Years π Sold To BboxBlack Box Network Services (Formerly Mts Inc) Jul 2003 - May 2010Herndon, VaVice President, Federal Sales π Grew a startup from $7M to $55M annual revenue in 6 years π Directly participated in successful sale of the business to Black Box Started as the sole sales rep and quickly evolved into a Player-Coach Sales Leader with an ever growing team; promoted to Sales Director and then to Vice President of Sales.β’ Grew annual revenue from $7M to $55M in 6 yearsβ’ Improved win rate from 24% to 62% in five years β’ Initiated discussions with Black Box which led to acquisition β’ Built a sales team from the ground up: CRM, quota & compensation plans, processes & policies, hiring & firing, coaching & supervising -
Operations, Manager π Over 100 Employees π Added $11M In Monthly RevenueLevel 3 Communications Jun 2000 - Jul 2003Woburn, MaCustomer Implementation Services Manager π Supervised over 100 networking engineers and communications logistics specialists π Through sucessful efficiency projects added $11M in company monthly revenue Led 3 departments with over 100 employees and 3 managers (Engineering, Provisioning, and Logistics: staging, manufacturing, warehousing). β’ Held increasingly higher levels of operational responsibility during a time of corporate downsizing β’ Led team through a 66% work force reduction, while maintaining service delivery intervalsβ’ Led team to achieve its highest customer satisfaction rating to-date of 95%β’ Reduced order backlog, capturing $1.8mil in monthly revenueβ’ Reduced monthly billing discrepancies from $13.2M to $4.1M -
U.S. Army OfficerποΈ Led A Tank Platoon In Desert StormποΈ Two Company CommandsUs Army Jun 1989 - Jun 2000Germany, Iraq, Kentucky, New YorkLed soldiers in combat, trained thousands of basic trainees, supervised and mentored West Point cadets. β’ Hand-picked by General John Abizaid to led the Cadet Honor Committee and Honor System β’ Proposed and established the Center for the Professional Military Ethic at West Point β’ Rated as "top 10% of all officers I have rated in 21 years of service" β’ Rated as βThe best executive officer in the battalion β¦ one of the 2 or 3 best I have ever observedβ
Charlie Stone Education Details
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Engineering -
Leadership And Counseling
Frequently Asked Questions about Charlie Stone
What company does Charlie Stone work for?
Charlie Stone works for Penlink
What is Charlie Stone's role at the current company?
Charlie Stone's current role is Startup Sales Leader/VPπ Helped sell 3 small businesses π Exceeded quota 70% of the time π Led over 1,000 people π Public Sector & Commercial π Software, SaaS, AI/ML, open AI/GPT π Grew annual revenue 8X in 6 years.
What schools did Charlie Stone attend?
Charlie Stone attended United States Military Academy At West Point, Long Island University, Stuttgart High School.
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Charlie Stone
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Charlie Stone
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Charlie Stone
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