Dave Cotten Email & Phone Number

San Mateo, California, Us

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Los Altos, California, Us

San Mateo, Ca, Us

- Enterprise field sales and operations leader accountable for sales, sales engineering, sales development, customer success, professional services, partners, and field marketing.- Rebuilt entire enterprise sales and sales engineering teams.- Grew ARR from $9mm to $25mm+ in just over 2.5 years through both existing customers and net new logo acquisition.- Consistently overachieved 5% churn and 120% net retention goals; current fiscal year churn of 2% with 128% net retention.- Broker of strategic executive relationships with accounts such as Caterpillar, Tyson Foods, USAA, HPE, CBRE, Topgolf Callaway, Yamaha, Workday, Magellan Health, Amazon, and many others.- Led growth of major Midwest heavy equipment manufacturer customer from $400k to $4mm in ARR negotiating largest deal in company history for $23M+ in software and professional services.- Successfully built field partnerships with peers at AWS, Azure, and GCP transacting first SnapLogic deals in history through all three marketplaces.- Personally accountable for developing customer executive relationships and recruiting executives to present at annual customer conference and sales kickoff.

Palo Alto, California, Us

- Recruited by SVP Sales to lead Central and Southeast US.- Built original Central / Southeast US team in two months and recruited West peer in same timeframe.- 200%+ of plan in first full year; 100% of plan in last year during two major company strategy pivots.- Significant wins: Aflac; Anadarko Petroleum; CVS Health; Macy’s; Mastercard; PepsiCo; and others.

Mountain View, California, Us

- Recruited by CRO as Senior Director for Central and Eastern US.- Japanese-led company that attempted to establish US presence.- Significant Fluentd (universal logging) win at Bristol-Myers Squibb and engagement with Accenture, American Airlines, Deutsche Bank, Monsanto, and State Street.- Helped define AWS-based Customer Data Platform solution through pilots with Advance Auto Parts, Neiman Marcus, FC Barcelona, VF Corporation, and digital agencies.

Armonk, New York, Us

- Recruited by CEO and CRO first as Senior Account Executive and later as Senior Director to build Central Enterprise field team as an evolution from their Inside Sales model.- Closed significant new logo at Tenet Health within months via personal network as well as expansion at Arvest Bank.- Completed successful pilots at Amdocs, Ascension Health, State of Texas / Atos, Stewart Title, and Tyson Foods all representing seven- figure lifetime spend opportunities.- Executive team later pulled back investment in Enterprise field sales.

Durham, North Carolina, Us

- Recruited by CEO and Co-Founder as part-time strategic business advisor for sub-$1mm ARR business.- Primary responsibilities included leveraged partnership development, large deal development, and advisor to CEO and CTO on business direction.- Business was later capitalized at $100mm+ valuation.

Santa Clara, California, Us

- One of first six sales leaders recruited to Cloudera in late 2012.- Built original Southern and Rockies sales team in four months.- Grew from $0 to $8mm TCV in first year.- Grew from zero clients to 17 highly-referenceable clients such as: American Airlines; Datalogix (now Oracle Marketing Cloud); DISH Network; Epsilon; GameStop; Neiman Marcus; Research Now; and Sabre.- Responsible for executing field marketing plans to include four events attended by more than 150 participants each.

San Jose, California, Us

- Recruited by SVP to lead CA’s TOLA business, a 30+ person organization. - Grew an underperforming $9mm/year business into a $31.5mm/year business in 2.5 years.- Selected for and graduated from CA’s Leadership Development program for top 1% of leaders across all functional units.- Over 100% of assigned quota in FY11 and FY12.

- Part of the original executive team starting rPath.- Grew ARR from $0 to $3mm in two years.- Founded virtual and cloud appliances category later emulated by VMware, Novell, IBM, and now the market, in general.- Signed OEM deals with Cognos, EMC, and 50+ others.- Extended product sales to enterprises such as Fujitsu, Sony, and US Department of Energy.

Raleigh, Nc, Us

- Part of the original enterprise sales leadership team launching Red Hat into the enterprise data center.- Led sales, systems engineering, and consulting team for half the US to $50mm in bookings in 2005, 152% of goal.- Seven figure wins at: Acxiom; Amazon; AMD; Avaya; Bank of America; Charles Schwab; Citadel; Electronic Arts; E*TRADE; Gap; Intel; Morgan Stanley; Reynolds and Reynolds; Sprint; Yahoo!.

- Negotiated and closed complex professional services, support, and training agreements.- Solutions included: business strategy; customer strategy; user experience design; technology enablement.- Technology enablement partners included: Ariba; BroadVision; E.piphany; i2; Kana; MicroStrategy; Vignette.- Recruited by Red Hat.

Us

- Negotiated and closed complex software, hardware, professional services, support, and training agreements.- Solutions included: enterprise document / image management; workflow; knowledge management / collaboration; supply chain.- Infrastructure solutions included: high-availability; tape backup / recovery; enterprise security; application and network management; helpdesk; asset / change management; enterprise-class, mission critical data center servers.- 120%+ annual goal attainment with 40%+ annual goal increases.- Left to pursue 'E-Business' professional services startups.

Bachelor Of Science, Mechanical Engineering

Mba, Engineering Management