David Mcnicholas Email & Phone Number

Denver, Co, Us

Denver, Colorado, United States

Denver, Colorado, United States

Greater Denver Area

Recruited by Cohesity data management solutions to translate next-generation version into business value proposition, and build value modeling tool for client executives. Create new business value models for product upgrades, develops simplified value calculator for sales team use, collaborates with sales, engineers, and strategic vendors HPE and Cisco to capture big deals.• Captured $4M deal with major US Health provider despite capital expenditure ban with single presentation showing quantified business value outcome, saving client 38% over legacy system with 32.4% FTE savings.• Transformed 3-year proposal to 5-year, $4.5M contract for Cohesity channel reseller with large British bank by using executive relevance and value engineering models to prove 5-year contract more profitable than 3-year, positioning new system as value center instead of cost center; reduced bank IT costs by 56.34%/$956K, and FTE costs by 85.6%.• Applied business value engineering / executive relevance model to gain CIO confidence and double account to $1.4M at major Californian bank, saving client $14.7M in system costs, 32.9% in labor costs, with 43.58% IRR and 8-month payback.• Worked with account team to build relationship with major Western US Healthcare provider CIO, CFO and ran executive-relevance model to win $1.2M contract, saving client 26.64%/$4.78M in system costs and 52.4% in FTE costs, with 46.47% IRR.

Hired by $1B Cisco channel distributor to grow sales in low-margin technology reseller business by developing new go-to-market / value proposition strategies in collaboration with Cisco sales executives. Developed repeatable business outcome ROI models for multiple Cisco products, and led rollout for Cisco and channel partners. Created and led Cisco's UCS Data Center Business Outcome global sales training program.• Named Cisco Innovator of Year for transforming Comstor distribution value proposition from cost to value-add executive relevance / business outcome model. Won multiple sales awards in 2012, 2013, 2014, and 2016.• Set Comstor apart from competition with executive relevance sales approach and technology value outcome calculator to win $30M sourcing contract with leading IT solutions provider Presidio, gaining Presidio 20 new contracts with $15M value.• Created pioneering, client-customized executive relevance go-to-market strategy for Cisco resellers, convincing Cisco to invest $8M in Comstor to drive market share capture from giant competitors Ingam Micro and Tech Data, for 10-year sales growth.• Designed executive relevance strategy enabling Cisco and Comstor to sell profitably to ~$500M/year client market, winning $6M, 2-year Cisco grant to build profitable, downmarket sales organization generating $4M in sales in first year.• Took leadership of Cisco major reseller $1.3M data center virtualization proposal rejected by client, and reformulated proposal with quantified business outcome to gain client approval, winning $2M in sales of Cisco equipment.

Directed business outcome financial analysis for Cisco strategic global sales opportunities. Collaborated with Cisco sales executives and potential client CxOs to collect and analyze business and market intelligence for large business opportunities. Presented business outcome financial analyses to client C-level decision makers with Cisco sales team.• Captured $14M Major financial institution contract for contact center from competitor Avaya, generating $38M in savings, adding 25% call center capacity with 35% lower dropped call rate with same staff, and increasing financial product sales by 15%. Contract generated 97% IRR for Cisco with 8-month payback.• Won access to major hotel chaing executive suite with outcome analysis customized for client's strategic priorities, winning $3.8M deal for Cisco that lowered client's operational costs by $7.8M while increasing sales by $39.1M, and gained net profit growth of $3.1M.• Proved Cisco's confidence in sales ability by capturing $12M in strategic "big bet" accounts within 13 months in new Cisco push into contract center software market leveraging executive relevance sales model to win over senior decision makers.

Turned around sales decline for $500M reseller of contact center solutions from Cisco, Genesys, Nortel, and Alcatel due to increasing competition. Managed 15-state Western US territory. • Transformed last-ranked Western Region with falling sales, margins, and pipeline conversions by retraining team to implement business outcome selling to C-level decision makers, growing regional sales by 175% in 14 months, improving margins from 6% to 38%, and regaining market dominance from competition.

OEM Embedded technology sales. Finished top sales executive in first year. Penetrated major technology vendor and closed largest deal of the year, Presidents Club 3 years.

Education record

Activities and Societies: Football Team, Theater, Ski Club

Bachelor Of Liberal Arts, History Major, University Of Arizona, Tucson, Az, History

Activities and Societies: City of Tucson Unified Schools, Parks and Recreations - Program lead & Instructor for after school program.