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.
• 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.
• 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.
• 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.

• 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.
• 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.
• 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.
• 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.
• 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.

• 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.
• 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.
• 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.
• 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.

• 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.

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 for.