Derrick Knight Email and Phone Number

Leading North America Sales Business Development team responsible for capturing the next wave of growth customers by helping them create market differentiation through partnerships and innovation including leveraging AI/ML including Generative AI. Team specializes on line of business executive relationships and enhancing business value.Define Industry and Segment strategy to identify top business challenges and key use cases to drive customer growth.Hire and develop industry leading Business Development, Sales, and Go-To-Market teams.Leverage internal and external resources to gain insights into emerging innovations and industry trends to maximize impact and prioritize resources.Manage direct and indirect teams including defining performance metrics and exceeding sales goals.

Our focus is on helping our customers solve complex data management challenges through our Secure, Automated, Multi-cloud solutions. We are experts with mission critical networking technologies spanning public cloud, private cloud, virtualized and raw compute/storage platforms.I lead our team covering Los Angeles, Orange County, San Diego, Las Vegas and Arizona markets. Fantastic team of 9 covering a combination of major accounts as well as commercial territory. Lead the team to 123% performance in 2018.

Industry leading provider of cloud platforms for mission critical applications including ERP, CRM, etc that corporations depend upon every day. Specializing in complex and legacy applications that have special requirements to allow them to operate effectively in cloud environments. Responsibilities included leading early, large scale engagements in Southern California.

Global Sales Strategy team with responsibilities for defining solutions for the global sales team across all HPE lines of business. Primary focus was on building "Transformation Area Solutions" encompassing cloud and hybrid-cloud solutions including compute, storage, networking across public cloud, private cloud and on-premise data centers. Efforts including reviewing market opportunity, establishing partner relationships with all vendors, solution development and rolling out of solution to the direct and channel partner sales teams.

Juniper Networks provides mission critical networking for private and public cloud environments. We support Software Defined Networking (SDN) and Network Function Virtualization (NFV) and assist customers with fully automating their private or public cloud deployments. We support OpenStack, CloudStack, VMware (including NSX) and Linux Container technologies including Docker. Responsible for more than doubling annual gross revenues in San Diego and Inland Empire markets. Aligned and strengthened key strategic reseller partners and consistently exceeds sales quota. Established and grew relationship with major global IaaS, PaaS and SaaS providers. Primary focus on Software Defined Data Centers (SDDC) including orchestration, automation and security solutions.

Corporate and Business Development for the Enterprise with a particular focus on the opportunities and challenges presented by mobility. Providing a unique perspective through the combination of deep technical understanding and extensive corporate strategy experience.

Responsible for the growth of the volume product segment (x86 and volume storage) for Sun including 30% overall marketshare growth and increased penetration into existing customers with volume products.• 100% Revenue and Margin Goal Achievement - Europe and US• Developed and implemented strategy for complex blade products, increased revenues 1st quarter by 20%.• Defined Volume Pricing Strategy to facilitate purchases at large service provider customers• Growth outlined above focused on telco and web services companies.

Strategic marketing and technology company. Work closely with clients to define market differentiators, build comprehensive plans to leverage web services. Clients included Internet service providers, retail consumer products, computer hardware, software and networking companies.• Internet Security Software Company: Lead restructuring/consolidation effort after several acquisitions. Consolidation and refocus on core competencies resulted in 20% increase in monthly gross revenues.• Retail Products Company: Developed Internet marketing plan. First year revenues increased by 15%.• Electronics Components Manufacturer: Developed web sales strategy including ecommerce implementation.• Actively engaged in regional OpenSource community promoting PHP, MySQL, Drupal and CSS

Professional services organization providing integration of legacy technologies using industry standard web integration tools. Responsibilities included corporate operations, software development, consulting, operations and support organizations. Accountable for company P&L, corporate strategic direction, service definitions, strategic sales support and customer service. Clients included the Federal Government (General Services Administration - GSA), Unisys Corporation, BiogenIdec and Toshiba.• Expansion of sales with existing customer base, exceeded $6M/year in gross revenue.• Restructured organization and product management process resulting in 35% net margin improvement.• Defined and implemented training and incentive programs to support corporate objectives for revenue, profitability and quality.• Migrated nationwide federal government customer from Lotus Notes to J2EE architecture.

Fortune 100 computer systems manufacturer and sales organization. Global responsibility for corporate strategy for service provider market segment. Defined company positioning, investment strategy, marketing initiatives, top 25 ISP andtelecommunications relationships, and global policy specifications.• Worked with leading ISPs to define new revenue streams. Examples include Genuity’s Black Rocket Internet offerings, Sprint’s business portal services and Cable & Wireless’ managed storage and backup services.• Developed and implemented 9 new go-to-market initiatives resulting in over $70 Million in incremental revenue and multi-year commitments for $300 Million.• Restructured global service provider partnership contract resulting in a 20% decrease in operational expenses.

Internet services company offering automated booking of golf tee times (SaaS). Privately held company with 50 employees. Responsible for defining overall corporate strategy, negotiating all corporate Internet relationships. Lead two acquisitions.• Established two key relationships in less than 60 days that increased traffic to the company website by 30%.• Rapidly integrated (60 days) two acquisitions with a 40% increase in available inventory for sale.

National Internet service provider (ISP). Sales $300 Million with 4,000 employees. Responsible for integration of regional ISPs in Southern California and sustained management of consolidated organization, including: P&L, operational, sales, facilities, engineering, and support functions.• Defined and rolled-out three new products within 60 days increasing gross sales revenues 25%.• Defined new managed security product offering resulting in a close-rate on prospects of 40%.• Lead web development team, growing web-consulting revenues 40% over 6-month period.• Drove new acquisition to profitability in 3 months, the first of 63 VERIO companies. • Added one-time revenue products from Sun and Cisco resulting in incremental $2 Million revenue per month.• Lead team on two acquisitions within 90 day period resulting in a 20% increase in gross revenues.

Fortune 100 computer systems manufacturer, coined the phrase “The Network is the Computer”. Sales $18 Billion with 40,000 employees. Increasing responsibilities beginning with technical engineering role, progressing into corporate product marketing. Responsibilities included defining market direction and rollout of network management software applications globally. Was also national account manager for a major systems integrator, (SAIC). • Led early Internet adopters to understand the value of the Internet, web and early browser technology.• Designed and developed a scalable web hosting platform increasing partner revenues by 30%.• Negotiated purchase agreement with global integration partner, resulting in $12 Million in annual revenues.• Defined and implemented marketing programs for network management products. Delivered training sessions to direct sales, resellers, and key software partners at over 30 global locations. Results were 130% of forecast.