Gary Hodge Email & Phone Number

Irvine, CA

As an Oracle NSG Systems Integrator (SI) Business Development (BD) Account Executive I am responsible for the identification of relevant new business opportunities with strategic accounts focused on federal IC programs and designing "go-to-market" plans to deliver measurable and significant revenue.

US West And Pacific

• FCN Technology Solutions is a Value Added Reseller (VAR) serving the Government and industry partners worldwide. FCN provides solutions from hardware and software manufacturers including Cisco, NetApp, EMC, HP, Oracle.
• Closed $800K Cisco Opportunity at FSI supporting Intel Community.
• Won $180K Oracle/Sun Microsystems Server sale at SPAWAR.
• Closed Air Force data storage contract for $300K.
• Developed 3 large programs for over $3.5M.
• Selected as Converged Infrastructure partner for large FSI program.

Greater San Diego Area, US West, And Pacific

• Responsibility to develop new accounts/programs in the PACRIM territory including PACOM, PACAF, USARPAC, PACFLEET, SPAWAR, and US forces in Korea, Japan, and Guam.Identified and developed a $3M program opportunity with.
• Built new account business opportunity forecast to $9M – 4x revenue target for FY13.
• Managed specialty team to close first new logo account in Pacific region since 2005.
• Drove several proof-of-concept efforts including SPAWAR Trident Warrior 2010 and Army Pacific TNOSC that is resulting in infrastructure upgrade for USARPAC and CONUS.

Greater Los Angeles Area

• Developed and closed new and existing Sun/STK storage opportunities within the Federal DoD and systems integrator community.
• Built a $26 million pipeline on a $21 million goal, resulting in $9.3 million of year-to-date revenue in the first ½ year by developing new business and expanding existing accounts and programs, including development.
• Won a large technical trade-study with a tier-1 government contractor that was on track to generate over $20 million in storage revenue and replace the incumbent storage vendor.
• Sold a $390K storage solution into a customer prototype project that would result in $10-$12 million in revenue by 2010.

Greater Los Angeles Area And US West

• Developed and closed sales opportunities for company’s Federal Intelligence District for western area systems integrators including BAE San Diego, Boeing, Lockheed Martin, and Northrop Grumman.
• Developed 6 new business opportunities supporting federal government DoD and intelligence programs, resulting in 3 new accounts and $1.2 million in incremental revenue.
• Sold $2.8 million in storage products to customer and programs that increased market visibility and potential for incremental follow-on revenue.
• Promoted to oversee Western area accounts including Northrop Grumman and Raytheon.

Greater Los Angeles Area And US West

• Sold and managed accounts focusing on government DoD and Intelligence program business. Accounts included Northrop Grumman, Lockheed Martin, Boeing, and Raytheon. Sales campaigns included program as well as corporate.
• Sold over $5.5 million on a $5 million goal and four new programs in first full year by expanding existing account programs and developing new customer projects.
• Developed an $18 million forecast within 2 years while building new business opportunities.
• Won initial sale of $700K on new program on MDA program at Northrop Grumman that forced out the competition by solving architecture problems with current storage solution. Account was on track to produce over $10.

US West And Hawaii

• Sold workstation and storage (SAN-NAS-Backup) solutions to federal DoD customers including Navy SPAWAR, US Air Force, Intelligence customers, DoE, and federal civilian customers.
• Sold a large Navy SPAWAR program (JMCIS) that resulted in over $3 million in revenue.
• Won a major storage competition at GD-AIS to refresh the storage for the federal government’s NGA/IESS program. Produced a revenue stream of $500K per quarter.
• Won a large storage program at Lockheed Martin against stiff competition resulting in an initial order for over $700K, with follow-on revenue of over $2 million.

Greater Los Angeles Area

• Sold UNIX based workstations and computer systems to major aerospace and defense accounts. Major account responsibility included Northrop Grumman, CSC, Boeing, Lockheed Martin and others.
• Closed largest network firewall sale in company history - $2.2M to Boeing.

Thousand Oaks, California, United States

Regional Sales Manager - Northwest Region