Greg Cocke Email & Phone Number

Redwood City, Ca, Us

Boston, Massachusetts, Us

Lehi, Utah, Us

San Francisco, California, Us

• Cloud and SaaS thought leader.• Exceeded quota each year.• Managed eight account executives in North Central and Eastern Canada Area• #3 Sales Director in the world (2016).• Generated 6.5 million in revenue and 2.0 million in professional services.• One of the first three front line sales managers selected to direct enterprise reps at Okta.• Transitioned the North Central Area to an enterprise focused sales team.

Santa Clara, Ca, Us

• Responsible for enterprise account executives, territory managers, and inside sales.• Managed account teams that called on; Anthem, Cardinal Health, Chrysler, General Electric, Notre Dame, PNC Bank, University of Michigan, and Whirlpool. • Increased revenue by 300% in the four-year span. • #1 Area Sales Director globally in 2013 (177%).• Exceeded quota each year.

Palo Alto, Ca, Us

Area Director-Central Region, Communications Media & Entertainment Global Accounts (2009-2012)• Managed account teams that called on: Disney, AT&T and Cox Communications, Comcast, Time Warner Cable, Time Warner Inc., T-Mobile, Motorola, Amdocs, and Nokia/Navteq.• Increased revenue year over year in all areas; license, support, and professional services. • Attained highest revenue per salesperson worldwide in 2010 ($5.2M).• 2012 #1 Area Director in the Americas ($50M quota). Area Director-Americas, Managed Service Providers (2008 to 2009)• Managed MSP Vertical in the Americas with 7 direct reports.• Converted EDS to lead with HP BTO software from a previous multi-vendor approach.• Major accounts: EDS, Accenture, Lockheed Martin, Capgemini, Northrup Grumman, and Deloitte Consulting.• Achieved 132% of sales objective.• Generated $100M in revenue.• Top Area Director in the Americas for all of software.

San Jose, California, Us

• Oversaw all field sales and service activities for $40M application packaging and virtualization business.• Managed a team of 10 account executives, 3 sales engineers & 2 inside salespeople, with dotted line responsibility for consulting, training, marketing, and administration.• Successfully diversified customer base from primarily F2000 accounts to include significant contribution from the SMB, Federal & Canadian market sectors.• Significant wins included: Glaxo, Sears, Ford Motor, Bank of America, Computer Sciences Corporation (CSC) & Dell.• Pioneered the field launch of our Software Virtualization product in 2006• Exceeded license and service revenue for 3 consecutive years.• Grew revenue by an average of 20% year-over-year.

Boston, Massachusetts, Us

• Recruited as a change agent to develop and implement strategic and tactical plans to redirect the business model from MCAD to B2B solutions as part of a two-year corporate-wide turnaround plan.• Full P&L responsibility for operational performance of team supporting North American automotive, heavy truck OEM’s and automotive suppliers.• Reorganized staff of 28, including 3 directors and 25 field sales, pre-sales, business development, and administrative personnel, by: o Dismissing 20% of non-qualified personnel.o Hiring over 15% new recruits possessing enterprise software sales expertise.o Redeploying 30% of existing employees to focus efforts on Tier one automotive suppliers.• New business development activities included:o Closure of the company’s first B2B sale in the automotive vertical to a Tier 1 suppliero $250k successful implementation of Phase one of $1M project initiative.o 10+ other B2B collaborative projects ranging in size from $500k to $1.5M.• Built and maintained close working relationships with the Automotive Practices of consulting firms: Arthur Anderson, KPMG, PricewaterhouseCoopers, Deloitte Consulting, and Accenture.

San Jose, California, Us

• Managed direct sales team providing Information Management and Application Development solutions to Michigan eBusiness clients.• Successfully integrated three existing functional sales teams, focusing independently on the efforts of mainframe development, network management and security, applications development and information management projects, to achieve a shared account strategy that added significant value to the client and enhanced the overall account penetration efforts.• These newly formulated and implemented sales strategies increased business development and penetration efforts of the existing client base by 20%.• Achieved 115% of established goals.

• Business Development, management, and P&L responsibility for central U.S. encompassing 20 states and 7 Regional Sales Managers for the largest manufacturer of thin-client/server based computing solutions, providing customers with the ability to significantly expand centrally delivered applications.• Directed new major account business development efforts and expansion of existing client relationships to develop the largest region in the country.• Teamed with Engineering, Marketing and Product Development to identify, create, and implement new strategic product and relationship direction.• Profiled, analyzed, monitored and tracked key market trends to formulate product-positioning strategies.• Expanded the existing business model, dedicated to single channel VAR sales, to include OEM channels, and direct sales relationships, which grew business by 35% in the territory.• Grew sales from $4.5M to $6M quarterly.

Vice President/General Manager • Full P&L responsibility for the Midwest Region: accountable for $100M in annualized revenue attainment and management/operations of 10 Branch Sales/Service offices for a $120M computer network integration management services organization.• Directed 120+ employees in Line Management, Sales, Marketing, Project Management, Field Engineering, and Administration in addition to Government lobbying efforts.• Drove corporate strategy in sales of Network Management, Applications Development, and Document Management products and services.• Directed Technical Services organization to deliver solutions in Network Management, Applications Development, and Document Management.• Key member of Acquisition Team that successfully acquired and integrated ten companies.Vice President of Sales & Marketing• Accountable for management, planning and recruiting for Sales and Marketing Organization.• Directed Field Managers and 80+ Account Executives assigned to Commercial, Educational, and Governmental sectors in 18 Branch offices including a Toronto, Canada subsidiary.• Developed strategic plans and provided tactical direction for Sales & Marketing staff.• Recruited and hired a competent staff of sales/marketing managers and professionals. • Member of Management Team that completed IPO by raising $6M in 1994.Director of Sales• Managed sales personnel and drove all sales initiatives.• Grew sales revenues from $0 at start-up to over $50M, and launched a distribution division that contributed $12M.

Bachelor Of Science

Exectutive Management Program, Sales Force Management

Executive Management Program, Customer Service Management