Mark Walters Email & Phone Number

Greater Toronto Area, Canada

Toronto, Ontario, Canada

Primary role is to grow the compute, networking and HCI business across Dell's Enterprise accounts.Solutions will consist of Dell Intel and AMD rack-mount and modular servers, networking solutions, enterprise infrastructure, and hyper-converged solutions - VxRail, VxRack, and VxFlex.

Toronto, Ontario, Canada

Primary role was to grow the data center business across approx. 70 Commercial Tier 1 Accounts - primarily located in the GTA, but some subsidiaries required travel to Vancouver, Edmonton, Calgary, Ottawa, and Montreal.One of the main industries of focus was Media & Entertainment - Visual Effects studios and broadcast. Mainly consisted of selling large compute render and Isilon storage solutions.Responsible for selling Dell EMC data center solutions consisting of:• Intel and AMD-based rack-mount, modular, and blade server technology• Traditional storage solutions – both NAS and SAN – EMC Unity, XtremIO, Isilon, and Dell SC (Compellent), and PowerVault storage products.• Backup solutions consisting of - Data Domain, Avamar, Networkor, CommVault, & Veeam.• Workload specific solutions in the areas of HPC, Hadoop, SQL, Exchange, Oracle, Server virtualization, and VDI.• Replication solutions involving vSphere, SRM, RecoverPoint, EqualLogic, Compellent, and EMC Unity.• Software-defined Storage and Hyper-Converged solutions – Dell EMC VxRail, VMware VSAN Ready Nodes, Microsoft Storage Spaces Direct, Nutanix, and Azure Stack.• Networking solutions – both wireless and wired. Plus Software-Defined Networking solutions – VMware NSX, Cumulus, Pluribus, etc.Job related areas of expertise include:• Technology Presentation in front of customer or large audience• Whiteboarding a customer’s current infrastructure environment, and overall communicating technology ideas, concepts, architectures via the whiteboard• Highly adaptive to work with multiple teams – internal and external, across disciplines, etc.• User of Dell instance of salesforce.com for 10+ years – inputting customer trip reports, notes, opportunities, contacts, and continual updates.

Toronto, Canada Area

As a Pre-sales datacenter specialist, my role is all about putting the customer’s needs first, educating and challenging them in the latest Dell EMC technologies, and designing data center solutions consisting primarily of servers, storage, networking, and services.Technology Areas of expertise include:• Intel and AMD-based rack-mount, modular, and blade server technology• All types of traditional storage products – both NAS and SAN – such as EqualLogic iSCSI and FluidFS, Compellent iSCSI and FC, EMC Clariion, VNX, Unity, XtremIO, and Isilon storage products.• Backup solutions involving Veeam, AppAssure, Avamar, Networker, and Data Domain.• Workload specific solutions in the areas of HPC, Hadoop, SQL, Exchange, Oracle, Server virtualization, and VDI.• Replication solutions involving vSphere, SRM, RecoverPoint, EqualLogic, Compellent, and EMC Unity.• Software-defined Storage and Hyper-Converged solutions – VMware VSAN, Microsoft Storage Spaces Direct, Nutanix, Dell EMC VxRail, Nutanix, and Azure Stack.• Networking solutions – both wireless and wired. Plus Software-Defined Networking solutions – VMware NSX, Cumulus, Pluribus, etc.• Datacenter pre-sales sizing and analysis tools such as Dell Live Optics (formerly DPACK) – for host-based analysis and sizing (CPU, memory, disk I/O read/write latency, etc.), and storage-based analysis – EqualLogic SAN HQ, and Compellent Enterprise Manager / Dell Storage Manager – IOPs, throughput, latency, capacity utilization, etc.Job related areas of expertise include:• Technology Presentation in front of customer or large audience• Whiteboarding a customer’s current infrastructure environment, and overall communicating technology ideas, concepts, architectures via the whiteboard• Highly adaptive to work with multiple teams – internal and external, across disciplines, etc.• User of Dell instance of salesforce.com for 10+ years – inputting customer trip reports, notes, opportunities, contacts, and continual updates.

Toronto, Canada Area

• Met with customers onsite to discuss current IT challenges – discuss and recommend different storage solutions, consisting of SAN’s, NAS, DAS, backup to tape or disk solutions, data dedupe solutions, or replication.• Performed onsite demonstrations of the EqualLogic iSCSI array to potential customers. This included white-boarding different architectures, Power-Point presentations, and actual physical hardware setup and configuration.• As an outside sales rep I had an inside supporting team consisting of 1 – 3 TSR’s, and 10 ISR’s. Team-work skills were essential, as well as the continual mentorship and skill development I provided to the TSR’s and ISR’s that I worked with – thru 1:1’s, or just general career or skill development discussions.• Was the first Systems Consultant in Canada to successfully sell a Dell DCS (Data Center Solution). This was sold to a key acquisition account in Vancouver, BC.• Successfully grew the server, storage, and networking install base across my territory. Average quota attainment for the 8 years was 110%.• Sales activities also included cold-calling, pop-in visits, conference calls, and Live Meeting presentations.

Toronto, Canada Area

• Primarily responsibility was to grow the EqualLogic install base in Canada, post the EqualLogic acquisition by Dell.• Performed onsite demonstrations of the EqualLogic iSCSI array to potential customers. This included white-boarding different architectures, Power-Point presentations, and actual physical onsite hardware setup and configuration.• Knowledge of main storage competitors was key - like HP MSA, LeftHand, 3Par, and EMC VNX• Strong ability to communicate the benefits of EqualLogic's peer-based storage design, simplicity of use, and ease of life-cycle management versus the competitor's architecture, pros/cons, and pricing.

North York, Ontario

• Sold the entire Dell Enterprise portfolio along with software & services to Commercial and Enterprise customers across Canada.• Architected solutions consisting of: PowerEdge servers, Dell/EMC SAN’s, EqualLogic SAN’s, PowerVault DAS, NAS and iSCSI, backup/archiving/replication software & technologies – DoubleTake, RecoverPoint, etc, bundled with Dell Professional services.• Key accounts I supported include: Alliance Atlantis, Kodak/Creo, Telus, EDS, Exxon Mobil, KPMG, Nortel, RBC, Scotiabank, TD Bank, TYCO, Cara Foods, Magna, & Fairfax Financial.• Sales methods included over the phone 1:1 consultation, group conference calls, web-ex presentations/demos, and selective onsite meetings for key accounts.• Was the member of an extended virtual team supporting 5 Account Executives so teamwork, constant communication & coordinating efforts with the SC, SAE, ISR, and AE was critical.• During my 2 Years as a TSR, I was rep of the quarter twice (186% and 166% respectively), runner-up for COE, received the ASG Manager’s award, promoted from TSR2 to TSR3, and was highly regarded as a senior member of the team.

North York, Ontario

• Sold IT Solutions to small and medium sized businesses consisting of Dell Servers, Switches, Desktops, Notebooks, Software and Peripherals, and Support Services and Installation services.• Consistently overachieved my Enterprise quota and overall attainment quota every month.• Took the lead role on the team as Enterprise Champion which involved: backing up the TSR when ISR's needed server quotes or help configuring a server, motivating the team to increase the Enterprise Number by providing weekly tips and cheat sheets to assist the ISR's with positioning servers, and leading by example by driving the Enterprise #.• Took the lead on the team by obtaining price override for discounting quotes• Took the lead on the team by obtaining DellServe access to assist my fellow ISR's with customer issues and returns.• Won the Leadership Award for BSD-T for Q1FY06• Achieved the #1 Leasing Pen Rate for March 2005

Cambridge, Ontario

• Network Administrator and Help-desk support for the 3 associated companies, totalling over 60 end users. (Parkwood Computers, Graham Mathew & Partners accounting firm, and NEBS Payroll Service.)• Provided on-site & off-site PC and network support services - installing new PC's, printers, software, set-up file-sharing, security, e-mail, internet access, etc.• Analyzed customer’s existing environment vs. current & future needs, designed solutions to upgrade or change the existing environment, provided quotes for hardware, software and installation, and planned and implemented the upgrade.• Developed documentation and trained users on the day to day operations.• Provided 1st & 2nd level technical support to external customers for NEBS’ on-line payroll application which involved trouble-shooting web site connectivity problems over the phone.• Maintained an inventory of PC’s, printers, Microsoft software licenses, and other software licenses/agreements purchased by 3 internal companies.• Developed trusting relationships with clients based on expert product knowledge, sound technical support, and a commitment to putting the customer’s needs first.

Toronto, Ontario

• Inventoried all computer hardware, and assessed hardware for Y2K compliance.• Created Y2K testing environment for PC’s.• Updated and maintained Y2K Inventory Database in Lotus Notes.

Hamilton, Ontario

• Performed on-site sales presentations of drinking water systems.• Responsible for obtaining new accounts. Daily travelling was required throughout the Hamilton, Burlington, Oakville, Cambridge, Brantford, and Niagara regions.• Developed excellent personal and communication skills, while presenting to a range of individuals from Maintenance supervisors to Presidents.• Developed a firm grasp in the methods of S.P.I.N. selling, and many other sales techniques and strategies.• Emphasis on analyzing the customer’s existing needs to determine the most appropriate type and quantity of water purification units.