Mike Fallon Email & Phone Number

Arlington, Virginia, United States

Washington, United States

- Plan, coordinate and execute a regional sales strategy for Dell’s entire data center portfolio- Drive over $15 million in yearly Dell data center sales. Consistently exceed revenue targets - Designed digital evidence storage solutions for (4) local government police and sheriff departments- Recognized at Dell for ”Win of the Quarter” for $9m private cloud solution including competitive take-out- Delivered (4) cloud-based cyber protection data backup solutions for higher-ed and SLED customers- Territory leader in managed service sales including cloud backup, deployment and advisory services- Lead data center sales strategy and technical solution design for SLED and health care customers - Trusted advisor sales approach with CIO, CTO and departmental leads expanded buyer base by 30% - Design business procedures that streamlined team efficiency and improved customer outcomes- Differentiate technical solutions by leveraging Dell partner and OEM relationships- Ensure customer satisfaction through reliable follow-up, technical support and service advocacy

Washington D.C. Metro Area

- Provide engineering leadership for (4) Account Executives and over 50 regional Dell customers- Lead customer discussions aimed at streamlining IT operations and accelerating business outcomes- Design data center solutions that integrate Dell’s server, storage, network and EI portfolio- Leverage technical sizing tools to capture metrics required to build storage, compute and HCI solutions - Develop and deliver hybrid cloud solutions leveraging VMware, Dell, Redhat and other solutions- Solve high-value workload challenges for SQL, Oracle, SAP and opensource products - Design and won over (35) software defined data center solutions using VXRail, VSAN, VCF and NSX - Successfully designed, sold and deployed (5) high performance compute clusters including GPU, parallel storage, high-speed networking, power and cooling- Designed and won over (4) local government based digital evidence and CAD/911 solutions - Design and won over (50) mid-range storage solutions with Compellent, Unity, Powerstore, Isilon and ME - Successfully won (3) complex technical, contract and logistic projects for regional hyper-scaler expansion- Deliver over (100) technical road maps and whiteboard presentations for customers and partners- Conduct interactive customer whiteboard sessions to architect current and desired IT outcomes- Direct and coordinate customer defined technical proof of concept engagements- Assist customers with post sales questions, project management and integration challenges- Conduct hands-on demonstrations of Dell storage and management products

Rockville, Maryland, United States

Sales Support and Business Capture- Provide sales engineering support for (7) sales execs achieving a consistently high win rate- Demonstrated ability to adapt customers’ business needs into winning technical solutions- Consultative sales approach for enterprise network build, cloud and help desk solutions- Experience with federal, state, and local government business capture - Responsible for over $3 million in yearly Cisco, Microsoft, Dell, Citrix and VMware sales - Earned Presidents trip award three timesBusiness Development and Product Design- Attained exclusive Dell partnership (Geo-Partner) by building professional relationships with Dell inside and channel sales team. Maintain a 40 percent win rate for Geo partner opportunities - Design and deliver IT assessment service that generated $300K in yearly revenues- Develop project plans and reports for security, cloud and wireless network assessments- Develop sales presentation and proposal materials to drive managed services sales Solution Design - Design enterprise level network architectures integrating virtualization, co-location, wide area network, cloud, storage area networks, servers and Microsoft based applications- Design and present managed service solutions expanding customers by 25% in (1) year- Design high availability virtualization solutions (VMware and Microsoft based solutions) incorporating EMC and Dell storage area network infrastructure- Design enterprise level Microsoft application solutions (Active Directory, Exchange, SQL) - Design multi-site data backup and disaster recovery solutionsStaff Management - Lead technical writer for proposals, RFPs and security assessments- Review, evaluate and prepare response to customer’s Request for Proposal- Manage solution team of (5) including sales engineers, proposal writers and contract specialists- Responsible for hiring and staff performance reviews

- Lead computer service operations for technology consulting firm. - Guide technical work, manage contracts and build customer relations.- Manage service revenues in excess of $1M per year and staff of 10.- Responsible for employee interviews, hiring decisions and performance reviews.- Attain consistent 80% staff utilization through efficient resource management. - Generate sales in excess of $75K per year via “trusted advisor” client relationship.- Prepare technical proposals and contracts for network migrations, audits and consulting.- Build customer base via excellent service – client retention rate is 90%.- Create revenue streams through new service offerings and business partnerships.- Achieve department growth of up to 15% every year from 1999 to 2005.- Provide IT strategy support to clients including systems upgrade and migration, bandwidth requirements and planning, and security assessments.- Designed and delivered network infrastructure and security assessment service utilizing scanning tools from Nessus, Retina, Qualys and Microsoft. - Excellent written and verbal communication.

- Provide client support for Novell, Windows, and Linux servers and networks.- Manage network infrastructure including internet, backup, virus control, and firewalls.- Generated sales of $75K per year through technical consulting.- Prepare quotes and proposals for recurring network support services and hardware.- Developed new employee technical training manual.- Improved client satisfaction by streamlining network management procedures.- Created tracking and scheduling systems to improve billing accuracy and service.