$3M OPEX, $100M revenue goal, and 45 employees. Responsible for all strategic direction and structure: sales, marketing, E-Commerce, operations, purchasing, training, and HR. Oversee ~250,000 customers in all segments, and verticals. ( Corporate, Government, Healthcare, Education) (Enterprise, Midmarket, and Small Business)The scope of Responsibility & Achievement: Recruited by the CEO and commissioned to lead the organization back to growth. In the first 30 days, built a new recruiting and onboarding program and restructured sales leadership. Established new goal-centric compensation, and identified key markets, and customers. Built a new training program that leveraged SPIN and Challenger sales techniques. Realigned/reassigned territories, accounts, and instituted pipeline forecasting. Drove 400% growth in new revenue for new customer acquisitions and 40% growth of existing customer revenue, achieving all-time high 60% profit growth, while expanding margins by 200 basis points. PCNation was named to Cisco’s Winner Circle, APC Partner of the Year 2017 and 2018, CRN’s Top IT Solutions Provider (3 years running) and became a Microsoft Gold CSP partner. The following are more contributing events. New Division Development / Strategic Alliances: To expand new customer base and increase penetration, built a professional services business unit that included managed services around security, networking, help desk, and cloud solutions. Refocused the team on the cloud, SAAS, services, and cybersecurity. Identified key targeted markets and secured strategic partnerships. This contributed to customer growth and increased penetration and is the foundation for all services revenue to date.Sales Engagement. For the first 90 days, designed activity KPI including pipeline, customer engagement, key account penetration, onsite meetings, and enhanced training. Instituted several recognition programs and rewards for performance. This brought increased revenue and margin by 40%.

VICE PRESIDENT OF ENTERPRISE SALES, NORTH CENTRAL• Managing one of the top producing corporate teams in the organization, generating over $400M in revenue.• Generating $60M in enterprise software from companies including Microsoft, Cisco, Oracle, VMware, and other SaaS providers.• Directing the outside field sales organization, as well as the inside team aligned to central area. • Overseeing the solution architect group aligned to the team responsible for all professional services including unified communication, security, data center, wireless, connectivity, mobility, storage, software and end user compute. • Developing and negotiating pricing contracts with customers; reviewing and managing professional services engagements; building partner relationships; managing pricing programs; overseeing pipeline and forecasting methodology; and consulting with customers.• Managing all OEM channel relationships with Cisco, EMC, VCE, Dell, Amazon Web Service, NetApp, VMware, Fortinet, Sonicwall, Checkpoint, Symantec, Nutanix, Microsoft, Lenovo, HP, Dell, and Palo Alto.• Optimizing resource utilization across the area and controlling utilization rates for the engineering team. • Designing the strategic direction for the enterprise team within the organizationCreating a culture of success and optimizing operations resources to deliver profitable growth. Optimizing channel partner programs to drive growth. Our team advises customers on how to drive business outcomes utilizing enterprise software, security, mobility and technology infrastructure from the worlds largest technology companies. These manufactures include Cisco, VMware, Microsoft, Citrix, Oracle, MapR, EMC, RSA, Amazon Web Services, Splunk, Gigamon, Sophos, IBM, And HP. Area of we expertise include cloud adoption, security, unified communication, wireless, mobility, IOT, and SaaS.

Director of Sales, 2014 – 2015Corporate PROFILE: A $3B value-added IT solutions provider focused on Digital Infrastructure, Cloud and Security solutions.RESPONSIBILITY PROFILE: As Director of Sales and general manager, I was responsible for the entire P/L of the region. I was responsible for all field sellers, insider sellers, and engineering resources. I managed, coached and mentored a team of 28 people. We drove solutions around mobility, security, disaster recovery, business continuity, data center optimization, and digital transformation. I established go-to-market for enterprise sales and customer engagement centered on the Fortune 500 and the entire partner community. I also built relationships and negotiated pricing contracts with Microsoft, EMC, Cisco, VMware, VCE, Meraki, Palo Alto, Splunk, NetApp, HP, Lenovo, and other tiers one partners. I managed pipeline, forecasting and developed all KPI metrics for the team. We delivered multiple projects involving UcaaS, SaaS, PaaS, IFaaS, and DraaS solutions.

Corporate Profile: A $16B in revenue Fortune 500 Company and the leading multi-brand technology solutions provider to business, government, education and healthcare with 7,000 employees.Sales Manager, Chicago Market (2009 – 2014)RESPONSIBILITY PROFILE: In the wake of the acquisition, my leadership tasked me to lead the integration and optimization of disparate teams from the acquisition into CDW’s teams. I assessed all team members, customer data, products, and re-aligned goals and metrics, reassigned or released underperformers, targeted, recruited, engaged, and mentored new employees. I also re-built training and instituted market events. My strategy led to revenue soaring 44% (to $144M) within 12 months. The team also grew ~40 percent the first year, attrition dropped 45%, and the business ultimately grew to $250M.Achieved in this roleStrategic Planning / Customer Acquisition / Revenue GenerationCDW wanted to grow sales, develop new accounts, penetrate and improve existing customer accounts as sales erosion set in. To achieve this, I built the market strategy for 4,000 active corporate customer relationships and led the execution, working in concert with functional leaders, and completing all planning within 30 days. I analyzed data, evolved compensation and incentives, targeted markets, channels and customers, and led training initiatives. Sales Growth / Business Development / New MarketsCDW was also looking to grow EMC sales in the central area (sales were $90M), so I was asked to lead the project and grow the segment by at least 20%. I then defined the plan and within 30 days, built sales and engineering training programs, identified target accounts, developed an engagement model, designed offerings, and led execution. This increased sales 50% to $140M) in 2 years and expanded the EMC partnership to become a top 10 partnership worth $500M. My strategy was duplicated with every other area of the business.

Regional Sales Manager, Texas Market (2006 – 2009)Achieved in this roleWorld Class Team BuildingAs Regional Sales Manager, I was asked to take over the largest team in CDW as it was performing at the lowest level in the company. To solve this, I quadrupled the regional sales team (exceeds 200 today) and proceeded to double revenue to $102M, exceeding expectations by 25%. I also developed new partnerships with EMC, F5, Sun and NetApp, while enhancing existing relationships with Microsoft, Hewlett Packard, Cisco, Lenovo, IBM, VMware, Symantec, and APC. My efforts expanded customer base 8X. It also delivered 20% CAGR profit growth to $10M by end of the year. This team was one of three (62 total) to exceed plan. New Market DevelopmentI was recruited by the VP to build the sales team and implement a strategy, so in the first 30 days, I developed training programs, recruited a team, and began to develop relationships with local manufacturing reps. I then hosted technology partner events, targeted customers and grew active customers 8X (from 300 ~2,500), increasing sales 35% from $35M to ~$47M in the first year. This became the model for penetrating new markets and I won the President’s achievement award for management after this success.

Built, coached, motivated, and led a team of 48 inside account managers and 2 supervisors to acquire and retain more than 10,000 small business customers. Created and implemented a proactive selling approach and product/sales training programs to ensure small business sales success.• Created high-performance small-business sales unit consisting of telemarketing, sales academy, and sales teams by designing team structure, compensation plan, and training program• Motivated company’s top small business team to attain 14% increase in profits and 10% increase in revenue by training and mentoring sales force in proactive business development efforts tailored to customer needs, creating enterprise technology solutions for e-commerce and e-procurement, and ensuring sales force could articulate and provide an offering• Delivered 250% increase in web utilization and 25% increase in web-based revenue by building product solution around e-commerce strategy that met the needs of small business owners and provided comprehensive customer training.• Generated 4% incremental increase in profit by developing and implementing a system to increase the number of quality leads to technology system engineers.• Accelerated account manager responsiveness by 30% through development of sales processes designed to improve productivity and profitability.My strategies grew the base by ~10,000 customers and increased sales by 40%, yielding a greater understanding of customer needs. This also led to margin expansion and a $2B division.

Trained, developed, and placed new account managers into sales organization. Facilitated training on sales techniques and account penetration, as well as leadership training for new hire placement. Collaborated with and led sales management staff to produce product, service, and technology-specific sales training programs.• Trained and developed more than 160 account managers in less than 2 years.• Enhanced account managers’ product knowledge through development of sales training that expanded focus from general product lines to specific manufacturers and product categories.• Improved training delivery by developing integrated training program utilizing both e-learning and instructor-led courses.

Promoted to manage multiple outside sales teams. • Contributed to 700% corporate sales growth (from $1B to $8B) and reversed 35% decline in inbound calls by expanding existing inbound sales model and creating new outbound sales teams. • Exceeded team goals by 100%+.• Recognized for outstanding leadership with 2003 Management Achievement Award.

• Drove profitable sales growth over 300% in first year and 50% each subsequent year, increasing it from $1 million to $15 million in sales by mentoring new account managers.• Named three-time winner of President’s Achievement Award for ranking in top 10% for book-of-business growth, revenue, and profit.