Sales Director Hyperscale/Cloud Business
San Jose, Ca, Us
First member and manager in newly created “Cloud/Hyperscale” sales vertical. Led the successful establishment of Cisco as the dominant player within this segment.-Hired and managed a 20+ person direct sales team with $250M+ annual sales goal for the Bay area based Hyperscale accounts. -Created a vibrant and dynamic team culture, matching those of the Web customers.-Led the internal justification to aggregate the large Web customers (Microsoft, Amazon, Google, Facebook, Apple, etc.) into a stand-alone sales vertical within Cisco.-Led the Cloud/Hyperscale business plan development including identifying the accounts in the vertical, needed product development, and field sales and engineering headcount requirements.ACCOMPLISHMENTS:-Awarded a variety of Leadership and Managerial Excellence honors.-Recruited and hired, both internally and externally, 100+ sales account managers and engineers who successfully served as customer advocates across teams and spoke speak intelligently to the unique needs of Web customers.-Led via an inspirational and candid approach that resulted in an incredibly loyal team that had annual employee “PULSE” survey morale scores that were well above the Cisco corporate and sales survey averages.-Grew market share in Cisco core technologies (Routing, Switching, Security, and Collaboration) in several of these accounts by 100%.-Overcame many internal obstacles and “legacy thinking” and partnered with the Cisco Data Center Switching Business Unit to pioneer software-only data center product offerings, desired by several Web customers.-Formed critical CXO relationships with all key Web customers in the Bay area via a transparent, candid, and engaging approach.-Achieved the highest performing Regional Sales Manager against goal in all of Cisco Sales (2006 – 2016) with a 152% average. Substantial customer growth including:Facebook: $3M to $90M; SFDC: $4M to $50M; Apple: $20M to $120M; MSFT: $6M to $80M. Google: $11m to $85m
