Patrick Johnston Email & Phone Number

Spain

Plano, Texas, Us

Reporting to the CEO, this position is responsible for sales and sales strategies across Vendors, Distributors and Resellers/MSPs who have purchased or deployed the service through participating partners.Developed a Customer Success Team to reduce churn and increase the adoption and expansion with additional vendors and services offered through the platform.Customers include Cisco, VMware, Microsoft and their Distributors and Partners.

Santa Clara, California, Us

Hickory, North Carolina, Us

Reported to SVP of CommScope Global Enterprise Sales, and developed new “Strategic Key Accounts” sales program. Oversaw 90 global accounts representing ~10% of enterprise sales revenue and managed team of 60 key account managers and technical consultants located across USA, APAC, Europe, and Middle East. • Created program and developed metrics and tools to measure and reward success in each account for sales teams. • Developed KAM training programs and cross-selling materials with CTO office, along with processes to introduce newly acquired products into these accounts.

Sunnyvale, Ca, Us

Reported to the SVP of Ruckus Global Sales was responsible for Salesforce.com CRM and the associated tools for over 500 sales people, Sales Forecasting, Sales Enablement and on-boarding, Global Account management, POS processing and reporting from over 100 distributors, global deals desk for special pricing, sales commissions accounting and payroll processing, Financial Services and Special Promotions vetting and accounting for over 5000 partners around the world. Managed a team of 45 people across US, APAC, EMEA who were required to perform their assigned duties, often using manual processes, while we developed new, automated systems and process in preparation for the acquisition with CommScope.

Palo Alto, Ca, Us

Palo Alto, Ca, Us

Reported to Chief Executive Officer and oversaw all sales related activity and technology partnerships. Created Business Development technology partnership program, created global reseller partner program, moved company globally to a two-tier distribution/channel sales model, including new SaaS cloud products, hired new sales executives to lead Europe and Asia, and halted four-year slide of declining revenue while implementing Challenger Sales methodology throughout company.• Created Technology Partnership program to include dozens of networking and security related relationships.• Created business development product strategy team who led tech partnerships and created new public/private cloud SaaS products for AWS and Azure and alliances and integrations with Fortinet, Palo Alto Networks, Checkpoint, Cisco, Gigamon, Ixia, Elastic and others.• Implemented Salesforce.com for quoting, forecasting, and logistics companywide. • Resulting in company becoming known throughout industry by new resellers, technology partners and analysts, obtaining position in Gartner Magic Quadrant for first time.• Managed merger with acquiring company, LiveAction.

Morrisville, Nc, Us

Reported to SVP of Global Sales/Support and developed and managed relationships with company’s largest global distributors, systems integrators, Technology Partners, and resellers. Re-negotiated distribution agreements with global distributors and created processes for channel managers to recruit, develop, and manage new channel partners. Developed National Channel Partner program for recruitment and retention of large, global, and national partners. Created alliances and integrations with Fortinet, Palo Alto Networks, Microsoft, VMware and other technology partners.• Grew overall sales from national partners between 40%-50%.• Developed recurring revenue model, creating opportunities for partners and customers with managed services, Infrastructure as Service (IaaS/CPEaaS), and creative financing programs. • Developed and implemented Business Development process to vet and measure new Technology Partnerships.

San Diego, Ca, Us

Served key role in transforming raw technology and building new company from ground up. Created new business process, development and test methodologies, software development systems, engineering teams, sales teams and legal support. Signed license agreements with USA manufacturing companies and established design relationships with ODMs in China. • Prosecuted and acquired 5 new patents.• Established a licensing revenue stream.• Recruited seasoned industry executive to assume CEO position and carry company forward.

1) President Board of Trustees for Sage Ridge College Preparatory School April 2004 to June 2011- Increased enrollment 50%, $1,000,000 Building Campaign, turned deficit to profit in 2 years2) Owner/CEO Northern Nevada Aviation August 2007 to July 2011- Largest Charter service/flight school in Reno. Awarded Cessna Platinum award in 2 years3) Sales/Business Consultant for Provilla Leak Proof Software January 2007 June 2007- Leak prevention software, company sold to TrendMicro November 2007

San Jose, Ca, Us

Partner Development Executive, EMEA (Geneva, Switzerland)This position reported to the GM, VP of European Sales and was located in Geneva Switzerland. Responsible for the entire European Sales quota. Established sales programs for Reseller and OEM customers throughout Europe. Trained and managed sales executives throughout Europe. Provided an interface between San Jose sales/marketing and the European team.

San Jose, Ca, Us

Reported to the SVP of Global Sales and was responsible to taking a new, unproven technology from the labs to large OEM customers. Sales grew from $3M - $750M in this time and employees from 100 to over 1,700.• Negotiated, managed, and implemented OEM contracts with four large OEM customers in first six months. • Managed fastest growing account for two years in row, growing sales over 147% in one year.• Grew annual sales at one OEM Account from $0 to $110M in three years. • Established strategic executive relationships at IBM, Sun Microsystems, Hitachi Data Systems, and Silicon Graphics. • Sold, qualified, and launched eight new products with IBM, HDS, Sun, and SGI globally. • Managed a team of direct and matrixed employees in sales, technical, and marketing roles around the world.

Houston, Texas, Us

Director Engineering, Strategic TechnologiesResponsible for designing new products that utilize core technologies to be sold through existing or new channels. Projects include developing engineering and marketing plans, acquiring new 3rd party products and managing engineers from inception to product roll out. Projects including: Software based agents for monitoring remote middleware applications, High Availability/Fault Tolerant solutions, Correlation Engine for message based system monitoring system, Automation and Monitoring tools for large ATM networksChannel Sales ExecutiveInitially responsible for testing and design of a newly acquired product for sale through a reseller channel in North America and to established the reseller channel when acquisition and testing was complete. Implemented third party and OEM sales channels, Designed a new installation program and managed the engineers to develop the code, Developed marketing programs focused at resellers and establishing new accounts.

Startup software company which designs and develops client/server database applications to assist F500 companies manage large internal support organizations. Sold company to Corporate Software after becoming a market leader.Responsible for marketing and sales programs designed to launch an unknown startup software company into a newly emerging market of high value software.• Grew sales from 0 to $2 million in 12 months• Acquired over 200 new accounts• Established major accounts with F500 companies• Implemented third party and OEM sales channels

Director, International Marketing. This position reported to the VP of International Marketing and Sales and was responsible for business development in Pacific Rim and Latin America.•Increased sales in the region 600%• Sold software and solutions into best of breed datacenters•Introduced new products through development and OEM arrangements to meet special needs of the region•Localized software for the Japanese and Korean languages•Developed joint marketing ventures with Fujitsu, C. Itoh, Hitachi, Mitsui, Goldstar, TDI, BW Software and ACC•Introduced TCP/IP software for Mainframes and PCs, multiprotocol routers and UNIX based Terminal Emulators in Japan and Korea•Managed technical specialists and product marketing managers

Responsible for working with the sales team to provide pre-sales support and overcome technical objections during the sales process.

Responsible for the technical evaluation and recommendation of new automation software and hardware for the entire company.

Ba, Management Information Systems

Education record