Paul Clark Email & Phone Number

Boston, Massachusetts, United States

Greater Boston Area

Responsible for Sales Operations for the Americas Data Center (CISG) Team and Enterprise Networking (EN) Team– Responsibilities include:• Developed and Implemented Americas Data Center SW Sales Programs; 50% + of all SW sales in America's Data Center directly attributed to these programs• Launched DC SW Adoption Program - first quarter results have are 40% improvement in adoption/implementation of DC SW.• Manage forecasting and reporting process for Data Center and EN… Show more Responsible for Sales Operations for the Americas Data Center (CISG) Team and Enterprise Networking (EN) Team– Responsibilities include:• Developed and Implemented Americas Data Center SW Sales Programs; 50% + of all SW sales in America's Data Center directly attributed to these programs• Launched DC SW Adoption Program - first quarter results have are 40% improvement in adoption/implementation of DC SW.• Manage forecasting and reporting process for Data Center and EN Americas; 15+ Billion dollar annual business• Manage Cisco’s Non-Standard Pricing Deal’s Desk for Server Technology and Nexus portfolio – manage team responsible for approving 8000+ transactions annually – over 1 Billion in Revenue• Designed and Implemented Salesforece.Com forecasting module for DC Community (300+ individuals) – worked with WW team to roll out module to other theatres and architectures (2000+ individuals). Module is utilized by all regions at Cisco world wide.• Manage and track quarterly discretionary spending for Americas DC and EN.• Manage Cisco’s Americas Server Demonstration Pool and Nexus product pool. Responsibilities include: determination of which products to stock in warehouse, prioritization and escalation of all critical orders, trouble shooting software and warehouse issues.• Served as Data Center VP of Sales for Americas Datacenter (400 people in reporting structure) when the existing VP of sales was promoted to WW SVP of Data Center Sales Show less

Boxboro, Ma

- Publish Monthly DC Newsletter – internally distributed communication on all “Need to Know” information concerning Data Center sales in the Americas.• Responsible for development, implementation and tracking of DC Programs in the Americas theatre. • Developed first Customer Reference Data Base (CRDB) for DC products at Cisco. Succesful implementation of CRDB for DC products initiated the roll out of the reference program for all Cisco products. Database currently accessed 5K+ times… Show more - Publish Monthly DC Newsletter – internally distributed communication on all “Need to Know” information concerning Data Center sales in the Americas.• Responsible for development, implementation and tracking of DC Programs in the Americas theatre. • Developed first Customer Reference Data Base (CRDB) for DC products at Cisco. Succesful implementation of CRDB for DC products initiated the roll out of the reference program for all Cisco products. Database currently accessed 5K+ times monthly.• - Manage team that create’s and distribute all DC Compensation Plans for 300+ person DC sales organization. Show less

Greater Boston Area

Responsible for the WAAS “Deals Desk” – escalation point for all issues Wide Area Application Services (WAAS) related (both Sales and Engineering)• Responsible for the resolution of all WAAS escalations. o Worked with Business Unit (Engineering), Finance and Sales Management to resolve issues ranging from pricing, support and feature prioritization.• Created Learning Modules for Field on WAAS technology and selling. o Personally trained over 2000 Cisco Account Manager’s… Show more Responsible for the WAAS “Deals Desk” – escalation point for all issues Wide Area Application Services (WAAS) related (both Sales and Engineering)• Responsible for the resolution of all WAAS escalations. o Worked with Business Unit (Engineering), Finance and Sales Management to resolve issues ranging from pricing, support and feature prioritization.• Created Learning Modules for Field on WAAS technology and selling. o Personally trained over 2000 Cisco Account Manager’s across the US and Canada Show less

Greater Boston Area

Worldwide responsibility for Sales Operations and Channel Sales for Acopia Networks. Responsibilities include:• Provided day to day management of Acopia Sales Force and Country Managers while Acopia was without a VP of sales (16 of 24 previous months). Carried quota and 1st line management responsibility for specific regions.• Run the Acopia Deal Desk – responsible for all special pricing and contractual agreements for Acopia Networks. Personally involved in customer interactions for… Show more Worldwide responsibility for Sales Operations and Channel Sales for Acopia Networks. Responsibilities include:• Provided day to day management of Acopia Sales Force and Country Managers while Acopia was without a VP of sales (16 of 24 previous months). Carried quota and 1st line management responsibility for specific regions.• Run the Acopia Deal Desk – responsible for all special pricing and contractual agreements for Acopia Networks. Personally involved in customer interactions for all Acopia sales.• Set pricing for all products, domestically and internationally. • Worked in conjunction with the VP of Manufacturing to manage build plan and hit inventory level targets.• Conduct day-to-day management of inside sales force• Author all contracts and Volume Purchase Agreements for Acopia’s VAR, direct customers, and OEM partners.• Work in conjunction with Acopia’s CEO to set company sales targets, gross margin, and head count quotas for fiscal year budgets which include:o Setting of individual and regional quotas.o Assigning sales head count per theatre.o Developing blended gross margin model to fund staffing in new territories.o Developing and implementing compensation plans.• Implemented Salesforce.Com CRM system for Sales and Customer Support. Key points on this system are as follows:o A single closed loop system tracks the lifecycle of a customer from first contact though post sales support issues.o It includes a quoting system, inventory tracking module, case escalation system, evaluation tracking, etc.• Designed and managed Acopia’s Sales and Support Web Portal. • Run all bi-annual company sales meetings and monthly web-based sales updates.• Directly responsible to Acopia’s Board of Directors for special projects and Sales Reporting at our Bi-Monthly meetings Show less

Greater Boston Area

Worldwide responsibility for Sales Operations and the IT organization at Crossbeam Systems. Responsibilities included: • Managed the IT Staff – Implemented SalesForce.Com and Oracle. • Hired/Implemented/Managed the Inside Sales Force.• Hired/Implemented/Managed Channel Sales Organization• Hired/Implemented/Managed the Sales Operation Staff.• Managed the Deal Desk (this was the clearinghouse for all deals falling outside of normal discount parameters. Was responsible for… Show more Worldwide responsibility for Sales Operations and the IT organization at Crossbeam Systems. Responsibilities included: • Managed the IT Staff – Implemented SalesForce.Com and Oracle. • Hired/Implemented/Managed the Inside Sales Force.• Hired/Implemented/Managed Channel Sales Organization• Hired/Implemented/Managed the Sales Operation Staff.• Managed the Deal Desk (this was the clearinghouse for all deals falling outside of normal discount parameters. Was responsible for Crossbeam achieving Sales Gross Margin targets for eight straight quarters).• Worked in conjunction with the VP of Manufacturing to manage build plan and hit inventory level targets.• Authored Crossbeam’s compensation plan, Channel Programs and VPA, VAR, and VAD contracts.• Authored the Crossbeam Slogan and Tag Line Safer and Simpler Networks Show less

Greater Boston Area

CIO/Cisco FellowMember of Cisco’s Fellowship Program responsible for bringing the Cisco/High Tech methodology to the not-for-profit world. Specific area of concentration centered on the IT infrastructure of the organization. Duties included:• Hiring of New IT Staff.• Completing overhaul of all computer devices; set desktop standard and replaced 100% of all desktops, servers, security devices, and networking equipment.• Installing and implementing new financial package in… Show more CIO/Cisco FellowMember of Cisco’s Fellowship Program responsible for bringing the Cisco/High Tech methodology to the not-for-profit world. Specific area of concentration centered on the IT infrastructure of the organization. Duties included:• Hiring of New IT Staff.• Completing overhaul of all computer devices; set desktop standard and replaced 100% of all desktops, servers, security devices, and networking equipment.• Installing and implementing new financial package in conjunction with the CFO and financial staff.• Revamping of the Jumpstart Extranet, creation of the JumpStart Intranet, and implementation of CDN (Content Distribution Network). Show less

Greater Boston Area

Worldwide responsibility for Sales Operations and Channel Sales in the Content Delivery Networks (CDN) organization inside of Cisco and at ArrowPoint Communications before the June 2000 acquisition. Specific areas of responsibility included:• Recruitment, development and management of 14-person Inside Sales organization.• Development and implementation of Web-based forecasting tool, revenue-tracking tool, quoting tool and proposal-building tool.• Recruitment, development and… Show more Worldwide responsibility for Sales Operations and Channel Sales in the Content Delivery Networks (CDN) organization inside of Cisco and at ArrowPoint Communications before the June 2000 acquisition. Specific areas of responsibility included:• Recruitment, development and management of 14-person Inside Sales organization.• Development and implementation of Web-based forecasting tool, revenue-tracking tool, quoting tool and proposal-building tool.• Recruitment, development and management of Channel Sales organization.• Negotiated all sales contracts and Volume Purchase Agreements. Authored all channel-based programs inside of ArrowPoint and Cisco CDN sales organization.• Management of sales development staff for ArrowPoint/Cisco CDN.• Development of all sales-based training presentations at ArrowPoint and Cisco CDN:o Trained all sales and system engineer inside of ArrowPoint Communications (over 350 individuals).o Developed content and personally trained 23 Cisco sales offices; conducted 20+ city tour to train Cisco partners around the United States (2000+ Cisco Employees)• Interacted daily with finance organization on matters of revenue recognition, credit decisions, and payment issues for sales organization.• Member of ArrowPoint transition team responsible for integration of Acopia team into Cisco. Responsibilities included merging of ArrowPoint field resources, accounting system, and CRM system with existing Cisco infrastructure/hierarchy. Show less

Greater Boston Area

Responsible for Bay Networks Aggregator, National Reseller and Catalog sales efforts in North America. Dotted line responsibility for 28 field based channel sales personnel. Coordinated efforts of all corporate and field based channel personnel in the United States towards a single unified channel strategy. Continued direct management of 25-person team of Senior Account Managers, Inside Sales, System Engineering, and Marketing personnel.• Author and driving force behind “Soft… Show more Responsible for Bay Networks Aggregator, National Reseller and Catalog sales efforts in North America. Dotted line responsibility for 28 field based channel sales personnel. Coordinated efforts of all corporate and field based channel personnel in the United States towards a single unified channel strategy. Continued direct management of 25-person team of Senior Account Managers, Inside Sales, System Engineering, and Marketing personnel.• Author and driving force behind “Soft Segmentation”, Bay Networks’ high-end certification/partner program. • Developed and implemented Bay Network’s Point of Sales system and Bay’s Channel Compensation programs.• Founded Bay Network’s Channel Advisory Council• Chaired of Bay Network’s VAR Council.• Received numerous merit and stock bonuses for successfully increasing Bay’s Channel Sales Show less

Greater Boston Area

Accountable for Bay Networks Aggregator, Distributor, National Reseller and Catalog sales efforts in the United States and Canada and Pacific Rim. Managed a team of Senior Account Managers, Inside Sales personnel and System Engineers. • Implemented first margin enhancement program in the company’s history; successfully raised street price and increased Bay margins in the Aggregator market. • Received merit-based stock grant in October 1994 from Board of Directors in recognition of… Show more Accountable for Bay Networks Aggregator, Distributor, National Reseller and Catalog sales efforts in the United States and Canada and Pacific Rim. Managed a team of Senior Account Managers, Inside Sales personnel and System Engineers. • Implemented first margin enhancement program in the company’s history; successfully raised street price and increased Bay margins in the Aggregator market. • Received merit-based stock grant in October 1994 from Board of Directors in recognition of achievement in unifying corporate and field based channel strategy (only member of reseller operations to receive this recognition).• Developed and implemented Bay’s catalog business worldwide; grew business from $0 to $10 million in first year.• Channel Task Force Member – served as the Wellfleet representative for designing and implementing the Reseller strategy for the combined Synoptics/Wellfleet organizations Show less

Greater Boston Area

Over-achieved full year four million dollar quota in ten months; sold over 4.2 million dollars worth of product and services to achieve the greatest dollar volume in sales for the New England region. • National New Account Leader for fiscal year 1994.

Bachelor Of Arts - Ba, Anthropology

Activities and Societies: Varsity Athlete - Soccer and Lacrosse -Sportsmanship Award - Soccer - Annual Award - recognition for putting.

Master Of Business Administration - Mba, Business - High Tech

Activities and Societies: Hi-Tech MBA program employing Case Study and Game Theory teaching methods focusing on High Tech entrepreneurship.