Steve Dvorak Email & Phone Number

Kirkland, Wa, Us

Oakland, California, Us

Cork, Ie

Established global technical go-to-market organization and strategy.Acted in a pseudo-product management role to guide the company to repeatedly deliver a sellable product.Created story-telling demo content aligned with successful use cases and verticals.Established new processes for sales discovery, demos, proof of concepts, and post-sales support.Scoped and executed customer POCs.

Boston, Massachusetts, Us

Lead the Central, West and APJ regions consisting of 27 ICs and SA leaders. Improved the presales culture and doubled the size of the team in the first 4 months.Developed a career ladder and development plans to provide SAs with a clear roadmap for their careers.Built an enablement program teaching foundational technical knowledge to account executives about the data lake and data analytics problem domain to improve pipeline generation and qualification efforts.

Sunnyvale, California, Us

Redesigned sales process for product lead sales motion. Updated pricing model to reduce friction and more than double ASP. Built guided and self-guided hands-on labs to reduce sales cycle from 150 to 90 days average.

Sunnyvale, California, Us

Recruited, hired and onboarded a team of 4 Solution Architects globally. Built and delivered enablement content for Sales Account Execs and Solution Architects. Revamped POC process to improve success rate from 40 to 70%. Refactored 1st call process to improve discovery and qualification. Established process for better cross-functional communications between GTM and Engineering teams. Built story-telling demos based on established use case successes. Handled customer-level demos, POCs, and break/fix troubleshooting.

San Francisco, California, Us

Leading teams of domain experts which help the go to market field teams to achieve repeatability and scale through enablement, product evolution, field-developed solutions, best-practice sharing, and technology partner development. These teams are made up of experts which are passionate about solving observability business challenges with data, technology, and automation for IT and DevOps users.

San Francisco, California, Us

Leading sales engineering integration for acquisitions. Integration includes cultural merge, sales methodology consistency, recruiting and hiring best practice development, and engagement model. Developing specialist strategy and enablement plans for strategic products being introduced to the Splunk field organization. Running the global Observability SE organization including products like SignalFx and VictorOps.

San Francisco, California, Us

Sales Engineering AVP responsible for managing 65 sales engineers, managers, and directors in the U.S. with revenue goal over $500MM.Tightly partner with a Sales GVP, Sales AVPs, and Regional Sales Directors to ensure alignment of accounts, staffing needs, sales campaigns, and sales goals. Consistently overachieving revenue goals for the territory.Created 2.5-day sales leadership training course to teach new SE/Sales leaders to be exceptional leaders. Wrote new guidelines for running Splunk on VMware.Led a working group to improve and rethink our Subject Matter Experts program across the global SE organization.Began Storage Center of Expertise to help field architects with storage-related questions and architectures.Determined content, messaging, and staffing for Splunk's .conf Annual User Conference App Showcase.

San Francisco, California, Us

San Francisco, California, Us

Palo Alto, Ca, Us

SE Manager responsible for recruiting, managing, and developing the Strategic Accounts SE team for the Western Area of the United States and Canada. Worked closely with the Sales Director to plan account/territory strategy and mapping, solution positioning, pipeline building, and staffing.Exceeded quota 13 of 15 quarters.

Us

Senior Systems Engineer working with direct customers and partners to drive $5M+ revenue per quarter.

San Jose, Ca, Us

• Senior Sales Account Executive working with direct customers and partners to drive $2M+ per quarter. • Closed large transactions with American Express, Charles Schwab, and DHL in addition to dozens of smaller transactions

San Jose, California, Us

Systems Engineer Manager responsible for 9 field SEs in the Southwest U.S. • Established a monthly team gathering used to enable each other and build team trust and unity• Weekly 1:1 with SEs to ensure individual needs were met, and collaborate on sales opportunities and requirementsBackup and Recovery/Disaster Recovery Specialist Systems Engineer Manager responsible for 13 SEs throughout the western U.S.• Improved engagement processes • Built 1st tracking reports for SE utilization and deal focus • Regionalized specialist coverage for increased field trust, focus, and discrete accountability • Trained and shadowed personnel to ensure the highest level of effectiveness and capability

San Jose, California, Us

Senior Sales Account Executive closing over 200% of quota annually in a major account selling position.#2 AE in the company for 2003, winning the"Against All Odds" award.

San Jose, California, Us

Responsible for the technical sale of all products in general territory, named, and major account territories • Involved in many large transactions including, ACS (Bluestar Solutions), American Express, Apollo Group, AT&T Wireless, Avnet, CVS/Caremark, Coventry Health, DHL, Intel, Mayo Clinic, Motorola, MGM Mirage, and Wynn Resorts. • Achieved quota every year, averaging over 180%• Mentor to multiple account executives and sales engineers, demonstrating how to position products in a way that is relevant to customer’s business needs.• Initiated a bi-weekly systems engineering meeting to share best practices across SE functions and job roles.• Selected as a contributor with high potential to attend leadership/management training.• Headed a focus group to discover, report, and provide solutions to executive staff for reducing sales personnel attrition and increasing morale within the company.

Phoenix, Az, Us

• Managed day to day operations of the Unix, Windows, Novell, and Messaging groups (11 direct reports) including new system rollouts, system maintenance, system monitoring, and administration.• Responsible for design, architecture, integration, rollout, and support of Microsoft Exchange.• Managed conversion of Unix platform from Sequent to Sun Enterprise. • Selected, architected, and implemented an enterprise backup strategy usingVERITAS NetBackup. • Planned and implemented the merger of two datacenters (approx 100 servers).

Specialized in messaging solutions including design, architecture, integration, rollout, and support of Microsoft Exchange.

Nijmegen, Netherlands, Fr