Tom Setaro Email & Phone Number

Plano, Tx, Us

Santa Clara, California, Us

Covering the largest Enterprise and Global Accounts for Hitachi Vantara (formerly Hitachi Data Systems).

Eindhoven, North Brabant, Nl

As new Sales Leadership and working intimately with Business Operations, drove demand generation of cutting-edge tech using light for WiFi, as VP TruLiFi Division. Responsibilities included mentoring and coaching global Territory Account Managers, evolve industry solutions and Go To Market strategy, numerous sales model forecasts using my financial acumen, enablement, and customer experience strategy with high customer satisfaction.  Landed substantial POC at Verizon, Dept of Def., and EPRI increasing sales and POC engagements 225% YoY

San Jose, Ca, Us

120% of assigned quota and $36M in revenues in 2020 covering the global business of AAFES, as single point of contact, generating high customer interactions, building rapport with executives, and accelerating a lifecycle renewal contract 1yr early. Being proactive in troubleshooting and prioritizing client’s urgent Covid-19 protection needs, I collaborated with 2 Partners, an ISV, and competitor resulting in $5M re-occurring revenue stream ACV. Pioneered new $3.5M ACV EA for Security and Business Analytics SaaS, $8M IT Services SOW, and $2M Meraki Work from Home contract to solve their social distancing, more secure IT initiative.  Received 2021 Achiever Award for Commercial Account Management, End-to-End Sales Achievement

Austin, Texas, Us

129% quota in 2019 selling DBaaS and Oracle Cloud Infrastructure (IaaS PaaS) to Named ISV / Territory CSP’s. Responsible for new business growth by creating Account Plans, Long Term Planning, solution sales, negotiating, presenting, and building sales pipeline for business transformation to migrate client’s apps and client’s data to OCI.  Orchestrated a POC resulting in $35M TCV engagement at Texas ISV Accruent, saving them 18% in DC costs Collaborated with Halliburton’s IT Department and Oracle Oil and Gas team to migrate Halliburton’s On-Prem Data Lake to OCI, leading to a $3M ACV five-year deal with an additional $3M in engineering services Received 2019 VP Recognition for high customer management and customer loyalty scores

San Jose, Ca, Us

140% in 2014 at Riverbed, and then 170% in 2015, and 209% in 2016 at Brocade exceeding quotas covering the 40 Central US Named Tier 1 and 2 CSP’s, Telco’s, and OEM’s. Sales efforts focused on writing business plans for new business development, selling the portfolio, and engaging in POCs and enablement. Regularly collaborated with Finance, Product Management, Inside Sales, Global Business Units and Engineering to create ROI TCO models, project management, migration, and support plans. Brocade acquired Riverbed and I was asked to remain. Secured $20M ACV Enterprise SaaS Agreement at IBM’s SoftLayer Data Center for virtual router, firewall, web application firewall, load balancing and cyber security software. Largest EA at company. Attained highest sales revenues and growth YoY across all US segments for three consecutive years. Brocade Top Software Sales Award in 2015 and 2016 and Riverbed Director of the Year Award in 2014

Armonk, New York, Ny, Us

115% of quota and $18M in revenues against assigned quota in 2012. Responsible for being SME for strategic sales and solutions sales of newly acquired SoftLayer Cloud and Sterling Omnichannel OMS, with IBM’s ECommerce marketing, and B2B integrations and supply chain software. Used my strong people skills, customer facing skills, and a consistent approach to build relationships and hold Executive Briefings with C suite decision makers. Facilitated existing renewals with global clients and Customer Service teams with my ability to work flexibly. Success came from meeting customer needs and customer requirements after doing competitive research, portfolio management, and applying sales negotiations and selling techniques to close large multi-million dollar deals. Led IBM Commerce solutions to: JCPenney, Neiman Marcus, Michaels, Rent A Center, Fossil, and Game Stop Secured $10M TCV SaaS and $4M in IBM Global Services implementation at Neiman Marcus leading to significant annual cost savings of $2M per year compared to legacy homegrown omnichannel model

Houston, Texas, Us

Responsible for relationship with $1B+ channel partners such as: Staples, Best Buy and Office Depot overseeing the MarketSource 1099 team. Effectively grew channel market share, top line revenues and profits. Scored highest among peers in sales growth, high margin add-on sales, customer satisfaction surveys, and team member retention.

Miami, Florida, Us

Promoted 5 times over 11 years. As Snr Dir Sales, managed $187M revenue stream across North East, US. As Reg Director in North Central, US; I took over the worst performing territory and moved it from 16th to 8th in 1 year. As Direct Sales Manager of the NYC branch, I grew $17M/yr location into a $53M/yr in 18 months’ time. Won DSM of the Year Award over 225 DSM’s nationwide.

Round Rock, Texas, Us

Worked as lead for Compute Server / Storage Products on the Global Team selling into 4 Named Accounts in NYC.  Led Dell Enterprise solutions to: AIG, Ernst and Young, Prudential, and AXA Financial Services Landed first Enterprise Server deal valued over $3M for AIG’s Data Center in Fort Worth, TX Nominated to President’s Circle for first year employment

Merrimack, Nh, Us

Opened up the NorthEast territory for MoreDirect, subsidiary to PC Connection, and engaged local Fortune accts, distributor and manufacturer partners, hired and trained staff; and took this start-up area from $0 to $75million in sales annual run rate; and MoreDirect subsidiary grew from $30 million to over $125 million in that time frame (with my group adding the bulk of the new incremental sales). While at MoreDirect, I hired 20 reps, and expanded from 2 original accounts doing monthly sales to over 50 accounts in 24 months.

Miami, Florida, Us

Promoted 4 times over 7 years. As Snr Dir Sales, managed $187M revenue stream across North East, US. As Reg Director in North Central, US; I took over the worst performing territory and moved it from 16th to 8th in 1 year. As Direct Sales Manager of the NYC branch, I grew $17M/yr location into a $53M/yr in 18 months’ time.

PROMOTED 4 times while at the company. Started as a sales rep while attending college. Promoted to Sales Manager at a retail store location, then to Corporate Hub Sales Manager, and finished as Regional Sales Manager during that time frame. Director of Sales asked me to go with him to CompUSA, after CompuCom bought the company.