QUALIFICATIONS PROFILE:

Dynamic, results-driven Account Manager and Channel Principal with extensive expertise building business and driving sales in the high technology industry. Strong relationship builder with proven success managing key accounts and developing business in both established and new territories. Outstanding track record increasing efficiency and reducing costs through development and implementation of innovative tracking and reporting systems. Adept at mastering in-depth, highly technical knowledge and effectively communicating it to staff, partners, and customers at all levels.
Core Competencies:
§ New Business Development
§ Channel Partner Recruiting
§ B2B Sales / Account Management
§ Hunter/Closer
§ Prospecting / Networking
§ Team Communication & Motivation
§ Relationship Management
§ Interpersonal Communication
§ Strong Work Ethic

Professional Experience
Luminary Systems, Salinas, CA, June 2002 – November 2004
Channel and Inside Sales Principal
§ Created and managed B2B relationships within both VARs and vertical markets in biotech, healthcare, and government for the Luminary Secure Appliance SW collaboration tool that was also OS independent. HIPAA, Sarbanes-Oxley, Gramm-Leach Bliley, CFR-21-11 compliant.
§ Experience calling on C level professionals, resellers of such data products as Cisco, Novell, Checkpoint, Netscreen, SSL/VPN, and perimeter based security products
§ Developed extensive lead base for SMB market space. Active relationship with Alvaka Networks, who was recently named #1 VAR/MSP by the Gartner Group. Additional relationships with VARs that include SiegeWorks, Helio Solutions, and Keep IT Simple Computing Center.
§ Recruited, formed alliances and managed relationships with over 50 VARs and System Integrators in Pacific Western region.
§ Created awareness of IPS (Intrusion Prevention Services) in an unknown market space
§ Created sales strategy with VP of Channel that complimented perimeter based security products, SSL, IPSEC based security.
§ Communicated results regularly to marketing team and senior management, including customer feedback and key account wins.

Blue Godel Inc, Oakland, CA, September 1999 – June 2002
Account Manager
§ Hired by founder to help establish a client base for a new venture focused on very aggressive retained searches and VC start-up consulting.
§ Responsible for going to client-targeted locations near corporations with needed technology and talked with people to find possible leads
§ Created 40 new accounts, and managed relationship between our recruiters and clients

Lanop Corporation, Emeryville, CA, September 1999 – April 2000
Account Manager (Contract Position)
§ Duties included oversight of operations at Emeryville office, reporting to VP of Western U.S. Region
§ Managing the solicitation of our MCSE, CNE, and CCNA certification preparation programs, and qualifying candidates and interviews for technical aptitude and fiscal responsibility
§ Developed lead base, averaged 18 candidates per month in sales

University of California, Berkeley, CA, August 1997 – September 1999
Engineering Aide
§ Assisted Systems Administrators in campus wide deployment for IT infrastructure for voice and data connectivity. Hardware included 3Com, Intelligent, Cisco, and Bay Networks
§ Maintained all data and voice wiring closets on UCB campus with regards to network topology and IP/circuit leasing, cabling and labeling
§ Configured and installed Bay Networks 3000 and 5000 chassis
§ Fabricated, configured, installed, and tested AUI Fast Ethernet cables, hubs and routers, and planned, installed new cable runs

Stephen Dunn and Associates, Berkeley, CA, June 1994 – August 1997
Tele Fundraiser
§ Developed prospective donor lists from multiple nationwide databases
§ Clients included the Monterey Bay Aquarium, UCSF, WNET Public Television, and the Lincoln Park Zoo
§ Raised $200K for Gleason Law Library at the University of San Francisco; $500K for the De Young Museum and $300K for the Monterrey Bay Aquarium
§ Responsible for extensive cold calling and trained callers on campaigns

United States Army, Tripler Army Medical Center, Honolulu, HI, November 1991 – May 1994
E-3 Combat Soldier Medic

Education
Vista Community College, Berkeley, CA