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Click here or scroll down to respond to this candidateCandidate's Name
EMAIL AVAILABLEPHONE NUMBER AVAILABLEhttps://LINKEDIN LINK AVAILABLEEXECUTIVE SUIMMARYSuccessfully grow revenue as an individual contributor and through partner ecosystems including the sales of new electric and natural gas business to mid-large size commercial and industrial accounts. Map out client organizations across various industries and build strong relationships with multiple contacts focusing on decision-makers. Actively identify and generated new prospects through strategic sales strategies focusing on customers in the Northeast Markets.Strong analytical and business deal-making capability, adept in discovering opportunities, creating positive relationships throughout organizations, finding the hidden issues during due diligence, and bringing the transaction to closure successfully. Demonstrate a well-developed, effective, consultative, relationship-building approach to selling complex hardware and software and energy into the Fortune 500, B2B, federal, state and local governments, hospitals, telecom, schools and university/higher education markets.WORK EXPERIENCERegional Sales Manager (Munis & Coops)QEI, Springfield, New Jersey August 2023-PresentQEI has been providing industry solutions for over 60 years. Serving the Electric, Transit, Renewable, and Water/Wastewater utilities, QEI is a leading SCADA and automation equipment supplier with the engineering, manufacturing, training, and service personnel to support each customer's requirements from inception to completion.SCADA Systems, Remote Terminal Units, Multifunction Gateways, Engineering Services, Integration services, Data Concentrators, Control Panels, Capacitor Control, Control Houses, wastewater management, system design, Engineering, Electric utilities, Transportation, Automation, electric substation manufacturing, Industrial Automation, public power.Responsible for enterprise (operational & control) software and hardware for the utilities industry including SCADA/HMI, OMS, DMS and ADMS applications.Assist with the design, manufacture, supply and support of products and services for power system protection, monitoring, control, automation, communications, and metering.Utilize experience with connectivity and software innovation to empower real-time, data-driven decisions for safer, smarter operations that maximize resource efficiency.Strategic Account ManagerNew Wave Energy, Buffalo New York May 2023-August 2023New Wave Energy is committed to providing leading expertise and energy products in deregulated markets across the United States. As a company, they are committed to supplying customers with the most comprehensive energy plan available to suit their individual needs.Engage utility decision makers in discussions regarding energy needs in large commercial and industrial sectors.Work with pricing analysts to provide custom pricing for large power consumers (100,000 kWh/40,000CCF) per year or more.Maintain active pipeline of prospective clients through face-to-face meetings (20-30 per week), along with calls which are tracked through CRM.Account Manager & Business Development 2015 to 2022WMR Services, New Hartford, NYSpecializing in identifying power off-takers and securing land for renewable energy generation projects and large commercial spaces for independent power producers.Site identification, land acquisition, securing viable credit worthy off-takers of renewable power including municipalities, large power consumers.Negotiated land lease and Power Purchase Agreements.Consulted on power plant equipment selection and assisted in value engineering.Business Development Executive,Distributed Energy Resources (DER) team Feb. 2018-July 2019NRG Energy, IncCustomer-focused mentality used to create technologies and tools that empower commercial and industrial organizations to think critically about their electricity, including where their power is coming from, what impact it has on the environment and how they can become more conscious energy users.Managed a broad portfolio consultative supply and demand side product and service offerings (20 MW) tailored to meet the energy and operational needs of Commercial or industrial clients, Including municipalities, higher education, hospital conglomerates, Fortune 500 and large manufacturing facilities.Provided sophisticated energy commodity purchasing and management strategies coupled with demand management as well as local asset optimization that increased efficiencies, reduced costs and managed risks.Responsible for product strategy, origination, structuring, negotiation, and the implementation of solutions for large consumers of energy across North America.Maintained a high level of knowledge about electric and natural gas markets and expansive knowledge of all NRG programs and services.Presented NRGs products and services in person to clients, at trade shows and other events, along with providing education and training on the company product lines.Sales Manager, TelecomRaycap Inc, Post Falls, ID (Virtual Office) Jan. 2017-May 2017Responsible for business development with Tier 1 and Tier 2 US carriers (Verizon, AT&T, Sprint, T-Mobile, US Cellular, Cricket, XO Communications, etc) and for introducing Raycap's complete line High Capacity CPRI Interface Solutions, FTTA/PTTA Connectivity, Cabinet Solutions, Rack-mount Power Distribution and Surge Protection Solutions.Identified opportunities to install DAS, Small Cell, Wi-Fi and other wireless infrastructure and prioritize locations of interest to improve wireless coverage including sports stadiums, college campuses, convention centers, shopping malls, hospitals, and other key locations.Drove profitable, long-term revenue growth while obtaining Trusted Advisor status within a broad range of telecommunications carriers and other vendor partners supporting the carriers. (Mobilitie, Eupen Cable, Charles Industries, CommScope, JMA, etc)Presented the Raycap brand at sales meetings, trade shows and other events, along with providing education and training on the company product lines.Worked closely with cross functional internal leadership in sales support, engineering, customer service, accounting and logistics departments to ensure all projects meet internal and external requirements and specifications and to resolve problems and assure appropriate service is provided.National Partner Account Executive, Business DevelopmentATTO Technology, Amherst, NY 2014 to 2015Responsible for driving high-performance computer storage and network connectivity products for the IT and Big Data markets through specified channel partners via partner enablement programs and tools.Managed overall partner relationships and activities including sales and technical training for over 500 individuals, sales/opportunity transaction management, facilitation of demand generation activities and compliance with certification requirements.Positioned end-to-end software and hardware solutions and articulated product and channel strategies to partner management and partner personnel. Developed strong channel presence in regional markets to ensure good coverage.Developed excellent relationships with channel partner and account managers to obtain leads and undertake joint marketing and sales activities.Provided accurate and timely information regarding channel sales activities and sales information, opportunity identification and competitive impacts to sales.National Channel Development Manager (Virtual office Baltimore, Washington DC Area)Vertiv (was Emerson Network Power), Columbus, OH 2007 to 2013Collaborated with Northeast territory teams (responsible for 12 rep offices) to increase business, identified, fulfilled and owned by partners.Managed partner performance issues and partner win rates.Increased Network Critical Power and Cooling solutions, as well as Avocent infrastructure management software and hardware sales by 50% within channel community using proposed sales tactics.Supported and leveraged field marketing, product launches, product promotions, tele-business and other lead or sales generating programs.Managed sales and marketing relationships with value added resellers: ePlus Inc., NWN Corporation, Presidio, Inc., PCConnection / GovConnection / MoreDirect, CDW-G, Anixter, Graybar, generating an average of $5M in monthly sales revenue, consistently hit quota.Ensured satisfaction with all aspects of Emerson Network Power, by serving as point of escalation for channel partners.Introduced marketing ideas, promoted new products, clarified customer requirements and applied appropriate technology solutions, leading to higher margins and revenue attainment.Contributed to increased revenue of 5-10% year over year by developing marketing requirements for partner programs and coordinating administration of partner contracts and program support.Accomplishments: Awarded Emerson Network Power, Channel Manager of the Year 2011 out of eight other colleagues, Partner enablement award: 2009, 2010, 2011, 2012National Federal Channel Manager, Enterprise Account Manager (Virtual Office APC by Schneider Electric), West Kingston, RI (Chicago Area) 2000 to 2006Managed all aspects of partner growth and development at assigned accounts, including headquarters and branch offices of CDW-G, Force3, GovConnection, Norseman Defense Technologies, Presidio Network Solutions, Inc., Tech Data Federal, and Tech Depot (Division of Office Depot) related to APCC Federal Channel sales.Collaborated with other departments including Finance, Operations, Legal, Order Services, Marketing and Product Development on behalf of named accounts.Led negotiations with channel partners pertaining to contracts, marketing programs, special promotional opportunities and pricing, resulting in $10M in federal and state contracts.Developed and executed business plans for each account, resulting in 10% increase in year over year sales and increased APC brand awareness and market share in all hardware, software, and services categories.Developed and implemented marketing, spiff, promotional contests, strategic account planning, problem resolution and sales and technical training programs for over 500 representatives at Federal Channel accounts.Sales ManagerTripp Lite, Chicago, IL 1998 to 2000Coached and consulted with team of 14 National Account Managers who produced $6M per year in new revenue by selling power protection, software, cable and connectivity equipment to VARs, OEM, retail and e-commerce based customers. Increased sales by 150%.Conducted all interviews, hiring procedures and training. Wrote and administered annual reviews and enforced policies and procedures relating to human resources, including disciplinary action.Formulated sales and marketing strategies with sales team, traveled nationally with Account Managers to conduct reseller sales training, on-site product recommendations and evaluated sales reps performance.Pushed sales through national distribution channel and researched vertical markets for additional sales opportunities.Accomplishments: Awarded Employee of the month three times, received bonuses for growing business month over month.Account Executive, Business Development ExecutiveIngram Micro, Williamsville, NY 1994 to 1998Managed 25 Value Added Reseller (VAR) accounts producing $15M in annual sales. Consistently exceeded sales quotas.Actively monitored and studied new product and industry developments, cultivated strong client relationships and mastered closing techniques in the provision of sales and service.Worked with four-person team to develop 180 VAR accounts. Introduced marketing ideas, promoted new products, clarified customer requirements, and applied appropriate technology solutions. Provided information and solutions to help VAR's with diverse needs grow their business.Contributed to launch of Ingram Micro's successful government sales program. Specialized in account management, procurement, and reactivation. Acquired extensive experience working with government contracts and bids.EDUCATIONState University of New York, College at BuffaloBA, Business Communication and JournalismCERTIFICATIONS & CONTINUAL EDUCATIONNew York State Girls Basketball Officials Association, Inc.Issuing authority New York State Girls Basketball Officials Association, Inc.Solution Selling Program 3-day course (was Solution Selling International) Now Richardson Sales PerformanceAmerican Association of International Management:*Management Skills for New Managers*Recruiting, Interviewing and Selecting Employees*Critical Thinking |
