Sales Leadership and Excellence

I have been leading and building high caliber sales teams for the past 20+ years in the emerging technologies space – for multiple technologies. My background includes sales/sales leadership experience in the Networking, Routing/Switching, Network Security Applications and Platforms, Server Virtualization, Software, Bandwidth Management, High Speed Interconnects/Infiniband, Server Clustering, Custom and Standard Semiconductor products and Telepresence.

I am a dynamic, results-oriented sales and sales management professional with an extensive history of building new business pipelines and managing successful teams with record-setting sales results. I am a strategic thinker known for opening new market segments, and successfully launching emerging networking and high technology products across multiple market segments including Network Security, Storage, Web Services, Routing and Switching in both the Enterprise and OEM sectors.

I promote a solutions-based quarterly planned approach to sales and pipeline development that focuses on targeting key client needs and creating “win-win” situations. I am a problem solver who specializes in negotiating large (Tier 1) contracts and effectively positioning company solutions regardless of economic or business climate. I am an inspirational leader who promotes a contagious culture of success organization-wide and focuses on face to face selling and quarterly planning to insure team members consistently execute based on agreed expectations.

This rich experience comes from leading sales teams in both "start up" opportunities and also Fortune 500 corporations. Some examples are, Tarari, LSI, Topspin (acquired by Cisco), Fore Systems/Marconi, CloudShield (acquired by SAIC), PictureTel (acquired by Polycom) and Silicon Graphics. The end result is a broad sales experience set that can be leveraged across many businesses. From a revenue responsibility standpoint, I have built revenue from the ground up (Tarari, Cloudshield, Topspin) with startups and have also managed a revenue responsibility in excess of 200M.

Throughout my career, I have focused on sales and account development success through both Solution Selling and also Target Account Planning as core requirements in the sales process. In both start up's and larger companies, it has been the applications development capability in the sales process - that has been both rewarding and also enhanced a strategic path to building revenue and broadening our position for overall market share within both the accounts and the target market segment.

I look forward to speaking further with you about my background and capabilities.

All the best!

jlh