Sales Development

Simon C. Pickard

Sales and Business Development Executive

Cell: 408-***-****

abn245@r.postjobfree.com

http://www.linkedin.com/in/simonpickard

Top-performing sales leader with history of delivering multi-million dollar

relationships for new and existing territories/markets. Ability to

identify opportunities, penetrate new markets and secure profitable and

trusting business relationships that consistently yields high returns.

Proactive leader, sound negotiator, influential communicator and proven

team builder.

Summary of Qualifications

> Over 20 years of sales and sales management experience in hardware,

software and services technologies

> Core competencies include: sales leadership, Enterprise, OEM and

Channel sales, solution selling, business development, personnel

management, market creation and promotion, strategic account planning

and development, contract negotiation and execution, cross-functional

project and program management

> Proven leader and individual contributor in both Fortune 500 and

startup organizations consistently exceeding corporate goals for

revenue, profit, and market share

> Solid technical understanding of a broad range of hardware and software

solutions that include storage, networking and virtualization

> Extensive international and domestic experience with significant

network across broad range of industries and companies

Professional Experience

SilverCloud Associates - Sales/Business Development

November 2011 to Present

Sales and business development for cloud-based products and services

> Consulting for global provider of enterprise-class Cloud-delivered IT

services for complex systems and applications, networks, and virtual

environments

> Developing enterprise opportunities within SMB, SME and Enterprise

markets with emphasis in social gaming, Web 2.0

Adara Networks - Director, WW Channel Sales January 2011

to November 2011

Led sales efforts for a new class of software engineered to solve today's

most pressing IT, computing, and networking challenges

> Leadership role, reporting to the CEO, responsible for all sales and

business development activities for software appliance that extends the

benefits of virtualization to all computing and networking operations,

improving access and delivery for all network and web-based content,

services, and applications

> Established and developed two-tier channel program as primary go-to-

market sales model

> Created and led channel sales and enablement strategies and programs

including sales tools and processes, field marketing, partner

development, training, and global customer acquisition

> Identified, recruited and developed key distribution and reseller

partners such as Avnet, Tech Data, Ingram Micro, Synnex, Agilysys,

Prosys, Iron Bow, OnX, Mainline, Pomeroy

> Defined and developed eco-system partnerships with strategic OEMs

(Dell, Fujitsu, NetApp, Cisco, Juniper, HP, Oracle, EMC, VCE), and ISVs

(VMware, Citrix, Microsoft), to drive brand and incremental

opportunities

> Worked closely with resellers to develop and expand end user

opportunities in multiple market verticals such as health care,

financial services, service providers and the data center

MatchPoint Solutions - Sales/Biz Development Consultant

February 2009 to July 2010

Provider of Information Technology and Business Transformation consulting

services; contract, contract to hire and direct hire staffing

> Business development and marketing consultant focused on creating and

implementing sales and marketing plan for new practice focused on

Records and Information Management products and services

> Worked closely with executive management and subject matter experts to

define, develop and execute channel enablement strategies and programs

that positively impacted revenues and increased field and channel

effectiveness, productivity, and win rates

> Identified and developed industry and eco-system alliances

> Initiated and developed sales opportunities with both public and

private entities such as; City and County of San Francisco, University

of California Santa Cruz, El Dorado Supreme Court, Outrigger Resorts,

Fremont Bank, Edgewood Partners Insurance, 24 Hour Fitness

Neterion, Inc. - Director of Sales August

2007 to October 2008

Defined and implemented go-to-market strategies and tactics in Western US

and Japan for privately held, fabless semiconductor start-up providing 10

gigabit Ethernet solutions.

> Developed and closed enterprise design wins with system OEMs; Fujitsu,

Hitachi, Unisys, NEC, ATTO and enterprise opportunities with companies

such as Merrill Lynch, Humana, Northrup Grumman, Leapfrog, eHarmony,

Fresno Medical Center, Oregon State University, Amkor, Media Temple,

Zone Technologies

> Expanded channel coverage recruiting 35 resellers to our channel

partner program

> Worked with eco-system partners such as HP, IBM, VMware, Cisco,

Fujitsu, Force 10 to establish technology and brand leadership while

leveraging joint sales activities to maximize revenue opportunities

SiliconStor, Inc. - Director of Sales, Western US/APAC

August 2005 to March 2007

Led all sales engagement activities in Western US and Asia Pacific regions

for privately held, fabless semiconductor start-up providing innovative

ASIC and board solutions for enterprise storage.

> Secured and managed key design wins with market leading companies such

as; Network Appliance, Dell, Hitachi Data Systems, DotHill, Promise

Technology and Sun Microsystems

> Provided executive level support to CEO on product line direction and

corporate strategy

> Increased sales pipeline by 40% adding over 20 new account

opportunities

> Company acquired by LSI Logic

XGI Technology, Inc. - Senior Sales Director, US January

2003 to August 2005

Directed all US sales and marketing activities for privately-held, fabless

semiconductor company providing leading ASIC and board solutions for

computer graphics and video applications.

> Created and led all US field and channel sales and enablement efforts

> Established OEM presence in US with key design wins at Dell, Intel,

Gateway, Supermicro, Tyan, and other system and motherboard providers

achieving 115% of quota with sales revenues over $16m

> Initiated and developed two-tier distribution model partnering with

leading distributors, DMRs, resellers, and retailers/etailers

increasing top line revenue by 15%

> Defined and managed US channel marketing budget and programs to expand

and maximize market share, brand recognition, channel effectiveness,

win rates

Previous Experience 1988 -

2002

> Worked in senior sales management and individual contributor roles

with leading companies such as Adaptec, Western Digital, ATI

Technologies, ADP

> Consistently exceeded sales quotas of up to $60m winning numerous

designs with leading enterprise companies such as Apple, Intel, IBM,

HP, Dell, Compaq, Gateway, Sun, Ingram, Avnet, Merisel, Tech Data

> Key contributor to successful public offerings at both ATI and 3Dlabs

Other Experience

Industry Consultant

Non Stop Networks - IT - Managed Services

2002 - 2002

Ahura Technology - Software Development Tools - Embedded

2001 - 2002

Education

California State University - Hayward, California Bachelor of Science -

Business Administration/Marketing

Development, Training Courses & Skills

Executive Coaching Strategic Selling Seven Habits of

Highly Successful People

Solution Selling Managing within the Law ADP Sales Training

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