CHARLES BOOTH
Summary
Seeking a position as Sales Director in a fast growing and fast paced organization in the Identity Proofing industry.
Seasoned Sales Leader with 9 years of experience in the SLED (State, Local, and Education) vertical, specializing in addressing the challenges of government digital transformation. Adept at collaborating with both business and IT leaders across the western US, I have developed a deep understanding of the barriers that impede the completion of strategic initiatives for state and local governments. While at ServiceNow, I was honored with the President's Club award in 2021. Between 2022 and 2023, I successfully grew a newly formed region by 57% year-over-year and achieved 113% of my quota for the year. I leverage my expertise to craft targeted marketing strategies and provide coaching to my sales teams, driving success and fostering organizational growth.
Overview
28
28
years of professional experience
Work History
Regional Sales Director of SLED
ServiceNow
04.2018 - Current
- Spearhead a high-performing team of five to seven Account Executives, overseeing sales efforts across 27 states in the western US and the Great Lakes region. Provide strategic direction and mentorship to achieve ambitious goals and drive exceptional performance.
- Achieved a 57% year-over-year increase in revenue for the most recent year in a newly formed region spanning 16 states, by addressing complex challenges in state and local government digital transformation and delivering customized solutions.
- Applied extensive expertise in the government sector to craft high-impact strategies and insights, effectively overcoming key obstacles and ensuring successful outcomes for executive stakeholders.
- Recognized as a ServiceNow President's Club winner, highlighting exceptional sales performance and leadership.
- Earning Presidents club as well as an award for the top sales team in Med/SLED.
- Built and managed sales funnel using metrics to forecast achievements and measure goals.
Sr Client Manager
Optiv Security Inc.
08.2015 - 04.2018
- Oversaw approximately 50 named accounts, focusing on state and local government sectors, including K-12, higher education, and several Fortune 500 clients.
- Fostered strong client relationships by addressing inquiries, identifying and assessing needs, resolving issues, and providing proactive follow-up with both potential and existing clients.
- Managed a portfolio of current accounts while actively prospecting new opportunities. Leveraged established contacts to facilitate introductions and expand business within existing organizations.
- Established and nurtured networking groups with vendors and clients to strengthen relationships and uncover new business opportunities, thereby building a robust sales pipeline.
- Utilized Force Management methodologies to effectively manage and forecast pipeline, ensuring alignment with business objectives and client needs.
Pre-Sales Systems Engineer
Skyhigh Networks
09.2014 - 08.2015
- Led discussions with CIOs, CISOs, and IT Architects to advocate for the adoption of Cloud Access Security Brokers (CASB) within enterprises, highlighting the critical need to monitor both sanctioned and unsanctioned cloud services.
- Demonstrated the business necessity of monitoring cloud services by analyzing data from firewalls and proxies to identify breaches and anomalies.
- Collaborated with clients to ensure successful evaluations of CASB solutions, addressing their specific needs and challenges.
- Managed feature requests through the Product Lifecycle Management (PLM) process, ensuring alignment with customer requirements and product development.
- Developed comprehensive documentation and network diagrams for customers. Conducted training sessions for both customers and Value-Added Resellers (VARs) to enhance product understanding and implementation.
Senior Systems Pre-Sales Engineer
Aerohive Networks, Inc
04.2013 - 09.2014
- Delivered compelling presentations tailored to the expertise level of diverse audiences, effectively showcasing products and services and driving evaluation processes.
- Partnered with clients to ensure successful evaluations of products, addressing their specific requirements and facilitating a smooth evaluation experience.
- Oversaw feature requests through the Product Lifecycle Management (PLM) process, ensuring customer needs were accurately captured and addressed in product development.
- Created detailed documentation and network diagrams to support customer understanding and implementation.
- Conducted training sessions for customers and Value-Added Resellers (VARs), enhancing their knowledge and proficiency with the products.
Network Architect
CH2M HILL
05.2012 - 04.2013
- Responsible for overall design for global network
- I was hired to lead the networking effort in a virtualization and centralization project
- Projects included application load balancing and WAN Acceleration.
Network Architect
First Bank
12.2006 - 05.2012
- Responsible for overall design and direction of First Bank's network
- The First Bank network consists of 136 branches connected via a layer 3 VPN with Cisco ISR's
- WAN Optimization is being accomplished with Riverbed managed via CMC
- I have experience with VOIP technology using Cisco Call Manager and Contact Center with CVP
- Managed disaster recovery project to include a data center build out
- The switching environment is Cisco 6K's with VSS and Force 10 C300's
- 802.11n wireless AP's from Meraki
- Network monitoring primarily consist of NetScout for application performance, NMIS for up/down, Network Authority for configuration and policy management
- I'm proficient in reading TCP packet captures
- I worked closely with the SAN and VM groups to solve complex problems.
Network Consulting Engineer
Cendant Telecommunications
02.2001 - 12.2006
- Main responsibilities include installing, configuring and maintaining core backbone equipment for Cendant's 21 business units globally consisting of over 10,000 routers
- I provided third level support for Network Operations
- Equipment included Cisco, Nortel and Juniper M7i routers and switches
- I Installed LAN and Telco cabling, racking of equipment, on customer locations as well as in a data center environment, troubleshooting outages, creating documentation and Visio drawings
- I have also designed and implemented Cisco wireless networks.
Network Engineer
Galileo International
12.1999 - 02.2001
- Responsible for network provisioning of new customers, including ordering of the Frame Relay circuit from AT&T, assigning the database and configuring the router (Nortel and Cisco)
- I work with the technician on site and help walk them through the installation of the router, DSU, and LAN equipment
- I also manage the accounts of our larger customers such as AAA and Flight Centre.
Senior Network Analyst
Galileo International
06.1998 - 11.1999
- Responsible for monitoring and troubleshooting on Galileo's SNA, TCP/IP, and X.25 wide area network consisting of Stratacom switches, IBM 3745 Front End Processors, and Bay Routers
- I was responsible for coordinating maintenance with AT&T, MCI, IBM, and other vendors
- Have a working knowledge of Motorola Frame Relay Access Devices (FRAD), Racal Milgo's network monitoring system “CMS400”, HP Openview and Bay routers
- I also worked closely with remote customers.
Senior Network Analyst
SITA
05.1996 - 05.1998
- Responsible for monitoring, troubleshooting, and coordinating maintenance for SITA's backbone network consisting of Nortel Magellan Passport ATM/frame relay switches, Northern Telecom DPN100 Packet Switches, frame relay router connections, and over 1300 T1's
- I have used various data scopes to monitor and troubleshoot connections
- I have experience with AT&T Paradyne DSU's, Larse CSU's, and Digital Access Cross-Connect System (DACS).
Skills
- Customer Relationship Management
- Staff Development
- Channel Development
- Sales Presentations
- Strategic Planning
Timeline
Regional Sales Director of SLED
ServiceNow
04.2018 - Current
Sr Client Manager
Optiv Security Inc.
08.2015 - 04.2018
Pre-Sales Systems Engineer
Skyhigh Networks
09.2014 - 08.2015
Senior Systems Pre-Sales Engineer
Aerohive Networks, Inc
04.2013 - 09.2014
Network Architect
CH2M HILL
05.2012 - 04.2013
Network Architect
First Bank
12.2006 - 05.2012
Network Consulting Engineer
Cendant Telecommunications
02.2001 - 12.2006
Network Engineer
Galileo International
12.1999 - 02.2001
Senior Network Analyst
Galileo International
06.1998 - 11.1999
Senior Network Analyst
SITA
05.1996 - 05.1998
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