CHARLES C. CLUGSTON
Kingsland
Summary
Dynamic sales leader with a proven track record at ConnectWise, driving revenue growth through strategic partner engagement and solution design. Expert in managed services and business development, consistently exceeding sales goals by 150% as a Managed service provider. Adept at fostering relationships and delivering impactful presentations, ensuring client satisfaction and retention.
Overview
27
27
years of professional experience
1
1
Certification
Work History
Regional Sales Manager/ Account Director
ConnectWise
Kingsland
04.2021 - Current
- Cultivated strong partnerships as a trusted advisor, enhancing client engagement.
- Trained partners on optimal tool utilization and supported go-to-market strategy development for maximum ROI.
- Collaborated with partner teams to identify cross-selling and up-selling opportunities within existing customer base.
- Developed a robust pipeline of new and growth opportunities to drive revenue.
- Managed key client relationships to ensure high retention rates and satisfaction levels.
- Implemented CRM tools to effectively track sales performance and customer interactions.
Regional Sales Manager/ Account Manager
RapidFire Tools
Kingsland
01.2020 - Current
- Identified and cultivated new partners to expand MSP business through effective tools utilization.
- Developed comprehensive Go-to-Market strategies to maximize ROI for partners.
- Trained partners on optimal usage of tools, enhancing overall effectiveness.
- Strengthened relationships with local partner teams to deepen sales opportunities.
- Established strong pipeline of new and recurring business through targeted outreach.
- Assisted in developing new product lines tailored to partner needs.
Account Manager/ Data Presales Design Engineer, South East
Alliance Technology Group
Kingsland
01.2017 - 10.2019
- Developed market presence for Alliance in Southeast Region, emphasizing voice and data services.
- Created and executed a strategic business plan for Southeast expansion.
- Expanded footprint in Virginia market through targeted initiatives.
- Cultivated strong relationships with local partner teams to enhance collaboration.
- Established robust pipeline of new and recurring business opportunities.
- Assisted partners in identifying and pursuing emerging market opportunities.
- Contributed to development of innovative product lines to meet regional demands.
Strategic Account Manager/ Data Presales Design Engineer, Mid-Atlantic
Ronco Communication
Norfolk
08.2014 - 03.2016
- Joined Ronco’s mid-Atlantic sales team to expand their product offerings to include core network design and installations.
- My role was to support our existing data customers, work in conjunction with the voice representative to expand our services to the voice only customers while pursuing new customers with a heavy focus on our data, voice and new manage service products.
- Doubled our customer count in the first year
- Exceeded my sales quota in the first year by 120% and on tract for my second year
- Provided accurate and timely forecasts as well as opportunity updates for management visibility in territory.
- Develop and Deliver product presentations to customers focusing on selling and positioning Ronco’s solutions.
Senior Sales Executive
Knowledge Consulting Group
Norfolk
08.2013 - 05.2014
- Created a new commercial division and established the Southeast Market for KCG.
- Leveraged Salesforce to manage pipeline and track emerging opportunities.
- Built new sales territories from scratch, resulting in substantial growth.
- Exceeded sales quota by 110% within the first six months.
- Identified, developed, and trained new partners successfully.
- Secured initial customers in the commercial space.
- Executed tasks independently and collaborated effectively in a fast-paced sales environment.
Sales Manager/ Director of Managed Services
NetTek, LLC
Norfolk
06.1999 - 02.2013
- Directed sales team to implement standard procedures and company policies for strategic client engagement.
- Developed Managed Service Platform, achieving $3,000,000 in annual revenue.
- Recognized as Salesperson of the Year for 2001 and 2003-2010; awarded Employee of the Year in 2005.
- Exceeded sales goals by 150% annually for 12 consecutive years; generated highest number of new clients.
- Increased profit margins on new orders from 15% to 25% through strategic pricing adjustments.
- Created education and marketing tools to enhance lead generation for each sales team member.
- Engineered efficient solution designs focused on client needs while maximizing profitability for NetTek.
- Served as liaison between sales and engineering departments, ensuring seamless communication with clients.
Skills
- Sales leadership
- Managed services provider expertise
- Security specialization
- Team management
- Lead generation strategies
- Solution design
- Business development
- Partner relationship management
- SaaS and NaaS proficiency
- Product development skills
- Presentation expertise
- Goal orientation
Certification
- Microsoft Sales: Server Platform, Small Business & Volume licensing
- Citrix Certified Sales Professional CCSP2010
- Cisco Sales Professional, CSP2
- Symantec Technical Sales
- VSP: Server Consolidation and Containment
Accomplishments
- Top sales executive exceeding sales quota by 130%
- Presidents club for 2023 and 2024 ConnectWise
- Increased recurring revenue by 300% in the first three years at NetTek
- Led sales team at NetTek to highest grossing sales year
- Developed new markets for every company worked for
Hardware And Software Experience
Cisco, Palo Alto, SonicWALL, Juniper, Avaya voice and Data, Cisco, Extreme, Ciena, Juniper, HP, Salesforce, ConnectWise, Microsoft CRM, Microsoft Office products
Military Service
United States Army Infantry Airborne, E4, 06/83, 05/87, Qualified expert on all weapons, Small Arms specialist, Jungle Expert
Timeline
Regional Sales Manager/ Account Director
ConnectWise
04.2021 - Current
Regional Sales Manager/ Account Manager
RapidFire Tools
01.2020 - Current
Account Manager/ Data Presales Design Engineer, South East
Alliance Technology Group
01.2017 - 10.2019
Strategic Account Manager/ Data Presales Design Engineer, Mid-Atlantic
Ronco Communication
08.2014 - 03.2016
Senior Sales Executive
Knowledge Consulting Group
08.2013 - 05.2014
Sales Manager/ Director of Managed Services
NetTek, LLC
06.1999 - 02.2013