Delphi, RAD Studio, C, Visual Assist, Ultra Edit and Interbase
Dauro Toscano
Sales Director
Las Vegas
Summary
Self-motivated Technology Centric Business Sales Manager with significant years of relevant experience, related proficiency and a background in Software, Hardware, Sales, Marketing, Brand management, Account management, Consulting and Sales Management. A hunter disposition with the ability to Run Autonomously and or Manage multiple teams and Platforms, network, Create custom Marketing campaigns, Build sustaining relationships, generate leads and make cold calls to drive new business and develop relationships. I’m a Detail–oriented individual who exemplifies professionalism, and an ability to manage multiple teams, accounts and tasks at any given moment.
Overview
22
22
years of professional experience
2
2
Languages
Work History
North American Sales Director- AMER, LATAM, APAC
Idera-Embarcadero Technologies, Whole Tomato (Visual Assist) and Ultra Edit
03.2022 - Current
- I am currently overseeing and managing a team of 10 Sales people located globally
- I am overseeing four separate platforms from Delphi, Visual Assist, Interbase and Ultra Edit
- Currently We’re here to support elite software/App developers who understand the scalability and stability of C++ and Delphi– Database Tools, Developer Tools, and Test Management Tools – Visual Assist, Selling to customers worldwide, including some of the world’s largest healthcare, financial services, retail, and technology companies
- We Design, develop and deploy enterprise data with complete confidence
- For technical teams who manage complex data environments, we offer productivity tools that allow you to minimize risk and maximize profitability
- I have exceeded my year over year Quota of 8+ million in sales as a Sales Director and active Selling manager
- I also sell Interbase a customized, scalable Database to same clients with a personal quota of 2+ million, which I have exceeded and set new records outperforming the last 10 years
- I have Developed and executed sales strategies that have consistently exceeded quarterly revenue targets
- Lead and mentor a team of 10+ Sales Representatives, and Account Managers, providing coaching, feedback, and training to improve performance and achieve team objectives as well as enforce and maintain daily KPI Metrics
- Build and maintain relationships with key stakeholders, including C-level executives, to expand business opportunities and negotiate contracts
- Collaborate with marketing and product teams to create compelling messaging and ensure alignment between sales and company objectives
- Analyze sales data and industry trends to identify opportunities for growth and optimize sales processes
- Developed and implemented sales strategies that resulted in a 15% increase in sales revenue
- Conducted regular training sessions to improve the sales team's product knowledge and sales skills
Western Regional Manager
SupplyPro
01.2017 - 03.2022
- Providing my customers with a Scalable Inventory Management Systems, which consisted of a complete catalog of Smart Systems with a custom dashboard
- I am the Western Regional Manager; my territory consists of 5 states (CA, AZ, NV, NM, UT) and Mexico
- I provide my clients with a scalable and customizable BI Solution to complete their Supply chain fulfillment
- I am also working directly with Fortune 500 companies such as (Intel, Southwest, and SpaceX) to name a few
- My Inventory Management System allowed my clients the ability to track and control their entire PPE, MRO and Capital/Asset Management utilizing our proprietary ERP system
- Our custom ERP system can be utilized as a standalone enterprise solution or work in conjunction with major manufacturing systems such as (SAP, Epicor, and Oracle)
- I am responsible for driving net new business revenues and continuing to grow our Partner/Distributor base as well as larger direct end-users
- I have grown my territory 20% in less than a year, by developing my channel with new Partners and assisting my direct clients with all expansion projects and placement of new equipment and systems
- I Interpret and analyze research and competitive intelligence to understand the market drivers and business opportunities allowing me to focus on specific Verticals and maximize ROI within each region
- Cultivate relationships and grow revenue with prospects through a consultative approach designed to identify their needs and requirements
- I leveraged and managed my territory by competitively knowing my competition and distinguishing and separating my solution from their flaws and our proven success rate which has allowed me to grow my territory by providing Value add sales techniques and customized Gap Analysis for each client
- My current quota is over 100k per month and growing by 5% each quarter
- I have since day one rated top 4 in the company out of 12 TSM’s
- I attained 94% of quarterly plan in Q1 and 95% of plan in Q2, I had 93% of plan in Q3 and am currently on target to attain over 112% percent of plan in Q4
- I also have line of sight to net new business exceeding 800k for Q1 and Q2 of 2019 per new clients and customers that I have engaged with this year
- Identify and drive sales opportunities through the pipeline process to contract and award
- Establish and maintain close, on-going personal contact with key strategic contacts within existing clients
- Provide consistent and customer-centric service and support
- I effectively utilize and update information within CRM tool (Salesforce and MS Dynamics)
- Maintain clean lead, contact, and activity records to ensure accurate reporting
- Work collaboratively with internal staff to identify client and prospect needs and develop and implement appropriate solutions and deliverables
- I Prepared sales forecasts and strategies and report those to sales management
- I participated in sales training and process improvement forums
- Adhere to sales processes and protocols to ensure consistency and Develop high-quality quotes, proposals, and presentations
- I serve as a day-to-day contact on assigned current client accounts
- I Monitored and assist operations team delivery in assigned strategic clients to identify follow-on sales opportunities
Business Development Manager & Sales
Starpoint I.T. -Business Complete Solutions
02.2014 - 01.2017
- Provided my clients with Data Management, Workflow Overview Paper Based Processes, Disaster Recovery, Information Security; Cloud based virtual environments, VOIP & Phone Systems, Proactive Network Monitoring, Mobile Device Management and Network designs that we customize for each customer and end user
- I also provided and advised Information management, business intelligence, reporting and advanced analytics solutions
- Our solutions enable a seamless transition between processes, technology, and people, ultimately leading to driving business value
- By focusing on delivery execution, improved automation, efficiency and scalability, I collaborate with our customers and service engineers at every step to answer the possibilities and uncover missed opportunities and provide greater clarity on business performance
- Our expertise across multiple verticals and business domains, matched with our world-class technologies and execution, StarPoint and BCS are able to offer a comprehensive set of Business Intelligence managed services to help customers leverage structured and unstructured data to improve decision-making, fiscal management, regulatory compliance, operational service levels, and customer service
- With our deep and extensive expertise in designing and implementation we provide data analytics and business intelligence solutions
- I am responsible for all Commercial Business working extensively with Legal Groups, Finance Co’s and Manufacturing organizations as well as Multi-unit and Multi-location organizations
- Interpret and analyze research and competitive intelligence to understand the market drivers and business opportunities
- I effectively utilize and update information within CRM tool (Salesforce and MS Dynamics)
- Maintain clean lead, contact, and activity records to ensure accurate reporting
- Work collaboratively with internal staff to identify client and prospect needs and develop and implement appropriate solutions and deliverables
- Managed and grew my territory by 25% by providing Value add sales techniques and customized Gap Analysis for each client
- My current quota was over 100k per month
- I exceeded and met all quotas, Monthly and Quarterly
- Maintain prospecting/ customer database (SalesForce) to maintain a record of all activities inside of each account system
- Conduct planned in person account reviews
- Evaluate current state, customer satisfaction and completeness of strategy implementation along with next steps in the account
- Consolidated and summarized performance data to shape ongoing business development strategies
- I am responsible for driving net new business revenues and continuing to grow our Managed Services group
Government and Federal Sales Manager
XeroxMRC Smart Technology Solutions
09.2012 - 02.2014
- Company Overview: The area’s largest technology and Services Company specializing in workflow solutions and office systems
- Provided document management solutions too collaborative communication tools and multifunction systems
- Provide the broadest portfolio of technology and services for companies of any size and in any industry
- We provide solutions in Data Management, Workflow Overview Paper Based Process, Disaster Recovery, Information Security, The Paperless Office, Cloud based virtual environments, Connect Key to name a few
- I reported to the Owner and Vice President directly
- I built and developed this Vertical and team from the ground up
- I managed a team of 8 reps
- This was a completely new vertical for the company which had never sold into that space
- I created team quotas and goals as well as all there metrics and campaigns
- I carved out their territories as well as day to day activities and CRM duties
- Overall we were engaged in and won over 8-10 million dollars of net new business within the first year
- I am responsible for all Military Sales i.e
- (Navy, Marines, Air Force, Army) All federal agencies and Local City, State and Government entities
- As a Government Sales Specialist I am responsible for driving net new business revenues using a strategic direction and a consultative approach selling in a Business to Business model, prospecting and selling specifically to “C” level executives
- Key Target account is the Military and the DOD, I am currently working with the Navy and DLA in the largest equipment refresh in our company’s history over 20k units nationally over $8 million in potential new business
- Also working the entire local City, State government entities and groups utilizing our NASPO pricing, Involved in current RFP’s each RFP is between 25k to 125k
- Interpret and analyze research and competitive intelligence to understand the market drivers and business opportunities
- Managed a territory by protecting and increasing a profitable revenue stream within current accounts
- Internal & External Customer Focus
- Used the 360 Selling Process by analyzing the customer's business communication requirements, and developed customized solutions
- Maintain prospecting/ customer database (i.e
- Soaring) to maintain a record of all activities inside of each account system
- Conduct planned in person account reviews
- Evaluate current state, customer satisfaction and completeness of strategy implementation along with next steps in the account
- Consolidated and summarized performance data to shape ongoing business development strategies
- Meet forecasting objectives by keeping timely & accurate forecasts on account assignment
- The area’s largest technology and Services Company specializing in workflow solutions and office systems
Business Development and Account Manager
California Produce Wholesalers
05.2011 - 09.2012
- Company Overview: California Produce is one of the major suppliers of fresh, upscale and gourmet vegetables to the Foodservice Industry
- I reported to the Owner, responsible for overseeing accounts and new customer expansion in Southern California and Las Vegas across all key foodservice segments to include: independent restaurants, chains, healthcare and casinos
- I Managed the MGM group, which accounted for 1/3 of total revenue and built relationships with the Wynn, Venetian Group and Caesars Entertainment
- I Generated over $3M in sales revenue from net new business development
- Cultivated partnerships with celebrity concepts, 4-5 diamond properties and start-up concepts like Rachel’s Kitchen and Greens & Proteins
- Brought in specialty items from local farms and grow houses in Santa Monica and throughout Southern California to help chefs create unique and rare featured dishes
- California Produce is one of the major suppliers of fresh, upscale and gourmet vegetables to the Foodservice Industry
Business Development and Account Manager
Worldwide Produce (Green Farms)
05.2009 - 05.2011
- Company Overview: WWP is one of the major suppliers of fresh, upscale and gourmet vegetables to the Foodservice Industry
- I reported to the Owner/President, responsible for overseeing accounts and new customer expansion in the Las Vegas Market across all key foodservice segments to include: independent restaurants, chains, healthcare, hotels and casinos
- Managed approximately $5 Million in sales annually
- Worked directly with the Culinary and Purchasing department at MGM Group to become an approved supplier, generating $2 Million annually of new business for the company
- Built unique profiles and pricing matrix’s for each customer with everything from produce and dairy to specialty and seasonal items
- WWP is one of the major suppliers of fresh, upscale and gourmet vegetables to the Foodservice Industry
Director of Government Sales
Defenshield Inc.
04.2007 - 05.2009
- Company Overview: Defenshield Inc
- Is a veteran-owned, R&D / engineering company manufacturing bullet, blast and fragment resistant equipment for the government, military, law enforcement and the private sector for anti-terror, force protection and physical security requirements
- Reported to the Owner/President, responsible for governmental sales with core accounts focused on FBI, Pentagon, Secret Service, Capital Police, C.I.A
- Customs Border Patrol and Immigration, Coast Guard, T.S.A
- And all city state Police And Law enforcement offices
- Compiled a vast data base of clients and contacts at all levels within the DHS, DOJ and throughout all the U.S
- Government agencies and offices
- Interacted on a daily basis with high ranking individuals within all government agencies and established relationships and points of contacts with decision makers
- I worked with specialized programs such as Merida and 1206, as well as internationally with NATO and the Americas and Asian Markets and U.S
- Embassies
- Built strong relationships with contracting officers and procurement department to assist in the sales cycle
- Defenshield Inc
- Is a veteran-owned, R&D / engineering company manufacturing bullet, blast and fragment resistant equipment for the government, military, law enforcement and the private sector for anti-terror, force protection and physical security requirements
Regional Enterprise Director
Lynx Technologies Inc.
09.2003 - 03.2007
- Company Overview: Lynx Technologies is an advanced provider of data center and network infrastructure solutions with a focus on data protection
- Reported to the Owner/President, provided high performance, high availability best in class solutions such as: NetApp, Equallogic, VMware, Spectralogic, BakBone, SyncSort to Higher-Education, Healthcare organizations, Government local and state, Military branches, as well as traditional business segments and verticals
- I sold to key “C” level decision makers with over 10 years of Business to Business sales
- I was Promoted from a Territory Sales Manager to Regional Director to focus on enterprise targeted accounts and to support the largest financial aspect of the organization
- Secured the largest RFI’s and RFP’s in the company, each with a minimum of $1MM dollars in proposed architect
- I performed Business Continuity assessments, and Gap analysis to establish and architect the most redundant, scalable, efficient and cost effective solution
- Demonstrated proof of concept demo’s to prospects and customers, facilitating the ease of use, performance, reliability thin provisioning, scalability and security of our solution
- Provided accounts the highest levels of customer service and support to continually extend business Opportunities and sales pipe replenishment
- Lynx Technologies is an advanced provider of data center and network infrastructure solutions with a focus on data protection
Education
B.S. - International Business
Charter Oak State College/SUNY Brockport
New Britain, CTSkills
Goals and performance
Software
Timeline
North American Sales Director- AMER, LATAM, APAC
Idera-Embarcadero Technologies, Whole Tomato (Visual Assist) and Ultra Edit
03.2022 - Current
Western Regional Manager
SupplyPro
01.2017 - 03.2022
Business Development Manager & Sales
Starpoint I.T. -Business Complete Solutions
02.2014 - 01.2017
Government and Federal Sales Manager
XeroxMRC Smart Technology Solutions
09.2012 - 02.2014
Business Development and Account Manager
California Produce Wholesalers
05.2011 - 09.2012
Business Development and Account Manager
Worldwide Produce (Green Farms)
05.2009 - 05.2011
Director of Government Sales
Defenshield Inc.
04.2007 - 05.2009
Regional Enterprise Director
Lynx Technologies Inc.
09.2003 - 03.2007
B.S. - International Business
Charter Oak State College/SUNY Brockport
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