David Appleman
VP of Sales
Cameron Park,CA
Summary
Outstanding leader with a proven track record as a Sales Executive with 20+ years of experience providing a high level of customer service while increasing revenues. Successful at leveraging sales technologies, software and CRM data to identify, analyze and act upon leads, opportunities and sales funnels. Enabled three companies to achieve successful exits through acquisition.
Overview
17
17
years of professional experience
4
4
years of post-secondary education
Work History
Head of State/Local
Versa Networks
Santa Clara, CA
01.2022 - 06.2023
- Was recruited by Versa Networks to accelerate revenue growth by building their SLED Sales team and GTM strategy
- Changed sales strategies by moving to hybrid model
- Established SLED partnerships with Dell, Crown Castle and Zayo
- Built and trained sales team
- Developed new sales tools - and drove pipeline growth
- Established $ 20 Million pipeline from zero
- Closed Versa's largest SASE customer ($2.1 Mil ACV) globally within year one
- Was awarded CTO's award for Versa's most profitable deal in company history.
Vice President of SLED
Open Systems
Redwood City, CA
03.2019 - 01.2022
- Developed the strategy to sell Secure SD-WAN/SASE services through direct and reseller sales organizations, as well as forging strategic relationships within the SLED Sales Vertical
- Built sales organization and GTM strategies
- Led organization in pipeline development by establishing the largest pipeline globally @ $22 Million
- Closed $10 Million in contracts within 18 months
- Utilized inside SDRs and field account executive teams to accelerate growth
- Developed account management team to foster continued growth and customer satisfaction
- Was presented with vendor of the year award by the College of Southern Nevada
- Hired and managed employees to maximize productivity while training staff on best practices and protocols
- Identified opportunities to improve business process flows and productivity
- Established performance goals for department and provided methods for reaching milestones
- Increased company growth through collaboration with sales and marketing departments
- Established performance goals for department and outlined processes for achievement
- Demonstrated proficient leadership skills to motivate employees and build competent teams
- Used market insights to capitalize on key business opportunities for new advantageous partnerships
- Collaborated with senior management to develop strategic initiatives and long term goals
Vice President of Enterprise Sales
Ekinops
Herndon, VA
09.2014 - 12.2018
- Joined OneAccess Networks as their VP of North American Sales, to rapidly boost revenue by establishing new logo wins
- Built sales engineering and account executive sales teams, landed critical account wins at AT&T, Verizon, Bell Canada, and Telus
- In September of 2017 OneAccess was acquired by Ekinops, where I continued on as VP of Major Account Enterprise Sales
- Performed monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue
- Increased revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close
- Boosted profitability 125% by developing 5-person leadership team, communicating expectations and leveraging company's resources
SVP Global Sales
Edgewater Networks
San Jose, CA
10.2012 - 09.2014
- As SVP, of Global Sales, developed a new sales strategy by moving away from direct sales and utilizing partner networks
- Rebuilt field sales, inside sales, and sales development teams
- Grew revenue year over year, delivering 150% revenue growth for two years, respectively, resulting in theacquisition by Ribbon Communications
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
- Managed revenue models, process flows, operations support and customer engagement strategies
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth
President
Calypso Company, LLC
Los Gatos, CA
08.2011 - 10.2012
- Opened an executive consulting practice, to provide sales strategy and consulting services
- Clients included Serus Corporation, a SaaS market leader in extended supply chain, as their VP of Sales (acquired by e2Open), Advanced Digital Broadcast (ADB), a manufacturer of IP Set-Top Boxes and Broadband Digital Gateways
- Developed and implemented new strategies and policies in collaboration with executive partners to establish and achieve long-term business objectives, providing company with strong and sustainable organizational leadership
- Prepared annual budget forecasts and monitored performance to meet organizational objectives
- Developed and implemented new strategies and policies to establish long-term business objectives and provide strong and sustainable organizational leadership
VP of Sales and Business Development
Edgeware
San Jose, CA
01.2009 - 07.2011
- Hired to rapidly build and train a sales team to acquire new accounts in the America's, as the VP of Sales
- Forged an organization consisting of strategic partnerships, alliances, direct and indirect sales initiatives—accelerated significant new business revenue within the first year of operation in the Americas
- Generated more than $10 million in new customer revenue
Senior Director of Sales
Motorola
Santa Clara, CA
05.2006 - 01.2009
- Motorola acquired Netopia in February 2007
- I managed the combined Netopia and Motorola teams and grew revenue from $350 Million to nearly $500 Million in two years
- I cultivated broad-line, multiple business unit selling and development of an end to end IPTV ecosystem
- Achieved dramatic sales increase by skillfully managing relationships and proactive sales approaches
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity
- Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings
- Managed and motivated sales team to increase revenue 30 % in 24 months
Vice President of Sales
Americas, Netopia
Emeryville, CA
05.2006 - 01.2009
- Grew revenue from $100 million to $160 million
- Contributed to 79% of Netopia's total global revenue
- Directed all Sales, Sales Engineering, and both Channel and Direct Sales in the Communications Service provider and Enterprise markets
- Reorganized a team of sales professionals and maintained high-touch relationships, increasing sales revenue by $60 million
- Motorola acquired Netopia in Feb 2007.
Skills
- Account and territory management
- Sales CRM management
- Renewal Opportunities
- Establishing Contracts
- ROI improvements
- Prospecting and Cold Calling
- Partner Alliances
- Corporate Partnerships
- Sales Target Management
- Sales Team Training
- Business Networking
- Team Building
- Critical and creative thinking
- Contract and agreement expert
- Effective Negotiator
- Excellent Customer Relations and Listening Skills
- CORE ACCOMPLISHMENTS
- Achieved rapid growth in short time spans and helped to enable successful company exits at Netopia (acquired by Motorola), Edgewater Networks (acquired by Ribbon Communications) and OneAccess Networks (Acquired by Ekinops)
- Developed sales strategies and built sales teams at Versa Networks, Open Systems, OneAccess Networks, Edgewater Networks and Actiontec Electronics, leading companies through rapid revenue growth and leadership positions in their respective businesses - introducing Enterprise and SLED sales solutions, resulting in significant revenue growth
- Throughout my career, I have helped to introduce many new product and services into a variety of companies - bringing significant change to the processes and personnel at many organizations My ability to adapt and learn new technologies and concepts is exceptional, and I have consistently met the challenge of determining the best strategies and tactics to attack and introduce change
- I have significant experience in hiring, training, and motivating sales teams and enjoy working with the team to produce great results
Education
Bachelor of Arts - Business Administration
San Jose State University
San Jose, CA 09.1984 - 05.1988
Work Preference
Work Type
Full TimeLocation Preference
On-SiteRemoteHybridImportant To Me
Company CultureWork-life balanceHealthcare benefits401k matchStock Options / Equity / Profit SharingTimeline
Head of State/Local
Versa Networks
01.2022 - 06.2023
Vice President of SLED
Open Systems
03.2019 - 01.2022
Vice President of Enterprise Sales
Ekinops
09.2014 - 12.2018
SVP Global Sales
Edgewater Networks
10.2012 - 09.2014
President
Calypso Company, LLC
08.2011 - 10.2012
VP of Sales and Business Development
Edgeware
01.2009 - 07.2011
Senior Director of Sales
Motorola
05.2006 - 01.2009
Vice President of Sales
Americas, Netopia
05.2006 - 01.2009
Bachelor of Arts - Business Administration
San Jose State University
09.1984 - 05.1988