David Ghaowi

• National team of experts focused on power, cooling and data center infrastructure management.
• Frontline Power and Cooling subject matter expert for our local and global sales teams in Region. Including: face to face, remote and onsite interactions.
• Drive opportunities by supporting sales efforts with presentations and live product demonstrations.
• Developed solution offerings for clients by working collaboratively with local sales teams to understand customers challenges, define requirements and position a full stack bill of material to resolve business issues.
• Deliver sales presentations utilizing support material from a variety of vendors and manufactures.
• Own and manage opportunity pipeline in excess of $80M in my territory.
• Worked with key manufacturing partners to develop new business, while also retaining existing business and customers.
• Effectively communicate complex solutions and strategies to our client base while managing the sales cycle.

• Managed 15 Data Center Engineers providing Data Center application based solutions to internal and external customers requiring assistance for Power, Cooling and Connectivity challenges.
• Worked with Engineering Design and Product Management to support segment growth, improve product design and provide industry trends and analysis from voice of customer.
• Reorganized the department to provide more streamlined support for our channel partners, resulting a higher service level, increased pipeline and growth quarter over quarter.
• Oversee and act on high-level customer issues to ensure effective long-term problem resolution.
• Monitor team KPI's to identify areas of improvement for coaching a development.
• Lead various technical based training for our internal sales teams as well as our partner network.
• Set performance standards to meet the organizational goals.

.

• Provided technical design assistance to internal and external customers considering solutions for Power, Racks, Cooling and Connectivity.
• Strategic follow up on open opportunity pursuits to ensure the selection of Tripp Lite based solution offerings.
• Performed numerous on-site application assessments and design reviews for potential clients.
• Lead discovery calls to profile, qualify and design end to end solutions.
• Supported high leverage opportunity pursuits by demonstrating proof of concepts and applications at our Customer Engagement Center.
• Created technical training materials and performed technical-based trainings to increase attendees knowledge of Tripp Lite's product portfolio, resources and innovations.
• Attended trade shows and seminars to promote products and learn about industry developments.
• Reviewed all customer inquiries to understand project scope while managing internal disciplines to compliantly respond.
• Recommended changes, improvements or deletions in products according to customer feedback.
• Contributes to sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action.
• Submitted monthly reports, including booking forecasts, monthly highlights and CRM entries.

• Executed optimal sales strategies to achieve commercial goals for Midwest market.
• Worked with advertising teams to create, deploy and optimize marketing initiatives for Manufacturing customers.
• Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
• Researched and identified opportunities for account growth, account penetration and market expansion.
• Kept meticulous client notes in Oracle customer relationship management application.
• Collaborated with peers in other company departments including marketing and engineering.
• Participated and actively engaged in strategy meetings with other shareholders.
• Identified and analyzed key competitors and related products.
• Developed and delivered engaging and polished presentations to highlight products and draw favorable competitor comparisons.

• Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
• Increased market penetration by growing brand awareness.
• Brought lapsed accounts back to active status and providing additional revenue.
• Boosted sales by 33% and market share by 15% during my tenure by using cross-selling techniques.
• Created and implemented effective marketing programs and sales trainings that resulted in consistent growth for my account base.
• Consistently exceeded quarterly revenue goals.
• Managed two remote sales support representatives at customer sites in the US and Canada.

• Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
• Increased sales by 122% with execution of full sales cycle processing from initial lead processing through conversion and closing.
• Managed book of business worth $8M across 30 accounts.
• Addressed problems in proactive and knowledgeable manner to maintain and enhance client satisfaction.
• Exceeded sales goals and market competitions through effective negotiation of product and material pricing, freight and delivery rates.
• Developed highly profitable pipeline based on multiple sales penetration techniques.

• Provided extensive support in sales, technical and business areas to key accounts.
• Enhanced online presence to take advantage of dynamic conditions and unique platform opportunities.
• Addressed problems in proactive and knowledgeable manner to maintain and enhance client satisfaction.
• Brought in new accounts through successful networking strategies and promotional approaches.
• Expanded customer base by identifying needs, developing solutions and delivering client-centered products.
• Maintained and organized customer database of over 150 clients nationwide.
• Resurrected and monetized dormant leads to build book of business and increase revenues.
• Developed deep knowledge of customer businesses and relationship to company objectives.