Dennis Panella
Scottsdale,AZ
Summary
A leadership position utilizing professional skills, experience and education to provide management in all phases of Pre-Sales, Post Sales engagements and Professional Services.
Overview
38
38
years of professional experience
Work History
Senior System Engineer Manager
Nutanix, Southwest Region
Phoenix , Arizona
11.2016 - Current
- Responsible for hiring and mentoring Pre-Sales Engineers
- Developed specific training programs for Pre-Sales Engineers
- Started Technical Advisory board in Arizona and Colorado
- Escalation point of contact for customer issues
- Conduct weekly 1x1 with Pre-Sale Engineers
- Created Southwest Region Team Culture
- 100% Success rate on Conditional POC's
Director Sales Engineers
Kaminario
Phoenix , Arizona
11.2015 - 11.2016
- Created Field Advisory Group
- Escalation point of contact for customer issues
- Created West Region Team Culture
- Investigated competitive landscape to maintain currency on market and anticipate negative business impacts.
- Developed specific training programs for Pre-Sales Engineers
- Developed West Region Share Point site
Director Sales
Dell, Via Compellent
Phoenix , AZ
10.2011 - 11.2015
- Achieved 186% of quota for 2011
- Presidents club award 2011
- Number 1 region in 2012, 2013 and 2014 within North America US Dell Channel Storage
- Received “Rock Star” Tell Dell Status 2013 and 2014
- Tell Dell 2015 Superstar status
- Responsible for hiring and mentoring new Storage Architects
- Developed specific training programs for Storage Architects both businesses selling and technical
- Developed standardized interview process for Storage Architect candidates
- Presented Dell data center portfolio to CIO, CEO and CFO levels
- Presented to large groups and performed speaking engagements at technical seminars on benefits of Dell solution
- Escalation point of contact for customer issues
- Developed strong relationships with Dell Channel Partners across West Region
- Responsible for Partner Technical Advisory team.
Vice President
Compellent Technologies
Phoenix , AZ
10.2007 - 01.2011
- Achieved and exceeded quota for 2008, 2009, 2010 in West Region.
- Attended Presidents Club 2008, 2009 and 2010 for Sales achievements
- Developed standardized interview process for Storage Architect candidates.
- Developed Regional Managers that reported to me.
- Designed all Storage Architects Job descriptions
- Developed training programs for all SA's in region
- Presented Compellent SAN solutions to CIO, CEO and CFO levels
- Developed relationships with Compellent Business Partners across West Region
- Escalation point of contact for customer issues/concerns
Senior System Engineer
Network Appliance
Phoenix , AZ
10.2006 - 01.2007
- Deliver ROI's on customer savings deploying NetApp Storage solution.
- Deliver Pre-Sales Technical Presentations to all audiences.
- Conduct Demos on NetApp products both Hardware and Software
- Effectively respond to RFP's
- Communicate value add of NetApp solution
- Become trusted advisor in assigned accounts.
National System Engineer Manager
Xiotech
- In charge of: of six regions Southwest, Northwest, South Central, Mid Central and, , Northeast and North Central
- Managed budget for all US based System Engineering
- Directed 45 Pre-Sales System Engineers and 4 System Architects
- Led 6 direct reports for each geographically dispersed region
- Implemented team concept between System Engineer and Account Executives
- Executed set of roles and responsibilities for System Engineers and Architects
- Act as mentor to all field Regional System Engineer Managers
- Develop cost analysis and deliver reports to executive management
National Professional Services Manager
Xiotech
Phoenix , AZ
03.2000 - 10.2006
- Created a Professional Services organization for Xiotech
- Delivered 1M dollars worth of additional revenue in the first 6 months of this new organization
- Achieved four successful TimeScale DR Implementations, and five SAN Assessments
- Provided On-Site resources for one of our largest customers which generated additional 200K worth of revenue
- Monitored Billable and non-billable hours
- Delivered utilization reports to executive management
- Trained field sales staff on selling services.
West Area System Engineer Manager
Xiotech
- Responsible for hiring and mentoring new System Engineers
- Developed Regional Managers
- Developed standard Statements of Work and Statement of Understanding
- Developed standard time reporting of SE's and status report formats
- Developed training programs for all SE's in region
- Conducted quarterly one on one with each SE and SE Manger in regions
- Presented to large groups and performed speaking engagements at technical seminars on benefits of Xiotech SAN solution
- Developed relationships with local and area technology partners such as Brocade, Computer Associates, Veritas, Microsoft, Novell, Nishan, and McData
- Developed relationships with Xiotech Solution partner across Western Area
- Established criteria for Regional and Area based reward and recognition program that was adopted corporate wide.
Service Delivery Manager
Sprint Paranet
Phoenix , Arizona
07.1994 - 03.2000
- Responsible for daily operations and management of $7 million Sprint business unit consisting of 35 full-time technical service consultants (TSC)
- Coordinating with Sales Account Executives to develop and implement strategic and tactical business plan as well as marketing strategy for existing accounts
- Monitoring and tracking all financial activity to include revenue, profit and resource utilization against established company quotas
- Proactively allocate resources necessary to stimulate business growth while constantly striving to exceed customer and company expectations
- Coordinate with business partners (Microsoft, Novell, Cisco, Citrix, and HP) to assist in development of business solutions
- Present enterprise business solutions enabled by technology to customer senior management staff (CEO/CIO/CFO)
- Mentor TSCs and provide guidance through direct/indirect feedback both individually and as group reinforced through quarterly and annual reviews
- Assist in planning employee career paths and growth capitalizing on internal as well as external training opportunities
Engagement Manager
Sprint Paranet
- Responsible for maintaining customer service and delivery tools
- Single point of contact for the customer
- Escalation point for all technical analysts
- Developed a Standard Service Delivery Process (SDP)
- Assisted our sales force in responding to RFP's and designing strategies to implement the plans once secured.
Project Manager (American Express)
Paranet (Prior To Sprint Acquisition)
- (AMEX) managing over 30 Y2K projects
- Conducted weekly meetings with VP's and Directors to assure we were achieving Y2K objectives
- Responsible for compliance to FDIC regulations of Y2K
- Facilitated meetings that involve global participation
- Responsible for creating standards that were used throughout AMEX and standards for Y2K remediation.
System Analyst
Paranet (Prior To Sprint Acquisition)
- Project Manager for, Netware, tree migration at AlliedSignal's Engines Division
- Involved identifying and meeting with key stakeholders, the identification of risk and alternative solutions, documentation, acquiring proper resources, coordination of external contractors, training, management of all project task and the communication of milestones to all stakeholders
- Key technical staff member involved in the design and development of all Network Server documentation required for the AlliedSignal Global Link project
- Team leader involved in installation, configuration and management of 34 Novell 3.12 and 4.1x Netware and 19 NT 3.51 servers.
Senior Engineer
Micro One
Phoenix , Arizona
03.1991 - 07.1994
- Responsible for Integration and Project Management of large scale open system deployment , specializing in the legal vertical marketplace
Master Engineer
Hughes - Calihan
Phoenix , Arizona
07.1986 - 07.1991
- Responsible for hardware and software maintenance and support of NBI systems at customer's site.
Education
Bachelor of Science - Business Communications
University of Phoenix
Tempe, AZ06.1990
Associate of Applied Science - Electronic Engineering
DeVry Institute Technology
Phoenix, AZ06.1988
Technical Degree - Electronic Engineering
DeVry Institute Technology
Phoenix, AZ1986
Skills
- Cloud services
- Hardware and software installation
- Customer proposals
- Business Continuity
- Switches and routers
- Enterprise Architecture
- Data Center Migration
- Data Storage Area Network Technologies
- Systems Analysis and Design
- Information security
- Impact Assessment
- Compliance Management
- IT Management
- Risk management
Timeline
Senior System Engineer Manager
Nutanix, Southwest Region
11.2016 - Current
Director Sales Engineers
Kaminario
11.2015 - 11.2016
Director Sales
Dell, Via Compellent
10.2011 - 11.2015
Vice President
Compellent Technologies
10.2007 - 01.2011
Senior System Engineer
Network Appliance
10.2006 - 01.2007
National Professional Services Manager
Xiotech
03.2000 - 10.2006
Service Delivery Manager
Sprint Paranet
07.1994 - 03.2000
Senior Engineer
Micro One
03.1991 - 07.1994
Master Engineer
Hughes - Calihan
07.1986 - 07.1991
National System Engineer Manager
Xiotech
West Area System Engineer Manager
Xiotech
Engagement Manager
Sprint Paranet
Project Manager (American Express)
Paranet (Prior To Sprint Acquisition)
System Analyst
Paranet (Prior To Sprint Acquisition)
Bachelor of Science - Business Communications
University of Phoenix
Associate of Applied Science - Electronic Engineering
DeVry Institute Technology
Technical Degree - Electronic Engineering
DeVry Institute Technology
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