Summary
Overview
Work History
Education
Skills
Certification
Accomplishments
Timeline
Generic
Doug Licata

Doug Licata

Summary

  • Accomplished and results-driven technology professional with extensive experience in account management, solution engineering, systems engineering, sales, and IT management.
  • Sales professional well-versed in account management and client relations. Proven ability to drive business growth and foster strong customer partnerships. Known for effective team collaboration and adaptive strategies to meet evolving market demands. Skilled in sales planning and client engagement.
  • Proven leader in planning, coordination, foresight, quality, improving operational productivity, and developing and implementing policy. Leads the implementation of sold solutions facilitating the relationship between the customer and professional services.
  • Experienced with managing client territories and driving sales growth. Utilizes strategic planning and relationship-building to expand market presence. Track record of effective sales negotiations and market analysis.
  • Exhibits strong interpersonal skills interacting with all stakeholders in a fast-paced and pressure-filled environment; proactive, resourceful, and efficient; maintaining high professionalism and confidentiality.
  • Strong technical background with measurable success in multiple operating systems, networking, servers, storage, SANs, NAS, SaaS, management and support.

Overview

21
21
years of professional experience
1
1
Certification

Work History

Territory Account Manager

Arcserve
02.2023 - 01.2025
  • Sold data management and data resilient solutions, including SaaS, to mid-market customers
  • Tracked sales performance metrics regularly, adjusting strategies as necessary to meet or exceed targets.
  • Developed and presented talks on available products and services that could meet current business needs.
  • Lead a team in territory of a partner account manager, a sales engineer, and a sales development manager to increase sales meeting quarterly goals
  • Develop selling opportunities within end-user organizations and develop new selling relationships within assigned end-user accounts
  • Utilizing a consultative approach, discuss business issues with prospects and develop a formal quote, a written sales proposal and or a formal sales presentation addressing their business needs
  • Build and strengthen the business relationship with current accounts and new prospects
  • Develop a trusted advisor relationship with key accounts, customer stakeholders and executive sponsors
  • Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations
  • Organized regular meetings with existing clients to address their needs and identify upselling opportunities.

Presales Engineer

Commvault
03.2022 - 12.2022
  • Conduct pre-sales engagement with current and prospective clients and generates complex sales opportunities by translating business requirements into technical solution requirements; coordinating technical expertise; sizing, scoping, defining delivery and deployment approach, timeline, and required resources; coordinating demonstrations and proof-of-concept, and supporting internal deal acceptance
  • Serve on an account team to formulate and produce territory plans, account strategies, and sales plans, including engaging specialist resources for accounts determined by the Sales and SE Manager
  • Analyzes technology trends and successfully builds strong relationships with partners and internal departments (sales, support, business units, product management, marketing, development) to ensure success during sales campaigns and that the customer experience is extremely positive
  • Engages customers to qualify and understand key technical, financial, operational, and business issues that can be addressed with Commvault products
  • Streamlined the pre-sales process for increased efficiency and accelerated deal closure rates.

Senior Solutions Consultant

Splash
01.2021 - 03.2022
  • Managed responses to RFIs / RFPs / Security Questionnaires in an accurate, timely, and comprehensive manner
  • Delivered pre-sales support for a SaaS-based event marketing platform and assisted in driving discovery, software demonstrations, process illustration, competitive differentiation, value positioning, and objection handling
  • Collaborated with account executives, client success managers, implementation specialists, product management, engineering, and marketing
  • Served as a Splash expert on all current and future software functionality and integrations, including CRM and Marketing Automation Platforms
  • Prepared and managed Splash software demonstrations for Splash prospects, organized use case examples, and created client-specific Splash pages and custom presentations within the software
  • Provided scoping support for enterprise deals, including creating event flows and line-itemized project plans in collaboration with Splash implementation and creative teams

Advanced Technology Executive

Zones
04.2020 - 01.2021
  • Drove revenues and margin growth for mid-market and large Enterprise accounts
  • Collaborated with Engineers, Solution Architects, and Software Licensing Sales Executives to develop deep, value-added technology solutions for customers
  • Sold IT solutions under four major categories: Datacenter Transformation, Workplace Modernization, Network Optimization, and Security Fortification
  • Built relationships within an assigned region and sold Zones Life Cycle Information technology solutions to clients
  • Increased profits and developed target accounts in partnership with inside account executives assigned to portfolios
  • Provided in-depth customer technology roadmaps and client account strategies and collaboratively worked with field account executives to uncover new sales opportunities
  • Established partnerships with OEM Field Sales Representatives and optimized joint selling opportunities

Senior Solutions Consultant

Virtana
01.2015 - 01.2020
  • Spearheaded and managed all technical activities through each stage of the sales process, including initial discovery and qualification through technical sign-off
  • Utilized a consultative approach to meet clients' needs and served as the subject matter expert to prospective clients
  • Worked through obstacles during the sales process, helping the customer understand how Virtual Instruments addresses their requirements and concerns
  • Built long-term business relationships and became a trusted adviser for customers across all lines of business
  • Assisted in producing RFPs and proposals to clients and delivered POCs and demonstrations to meet the scope and functionality to ensure that all success criteria were provided and product differentiators were included
  • Collaborated with product managers, software developers, analysts, business officers, and other groups, ensuring the successful execution of the sales strategy
  • Created and presented demos aligned to customer needs and led efforts with channel partners to educate and assist in driving sales

Senior Solutions Architect

Hewlett Packard
10.2013 - 12.2014
  • Completed discovery and documentation of the customer's environment enabling custom-architected solution design
  • Wrote technical proposals, analyses, and architectural design overviews in person or via virtual session

Principal Product Specialist

Symantec Corporation
01.2012 - 10.2013
  • Delivered pre-sales support for the NetBackup family of backup and deduplication appliances
  • Participated in customer-facing meetings to align strategies and determine business and technical requirements for developing solutions
  • Supported sales representatives during client meetings by providing expert knowledge on specific features or functionalities of the given product line.

Senior Solutions Engineer

Sepaton
01.2004 - 12.2011
  • Led pre-sales support for Virtual Tape Library and deduplication solutions and covered one account for 5+ years
  • Presented to diverse end-user audiences from C level to admin level and tailored the conversation to the level of the audience at trade shows and lunch and learn events
  • Presented complex technical concepts clearly during meetings with clients, building trust and establishing credibility as a subject matter expert.
  • Provided exceptional pre-sales support, contributing to increased sales revenue and an expanded client base.

Education

Graduated - Electronics

DeVry University
North Brunswick, NJ

Skills

  • Account Management B2B
  • Sales Expertise
  • SaaS Proficiency
  • Pipeline Generation
  • Business Development
  • Management
  • RFIs & RFPs
  • Sales presentations
  • Solution and Systems Engineering
  • Solid technical background

Certification

  • Symantec Certified Specialist NetBackup7
  • VMware vSphere Install, Configure, Manage
  • Deploying VMware
  • Veritas Certified Professional (NetBackup 5.x)
  • Microsoft Certified Systems Engineer (MCSE)
  • Certified Netware Engineer (CNE)
  • Storage Networking Certified Professional Level 2
  • SPIN Selling
  • Value Selling
  • MEDDPICC

Accomplishments

  • Assigned a territory with no partner relationships, identified, and established channel partners, and generated more activity, meetings, and opportunities resulting in securing multiple large deals.
  • Acquired Subject Matter Expertise on supported solutions leading to technical sign offs on many deals.
  • Supported multiple account managers, set expectations, and mentored them leading to more productive customer engagements.
  • Revitalized 15+ dead accounts given by 8 Account Managers, researched each account and reestablished accounts by adding value to help them evaluate technologies and how they would benefit from one solution over another.
  • Maintained a consistent relationship with existing customer base expanding install foot print.
  • Closed a million-dollar deal between account managers due to my relationships.
  • Awarded the Presidents Club in 2017, 2018, and 2019.
  • Delivered pre-sales support to the account teams and channel partners, focusing on companies portfolio of data protection products and driving revenues in the NY, NJ, and PA territories, attaining 121% of the goal.
  • Partnered with overlay account manager covering 15 sales teams and provided technical expertise to achieve 107%.
  • Achieved monumental marquee wins of $1M plus and consistently awarded sales team of the year due to unique 'outside of the box' approach to solution selling.

Timeline

Territory Account Manager

Arcserve
02.2023 - 01.2025

Presales Engineer

Commvault
03.2022 - 12.2022

Senior Solutions Consultant

Splash
01.2021 - 03.2022

Advanced Technology Executive

Zones
04.2020 - 01.2021

Senior Solutions Consultant

Virtana
01.2015 - 01.2020

Senior Solutions Architect

Hewlett Packard
10.2013 - 12.2014

Principal Product Specialist

Symantec Corporation
01.2012 - 10.2013

Senior Solutions Engineer

Sepaton
01.2004 - 12.2011

Graduated - Electronics

DeVry University

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Doug Licata