ERIC RAKOTZ
Phoenix,AZ
Summary
Experienced Sales Director/Sales Leader with 20+ years' of experience consistently exceeding revenue targets. Savvy negotiator and leader adept at growing revenue, building exceptional teams and improving customer experiences. Recognized for effective leadership across high-performing teams, new business acquisition and contract expansion and growth. Extensive experience in identifying and solving business challenges resulting in positive business focused outcomes.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Sales Director Cyber Security
WiPro
11.2022 - 11.2023
- Acute focus on demand generation of Cyber Security Services and Cloud Services in the Global High-Tech Vertical
- My primary focus is a consultative approach to selling Managed Services, Consulting Services, Professional Services, Staff Augmentation and product resale to a list of 30 select Clients of which half were existing Clients and the other half where white space accounts.
Area Sales Director
NTT LTD. / NTT AMERICA
07.2020 - 03.2022
- Acute focus on team enablement & coaching to drive Managed Services sales and improve Seller skills/performance
- Focused on the following industries, Financial, Power/Energy/Mining, Health Care, Entertainment and High-Tech
- Driving sales revenue with Digital Transformation, Cloud Migration, Hybrid Cloud, Data Center Hosting, Co-Lo Services, Security and Network Services and Operations within our Named Client list.
Senior Field Sales Director
SECURITY SCORECARD
10.2019 - 04.2020
- Performing demand generation and account management duties for AZ, NM, NV, UT & CO for Enterprise accounts over $1B in revenue
- Focus is new logos and helping clients build their Vendor Risk Management Program through our Scoring and Vendor Risk Management Platforms.
Senior Client Director
BOOZ ALLEN HAMILTON
10.2018 - 10.2019
- My focus was demand generation for our Managed Detect and Respond Services Portfolio in the Southwest and Central Regions which had zero customers
- Focused on Fortune 500 accounts in all verticals with an emphasis on Financials, Power/Energy, Aeronautics, Health Care and High-Tech industries.
Enterprise Sales Manager
CYLANCE, INC.
08.2016 - 10.2018
- Performed demand generation and account management duties for all of AZ for both Enterprise and SLED accounts
- Focus is new logos and converting legacy AV Vendor business to Cylance.
Major Account Manager
PALO ALTO NETWORKS
10.2014 - 08.2016
- Performed demand generation, closing business and account management duties for 20 Named Accounts in AZ and NV
- Fourteen accounts were new logos
- I created and closed 172% of quota in my 2nd year in the territory leveraging my demand generation and account penetration skills.
Global Account Manager
VCE, COMPANY INC.
01.2010 - 09.2014
- Performed Territory/GAM/Revenue generation in the Cloud/Hyper-Scaler/Hybrid Cloud space for Enterprise Accounts in Arizona
- Carried and exceeded the highest quota in the company 3 years in a row
- I was the highest revenue producing Salesperson at VCE since incorporation
- Promoted to a GAM role and acted as a Player-Coach for my GAM accounts in 2012
- Was the Senior Mentor/Player-Coach in the West for a team of 34 supporting roles.
Education
B.B.A., Marketing -
DETROIT COLLEGE/DAVENPORT UNIVERSITY
Undergraduate Curriculum - undefined
CENTRAL MICHIGAN UNIVERSITY
Skills
- Consistent Top Producer
- Business Development Expertise
- Sales Leadership Expertise
- Extensive Executive Relationships
- Multi-Million Dollar Deal Expertise
- AI - AI Data Cloud - Cloud Migration - Cloud Security - Cloud Data - Digital Transformation Expertise
- Sales Strategy Expertise
- SaaS Sales
- Managed Services - Professional Services - Consulting Services Expertise
- Business Outcome Strategist
- Contract Negotiations
- Business Analytics
- Strategic Alliances/Partnerships
- Marketing
- Dedicated Team Player
Certification
- Certified Managed Services/Professional/Consulting Services Sales Leader and Sales Executive
- Certified Next Generation End Point with Artificial Intelligence and Machine Learning Security Sales Professional
- Certified Next Generation Firewall Sales Professional
- Certified Cloud/Hybrid Cloud, Converged Infrastructure and Data Center Sales Professional
- Certified Cloud Computing Sales Professional
- ITIL Foundation certified
- ACTRA & ISSA member
Accomplishments
- Successfully managed a team of 10 Sellers in the Southwest covering So-Cal, AZ, CO, NV, UT
- Extensive Executive relationships with fortune 500 companies
- Extensive Executive relationships in the Cloud Services Provider and Cyber Security Eco Systems
- Helped team in growing our services business 80% YoY in 2021 and projected 110% YoY growth in FY22
- As a Sales Leader/Seller, closed in excess of $600M in products and services within the last 12 years
- Built, managed and closed a Digital Transformation/Cloud Migration managed services campaign in excess of $450M at NTT
- Cloud centric focus since 2010 including business drivers/strategies, migration, rationalization, security/compliance, operational efficiencies/cost savings, integration and performance/optimization
- Consistent producer of contract upsell and cross sell opportunities
- Closed 45 cloud focused deals in excess of $1M each over the last 8 years, largest to date of $450M
- 110% quota achiever at NTT as a Sales Director (Leader)
- Top 5% quota achiever at Cylance in 1st year
- 172% of quota at Palo Alto Networks in FY2015 and Century Club Winner
- Closed a $27M hybrid cloud transaction at VCE
- Ranked #1 in total revenue attainment at VCE over 3 years
- Consistent Platinum Club Member at VCE
- Ranked #1 in the West in 2005-2006 at VMware and 10th in sales nationwide averaged 130% of quota 3 years in a row
- Maintained key CIO/Executive relationships at Fortune 500 and Mid-Market Clients in the Southwest
Timeline
Sales Director Cyber Security
WiPro
11.2022 - 11.2023
Area Sales Director
NTT LTD. / NTT AMERICA
07.2020 - 03.2022
Senior Field Sales Director
SECURITY SCORECARD
10.2019 - 04.2020
Senior Client Director
BOOZ ALLEN HAMILTON
10.2018 - 10.2019
Enterprise Sales Manager
CYLANCE, INC.
08.2016 - 10.2018
Major Account Manager
PALO ALTO NETWORKS
10.2014 - 08.2016
Global Account Manager
VCE, COMPANY INC.
01.2010 - 09.2014
B.B.A., Marketing -
DETROIT COLLEGE/DAVENPORT UNIVERSITY
Undergraduate Curriculum - undefined
CENTRAL MICHIGAN UNIVERSITY
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