Gary Pontore

Led the successful adoption and execution of the NetApp Sales Play Solution around VMware, providing critical support and education to the field teams. Focused on highlighting relevant use cases, business value, and enabling field teams to implement a strong pursuit strategy. Over a 24-month period, these efforts directly contributed to $350M in incremental global growth.

• Education & Support: Developed resources and conducted training to ensure field teams understood VMware-related solutions, enabling them to effectively articulate value to customers.
• Strategic Enablement: Collaborated closely with sales and marketing teams to create tailored pursuit strategies that resonated with customer pain points and needs.
• Impact: The initiative led to a significant increase in adoption, driving $350M in incremental revenue growth for the company globally over two years.

As a key member of the leadership team managing the US Video and Cloud Sales Team at Avid Technologies, I led the strategic expansion of a diverse portfolio that included both named accounts and new business prospects across the United States. My team and I worked with high-profile clients, including major brands like Netflix, NFL Films, WWE, MLB Network, Rockstar Games, and the Indianapolis Motor Speedway, to drive growth and deepen relationships.

By leveraging a strategic approach to both our existing install base and new opportunities, I successfully increased annual revenue from $17M to $35M within 12 months. This growth was driven through a combination of targeted account management, business development, and tailored sales strategies that aligned with the unique needs of each client.

Key Accomplishments:

• Spearheaded the revenue growth of existing accounts, enhancing customer loyalty and increasing upsell opportunities.
• Drove new business acquisition, significantly expanding the customer base with top-tier media and entertainment brands.
• Led cross-functional teams to deliver tailored solutions, resulting in an accelerated sales cycle and increased client satisfaction.
• Managed a diverse team, ensuring alignment across departments and maintaining a focus on driving consistent, measurable results.

As a Solution Engineering Manager, I lead the development and innovation of industry-specific, customer-centric solutions for top-tier clients like Comcast, Disney, and AT&T. In partnership with the Global Sales Organization, I drove strategic initiatives, ensuring alignment between customer needs and internal business goals. I acted as a liaison, facilitating cross-functional collaboration to prioritize key projects and shape go-to-market strategies. Additionally, I worked closely with partners and alliances to share valuable industry insights, develop vertical-specific solutions, and drive thought leadership. My focus was on creating seamless processes that enhanced the customer experience and improved the ease of doing business with NetApp.