Gary Wood
Omaha,NE
Summary
I'm a senior level sales leader and evangelist with a 25-year track record as a top sales performer in technology solution sales to Enterprise and Public Sector clients. I specialize in the recruitment, development and inspiration of high-performing sales teams and have a passion for day-to-day sales coaching and deal strategy. I'm a relationship-builder and effective negotiator that knows how to build trust with executive level client decision-makers responsible for large capital budgets.
Overview
36
36
years of professional experience
1
1
Certification
Work History
Head of Global Sales - Private 5G
NTT DATA, Inc.
02.2023 - Current
- Responsible for building and managing a global overlay Private 5G sales team, and attaining global Private 5G revenue and profit targets across N. America, Europe, APAC, and LatAm regions.
- Duties include overall sales strategy, deal strategy, front-end and back-end bid approval, and setting deal profit margins.
- Role encompasses direct selling, proposal development, and frequent client presentations, as well as sales operations and quote-to-cash process optimization.
- Other responsibilities include contract negotiation, pipeline/forecast management, and regular interaction with both senior management and stakeholders from product management, partner management, solution engineering, and field sales organizations.
- Represent NTT DATA at industry events, in discussion panels and at executive forums.
Vice President, Sales - Private Wireless
Communication Technology Services, LLC
03.2021 - 11.2022
- Played a key role in setting up a new Private Wireless business unit as an augmentation to the company's established Distributed Antenna System (DAS) and structured cabling businesses
- Defined the strategy to leverage common core competencies between the Private Wireless and DAS businesses to accelerate Private Wireless growth
- Built and managed a Private Wireless sales overlay team, set overall sales strategy and sales targets, and managed pipeline/forecast process
- Led the effort to identify and secure major indirect sales channel relationships.
- Directly responsible for two of the company's initial major contract awards.
- Represented CTS on industry panels, trade organizations, and in webinar sessions.
Vice President, Intelligent Edge
Pivot Technology Services Corp.
11.2019 - 02.2021
- Responsible for the Pivot Intelligent Edge (Edge Computing) business segment, including Edge Connectivity, Edge Applications and Edge Networking solution offerings
- Focused on driving penetration of use cases such as CBRS-based Private LTE, 5G, IoT, Wireless HetNet, Contactless Payments, and Business Continuity.
- Owned and managed Pivot's relationship with Intel Corp, and worked extensively with the Intel Smart Edge team in driving the adoption of Private Wireless and other edge-based solution offerings.
- Trained Pivot's sellers across the U.S. and Canada on the emerging Private Wireless market opportunity and the company's Private Wireless solution offering.
Sales Lead, Greater U.S. - Communications & Media Solutions
Hewlett Packard Enterprise
04.2018 - 11.2019
- Lead U.S. region sales for the Communications Service Provider and Media & Entertainment sectors as part of HPE's Communications & Media Solutions software and services organization
- Areas of focus/competency included 4G & 5G Core Network, Service Orchestration, Assurance & Fulfillment (OSS), Mediation, Policy & Charging (BSS), Internet of Things (IoT) and Digital Video Services
- Additionally, focused on leveraging drivers like 5G and IoT to bridge Service Provider Network technologies into the mainstream Enterprise space
Sales Lead, Americas - Global Connectivity & IoT
Hewlett Packard Enterprise
11.2015 - 04.2018
- Responsible for Americas region sales and GTM strategy for the Enterprise and Public Sector customer segments for HPE's Universal IoT Platform (SaaS) business
- Developed a HetNet IoT reference architecture that incorporated HPE's Edgeline edge server and Aruba WiFi technologies along with the Universal IoT Platform
- Recruited technology partners to enable this reference architecture and participated in proof-of-concept projects with partners
Sales Lead, N. America - Wireless Core Network
Hewlett-Packard Company
11.2012 - 10.2015
- Sales leader for mobility management software solutions and supporting professional services into the service provider, cable MSO, network equipment provider, and public sector customer segments in North America.
- Markets segments covered included Wireless Core Network, Virtualized Evolved Packet Core (vEPC), Machine-to-Machine (M2M) & Internet of Things (IoT), Mobile Virtual Network Operator/Enabler (MVNO/MVNE) and E911/Commercial Location-Based Services
Sales Executive, Communications & Media Solutions
HP
07.2000 - 10.2012
- Led successful sales efforts resulting in implementation of new core network elements at two U.S
- Tier 1 wireless carriers, resulting in multi-year revenue streams and incremental opportunities
- Played a lead role on HP's sales team at Top 5 global wireless carrier account for nearly ten years, ultimately gaining a commitment from the customer to consolidate all Home Location Register (HLR) and Position Determination Entity (PDE) business with HP, while growing the HP-supported subscriber base to over 72 million
- Led the sales and contract negotiations efforts to secure several major contract awards during this span, including two separate network-wide hardware/software upgrades as well as two major contract extensions to maintain HP's sole supplier position
- Responsible for identifying/cultivating growth opportunities in emerging market segments, including development of new market segments and partner relationships
- Formally recognized as a top sales performer, receiving the company's highest award for sales performance (top four percent worldwide)
Director of Marketing, Wireless Core Network
Compaq Computer Corp.
07.1997 - 06.2000
- Managed Product Marketing, Product Management and Business Development staff for the Compaq Telecom software business unit
- Oversaw product strategy, pricing/licensing administration, sales support and marketing program development
- Responsible for revamping company's pricing structures and overall pricing strategy/methodology as chair of the unit's pricing committee
- Oversaw product roadmaps for the entire software portfolio and engaged customer executives in requirements definition and deal negotiation
- Worked directly with fields sales organization in the areas of sales forecasting, revenue assurance, sales proposal development, account strategy and executive level deal negotiation
Product Manager, Wireless Core Network
Tandem Computers
05.1995 - 06.1997
- Successfully led and managed the company's transition from custom application development boutique to a standardized product strategy and offering, including product definition, pricing, sales enablement and contract terms
- Responsible for all aspects of product planning and product feature definition
- Worked closely with customers and internal development stakeholder in the definition of new product enhancements and overall product roadmap
- Represented company at industry trade shows and on industry forums and panels
Manager, Business Development - Voice Services
First Data Corporation
02.1991 - 04.1995
- Responsible for conceptualizing, researching and executing strategies in the areas of base business growth, new product development, market development and acquisitions
- Performed broad scope of marketing and business development duties including development of strategic/tactical plans and forecasts, market research and analysis, pricing and profitability analysis and business case development
- Performed sales-related duties including customer presentations, proposal development and participation in contract negotiations
- Developed company's first strategies for addressing business opportunities outside its singular existing customer contract, resulting in new businesses and revenue streams
- Worked closely with senior management on key projects and initiatives, including acquisition due diligence, competitive research, distribution strategies and strategic plan development
Product Manager
ValCom Incorporated
10.1988 - 12.1990
- Responsible for all sales and marketing for one of company's three computer product lines
- Managed manufacturer's cooperative marketing budget and directed buying and inventory management activities for over 200 hardware SKUs
- Responsible for all marketing activities for product line, including cooperative advertising programs, national dealer promotions, new product launches and product training
- Provided marketing support to dealer network of over 150 corporate-owned and franchise locations nationwide and was active in closing numerous sales to Fortune 1000 companies
- Maintained only perfect record in achievement of quarterly sales objectives among company's four major PC product lines
Education
BS - Bus Admin, Marketing, Marketing Research, MIS
University of Nebraska at Omaha
Skills
- Executive Leadership
- Sales Management
- Sales Operations
- Contract Negotiation
- Talent Acquisition
- Planning, Budgeting and Forecasting
- Public Speaking
Websites
Certification
- Blockchain Basics
- Blockchain: Beyond the Basics
- GDPR for Marketers
Personal Information
Title: Head of Global Sales - Private 5G
Timeline
Head of Global Sales - Private 5G
NTT DATA, Inc.
02.2023 - Current
Vice President, Sales - Private Wireless
Communication Technology Services, LLC
03.2021 - 11.2022
Vice President, Intelligent Edge
Pivot Technology Services Corp.
11.2019 - 02.2021
Sales Lead, Greater U.S. - Communications & Media Solutions
Hewlett Packard Enterprise
04.2018 - 11.2019
Sales Lead, Americas - Global Connectivity & IoT
Hewlett Packard Enterprise
11.2015 - 04.2018
Sales Lead, N. America - Wireless Core Network
Hewlett-Packard Company
11.2012 - 10.2015
Sales Executive, Communications & Media Solutions
HP
07.2000 - 10.2012
Director of Marketing, Wireless Core Network
Compaq Computer Corp.
07.1997 - 06.2000
Product Manager, Wireless Core Network
Tandem Computers
05.1995 - 06.1997
Manager, Business Development - Voice Services
First Data Corporation
02.1991 - 04.1995
Product Manager
ValCom Incorporated
10.1988 - 12.1990
BS - Bus Admin, Marketing, Marketing Research, MIS
University of Nebraska at Omaha
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