Summary
Overview
Work History
Education
Skills
References
Accomplishments
References
Timeline
Generic

James Clark

Coeur d'Alene,ID

Summary

I am a confident sales leader with a bias for action that is motivated by a passion for sales and delivering on my commitments. My past performance has been exceptional due to my willingness to always learn, my ability to make people feel valued and heard while still greatly motivating them in a highly demanding environment.

I do not hop from job to job I spent twenty years at Nortel/Avaya. I believe in long term commitments to the company and my team.

I am competitively driven with a high degree of urgency in everything that I do. I understand how to coach and drive a sales team to build successful business outcomes for customers and partners putting the student and citizen experience first.

I lead by example always showing respect for others but also with a high expectation of accountability. I am a proven sales leader that can step into this role day one and do this job effectively. I know the SLED marketplace and partner ecosystem.

I have a firm understanding and can effectively drive the sales teams to win new logos while growing deeper and wider in the existing base. I know how to get things done and have battled my entire career to win deals in the most competitive of environments.

I am excited to lead a group of extraordinary salespeople for your organization and I am confident that I am the best fit for this position.

Overview

30
30
years of professional experience

Work History

Director of Sales

Extreme Networks
Coeur D Alene, ID
10.2020 - Current
  • Built a sales team from six AE's to fourteen AE's in three years going from $50M to a goal of $100M for FY2024 and a quota of $81M. I know how to build a highly successful team and a region.
  • Two of the past three years top team in SLED and 2021 top team in the americas
  • Team of 14 AE's last year all were over quota. A first for Extreme
  • Identified, developed and maintained relationships with key customers and partners
  • Grew E-Rate 34% last year YoY
  • More than doubled Higher Ed funnel YoY past 2 years
  • Working to close largest deal in Extreme Networks history
  • Built out an entire organization around the Circle of SLED
  • Lifelong coach and student.
  • Excellent knowledge of SLED market, technology, relationship building and delivering customer outcomes. I know how to build a highly successful team and a region.
  • Weekly activities with team to help them continue to grow
  • Foster a team that is confident, delivers but is humble and shows our customers, partners and internally that we are also grateful of others.
  • Hardest working sales director you will find. I know how to build a highly successful team and a region.

Director of Channel Sales-SLED

Avaya Federal Solutions
Fairfax, USA
10.2017 - Current
  • One of the first three people hired to build the new SLED organization for Avaya as they spun it out of commerical
  • Responsible for and exceeded my $100M Quota
  • Successfully leading all CAMs associated across the entire United States for all SLED Channel opportunities
  • Build and manage successful sales campaigns around cloud-based solutions
  • Developed successful sales strategies with the SLED sales account teams on hunting and expanding activities aligning them with partners to help maximize their effectiveness.

Director of Army Programs and Army Pacific Federal DoD

Avaya Federal Solutions
Fairfax, USA
09.2015 - 09.2017
  • Drove revenue in new accounts and expanded revenue opportunities in existing accounts
  • Managed the Army Account team globally creating a funnel of over $80M in opportunities resulting in exceeding quota year over year
  • Successfully achieved growth goals within the accounts
  • Built relationships with top leadership in the Army globally
  • Bringing Avaya's CEO into meetings at the Pentagon and Ft. Huachuca with top IT Generals in the Army.

Named Account Manager Federal DoD

Avaya Federal Solutions (Formerly Nortel Networks)
Fairfax, USA
09.2009 - 09.2015
  • Won several large accounts bringing in over $15M in revenue an account that today still is producing several million each in annual revenue
  • Successfully went after new business by hunting for new accounts and searching for new opportunities within existing accounts
  • Lead a support team of sales engineers, proposal managers, inside sales reps, post-sales support teams.

Named Account Manager Federal DoD

Nortel Networks
Fairfax, USA
09.2005 - 09.2009
  • Successfully managed and grew the civilian and federal market for the entire western United States
  • Hunted new accounts across the West
  • Grew the existing account revenue by selling the end-to-end solutions.

Senior Account Executive Emerging Service Provider Solutions

Nortel Networks
San Ramon, USA
09.2000 - 09.2005
  • Actively found new opportunities in the emerging service provider market space selling solutions to 'Dot Com' startup companies
  • Successfully won new Business accounts totaling over $30M in business
  • Aggressively sought out, qualified and developed new business opportunities in all areas including but not limited to CLEC's, ISPs, PUDs, Service Providers and Data Storage Providers.

Regional Manager SLED/Enterprise

Cisco Systems
Spokane, USA
06.1997 - 09.2000
  • Built a regional practice around SLED utilizing Cisco's Network Academies program in K-12 and Higher education.
  • Aggressively recruited business partners and managed those partners to support them in their success which ultimately lead to the success of the office and our total market domination in the region.
  • Successfully started and grew the Inland Northwest Office from 2 people with an annual revenue of $5 million to a successful operation with over $30 million in annual sales and a team sales and support team with over 20 people focusing on SLED and commercial accounts.

Named Account Manager Commercial-SLED/FED/Enter

Cabletron Systems
San Jose, USA
04.1994 - 06.1997
  • Successfully sold into the highly competitive Fortune 500 accounts in the Silicon Valley during the peak of the data and telecom growth burst
  • Won and managed some of Cabletron's largest SLED accounts such as the City of Oakland and The City of San Jose
  • Managed an account support team of inside sales reps, lead generation, sales engineers and channel account managers.

Education

Some College (No Degree) - Business

Fullerton College
Fullerton, CA

Skills

  • Sense of Urgency
  • Revenue Generation
  • Building Highly Successful Sales Teams
  • Channel Development
  • Client Relationship Management
  • Sales Team Training
  • Sales Strategy Development
  • Sales Leadership and Training
  • Pipeline Development
  • New Business Development
  • Marketing Strategy Development
  • Relationship Building
  • Coaching
  • Forecast Management
  • Partner Relations

References

  • Craig Haskins, Avaya Director of Business Value Analysis 707-797-0113
  • John Loveless -Director of Sales-ServiceNow 301-639-5873
  • Chuck Saffell, Navy Rear Admiral (Ret.) Nortel Gov CEO (Ret) 540-539-1446

Accomplishments

  • Presidents Club Multiple Years

References

References available upon request.

Timeline

Director of Sales

Extreme Networks
10.2020 - Current

Director of Channel Sales-SLED

Avaya Federal Solutions
10.2017 - Current

Director of Army Programs and Army Pacific Federal DoD

Avaya Federal Solutions
09.2015 - 09.2017

Named Account Manager Federal DoD

Avaya Federal Solutions (Formerly Nortel Networks)
09.2009 - 09.2015

Named Account Manager Federal DoD

Nortel Networks
09.2005 - 09.2009

Senior Account Executive Emerging Service Provider Solutions

Nortel Networks
09.2000 - 09.2005

Regional Manager SLED/Enterprise

Cisco Systems
06.1997 - 09.2000

Named Account Manager Commercial-SLED/FED/Enter

Cabletron Systems
04.1994 - 06.1997

Some College (No Degree) - Business

Fullerton College

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