JD Dorrian
Healdsburg,CA
Summary
Accomplished in strategic account planning and development, I led the Cisco team to exceed sales goals by 270% in the last fiscal year. Adept at complex negotiations and a strong communicator, my broad experience spans leadership and contributor roles, driving significant growth in enterprise accounts through innovative technology solutions. Focused Enterprise Account Executive with expertise nurturing client relationships and negotiating sales contracts. Offering outstanding persuasion and presentation skills. Customer-oriented with more than 10 years of managing lucrative accounts.
Overview
21
21
years of professional experience
Work History
Global Enterprise Account Manager
Cisco
07.2020 - 07.2024
- Grew product and services sales and Cisco's overall position within Meta averaging over $135 million in annual sales over 4 years and 265% of total goal in the last fiscal year.
- Developed and lead account strategies and initiative with a cross functional team of specialist and strategic partners to maximize opportunity and impact for the customer.
- Lead development of new opportunities within Meta to enter new business and IT models including: Enterprise software and services agreements, Hardware as a Service strategy, Architecture development and collaborative cross architecture selling. Each required business, technical, and financial modeling unique to the customer.
- Penetrated new, competitively held categories within strategic initiative categories - enterprise data center, security, mobility, and enterprise networking portfolios.
- Successfully negotiated multi-year contracts, resulting in long-term business commitments and increased profitability.
- Provided timely updates on account activities, enabling the management team to make informed decisions in driving business growth.
- Mentored junior Account Managers, sharing best practices and insights to enhance overall team performance.
- Increased revenue growth by identifying new opportunities within Meta and developed strategic partnerships.
- Collaborated with cross-functional teams to develop customized solutions for clients, ensuring seamless integration of products and services.
- Facilitated regular meetings with clients to review progress, address concerns, and discuss future opportunities.
- Developed a deep understanding of client needs, enabling the creation of tailored solutions that delivered value and met business objectives.
- Developed comprehensive account plans outlining short-and long-term goals as well as action steps required for success.
Strategic Sales Specialist
Cisco
07.2016 - 07.2020
- Lead the US service provider web region focused on product and services sales to the top 5 SP Hyperscalers and top 15 SP Enterprise accounts within the west coast.
- Developed and lead a team of Account Managers, Account Executives and Specialists to grow the base and penetrate new opportunity areas which lead to over $300 million in product and service sales and 145% of total goal in FY2019.
- Responsible for overall enterprise territory management, employee development and recruiting, customer engagement and success by leveraging support from a broad range of resources within Cisco and our strategic partners.
- Earned recognition as a top performer consistently exceeding targets throughout my tenure as a specialist in the field.
- Listened and responded to customer requests and forwarded necessary information to senior leadership and business units.
- Built and managed relationships with key clients and partners to drive growth.
- Interpreted clients' needs and introduced services to fit specific requirements.
- Increased sales revenue with targeted marketing campaigns and strategic product positioning.
- Conducted regular reviews of operations and identified areas for improvement.
- Cultivated positive relationships with vendors to deliver timely and cost-effective supply of services and materials.
- Evaluated customer needs and feedback to drive product and service improvements.
- Organized large-scale events, ensuring seamless execution of logistics, registration, catering, and venue management.
Strategic Sales Engineer
Cisco
01.2013 - 07.2016
- Developed relationships and sustained sales growth with customers across multiple verticals within the Global Service Provider region in the US (SP, web, gaming, media, sports)
- Penetrated new opportunity areas with emerging technologies that grew sales, business impact, and Cisco's image within key strategic accounts.
- Exceeded goal 4 of 4 years and above stretch objective 2 years (165% in FY15, 147% in FY16)
- Awarded FY15 Cisco sales champion for GSP Americas
- Evaluated client needs and expectations, establishing clear goals for each consulting engagement.
- Managed client relationships through regular check-ins and updates on project progress.
- Enhanced communication among team members, fostering a collaborative and supportive work environment.
- Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions.
- Improved client satisfaction by effectively managing multiple projects and consistently meeting deadlines.
- Provided ongoing support to clients post-implementation, ensuring long-term success of implemented solutions.
- Facilitated workshops with stakeholder groups to gain consensus on priorities and approaches for tackling identified issues or opportunities.
- Collaborated with cross-functional teams to successfully deliver comprehensive solutions for clients.
- Developed innovative strategies for clients, resulting in increased revenue and business growth.
- Established trusted partnerships with key industry influencers, expanding the company''s network of resources and contacts.
- Assisted clients in navigating complex industry challenges, offering expert guidance and strategic recommendations.
- Cultivated positive relationships with vendors to deliver timely and cost-effective supply of services and materials.
- Suggested ideas for product evolution and new product variants.
- Provided technical troubleshooting and problem solving for clients with installed equipment or system issues.
- Submitted booking forecasts, monthly highlights and CRM entries.
- Delivered technical sales presentations to prospects and presented benefits and value of products.
- Managed a diverse portfolio of clients across various industries to ensure maximum exposure of company offerings in the market.
- Enhanced company visibility by delivering engaging presentations at trade shows, conferences, and other networking events.
- Achieved consistent year-over-year growth in territory sales by proactively identifying new opportunities and strategically expanding business relationships within existing accounts.
Consultant Systems Engineer
Cisco
03.2004 - 01.2013
Consultant Systems Engineer
IBM
03.2003 - 03.2004
Education
Bachelor of Science - Digital Communications And Multimedia
Glasgow Caledonian University
Glasgow, ScotlandSkills
- Strategic account planning and development
- Proven sales track record - premium products and services
- Strong communicator
- Complex negotiations
- Mapping business challenges to unique technology solutions
- Analytical problem solver
- Collaborative
- Broad range of business and sales experience - contributor and leader
- Client Relationship Management
- Sales Strategies
- Key Account Management
Interests
Soccer, competitive road cyclist, travelling and exploring foreign cultures, multiple sclerosis society fundraiser
Timeline
Global Enterprise Account Manager
Cisco
07.2020 - 07.2024
Strategic Sales Specialist
Cisco
07.2016 - 07.2020
Strategic Sales Engineer
Cisco
01.2013 - 07.2016
Consultant Systems Engineer
Cisco
03.2004 - 01.2013
Consultant Systems Engineer
IBM
03.2003 - 03.2004
Bachelor of Science - Digital Communications And Multimedia
Glasgow Caledonian University