JOHN DELELLIS
Katy,Texas
Summary
- Eighteen years of field sales experience selling enterprise software solutions
- Sixteen years of multi-million dollar quota attainment
- Excellent proficiencies in prospecting, lead generation and client management skills
- Experience in managing multiple channel relationships to achieve strategic account wins with various OEM partners, Systems Integrators, and VAR’s
- Proven track record of consistent above quota sales achievement
- Effective presentation skills to 'C' level executives
- Ability to effectively manage and lead multiple full life cycle, complex sales campaigns
- Training includes MEDDPIC, Challenger, Solution Selling, Pinnacle Sales Methodology, Karrass Negotiation and Value Selling
Overview
22
22
years of professional experience
Work History
Regional Sales Manager
HPE
Houston , TX
11.2023 - Current
- Led an extended team to sell SASE solutions to global, major, and enterprise accounts across the greater Houston area.
- Led pipeline/opportunity creation through multichannel sales campaigns that include direct outbound ICP prospecting, channel partners, OEM partners and marketing events.
Large Enterprise Account Executive
Arctic Wolf
Houston, TX
02.2022 - 11.2023
- Led sales and marketing efforts for the Arctic Wolf MDR service offering for Large Enterprise prospects of 2500+ employee count across Greater Houston and Louisiana
- Outbound prospecting activities focused on 100% Greenfield accounts with emphasis on Arctic Wolf ICP. Efforts included direct outbound campaigns, channel partners, VARs, and marketing.
- 3 consecutive quarters of quota attainment with ~$1.6m in net new revenue.
- FY 2023: 125% Quota Achievement
- Key wins include: Baton Rouge General, Willis Knighton and Lake Charles Memorial.
Regional Sales Manager
Okta
Houston, TX
01.2021 - 02.2022
- Lead extended team covering the greater Houston area for large enterprise accounts with revenue of $2B or greater
- Engage with net new prospects, existing customers and partner ecosystem to align Okta value framework (MEDDPIC) to prospect/client initiatives.
- FY 2021: 85% Quota Achievement
- Key wins include: Tailored Brands, APTIM
Client Executive
Zerto
Boston, Houston, Massachusetts, Texas
03.2019 - 01.2021
- Led extended team covering the greater Houston area for target accounts ranging from $100M upwards and all large SLED accounts.
- Engage with net new prospects, existing customers and partner ecosystem to align Zerto value framework (MEDDPIC) to prospect/client initiatives.
- Key wins include: Shell, McDermott, Targa Resources, Parsley Energy, Enterprise Products and Tailored Brands.
- FY 2020: 105% of quota
- FY 2019: 89% of quota
Strategic Client Executive
Box
Redwood City, Houston, California, Texas
03.2016 - 02.2019
- Responsible for new client acquisition, client management and expansion of 9 strategic accounts across multiple verticals.
- Manage all aspects of sales campaigns from prospecting to contract execution and delivery.
- Key wins include: U.S.A.A., TechnipFMC, Schlumberger and Chevron.
- FY 2016 - 229% of quota.
- FY 2017 - 101% of quota.
Client Executive
VMware
Palo Alto, Houston, California, Texas
03.2015 - 03.2016
- Develop and execute sales strategy to penetrate and expand VMware footprint in select accounts based in Houston area.
- Lead and manage team consisting of inside sales reps, systems engineers, consultants and multiple product specialists to identity, develop and win large revenue opportunities within our account base.
- Establish and maintain CXO, VP and Director level relationships in account base to align VMware solutions and vision to customer strategic objectives.
- Key wins include: Cameron International, Direct Energy.
- FY 2015 - 97% of quota.
Client Account Executive
ServiceNow
Santa Clara, Houston, California, Texas
03.2013 - 03.2015
- Responsible for new client acquisition and client management and expansion of ~ 35 enterprise accounts in Houston Area across multiple verticals.
- Manage all aspects of sales campaigns from prospecting to contract execution and delivery.
- Key wins include: Occidental Petroleum, Cameron International, Direct Energy, Academy Sports and Outdoors, Noble Drilling, Men’s Wearhouse and Stewart Title.
- FY 2013 - 152% of quota.
- FY 2014 - 101% of quota.
Strategic Account Manager
VMware
Palo Alto, Houston, California, Texas
05.2007 - 03.2013
- Develop and execute sales strategy to penetrate and expand VMware footprint in select strategic/global accounts based in Houston area.
- Lead and manage extended team consisting of inside sales reps, systems engineers, consultants and multiple product specialists to identity, develop and win large revenue opportunities within our account base.
- Establish and maintain CXO, VP and Director level relationships in account base to align VMware solutions and vision to customer strategic objectives.
- Key wins include: Halliburton, Baker Hughes, Marathon Oil, KBR, Mustang Engineering, Lyondellbasell, Waste Management, McDermott International, Occidental Petroleum and Stewart Title.
- FY 2007 - 109% of quota.
- FY 2008 - 101% of quota.
- FY 2009 - 126% of quota.
- FY 2010 - 122% of quota.
- FY 2011 - 147% of quota.
- FY 2012 - 91% of quota
Territory Sales Manager
Telelogic – Malmo
, Sweden
06.2005 - 05.2007
- Developed and executed sales strategy to penetrate the largest commercial accounts in Texas, Louisiana and Mississippi.
- Led a team of 4 product specialists, inside sales associates and application engineers to identify and win strategic opportunities within our key account base.
- Key wins include: U.S.A.A., KBR, BMC, British Petroleum and Freescale Semiconductor.
- FY2005 - 94% of quota.
- FY2006 - 131% of quota.
Senior Client Executive
Bindview Corporation
Houston, Texas
05.2003 - 05.2005
- Developed and executed sales strategy to manage and penetrate the largest commercial accounts within Houston and surrounding areas.
- FY2002 - 109% of quota
- FY2003 - 122% of quota.
- FY2004 - 106% of quota.
- Newcomer of the Year 2002.
Education
Bachelor of Arts - Communications
Southeast Oklahoma State University
1996
Skills
- MEDDPIC
- Challenger
- Outcome based selling
- Customer focused
- Partner focused
- Accurate forecasting
- Targeted persona prospecting
- Market and competitive analysis
- New account development
- Upselling and cross selling
Contact
Katy, Texas 77494
Timeline
Regional Sales Manager
HPE
11.2023 - Current
Large Enterprise Account Executive
Arctic Wolf
02.2022 - 11.2023
Regional Sales Manager
Okta
01.2021 - 02.2022
Client Executive
Zerto
03.2019 - 01.2021
Strategic Client Executive
Box
03.2016 - 02.2019
Client Executive
VMware
03.2015 - 03.2016
Client Account Executive
ServiceNow
03.2013 - 03.2015
Strategic Account Manager
VMware
05.2007 - 03.2013
Territory Sales Manager
Telelogic – Malmo
06.2005 - 05.2007
Senior Client Executive
Bindview Corporation
05.2003 - 05.2005
Bachelor of Arts - Communications
Southeast Oklahoma State University
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