JOHN P. PRAET
Miami,FL
Summary
Enterprise sales leader with 18+ years driving global growth across storage, cloud, and data-center infrastructure. Expert in Block Storage, HCI/CI, Fibre Channel SAN, Replication, and Virtualization with deep experience selling into Global Strategic Outsourcers and GSIs across LATAM, EMEA, and APJ. Consistently outperforms quota by building relationships, shaping competitive strategy, and orchestrating complex “sell-with/sell-to/sell-out” motions that land multimillion-dollar wins in Energy, Telco, Federal, Healthcare, Banking/Financial, and Retail. Balances technical depth with disciplined forecasting, account planning, and partner alignment to deliver durable revenue and account expansion.
Overview
19
19
years of professional experience
Work History
Director of Global Sales
Apto Solutions
09.2025 - Current
Global Sales Specialist Contract
Trenton Systems
08.2024 - 03.2025
Global Account Manager, Strategic Outsourcers
Dell Technologies
06.2017 - 02.2023
- Delivered 130% of annual quota ($158M on $122M target) across DXC, ATOS, NTT, Amdocs, and I6 by shaping win strategies and aligning executive sponsors, SEs, and delivery teams.
- Led one global and three Americas accounts, driving whitespace expansion and renewals via multi-year roadmaps, joint scorecards, and quarterly business reviews (QBRs).
- Captured $60M+ in competitive takeouts by mapping rival stacks, quantifying TCO/ROI, and positioning Dell Block Storage, HCI, and CI for risk-reduced migrations.
- Stood up global solution enablement and training cadences with technical leaders to accelerate adoption and standardize messaging across regions.
- Increased regional market share by 18% through targeted expansion into under-penetrated verticals and data-driven segmentation of strategic accounts.
Storage Sales Consultant
Capgemini
08.2012 - 06.2017
- Hit 110% of quota ($68M vs $62M) selling Managed Services and Consulting for HA/DR, Virtualization, Security, and Cloud programs.
- Served as trusted advisor to client architects, shaping target architectures and migration waves aligned to ITIL controls and change windows.
- Guided transitions for new and existing customers into Capgemini data centers, minimizing risk and downtime while meeting SLAs.
- Built executive relationships that uncovered cross-sell opportunities and extended contract value.
- Expanded enterprise pipeline by 35% year-over-year through consultative selling and joint go-to-market campaigns with strategic OEM partners.
Senior Channels Sales Technology Architect
IBM Corporation
07.2007 - 08.2012
- Drove pre-/post-sales architecture for enterprise clients across HA/DR, Cloud, Virtualization, Transformation, Security, and SAN in open systems and mainframe environments.
- Led cross-functional engagement and project management aligned to PRMv3/ITILv3, improving delivery consistency and adoption.
- Enabled channel teams and technology partners with reference designs and POVs that accelerated deal velocity.
- Generated $40M+ incremental channel revenue by designing and deploying joint-solution blueprints adopted by key regional resellers.
Education
Computer Science -
Miami Dade Community College
Skills
- ITIL-aligned Transitions
- Pre-/Post-Sales Solution Architecture
- Enterprise Storage & Data Center
- Block Storage
- HCI / CI
- Fibre Channel SAN
- Replication
- Virtualization (VMware)
- Cloud (SaaS/IaaS)
- High Availability
- Disaster Recovery
- Global Account Strategy
- GSI / Strategic Outsourcer Sales
- Channel & Alliances
- Competitive Takeout's
- MEDDICC-style Deal Qualification
- Territory & Account Planning
- Pipeline Forecasting
- Executive Stakeholder Management
- RFP / Contract Negotiation
- ITIL-aligned practices
- Executive Selling Workshops (internal/vendor-led)
- Competitive Strategy & Deal Coaching
- CRM (Salesforce / enterprise CRMs)
- Dell/EMC portfolio
- VMware vSphere
- Fibre Channel SAN toolsets
- Backup/Replication suites
- Cloud migration tooling
- Forecasting & pipeline analytics
Languages
Spanish, Fluent / Native
Tools And Platforms
- Salesforce, Hubspot
- Dell/EMC portfolio
- Cisco Portfolio
- HPe Portfolio
- Lenovo Portfolio
- Pure Storage Portfolio
- Backup/Replication suites
- AWS, Azure and Google Cloud
- Cloud migration tooling
- Forecasting & pipeline analytics
Timeline
Director of Global Sales
Apto Solutions
09.2025 - Current
Global Sales Specialist Contract
Trenton Systems
08.2024 - 03.2025
Global Account Manager, Strategic Outsourcers
Dell Technologies
06.2017 - 02.2023
Storage Sales Consultant
Capgemini
08.2012 - 06.2017
Senior Channels Sales Technology Architect
IBM Corporation
07.2007 - 08.2012
Computer Science -
Miami Dade Community College