Peter Halpern
Erie,CO
Summary
Results-driven Technical Sales Expert with 20 years of experience in the data storage industry, specializing in data management, preservation, and cyber resiliency across diverse storage environments, including both file and object. This includes 100's of PBs worth of storage specifically for Media & Entertainment clients. Proven track record of exceeding GP-based annual sales quotas in enterprise field sales roles, while effectively articulating complex solutions to C-level executives, and aligning them with financial and operational goals. Skilled in developing strategic partnerships with Alliance, OEM, and reseller channels to drive mutual success.
Overview
20
20
years of professional experience
Work History
Enterprise Sales Representative, Rocky Mountains + CSP’s
Spectra Logic Corporation
Boulder, CO
07.2018 - Current
- Responsible for driving business to achieve GP objectives in Colorado, Arizona, New Mexico, Utah, Wyoming, Idaho, and Montana while concurrently working with Spectra SVP’s and CEO on closing new business with several major cloud service providers
- Generate new opportunities through Alliance, VAR, Install base, and direct end user prospecting efforts
- Leverage existing relationships and build new VAR and ecosystem partnerships to drive revenue growth
- Success in selling emerging market technology to dozens of net new logos including several multi-million-dollar customers
- Achieved 215% of quota in 2021 and 115% of quota in 2022, and 162% in 2024
Enterprise Sales Representative, Bay Area, UT, ID, MT
Spectra Logic Corporation
Boulder, CO
07.2014 - 06.2018
- Responsible for driving business to achieve GP objectives in San Francisco Bay Area, Utah, Idaho, and Montana while concurrently focusing efforts on closing new business with several major cloud service providers
- Took over territory that was previously uncovered and underdeveloped for 6+ months
- Travel from Colorado throughout territory approximately 2-3 weeks per month
- Generate new opportunities through cold prospecting, marketing lead qualification and development, as well as channel ecosystem
- Drive additional revenue and expand footprint within existing install base
- Created brand awareness of new product offering resulting in first new sale of emerging market object storage solution
- Leverage resources at all levels of Spectra’s organization including Professional Services, Engineering, Product Management, and Executive Team in order to secure new business while minimizing sales cycle
- Achieved 130% of quota in first year by closing five orders over $100K, including a $600K order within a 30-day sales cycle
Enterprise Sales Representative, M&E Focus – Northwest US and BC Canada
Spectra Logic Corporation
Boulder, CO
07.2013 - 06.2014
- Responsible for driving business in the media and entertainment vertical market to achieve Gross Profit objectives in Colorado, Utah, Northern California, Oregon, Washington, Idaho and BC Canada
- Territory previously uncovered, with no historic focus on the Media & Entertainment (M&E) segment
- Assumed roles of Enterprise Sales Rep as well as Sales Engineer/Solution Architect to compensate for limited Professional Services resources in region
- Initiated three net new M&E partnerships in Canada that continue to generate significant revenue for Spectra Logic today
- Travelled from Colorado throughout territory approximately 2-3 weeks per month
- Won several “green-field” opportunities and was heavily involved in the planning, design, architecture, implementation, and integration of archive solutions for organizations, customized to fit specific workflows
- Won market share and secured net new accounts by selling value of product features and business attributes despite significant pricing pressure from competitors
- Presented product trainings and participated in other on-boarding activities for new resellers
- Represented Spectra at tradeshows and other partner and end user events
- Achieved 126% of annual quota and sold first Spectra NAS product to prominent media outlet in Denver
Media & Entertainment Sales Specialist, Americas
Spectra Logic Corporation
Boulder, CO
07.2006 - 06.2013
- Responsible for driving business in the M&E market to achieve gross profit objectives in North, Central, and South America
- Part of two-person team that initiated and developed new area of strategic focus in the M&E vertical market segment
- Recruited and on-boarded new, industry-specific OEM, VAR, and ecosystem partnerships resulting in many strong, long-standing, and profitable partnerships
- Tailored materials and presentations to communicate Spectra Logic’s value proposition specifically within the M&E segment
- Diligently engaged in strategic prospecting
- Captured mind share and increased brand awareness in all corners of the M&E industry, including pre and post production, professional and college sports, houses of worship, major cable networks, and broadcast television stations
- Assisted and collaborated with regional sales reps to uncover, develop, accelerate, and close M&E sales opportunities as the subject matter expert
- Delivered product presentations and trainings to many end users and VAR’s throughout Americas
- Published article in Broadcast Engineering Magazine, titled “Tale of the Tape”
- During 7 years in SME role, Spectra’s M&E business grew over 1800% and now represents over 25% of overall company revenue
Inside Sales Representative – Western Region
Spectra Logic Corporation
Boulder, CO
05.2005 - 06.2006
- Responsible for supporting regional sales team and drive business to achieve gross profit objectives in the Western United States
- Provided sales and administrative support for up to 7 sales reps at a time
- Generated and distributed sales quotes
- Continually mined customer install base to identify and close upsell and upgrade opportunities
- Participated in extensive product and sales trainings
- Responded to, researched, and followed up on all inbound leads and requests
- Maintained customer database integrity and logged complete and accurate records of all sales activities related to open opportunities in CRM
- Nurtured leads provided by Business Development team and secured appointments with prospective customers for the outside sales team and VAR partners
- Independently managed opportunities under $50K in revenue from inception to close
- Achieved over 92% of overall regional quota despite significantly lower outside rep achievement rate, supplemented by individual effort and sales
Business Developer
Spectra Logic Corporation
Boulder, CO
11.2004 - 05.2005
- Responsible for making 80-100 outbound calls per day and generating qualified leads for outside sales teams
- Educated prospective customers about Spectra Logic products and services and initiated the sales process by assessing their level of interest in proceeding with a more comprehensive conversation with their account sales representative
- Established a solid foundation of knowledge in the backup, recovery, and data protection field
- Compensated on each qualified lead above weekly minimum required, as well as on a percentage of gross profit from every lead that resulted in a revenue sale
- Developed a passion for customer engagement and a desire to focus efforts on pursuing a career in Sales
- Consistently recognized to generate the most qualified leads of the team, resulting in additional bonuses and spiffs
Education
Bachelor of Science - Business Administration, Accounting and Finance
University of Colorado
Boulder12.2003
Skills
- CRM software
- Pipeline management
- Negotiation skills
- Active listening
- Channel partnerships
- Relationship building
- Industry expertise
- Adaptability
References
Available on request - Reseller partners, Alliance Partners, Customers, and current and former Spectra colleagues.
Linkedin Profile
https://www.linkedin.com/in/peter-halpern-792b39/
Timeline
Enterprise Sales Representative, Rocky Mountains + CSP’s
Spectra Logic Corporation
07.2018 - Current
Enterprise Sales Representative, Bay Area, UT, ID, MT
Spectra Logic Corporation
07.2014 - 06.2018
Enterprise Sales Representative, M&E Focus – Northwest US and BC Canada
Spectra Logic Corporation
07.2013 - 06.2014
Media & Entertainment Sales Specialist, Americas
Spectra Logic Corporation
07.2006 - 06.2013
Inside Sales Representative – Western Region
Spectra Logic Corporation
05.2005 - 06.2006
Business Developer
Spectra Logic Corporation
11.2004 - 05.2005
Bachelor of Science - Business Administration, Accounting and Finance
University of Colorado
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