Summary
Overview
Work History
Education
Skills
Websites
Technologysummary
Certification
Priorexperience
Timeline
Generic

Russell Nichols

Caldwell

Summary

Results-driven sales performer with solid history of success in bringing in new customers, managing revenue streams and maintaining solid account relationships. Continuously monitor competitors and research market conditions to stay responsive and successful in dynamic environments. Persuasive negotiation and program management abilities.

Overview

18
18
years of professional experience
1
1
Certification

Work History

Regional Sales Director

Gluware
01.2023 - Current
  • Gluware provides the leading intelligent network automation suite for Global 2000 enterprises, trusted across finance and pharma industries
  • Gluware automates the networks of the world’s largest and most complex enterprises, keeping them secure and in compliance
  • The company’s code-free, multi-vendor solutions and intent-based approach to network automation reduce the business risk of outages while lowering costs and increasing efficiency
  • Closed a $2.5 M deal with Mastercard - PCI automation and compliance
  • Software as a Service (SaaS).

Strategic Account Manager

Salesforce
01.2020 - 01.2023
  • Serve as an Account Executive within the Service Cloud, assisting a base of customers within the Enterprise segment to ensure world-class service
  • Act as a trusted consultant and customer advisor, conducting deep dives to understand their unique goals and challenges
  • Interact at all levels of an organization, including internal, cross-functional collaborations
  • Developed a keen understanding of customers’ business operations
  • Educated customers on solutions and enable them to drive digital transformation, business process improvement, and customer success, as well as help them increase revenues
  • Managed accounts that include Publicist and the New York Times
  • Formulated and executed a Service Cloud sales strategy that transformed customers’ Sales, customer Service, Support, and Field Service operations
  • Captured the first Ad Sales Automation deal at the New York Times (NYT’s first purchase from Salesforce in over seven years)
  • Ranked in the top tier within the Growth CMT Group.

Senior Sales Director

VAPORSTREAM, INC.
01.2019 - 01.2020
  • Recruited to manage and grow the territory with large enterprise accounts for a Cloud-based start-up
  • Managed all facets of the sales lifecycle, from forecasting and prospecting to closing
  • Worked directly with key customers and created outside-the-box sales strategies to capture accounts
  • Conducted extensive analyses to identify and subsequently acquire new logos
  • Closed three new accounts: ONG-ISAC, EverestRe, and Schlumberger.

Senior Sales Executive

ARISTA NETWORKS
01.2018 - 01.2019
  • Recruited from DB Networks to join the Arista team
  • Created and executed various new business development, client services, and sales solutions
  • Managed key accounts, including Market Factory, Citi Group, Rentech, and Jane Street Trading
  • Created and implemented account management strategies to pinpoint new revenue streams
  • Grew annual sales by 30% in the NY/NJ Metro territory through the implementation of strategies, including prospecting, forecast management, and complex sales/marketing activities
  • Achieved year-over-year success by collaborating with team members to engage customers, drive sales throughput, improve customer satisfaction, and promote client relationships
  • Captured five new accounts: Princeton University, PSE&G, Jane Street, Market Factory, and Jefferies.

Sales Director

DB NETWORKS
01.2017 - 01.2018
  • I was recruited by my former supervisor to develop and grow the NY Metropolitan territory within a start-up environment
  • I managed all aspects of the territory and sales lifecycle, including prospecting for new opportunities and maintaining the existing account base
  • Researched, identified, and closed $2M in revenues with new logos (MIO Partners and Citigroup), with Citigroup becoming an essential client of DB Networks.

Sales Director

SILVERPEAK SYSTEMS
01.2015 - 01.2017
  • Recruited and hired to build a team to sell new SD-WAN technology solutions
  • Implemented strategic plans to attract, hire, and retain top-talent professionals
  • Capitalized on continually changing market opportunities by leveraging creative sales strategies
  • Coordinated marketing events, pricing, proposals, and RFP responses
  • Drove exponential territory growth from $2M to $14M
  • Assembled and led a team of 10 direct reports.

Sales Director

FORTINET
01.2009 - 01.2015
  • Managed all aspects of a financial sales territory comprised of all major firms, hedge funds, HFTs, and ENCs
  • Led, coached, and mentored a sales team in utilizing new strategies to compete within a heavily competitive security space
  • Recognized for exceptional sales performance, including distinction as the 1st President’s Club winner out of the New York office
  • Captured key wins with Dow Jones, Citibank, NASDAQ, JMPC, and multiple others (including American Stock Transfer, DirectEdge, Gain Capital, and Mantara).

Sales Director

BROCADE COMMUNICATIONS
01.2007 - 01.2009
  • Recruited and hired to build the NYC office
  • Planned, developed, and managed a territory with enterprise and SP networking accounts, leading and coaching a team of 8 direct reports
  • Achieved 125% of sales quota, pioneering sales strategies to outperform the competition in enterprise switching and routing that won major new customers
  • Built and developed a top-performing sales team from 1 to 5 and 3 engineers in 1 year.

Education

Economics Studies -

RUTGERS UNIVERSITY

Skills

  • Contract Negotiations
  • Managing quotas
  • Sales Training
  • Forecasting skills
  • Sales Presentations
  • Customer Relationship Management
  • Strategic Planning
  • Key Account Management
  • Territory Management
  • Client Relationship Management
  • Sales funnel management

Technologysummary

  • Salesforce CRM
  • Microsoft Office Suite
  • Google Suite
  • Consensus
  • Databook

Certification

  • Salesforce Ranger Certification
  • Executive Conversation Certificate
  • Seven Habits of Highly Effective People Certification

Priorexperience

  • Avaya, Sales Director, Increased sales year-over-year by over 35%; built strategic executive relationships with Fortune 100 customers; finished year at 112% of quota and over 100% attainment; Gold Club winner for 2 years
  • Dimension Data, Regional Manager, Oversaw NY and NJ sales territory; increased networking hardware sales and professional services revenues by 100% in first year
  • Cisco Systems, Global Account Manager, Provided consultative services to a Fortune 100 customer; increased revenues at Cendant Corporation from $3M to $25M annually
  • AT&T Global Services, Client Business Manager, Exceeded sales quota for 3 years; increased sales 60%; won Gold Club Award.

Timeline

Regional Sales Director

Gluware
01.2023 - Current

Strategic Account Manager

Salesforce
01.2020 - 01.2023

Senior Sales Director

VAPORSTREAM, INC.
01.2019 - 01.2020

Senior Sales Executive

ARISTA NETWORKS
01.2018 - 01.2019

Sales Director

DB NETWORKS
01.2017 - 01.2018

Sales Director

SILVERPEAK SYSTEMS
01.2015 - 01.2017

Sales Director

FORTINET
01.2009 - 01.2015

Sales Director

BROCADE COMMUNICATIONS
01.2007 - 01.2009

Economics Studies -

RUTGERS UNIVERSITY

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