Summary
Overview
Work History
Education
Skills
Accomplishments
Timeline
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Scott Cornell

Hollister,USA

Summary

Results-driven Sales Leader with 20 years of proven success in Data Center, Networking, Storage, Backup, Cloud, Data Recovery, AI, and Cyber Security solutions. Demonstrates a strategic and analytical approach to account management, consistently achieving profit targets while identifying emerging market trends. Expert in developing and executing effective Go-to-Market strategies that drive customer acquisition and revenue growth.

Overview

25
25
years of professional experience

Work History

Storage Solutions Specialist

IBM Corporation
San Jose, CA
06.2021 - 10.2024
  • Tasked with building brand and funnel for IBM storage within government and education customers throughout Northern California and the State of Washington
  • Developed and rolled out go-to-market strategy that has been adopted throughout all whitespace territories within our business unit
  • Onboarded multiple productive reseller partner relationships including Converge, KIS, and Axcelarate
  • Have grown territory annual sales funnel from $0 to $2MM in 3 years

Director of Sales

EPC IT Solutions
Belmont, CA
02.2012 - 06.2021
  • Worked together with colleagues to start up an IT consulting business focused on government and education accounts throughout California.
  • Maintained roles both as an individual contributor and as a manager of a team of sales team members and network technicians.
  • Aligned the company with contracted network engineers, with a wide range of technical expertise.
  • Key areas of focus include managed and outsourced IT services, data recovery, storage and backup, security, networking, and voice. The solution set includes HP/Aruba Networks, VMWare, Cisco, Extreme Networks, Aerohive, Nimble, Sophos, Barracuda Networks, Palo Alto Networks, and many more.

Territory Account Manager

Aerohive Networks
San Jose, CA
04.2016 - 12.2017
  • Territory Account Manager selling Wifi and Security for State of California Public Sector
  • Grew funnel from $50K annually to $1.5MM

Senior Account Manager

Bear Data Solutions
San Francisco, CA
02.2012 - 06.2013
  • Supported both commercial and SLED accounts for sales of solutions such as cloud virtualization, storage, staffing, managed services, unified communications, and more.
  • Grew funnel from $0 to $1.5 million in qualified opportunities.

Technical Sales Consultant 2

ATT Public Sector/Government and Education Markets
San Jose, CA
01.2005 - 02.2012
  • My role was a technical resource supporting the entire portfolio of AT&T services and solutions.
  • Designed and implemented fiber optic networks for public sector agencies in the counties of Santa Clara, San Mateo, and Santa Cruz.

IP Specialist

SBC Global Markets
San Jose, CA
06.2004 - 06.2005
  • As an IP Specialist I supported the VPN, Internet, and LAN/WAN connectivity of fortune 500 companies including Oracle and Intel

Senior Account Manager

Winnov L.L.P.
Sunnyvale, CA
08.1999 - 06.2004

Education

Bachelor of Arts - Speech Communication, Business Management

San Jose State University
San Jose, Ca
06.1997

Associate of Arts - General Education

De Anza College
Cupertino, Ca
06.1993

Skills

  • Sales training and leadership
  • Revenue Growth
  • Sales funnel management
  • Sales team training
  • Pipeline Development
  • Sales Coaching
  • Territory Management

Accomplishments

  • Developed and executed go-to-market strategy for IBM to enter whitespace accounts in California and Washington Public Sector accounts. Successfully growing territory revenue from $500K to 2MM in 3 years.
  • Responsible for leading a team of 5 engineers, and 3 Account Managers through 10 consecutive quarters of growth and quota attainment
  • AT&T Presidents Club recognition for Outstanding Sales Achievement.
  • Identified and deployed an international SAP training center opportunity, utilizing Cisco UCS and NetApp, utilized by Fortune 500 clients for training and development.
  • Developed a co-location opportunity to host a tracking and monitoring application, known as Intelligent Transportation Systems (ITS), from inception to deployment for 32 public sector agencies with a value of $240M.

Timeline

Storage Solutions Specialist

IBM Corporation
06.2021 - 10.2024

Territory Account Manager

Aerohive Networks
04.2016 - 12.2017

Director of Sales

EPC IT Solutions
02.2012 - 06.2021

Senior Account Manager

Bear Data Solutions
02.2012 - 06.2013

Technical Sales Consultant 2

ATT Public Sector/Government and Education Markets
01.2005 - 02.2012

IP Specialist

SBC Global Markets
06.2004 - 06.2005

Senior Account Manager

Winnov L.L.P.
08.1999 - 06.2004

Bachelor of Arts - Speech Communication, Business Management

San Jose State University

Associate of Arts - General Education

De Anza College
Scott Cornell