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, Ca06.1997
Associate of Arts - General Education
De Anza College
Cupertino, Ca06.1993
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
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