Steven Dalforno
Encinitas,CA
Summary
Results-driven Technical Sales Professional with deep expertise in telecommunications network architecture, sales strategy development, and customer relationship management. Proven ability to guide customers through the entire technical sales to implementation journey and deliver maximum value.
Overview
18
18
years of professional experience
Work History
Sr Sales Engineer
Calix, Inc
San Jose, California
06.2021 - 06.2025
- Managed technical aspects of customer relationships and new customer acquisition as territory "CTO", enhancing customer satisfaction and retention.
- Developed sales strategies for sales team based on customers’ technical maturity and deployment stages.
- Secured resources for supporting sales initiatives by cultivating strong partnerships within Calix.
- Forged relationships with customers, focusing on technical teams and leadership across all levels.
- Assisted customers in integrating new software and hardware into existing workflows, improving operational efficiency.
- Ensured maximum value delivery for customers through diligent follow-up and collaboration with success.
- Employed SPIN selling techniques to identify pain points and demonstrate Calix solution benefits.
- Represented Calix at industry tradeshows, handling technical inquiries and generating leads.
Founder
TI Tech Solutions, LLC
Carlsbad, California
03.2007 - 05.2021
- Built ITIL driven managed services provider business with a recurring monthly revenue model.
- Worked with clients to align IT with business goals and developed strategy and budgets for IT with clients resulting in increased ROI on IT spend.
- Provided full service outsourced IT department for clients from Service Desk to vCIO including creating and managing security and compliance programs.
- Ran sales including existing account management and new customer acquisition.
- Managed a staff of five employees.
- Built business networks including firewalls, routers, switches and WiFi infrastructure.
Education
Bachelor of Science - Cybersecurity
Purdue Global
West Lafayette, IN06-2023
Skills
- Consultative selling
- Sales strategy development
- Customer acquisition
- Customer relationship management
- Telecommunications Network Architecture
- AI Prompting
- Cloud Managed WiFi
- Systems, Software, and Cloud integration
- Effective communication
- Problem solving
Accomplishments
Presidents Club Winner 2023
Timeline
Sr Sales Engineer
Calix, Inc
06.2021 - 06.2025
Founder
TI Tech Solutions, LLC
03.2007 - 05.2021
Bachelor of Science - Cybersecurity
Purdue Global