Summary
Overview
Work History
Education
Skills
Timeline
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Nestor "Tito" Valentin

Nestor "Tito" Valentin

Cedar Park,TX

Summary

Accomplished IT Professional with a proven track record of success in account management, business metrics achievement, and IT consultative services within a Fortune 50 organization. Demonstrates strong transactional and relationship-building skills, driving effective account development, exceptional customer service, and expert solution creation. Thrives on challenges and change, consistently delivering results with integrity and trust.

Overview

21
21
years of professional experience

Work History

Senior Principal Solutions Architect

Dell Technologies
01.2015 - 08.2024
  • Provided global support to Dell organizations and channel partners on all Nutanix-related sales, training, presentations, and documentation giving them knowledge, confidence and support to become a sales force multiplier for Nutanix.
  • Achieved significant milestone by growing Dell XC product line from $0 to nearly $400 million in annual run rate revenue.
  • Maintained expertise in various virtualization technologies, including VMware, Citrix, Microsoft, Docker, Kubernetes, and Nutanix, and integrated these technologies into data center environments
  • Served as primary Nutanix technical resource for Dell sales teams, facilitating sales process and driving revenue growth.
  • Assisted sales teams in sizing and design of Nutanix solutions.
  • Supported sales and partners with registrations, quoting, and selling advantages of Nutanix solutions.
  • Escalated product issues to XC Engineering and Nutanix Engineering teams.
  • Supported our sales and partner teams with product demonstrations.
  • Acted as liaison between Dell and Nutanix sales teams, ensuring seamless collaboration and communication.
  • Acted as "Face of Nutanix/XC" within Dell and evangelized portfolio.
  • Represented XC/Nutanix booth at events and roadshows, engaging with potential customers and highlighting benefits of Nutanix and Dell solutions
  • Conducted weekly training sessions for Dell Technical Sales teams, Partners and Distributors to enhance their understanding of
  • Nutanix technology
  • Trained incoming field engineers on Nutanix technology, ensuring they were well-prepared for their roles.
  • Organized 'breakfast and learn' & 'lunch and learn' sessions to provide Dell sales representatives and partners with comprehensive information about Nutanix offerings
  • Created multiple documents, videos, and presentations for sales teams to leverage
  • Including Business Decision Maker and Technical
  • Decision Maker presentations, Why XC is best platform for Nutanix, How to use Nutanix Sizer, and more
  • Virtual Desktop Infrastructure Subject Matter Expert

Subject Matter Expert - Virtualization

Dell Technologies
01.2012 - 01.2015
  • Consulted with businesses on various desktop virtualization technologies, architecting solutions tailored to their unique needs.
  • Trained sales representatives on new virtualization technologies, enhancing their ability to sell and support these solutions.
  • Achieved remarkable increase in quarterly sales, growing by over 50 times since assuming this role.
  • Maintained expertise in virtualization technologies from VMware, Citrix, Microsoft, Quest, and Nutanix, integrating these technologies into data center environments
  • Managed server and storage array integration within VDI environment.
  • Conducted weekly training sessions for Inside Sales Representatives (ISRs) in CCC, deepening their understanding of VDI technology.
  • Served as primary VDI resource for VDI team, providing guidance and support.
  • Organized 'breakfast and learn' sessions to educate Dell sales representatives on VDI offerings.
  • Software & Peripherals Division (Intelligence)

Account Manager - Intelligence Agencies

Dell Federal
01.2010 - 01.2012
  • Maintained and expanded relationships with US Intelligence agencies, promoting use of Dell solutions and infrastructure.
  • Increased six-month sales from $13 million to $31 million by identifying end-user needs and collaborating with manufacturers and suppliers to meet those needs
  • Achieved over 50% annual growth in account set by proactively identifying untapped lines of business and strategically engaging decision-makers
  • Held and maintained government-issued Top-Secret clearance.

Software Ranger

Dell Technologies
01.2007 - 01.2009
  • Served as product knowledge specialist for all software licenses sold through Dell.
  • Acted as go-to resource for team of 8 to 12 ISRs, answering all software-related sales questions.
  • Consulted with customers on software solutions to meet their business goals.
  • Achieved average quota attainment of 135%, consistently exceeding goals.
  • Large

Account Manager - Large Oppertunities

Dell Technologies
01.2004 - 01.2006
  • Ensured retention and development of 3,000 business accounts.
  • Drove monthly sales of $450,000-$650,000 by proactively engaging accounts to identify needs, negotiate, and close deals.
  • Generated 15-20% quarterly growth in account set by identifying untapped lines of business and strategically engaging decision- makers
  • Built relationships with dormant accounts, uncovering new opportunities and resulting in incremental revenues per account.
  • Software & Peripherals Division (Acquisitions), Small Business Sales 2008
  • Acquired and developed over 1,500 business accounts.
  • Consistently achieved monthly revenue quota of approximately $500,000 by building strong account relationships and leveraging
  • Dell’s strengths against competitors
  • Negotiated and closed acquisition deals totaling $15M annually, leveraging CRM tools to track client interactions and streamline deal pipeline, which resulted in 20% increase in successful acquisitions year-over-year., /2006
  • Responsible for upselling and closing sales leads greater than $25,000 submitted by queue sales reps.
  • Outbound calls to customers, closing immediate needs, and qualifying companies for additional future opportunities, including client, enterprise, storage, and software
  • Submitted qualifying customers to Development teams.

Sales Representative - Small Business

Dell
05.2003 - 01.2004
  • Fielded incoming queue calls from small businesses to determine their needs and positioned Dell’s products, services, and financing as complete solutions.

Education

Bachelor’s Degree - Computer Science

Texas State University
San Marcos, TX
12.2002

Post Graduate Certification in AI/ML

University of Texas At Austin
Austin, TX
04.2025

Nutanix Certified Professional Certification - HCI / Cloud

Nutanix University
09.2023

Skills

  • Virtualization Technologies:
  • VMware
  • Citrix
  • Microsoft Hyper-V
  • Nutanix
  • Docker
  • Kubernetes
  • Training and mentoring
  • Relationship building and networking
  • Group facilitation and presentations

Timeline

Senior Principal Solutions Architect

Dell Technologies
01.2015 - 08.2024

Subject Matter Expert - Virtualization

Dell Technologies
01.2012 - 01.2015

Account Manager - Intelligence Agencies

Dell Federal
01.2010 - 01.2012

Software Ranger

Dell Technologies
01.2007 - 01.2009

Account Manager - Large Oppertunities

Dell Technologies
01.2004 - 01.2006

Sales Representative - Small Business

Dell
05.2003 - 01.2004

Bachelor’s Degree - Computer Science

Texas State University

Post Graduate Certification in AI/ML

University of Texas At Austin

Nutanix Certified Professional Certification - HCI / Cloud

Nutanix University

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Nestor "Tito" Valentin