WALTER JAMES CAMPOS
Westlake Village,CA
Summary
Trustworthy and tenacious sales leader with 20+ years of experience igniting growth, influencing enterprise stakeholders, and driving profitability across a diverse portfolio of digital and cloud services. Collaborative and people-oriented with the capability to align solutions with customer needs and drive a strong referral business. Proven ability to build and grow executive relationships with enterprise customers to influence long-term strategic direction and serve as a business partner.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Client Engagement Executive & Digital Lead – SLED
Ensono
01.2024 - Current
- Appointed as the Principal Engagement Manager for the State of Washington and its agencies
- Duties include supporting the entire SLED team with identifying and advancing AI, cloud, and digital-native opportunities within our legacy-centric base accounts, helping to modernize their IT estate with a focus on App and Data solutions
- Manage C-level relationships within WaTech (Central Office of IT for the state). Evangelize Ensono services in relation to state initiatives (OneWashington)
- Took the largest Washington agency (Dept of Social & Health Services) from $750K MRR to $1.1M MRR by expanding beyond mainframe managed services to include their distributed private cloud including App support along with consulting engagements for data strategy and AI readiness, which drove $1.55M in professional services in 2024
- SLED public speaking engagements: DevOps and Agile philosophy at multiple conferences
- SLED Roadshow orator to present Ensono digital portfolio across new logo and existing base C-level executives
Cloud & Digital-Native Lead – Enterprise Sales
Ensono
05.2022 - 12.2023
- Cloud sales lead and overlay assisting the client engagement team with our existing base clients to drive better business outcomes by identifying opportunities to implement cloud and digital solutions for innovation, growth, or efficiencies within client's IT estate
- Collaborated with Cloud channel team on cross-selling opportunities with hyperscalers
- Assisted and closed $2.5M in new business across six base accounts. Clients included CareFirst BlueCross BlueShield, SSAB and Masimo
Associate Partner - Enterprise Sales
IBM
01.2022 - 05.2022
- Platform Engineering Sales associate for Media and Entertainment vertical
- Collaborated with cross-functional teams to develop comprehensive sales strategies for clients, ensuring optimal results
- Closed and supported on a $10.8M professional services engagement with TikTok assisting in DevOps support and application modernization for a critical project
Director, Business Development- Enterprise (Northern Ca & Southern CA)
Taos (Acquired by IBM in 2021)
04.2018 - 12.2021
- Managed 20+ Enterprise accounts, including 5 of the Top 10 Taos Enterprise clients; oversaw all aspects of the sales cycle, including market analysis, managing business development reps and recruiters, presenting proposals, negotiating and closing all professional service and managed infrastructure opportunities
- Ensured client success with consistent checkpoints, KPIs, and QBRs; carried a $10M+ quota
- Developed C-level client relationships and served as a trusted partner with major customers to drive mutual business success and advance growth
- Orchestrated strategic partnerships with Gitlab and GitHub, becoming the 1st verified West Coast Github consultancy partner; positioned Taos’ talent to work with Fortune 500 companies in support of GitHub/Gitlab professional service projects
- Signed the 1st DevOps pod managed service (the first of its kind), which grew from $26K MRR to $80K MRR in 5 months to help client DevOps teams automate processes to improve workflows leading to best practices
- Contracted (5) total clients who operated in the DevOps pod model (DevOps-as-a-Service). $200K+ MRR
- Led a complicated professional services engagement with a unicorn company to expand AWS services into multi-geo locations, while migrating to Aurora DB services increasing AWS consumption with EDP agreement in excess of $2M annual run rate
Senior Account Executive
QTS Realty Trust
05.2010 - 03.2018
- Managed all aspects of the sales cycle from prospecting to close and customer success; worked collaboratively with channel partners, agents, systems integrators, and hardware vendors teams while building strong relationships internally and externally to generate opportunities
- Established trusting relationships with CTO, VP Engineering, and Senior Directors of IT on the client-side
- Mentored and trained new staff as a senior team lead
- Exceeded monthly quota by 201% selling $15K MRR and achieved the 2nd highest total sales in 2017
- Closed $1.25M contract within first month of hire: grew to $13M over 5 years.
- Won a 3-year contract of $2.4M then grew the account to $6M+ prior to renewal date
- Awarded $500K- $3M+ contracts with Sephora, PayPal, Sony, Turn, and Zoom by negotiating 'win-win' agreements
- Consistently met and exceeded quota each year; 122% of quota in 2014 and 131% of quota 2015
National Account Manager
Internap Network Services
01.2008 - 04.2010
- Built and grew executive relationships with Enterprise customers; influenced long-term strategic direction and served as a business partner
- Oversaw all aspects of the sales cycle from prospecting to close and account management
- Negotiated complex sales cycles; presented to C-level executives in corporate customers
- Led account strategy in generating and developing business growth opportunities
- Worked collaboratively with cross-functional teams
- Key account wins include: Meebo, Mashery, Avatar Reality, PlayFirst, Mochoi Media, and Skyfire through clear identification of qualities for a win (price, maturity of operations, and ecosystems)
- Carried a $13K MRC monthly quota; earned President’s Club in 2009
Senior Account Executive
IP Networks (Acquired by Level 3 Communications)
08.2006 - 12.2007
- Developed and executed a high-growth sales model to drive rapid market penetration for the dynamic startup company
- Owned all accounts within San Francisco and South Bay area
- Drove business development through conducting market research, data analysis, and accurate forecasts
- Understood each customer’s technology footprint, strategic growth plans, business drivers, technology strategy, and competitive landscape
- Key account wins include: Yahoo!, Google, Bloomberg, StumbleUpon, Dolby Digital, and Masergy
- Exceeded quota in year 1 at 150% ($1.5M TCV)
Education
BA - Communications
SANTA CLARA UNIVERSITY
Skills
- Cloud & Digital Consultative Selling
- AI Business Strategy, Readiness, and POC enablement
- Mission Critical IT Managed Services - Hybrid Cloud
- Data Strategy, Governance, and Optimization
- DevSecOps & Automation
- Application Modernization
- Cybersecurity Solutions
- Public Speaking & Sales Presentations
- Client Management & C-Level Relations
- Strategic Negotiations
- Go-to-Market Strategy
- Channel Partner Ecosystem Management
Certification
- MIT Sloan School of Management - Artificial Intelligence: Implications for Business Strategy, 7/01/24
- AWS Certified: Cloud Practitioner, 06/01/22
- Microsoft AZ-900 Certified: Azure Fundamentals, 03/01/22
- Innovating with GCP Artificial Intelligence 12/24
- Introduction to Generative AI: Google, 7/23
- GCP Sales Accreditation, 05/01/18
- GCP Skills Boost (Infra & App Modernization), 11/01/22
- GCP Skills Boost (Innovating with Data and GCP), 11/01/22
- GCP Skills Boost (Security) 11/01/22
- Gitlab Sales Core Verified Associate, 03/01/21
- MEDDICC Sales Master Class, 09/01/22
Timeline
Client Engagement Executive & Digital Lead – SLED
Ensono
01.2024 - Current
Cloud & Digital-Native Lead – Enterprise Sales
Ensono
05.2022 - 12.2023
Associate Partner - Enterprise Sales
IBM
01.2022 - 05.2022
Director, Business Development- Enterprise (Northern Ca & Southern CA)
Taos (Acquired by IBM in 2021)
04.2018 - 12.2021
Senior Account Executive
QTS Realty Trust
05.2010 - 03.2018
National Account Manager
Internap Network Services
01.2008 - 04.2010
Senior Account Executive
IP Networks (Acquired by Level 3 Communications)
08.2006 - 12.2007
- MIT Sloan School of Management - Artificial Intelligence: Implications for Business Strategy, 7/01/24
- AWS Certified: Cloud Practitioner, 06/01/22
- Microsoft AZ-900 Certified: Azure Fundamentals, 03/01/22
- Innovating with GCP Artificial Intelligence 12/24
- Introduction to Generative AI: Google, 7/23
- GCP Sales Accreditation, 05/01/18
- GCP Skills Boost (Infra & App Modernization), 11/01/22
- GCP Skills Boost (Innovating with Data and GCP), 11/01/22
- GCP Skills Boost (Security) 11/01/22
- Gitlab Sales Core Verified Associate, 03/01/21
- MEDDICC Sales Master Class, 09/01/22
BA - Communications
SANTA CLARA UNIVERSITY
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