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Dustin DeLaMare

Enterprise Sales | Go To Market | Identity | Security | SaaS | Enterprise Software | Sales Director | SaaS, IaaS, PaaS | Managed Services | Software | IT Services | Hunter | Key Accounts | Digital Transformation
Tampa, FL, United States
Details

Education: Business

Marketing

Western Washington University

1998 : 2001

Ferndale HS

1994 : 1998

Whatcom Community College

2000 :

Experience: 2023 : Present

OpenText

Regional Sales Manager-Strategic, Mid-Atlantic, OpenText Cybersecurity

IVOXY Consulting provides customers with the best engineering resources available helping them architect, implement, and test data center and cloud solutions. We partner with top manufactures to ensure reliability and availability of your applications and environment.



• New name account hunter. Selling enterprise customers (C-Level Executives)- Data center and cloud-based products/solutions, IT Professional Services, Managed Services and migrations. Focus areas included (on-prem & cloud solutions in) networking/firewall/switching projects, storage/compute, backup solutions, DR strategies/solutions, end point security along with threat detection & monitoring & SaaS based solutions. Also focusing on strategies w/ C-Suite such as Digital Transformation and Business Transformation through solutions and services IVOXY Consulting procures through Staff Aug & PS.

• Overachieved quota by 125% --2019, 2020, 2021 & 2022

• Developed and managed relationships with existing and new partners.

• Territory coverage-FL, WA, ID, OR, UT, WI, SC, GA and CA

2019 : 2023

IVOXY Consulting

Senior Account Manager

Field Account Executive as the Data Protection Specialist at Dell EMC focused on advising my customers and prospects throughout Washington State and Alaska on the absolute best ways to protect their data and meeting their RPO's and RTO's while driving down storage and administrative costs. I leverage my extensive experience across multiple technology disciplines to help my customers solve problems with their Virtualization, Cloud Strategy, and Data Growth challenges and support them throughout their investment life cycle.

• Subject matter expert selling Data Protection as an overlay specialist in data center and software defined services in the data center. (existing and new enterprise/commercial account acquisition-to C-Level and IT)

• Quota attainment-116% 2017 and 122% in 2018 Goal-$6.5M Annual

• Largest deal win w/ Telecom/Cable/Media company $2.2M in 2018

• Presented and sold solutions to customers directly and indirectly with Dell EMC Systems Engineers and partner engineers to solve customer issues and need requiring backup and recovery whether Software Defined, managed services or Hardware defined.

• Demonstrated and educated the Direct Sales engagement groups to strengthen opportunity engagement about our product.

• Managed and built new relationships with Dell EMC partners equating additional revenue and sales.

• Educated and informed Dell EMC Partners (Sales and Engineering) about Data Protection Solutions to empower sales and support.

2017 : 2019

Dell EMC

Account Executive DPS

• Acquired new and managed existing accounts- Large Enterprise

• Quota attainment-126% 2012, 130% 2013, 182% 2014, 137% 2015, 130% 2016 and 141% 2017

• Presented and developed strategic plans by implementing customized solutions with IT Executive Teams while maintaining a high level of sales activity including prospecting, needs assessments, application development, proposal presentation, negotiations, and post-sale services and acting as a consultant with C-Level teams and technical teams.

• Worked closely with partners/agents on deals and accounts strategically. Had been involved on enablement discussed weekly/monthly.

• Implemented strategic plans with new and existing accounts resulting in excellent retention rate along with large revenue growth.

• Developed solutions involving WAN/LAN, IP, Transport Data connectivity, data center colocation services, CDN, Security and transport to data centers and customer cloud providers such as MPLS (Layer 1-Layer 3 delivery) and Direct Connect as well as colocations services. SIP/VoIP voice services with new and existing accounts.

• Implemented/setup sold network/firewall/switching projects via Juniper/Cisco/SonicWall

• Directly involved with legal teams for contract executions and negotiations. Deliver monthly sales forecasts and reports as outlined by local Sales Manager/Director.

• Directly involved in network planning for customers-IP routing, Transport-L0/L1/L2/L3 buildings and designs.

• Actively working with AWS and Microsoft Azure on implementing cloud solutions for customers. Assisted in bringing in over 900k between AWS and Azure teams on cloud solutions.

2012 : 2017

Level 3 Communications

Account Director

• Sold and provided telecommunication services- voice and high speed data networks and colocation services for businesses throughout Washington and Oregon working with IT Groups and C-Level Executives.

• Quota attainment-2009 110%, 2010 128%, 2011 131%

• Developed solutions involving WAN/LAN, IP, Data connectivity transport such as MPLS (L1-L3 services). SIP/VoIP voice services with new and existing accounts.

• Generated business by prospecting, cold calling, and networking. Maintained a high level of sales activity including needs assessments, application development, proposal presentation, negotiation, and post-sale services.

• Developed solutions with C-Level Executives and technical teams target accounts and with existing customers.

2009 : 2012

Integra Telecom

Senior Account Executive

Company: OpenText

Years of Experience: 19

Skills Account Management, Broadband, Business Development, Channel Partners, Cloud Computing, Cloud Security, Co-location, Cold Calling, Customer Relationship Management (CRM), Cybersecurity, Data Center Virtualization, Demand Generation, Digital Strategy, Digital Transformation, Direct Sales, DWDM, Eagle, Ethernet, Hosted Services, Hunting, internet protocol (ip), Internet Services, IP, LAN-WAN, Long Distance, Managed Services, Metro Ethernet, MPLS, MPLS VPN, multiprotocol label switching (mpls), Network Security, Optical Fiber, PRI, Product Launch, Sales, Salesforce.com, Sales Management, Sales Operations, Sales Process, Selling, SIP, SIP Trunking, Software as a Service (SaaS), Solution Selling, T1, Telecommunications, Telephony, Unified Communications, voice over ip (voip), VoIP
About I have over 10+ years successful sales enterprise experience; expertise w/ all Endpoint, Network, Storage, Cloud Security & SaaS technologies. A motivated innovator in discovering and leveraging unique ways to exceed sales and business objectives. New logo hunter and relationship builder with organizations-over the years I've developed the ability to bridge the gap for customers between technology and business needs/drivers. Along with all of this I've been able to be a technical resource with excellent communication skills combined with a high level of ethics, providing customers and employers with trusted advisor relationship.