Angelo J. Rossi
1327 Canada Road - Woodside, CA 94062-2413
(650) 851-0839 Office (650) 245-0984 Mobile
angeloj.rossi@gmail.com
Relationship Management and Technical Sales Leader
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PROFILE
Expertise in business development, strategic selling, technology sales development
working across a wide variety of industry and business discipline ranging from start-ups
to Fortune 500/1000 within both public and private sectors. Key strengths include
relationship management, consultative selling and team building leadership style. Results
oriented, decisive leadership with proven success in building strong business
relationships. Proven creative ability to direct extended team with focus on customer
business to drive top line growth and bottom line profitability.
Core Competencies
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Relationship Management
Solution Sales
Account Development
Competitive Displacement
Strategy
 Server & Storage Savvy
 Managed Services
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Virtualization Advocacy
Partner Friendly
Channel Knowledge
OEM and Partner expertise
Systems Software Background
SAN, NAS & ipStorage Exp.
Database Sales background
Industry Experience
 Power and Utility
 Manufacturing
 Telecommunications
 Semiconductor
 Arts & Entertainment
 Aerospace
Relevant Project Experience
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Migration Services
Server Consolidation
Disaster Recovery
Storage Consolidation
Back-up & Recovery
System Software Tools
Server Virtualization
Desktop Services
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RFP & RFQ Response Lead
Forecasting and Qualification
Revenue Generation
Server & Storage Virtualization
(VMWare/Zen and EqualLogic)
 iSCSI Storage Solutions
(EqualLogic)
 High Customer Satisfaction
Professional Experience
EqualLogic – San Jose, CA
2007 – Present
ITM, Inside Territory Manager - San Jose, CA
Channel sales focus with account penetration and account management responsibility for
Pacific Northwest Territory, including Washington, Oregon, Idaho, Montana and
Western Canada. Channel Partner focus on small to medium business accounts. Daily
duties include pipeline management, cold calling, account development, account strategy
and account penetration, sales and sales support, event support, account registration and
territory forecast responsibilities.
- Finished 3rd quarter of 07 at 115% of assigned quota
- Finished 4th quarter of 07 at 133% of assigned quota
- Grew Pacific Northwest Territory 156% Y over Y
- Demonstrated and performed all sales related tasks, including closing new business,
developing new business and supporting existing customer set for repeat business.
- Presented, demonstrated and sold a fully automated and virtualized iSCSI storage
device to mid-size and enterprise accounts
- Company was acquired by Dell for $1.4 Billion - The deal marks the largest cash sale of
a venture-backed company.
Logicalis – San Francisco
2004 – 2007
Enterprise Sales Executive - Sales Representative for System Integrator (VAR)
covering Silicon Valley, East Bay and San Francisco Bay Area territory. Responsibilities
include representing Consulting Services and System Integration offerings. Experience
includes account development and maintenance across multiple business disciplines
including but not limited to, Utility & Power, Manufacturing, Engineering, and Financial
and Entertainment industries.
- Generated over $1 Mil in GP in nine-month period ending Feb 05
- Developed and established new account relationships at major UNIX and MP3 Mfg.,
Semiconductor engineering Mfg., and Motion Picture Entertainment company.
- EMC, HP and IBM accredited Sales certifications for reselling H/W, S/W and
Consulting Services including latest virtualization tools for Server, Storage and
Resource Management.
- Solutions Sales experience with services offering for Open View and/or Tivoli
infrastructure monitoring for large financial institution, as well as enterprise
manufacturing Global Supply Chain Optimization with i2.
- Hunted, Negotiated and closed Managed Services engagement in support of network
monitoring of proprietary application with Oracle back end for retail, “narrow casting”
and marketing firm on the West Coast.
- Closed competitive RDBMS “Sybase” contract with major animation studio in support
of rendering application for Oscar winning motion picture.
IBM Corporation - San Jose, CA
2003 – 2004
Server/Storage Consultant - Member of the San Jose Briefing Center Staff, providing
executive briefings and demo’s of IBM TotalStorage solutions including, Enterprise and
Mid-range storage arrays, storage virtualization software and hardware, Tivoli Storage
Software and all IBM eServer platforms to US Governmental, AG, AP and EMEA
customers, Business Partners, System Integrators and prospects.
- Design, build and market multi-customer events that focus on IBM eServer,
TotalStorage value proposition for consolidation and open GRID computing business
solutions. Result - generated 2+ million in IBM new server, storage and services
revenue in Q4 - 2003.
- Host and provide access to IBM technology leadership personnel for IBM Americas,
EMEA and AP Executive customers, leveraging deep, technical relationships with
Almaden and Santa Teresa Lab personnel. Role included teaming and mentoring by
prestigious IBM Almaden Lab PhD’s and scientists.
IBM Corporation - Menlo Park, CA
2001 to 2003
ESM - Enterprise Server/Storage Manager - Industrial Cluster West
Managed and led all cross-brand (zSeries, pSeries, xSeries and TotalStorage) specialist
teams in the Strategic Sales Methodology and competitive displacement sales strategies
across the Industrial Cluster West. Responsibilities included pre and post-sales
architectural design review, CRM tool and opportunity identification, qualification and
validation process responsibilities.
- Devised and led competitive Intel server strategy culminating in placing IBM on the
Standards list at a local Telecom company, displacing multiple, incumbent server
vendors. Significant architectural and design review and consultative partnering
approach contributed to winning Linux Services contracts. (Engineering Computer
Services).
- Designed and built competitive displacement strategies for both mid-range and
enterprise storage standards at major manufacturer of UNIX computers and MP3
players. Results of architectural design and review and strategic RPQ netted over $15
million in server and storage, including storage software revenue and driving
significant revenue growth in excess of 140%, year over year.
- Exceeded 130% of assigned quota in 2003 with major IBM platform wins across
Industrial Cluster West. This was the culmination of a three year competitive take-out
assignment where my role was directly responsible for key Server and Storage wins in
competitive installed accounts.
IBM Corporation - Mountain View, CA
1998 to 2001
Senior Client Manager, Industrial Sector - Responsible for customer satisfaction,
relationship management and all IBM Brand penetration into assigned accounts.
- 1999 Sector VP Award for High Customer SAT ratings, and revenue attainment in
excess of 115% assigned quota - receiving an IBM Best Fest Award for winning UNIX
Server opportunities at F1000 manufacturing accounts in Silicon Valley.
- Received an IBM Marketing Excellence Award in 2000 given to a Client Manager who
successfully teams with IBM Business Partners to beat competition on a consistent
basis.
- 105% of assigned quota in 2000 with key IBM Migration Services engagement wins
and key middleware infrastructure placement across Silicon Valley territory.
References available upon request.