JOSEPH C.

FERRARA
Melbourne, Florida 321-258-1361 josephferrara20@gmail.com

SENIOR SALES EXECUTIVE

REVENUE GROWTH

STARTUP SALES OPERATIONS CONSULTATIVE SOLUTIONS SALES EXPERT

Dynamic, award-winning sales leader with 20+ years of success driving revenue through expert management of teams and
territories for technology solutions companies. Develops targeted strategies based on deep knowledge of products, markets, and
channels and aligns presentations with needs and focus of each audience. Partners effectively with c-level leaders to maximize
product reach, while leveraging expertise in consultative sales and analytics to build loyal client relationships and identify new
opportunities to expand customer base. Solid record of exceeding sales quotas, with numerous awards including for #1
performance and reaching 175% of goal.
Joe has shown time and again that he is a positive, motivated leader with the ability to not only lead his sales teams
but help his partners sales teams achieve great success as well Joe will be a highly effective sales manager
for any organization looking to add great talent to their team.
Sales & Territory Management
Team Development & Leadership
Channel & End-user Sales
Sales & Marketing Strategy

Consultative Sales
Executive Relationship Development
Negotiations
SLED Enterprise Account Mgmt

Sales Presentations
Technical Expertise
New Business Development
Planning & Forecasting

PROFESSIONAL HISTORY
CONSULTANT Melbourne, FL

January 2015-Present

Provide a variety of services to clients, from setting up websites to leading training courses. Serve as a trusted advisor to clients,
including Foot and Ankle of NC, to analyze current infrastructure and recommend new solutions.
EXAGRID SYSTEMS Boston, MA

2007-December 2014

Regional Territory Manager (2013-2014)

Drove sales of disaster recovery software and firmware to customers across three states. Developed and executed channel go to
market strategy, from lead generation and partner recruitment to closing deals and training of partner sales and technical staff.
Built relationships and created business development plans with partner executives. Conducted cold calls, delivered
presentations (in-person and WebEx), with focus on communicating strong brand identity and product awareness.

Doubled YOY sales for three quarters through successful negotiations with C-level leaders.
Closed sales for 6-8 new customer accounts (SMB, Enterprise and SLED) each quarter.

Regional Channel Manager (2007-2013)

Developed Partner Channel for pre-IPO startup manufacturer, with focus on creating a strong market presence and strategy that
included partner recruitment, relationship development with executive-level leaders, and training of partner sales and technical
staff. Led account planning sessions with internal and partner sales teams, and oversaw sales lead and registration programs to
optimize opportunities. Region included Florida, Georgia, North & South Carolina, Tennessee, Mississippi, and the Caribbean.

Singlehandedly built robust partner channelrecruited 83 new resellers and exceeded all recruiting and sales goals
Exceeded quota for 5 straight years: from 2008 to 2012:
- 130% in FY10, winning Channel Manager of the Year.
- 110% in FY08 and FY11, winning Channel Manager of the Year.
- 104% in FY09 and 101% in FY12.
Recruited and Trained Syscom Technologies to become the number one reseller in the world for 5 years in a row.
Brought in 6 new customers (from 12 appointments) through setup and coordination of a successful lunch event in
Mississippi with 88 participants. (SMB, SLED and Enterprise)
Recognized as Channel Manager of the Year in 2008, 2010, and 2011. Earned Million Dollar Club status in 2010.
From 2006-2007, held role as Territory Account Manager for Overland Storage, covering 7 states across the southern U.S.
Boosted sales from 55% to 114% of quota through negotiations with C-level managers.

JOSEPH C. FERRARA PAGE 2 josephferrara20@gmail.com

BAKBONE SOFTWARE San Diego, CA
Director of Sales Eastern Region (2005-2006)
Director of Sales East Coast Region (2005)

2000-2006

From 2005-2006, created market presence through targeted marketing and events, while leading 8-member team of Territory
Account Managers and Sales Engineers for territory that spanned states east of the Mississippi, as well as Canada. Developed
strong relationships with executives in SMB, Enterprise Accounts, SLED, and Partner Channels.
In role covering East Coast Region, managed 3 Territory Account Managers and 2 Sales Engineershired, trained, and coached
team, established quotas, and created forecasts and quarterly review. Collaborated with channel partners to create marketing
campaigns to spark increased sales revenue.

Increased sales for Eastern Region 56% YOY in Director of Sales, Eastern Region role.

Regional Account Manager (2000-2005)

Recruited 60+ new resellers and created a market presence to evangelize new software technology. Created and managed go-tomarket strategy, drove lead generation and sales registration efforts, and developed alliances with key partners and sales team
from hardware storage manufacturers. Trained and coached partner sales reps and teams. Negotiated successful contracts and
developed long-term relationships with C-level managers in Enterprise, SLED and SMB Accounts.

Led all of U.S. for sales closed in FYs 2002 and 2003. Secured #2 spot in FY05, increasing revenue by 40%.
Achieved Presidents Club in 2004, companys inaugural year.

ADDITIONAL HISTORY
PIONEER STANDARD ELECTRONICS Cleveland, OH
National Sales Director (2000)

1987-2000

Spearheaded sales for $480M Compaq computer product line, managing 40-member sales force across the U.S.
Droves sales to 109% of plan year over year, while building a strong and knowledgeable sales team.

Regional Partner Sales Manager (1997-2000)

Controlled P&L for region that saw 354% growth, from $22M to $100M. Achieved 110% of quota in FY98 and 115% in
FY99.
Led 7 representatives servicing 4-state Southeast Region, driving sales of IBM, Compaq, and Intel products for SMB and
Enterprise accounts through partner channel.

District Sales Manager (1988-1997)

Boosted sales from $1.8M to $36M: secured above 100% quota each year from 1989 to 1997, including 120% in FY91 and
FY 93 and 175% in FY95.
Earned spot in Presidents Club in 1991, 1993, 1994, 1995, and 1996.
Managed computer sales force of 12 reps (including 7 Field Reps, 3 Inside Reps and 2 Application Engineers) for Albany,
Binghamton, Buffalo, Rochester and Syracuse territories driving sales in SMB, SLED and Enterprise accounts.

Account Executive (1987-1988)

Built sales from $0 to $1.8M as Account Executive for startup division.

EDUCATION

&

PROFESSIONAL DEVELOPMENT

Bachelor of Science in Computer Science (minor in Math & Psychology) University of Dayton, Dayton, OH
Dale Carnegie Sales & Management | Sandler Sales & Management |Salesforce.com
MS Office