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DANIEL J.

SULLIVAN
(203) 979-6176
Darien, CT 06820 sullivan800@aol.com

SENIOR SALES / MARKETING LEADERSHIP—HIGH TECHNOLOGY

An innovative and energetic business leader who develops and leads the implementation of winning sales and marketing
strategies that result in greater market share and increased revenues. A proven team builder and leader who motivates
and energizes personnel to perform above expectations. An effective communicator who establishes and maintains
mutually beneficial relationships with prospects, customers, vendors and other stakeholders. A revenue generator with
proven sales success in areas such as Hardware, Licensed Software, Software as a Service(SaaS), Storage as a Service
(StaaS), Cloud Computing, Security, Digital Archiving, Backup and Recovery, Business Continuity Services, Consulting,
eRecords Management, Compliance and eDiscovery. Special expertise in:

New Market Penetration & Development:


• Dramatically grew sales in a greenfield territory, traveling the NY Metro Area, Western US, Canada, and the UK to
evangelize a new service and close new business. Educated the sales force regarding the service, engaged with
prospects and closed numerous large contracts resulting in $3+ million in recurring revenues in the first 18
months.
• Developed and implemented a comprehensive sales/marketing plan to launch a national sales program targeted
to an industry vertical, the Insurance Industry. Expanded start-up operation to a 16 person team in one year. Over
three years, increased revenues 350% to $18 million while tripling market share.
Direct Sales & Indirect Channel Development:
• Consistent and distinguished performance as both an individual contributor and a key member of the Sales
Leadership team that provided new/recurring revenue, tactical and strategic plans instrumental in growing Iron
Mountain’s Digital business from a start-up to over $240 million in revenue.
• Closed a major outsourced email archiving contract with Morgan Stanley by assembling a support team to
research and understand their environment and critical pain points. Won the contract by developing relationships
with key decision makers and developing/presenting a compelling solution, generating $1.6 million the first year
with continuing revenue growth in following years.
• Closed the largest contract in the history of Iron Mountain by mapping out a winning strategy with the sales team,
engaging Senior Executives to participate in the final presentation of the solution to the prospect, Merrill Lynch,
resulting in a $10+ million contract. Earned the opportunity to offer additional services to Merrill Lynch.
• Grew revenue 50%, within an 11 month period, by restructuring sales coverage, expanding the reseller base and
revamping the coverage of a major reseller.
Team Leadership:
• Demonstrated success in building, energizing and coaching teams from 5 to 70. Managed/Hosted
National/Regional Sales Meetings along with a Major Product Launch which included 2,300 Resellers.
Business Development and Strategic Planning:
• Developed a Territory Segmentation Business Plan that enabled sales team members to more effectively identify
top prospects, resulting in the closing of an additional $1.8 million of new business within 12 months. Named Top
Sales VP of the Year.
Organizational Restructuring & Turnaround:
• Restructured and turned around an underperforming sales area, replaced its leadership and energized the
Sales team, resulting in 63% revenue growth year over year.

PROFESSIONAL HISTORY

Iron Mountain / Iron Mountain Digital, Boston, / Southborough, MA 2001 – 2010


$3 billion global provider of Information Management Services. Iron Mountain Digital (from start up to $240M in revenue)
is the world’s leading provider of a range of services including Licensed and Subscription Software, Software as a Service
(SaaS) and Storage as a Service (StaaS) solutions for Data Protection, Recovery and eDiscovery.

Vice President, Sales—North America 2009 – 2010


Led all NA sales activity including revenue generation, budget and headcount. Directed two VP’s and five Sales Directors,
40 person Sales staff and 20 Sales Engineers. Responsible for business and market planning by region, implementing
territory coverage plans and ongoing assessment of sales strategies. Interfaced closely with Marketing and Product
Management to assess and adjust programs. Worked regularly with Sales Operations/Finance to ensure effective
performance tracking.
D. J. Sullivan, Pg. 2
Iron Mountain, Cont.
Vice President, Sales—Eastern Area 2007 – 2009
Promoted to this newly-created role of managing two consolidated regions. Supervised 14 Sales Executives covering CT
to FL.
Vice President, Sales—North America, Digital Archives 2003 – 2006
Managed ten Sales Directors across North America responsible for the sale of four Digital Archiving Services.

Director of Sales—Digital Archives 2001 – 2003


Directed sales of a hosted suite of services for this newly-formed division including email archiving, image archiving and
statement archiving to new and existing customers. Educated sales and account management teams in these services,
engaged new prospects and closed new business in the NY area, Western US, Canada and Europe.

Kyocera Mita Corporation, Kyoto, Japan 1999 – 2000


$8 billion global provider of printers, copiers and document management products and services; US Printer business @
$140M in revenues.
Vice President, Sales—US Printer Business, Fairfield, NJ
Recruited by President of Mita Corporation Americas to revitalize stagnant US printer business and dramatically grow
sales. Integrated Mita and Kyocera direct sales and reseller organizations including administrative, distribution and
financial functions after Kyocera’s acquisition of Mita. Oversaw National Sales Manager, seven Regional Sales Managers
and two Systems Engineers.

Celestica Corporation, Toronto, Canada 1998 – 1999


$3 billion world leader providing outsourced electronic manufacturing services. Joined start up group focusing on building
a new channel through Distributors and OEM’s.
National Sales Manager, Stamford, CT
Established business with national distributors and emerging OEM’s, a new channel, with prospective accounts
representing a 6-18 month sales cycle. Led implementation of strategic plan with revenue potential of $100+ million.
Established working agreements with numerous distributors.

Lexmark International Inc., Lexington, KY 1991 – 1998


$3.2 billion manufacturer of computer peripheral equipment and supplies.
Director, US Sales & Marketing—Insurance Industry, Stamford, CT 1996 – 1998
National Sales & Marketing Manager—Insurance Industry, Greenwich, CT 1995 – 1996
Developed and implemented a comprehensive sales/marketing plan to launch a national sales program targeted to the
insurance industry. Established Lexmark as the preferred solution in mission-critical applications against entrenched
competitors including Hewlett-Packard.

Regional Sales Manager—Distribution & Direct Sales, New York, NY 1991 – 1995
Developed and instituted the Company’s first-ever radio advertising/print campaign, targeting the Metro NY market, which
was quickly adopted nationwide due to immediate success. Established co-op marketing plans, sales targets and
advertising programs with retail channel.

Area Marketing Programs Manager, Greenwich, CT 1991


Developed marketing and sales strategies for ten states and Caribbean countries.

IBM Corporation, Armonk, NY 1975 – 1991


Regional Sales & Programs Manager, Norwalk, CT 1989 – 1991
Program Manager, Montvale, NJ 1988 – 1989
District Sales Manager, Boston, MA 1986 – 1988
Progressively responsible Sales, Sales Management
and Marketing positions 1975 – 1986
EDUCATION

Boston College, Carroll School of Management, Boston, MA B.S. Economics, cum laude

COMMUNITY ACTIVITIES

Boston College Alumni Association- Co-Founder Fairfield County Chapter, Member, Leadership for Class Reunion
Darien Youth Hockey Association – Past Board Member – Fundraising and Sponsorships, Past Youth Hockey Coach
Deerfield Academy, Deerfield, MA. Parent’s Committee/Senior Parent’s Committee, Fund Raising