1. Mario Tovar 1420 Dahlia Loop, San Jose, CA 95126
http://www.linkedin.com/pub/mario-tovar/6/542/7b2 408-674-7327; matovar3@hotmail.com
PROFESSIONAL EXPERIENCE
Juniper Networks, Inc., Sunnyvale, CA 4/2012 – Present
Partner Account Manager
Driving sales revenue through Juniper channel partners by managing key partner activities including
forecasting, quota attainment, sales training, sales/opportunity management, and compliance with certification
requirements.
Positioning end-to-end solutions and articulating our strategies to owners, senior management, and partner
personnel.
Developing a strong channel presence in assigned region to ensure coverage by fostering relationships with
partner sales teams to obtain and develop leads/opportunities, while closely working with Juniper regional
sales teams to ensure proper channel engagement and customer satisfaction.
Coordinating sales operations, service, and marketing activities with local partners to maximize a strong
Juniper presence.
Managing MDF (Market Development Funds) spend and utilization with funded partners.
Polycom, Inc., San Jose, CA 8/2011 – 3/2012
Regional Channel Account Manager
Managed relationships with local and national channel partners in Northern California and Nevada, serving as
the ‘go to’ person for all channel related activities in this geography, and leading as the interface between the
Polycom Account Managers and our partners.
Trained, enabled, and hosted events with partners to drive Polycom pipeline. Keys to success included
identifying key sales opportunities, building partner relationships, forecasting sales opportunities, and
recruiting and on-boarding of new partners.
Cisco Systems, Inc., San Jose, CA 2/2000 – 8/2011
Client Services Manager/Service Account Manager (7/2005 – 8/2011)
Responsible for the renewal and sale of Cisco Systems service offerings (Technical Support, Advanced
Services/Professional Services, and Installation Services)
Worked with Commercial, Select, Enterprise and Public Sector accounts in California, Oregon, Washington,
Virginia, North Carolina, and South Carolina
Primary responsibilities included working with channel partners and directly with end customers to identify and
close key opportunities, managing account relationships, building partner relationships, positioning and up
selling higher levels of service to existing and new accounts, and forecasting sales opportunities
104% quota attainment in FY 2011 ($24 million goal)
101% quota attainment in FY 2010 ($31 million goal)
97% quota attainment in FY 2009 ($39 million goal)
108% quota attainment in FY 2008 ($37 million goal)
102% quota attainment in FY 2007 ($30 million goal)
134% quota attainment in FY 2006 ($19 million goal). #1 Service Account Manager in U.S. Commercial
Received ‘X’ rating in FY ’06 and FY’ 08 (Highest Possible Cisco Employee Rating)
Service Sales Representative (2/2000 – 8/2004)
149% quota attainment in FY 2004 ($33 million goal)
98% quota attainment in FY 2003 ($47 million goal)
115% quota attainment in FY 2002 ($28 million goal)
127% quota attainment in FY 2001 ($26 million goal)
131% quota attainment in FY 2000 ($23 million goal)

2. Stardust.com/Stardust Forums, Campbell, CA 7/1999 – 1/2000
Business Development/Inside Sales
Stardust.com (a.k.a. Stardust Forums) was an information services company that facilitated collaboration
between Internet technology standards bodies, technology product vendors, and the IT user community to
speed market adoption of next-generation Internet technologies. Stardust.com products included: an annual
IP Multicast Summit and a twice-yearly iBAND conference; the IP Multicast Initiative and QoS Forum; and an
extensive portfolio of technology reports, news round ups and intelligence services. The Stardust.com web
site was recognized as a leading portal for network engineers seeking vendor-neutral information on new
Internet technologies.
Drove attendance to events and was responsible for driving membership to on-line forums and the
Stardust.com web site.
3M (Occupational Health and Environmental Safety), San Jose, CA 7/1998 – 6/1999
Sales Representative/Account Manager
Responsible for selling a full line of respirator and safety related equipment to pharmaceutical, biotech, high
tech and industrial accounts
Managed the headquarter location of three local and one national distributor/partner
Implemented individual marketing plans to assist distributors/partners with their local markets
Training of state, local and end user accounts
Maintained worldwide account responsibility for Applied Materials
Managed an $8.2 million dollar territory (ranked 2nd out of six regions)
Re-hired with 3M at an S-3 level (out of a possible 5 levels) after leaving at an S-2 level
3M (Abrasive Systems Division), Los Angeles, CA 4/1995 – 10/1997
Sales Representative/Account Manager
Managed a territory that included both key accounts and distributors/partners
Created individual marketing plans focused on new product introductions
Lead Trainer (after only 8 months) for distributor/partner focused training and revised training manual
133% quota attainment for 1996 ($1.68 million territory)
Ranked number 9 out of 190 sales representatives in US (top 5% of US sales force) in 1996
Sustained 106% quota attainment during first 2 quarters of 1997 (after 65% increase in quota)
EDUCATION
Notre Dame de Namur University, Belmont, CA 1990-1994
-BS, International Business; minor, Sociology
*4 years, Intercollegiate Soccer; Co-captain Jr. & Sr. years
*Academic All-Conference ’91-’93
*Bilingual, Fluent in English and Spanish
SOFTWARE/TECHNICAL SKILLS
Proficient with MS Office, Outlook, Lync, Salesforce.com, Mac and PC, iOS

3. TRAINING
Whiteboard Selling [Corporate Visions]
Cisco Sales Masters Training – 2 week program
ACE (Accelerated Leadership Exposure) Leadership Program – 3 week program
Winner of the 2008 Virtual CXO Presentation Contest
Franklin Covey’s 7 Habits of Highly Successful People
The Art of Speaking [Patnaude Group]
Franklin Covey’s Writing Advantage
Solution Selling [Sales Performance International]
Understanding Financial Principles [Celemi]
Mandel Communications Sales Training – 1 week program
Situational Sales Negotiations Skills Training [BayGroup International]
Communicating with Confidence [Taylor Consulting Group]
DiSC Personality Training
3M Face-To-Face Selling Skills Program – 3 month program