IanD resume

1. IAN P. DILLON
1070 GRANDY’S LANE
LEWISVILLE, TX 75077
206.607.9340 IPDILLON@GMAIL.COM
SENIOR ACCOUNT EXECUTIVE
TOP PERFORMER  HUNTER  STRATEGIC  HIGHLY SUCCESSFUL  QUOTA EXCEEDING
Tactical and diverse sales background with demonstrated leadership in delivering maximum revenue and
performance. Exceptional communicator with a consultative sales style.Execute strategic sales initiatives to carry
out quota over-achievement. Establish long-term business relationships throughout all organization levels.
CAREER HIGHLIGHTS
 Closed 5-year, $100M strategic partnership between Starbucks and COMPAQ/HP
 Proven background and understanding of telecommunication industry
 Negotiated $30M professional services deployment of T-Mobile WIFI Service
 Conceived customized network topology for next-generation Boeing aircrafts - $8M revenue
 Proven success in both direct and indirect channels, accelerating territory / account sales
 Extensive VAR/VAD, ISV and OEM partnerships aimed at industry standard solutions
 Aggressively identify opportunities, develop focus, and provide tactical business solutions
 Available for travel - 70+ %
EMPLOYMENT HISTORY
DELL, INC., Dallas, TX SEP. 2011 – PRESENT
Regional Account Manager – High Performance Computing
 Develop and lead HPC sales opportunities to bring to rapid closure
 Forecast and manage regional HPC sales engagements via Salesforce.com
 Create customer value by delivering tactical PaaS, SaaS, and IaaS solutions
 Present Dell’s HPC Solutions via Workshops, Conferences and Executive Briefings
 Develop Best Practices with Dell Services and Partners to enable Cloud bursting solutions
ROGUE WAVE SOFTWARE, Dallas, TX DEC. 2010 – SEP. 2011
Account Executive
 Report to Senior VP of Sales - penetrate green field telecom, healthcare, life sciences and energy accounts
 Execute strategic sales and marketing campaigns to accelerate top line revenue growth
 Target key ISV’s and embed software solutions to attain multiyear, royalty revenue
 Drive proof of concept and product enhancement requests to fast-track customer purchase
CRAY, INC., Seattle, WA FEB. 2009 – SEPT. 2010
Regional Sales Manager (Jan. 2010 – Sept. 2010)
 Managed West Coast territory sales for Cray CX high performance computing (HPC) solutions, growing
sales revenue by 120%.
 Launched Latin and South America reseller sales program, delivering $5M in additional revenue.
 Developed partnerships and business opportunities by creating a vertical market focus on US National
Labs, Life Sciences, Digital Media and Financial industries.

2. IAN P. DILLON PAGE 2
Global Channel Manager (Feb. 2009 – Dec. 2009)
 Developed and completed Channel Partner Reseller program for the North/South America, EMEA and Asia
Pacific sales regions, resulting in 50 certified resellers in 10 months
 Directed regional sales managers, which resulted in accelerating revenue streams via Cray Channel
Resellers by on boarding Channel Partners and escalating global sales by 150%
 Delivered Cray’s value proposition and reseller programs, which increased product sales and delivery
ARUBA NETWORKS, Seattle, WA JAN. 2008 – DEC. 2008
Regional Sales Manager
 Managed and expanded Microsoft’s Global Wireless LAN deployment across 170 countries
 Exceeded sales quota by 110% while expanding VAR regional recruitment and coverage
 Created Strategic Alliance between T-Mobile and Aruba Networks, which resulted in mobile convergence
offering to joint enterprise customers
 Grew Pacific Northwest education, medical, healthcare, and enterprise customer base by 120%.
CISCO SYSTEMS, Bellevue, WA APR. 2006 – DEC. 2007
Senior Account Manager
 Grew revenue target from $50 to $72M in FY2007 after being recruited into T-Mobile USA sales team to
help solidify executive relationships and drive additional franchises within the company.
 Provided cross-functional role within T-Mobile Engineering and Enterprise Information Technology
divisions, maximizing revenue within these groups.
 Leveraged executive relationships, creating new revenue streams within T-Mobile.
EXTREME NETWORKS, INC., Seattle, WA AUG. 2003 – MAR. 2006
Enterprise Account Manager
 Achieved over 120% quota attainment for three consecutive years.
 Built joint development partnership with Boeing, establishing Extreme as the standard platform for next
generation 787 simulation and design, resulted in $3M additional revenue.
COMPAQ COMPUTER CORPORATION, Seattle, WA OCT. 2000 – JUL. 2003
National Account Manager
 Secured $100M, 5-year strategic alliance with Starbucks, managing the joint partnership between
Starbucks, Microsoft, Cisco, and HP.
 Managed HP enterprise sales solutions and services at T-Mobile, USA, bringing in $70M in annual
revenues.
 Developed enterprise-class solutions and supporting products for 802.11/GSM markets.
SILICON GRAPHICS / CRAY RESEARCH, INC., Indianapolis, IN and Seattle, WA MAR. 1990 – SEPT. 2000
Territory and Channel Sales Manager
 Received the President’s Club award in 1998, 1999, and 2000 for 140% quota attainment.
 Managed and supported VAR/VAD channel, growing territory sales from $4M to $8M in revenue.
 Directed global strategic sales and marketing promotions between ISV, ASP and SGI, increasing software
licenses and revenues.
 Strengthened OEM products and services by developing embedded digital media playback solutions.
 Drove Enterprise/HPC sales at Microsoft, Boeing, Nintendo, and Pacific Northwest National Labs.

3. IAN P. DILLON PAGE 3
EDUCATION
Master of Science, Theoretical Chemistry
UNIVERSITY OF HAWAII,Honolulu, HI
Bachelor of Science, Theoretical Chemistry
CLARKSONUNIVERSITY,Potsdam, NY