Ian P. Dillon is a senior account executive with over 25 years of experience in strategic sales and business development. He has a proven track record of exceeding sales quotas and closing major deals, such as a $100M strategic partnership between Starbucks and HP. Currently, he is developing and leading high performance computing sales opportunities at Dell to maximize revenue. Previously, he held sales leadership roles at various technology companies where he established key partnerships, grew sales territories significantly, and delivered tactical solutions to customers.

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