Sales Business Development Executive in Indianapolis IN Resume Gregory Dugan

GREGORY DUGAN Zionsville, IN 46077 Cell: 317-752-6955 [email protected] www.linkedin.com/in/gregorydugan

CAREER PROFILE SALES & BUSINESS DEVELOPMENT EXECUTIVE

SKILL HIGHLIGHTS     

Consistently Exceeded Sales Quota National/Named Account Retention Direct & Channel Sales Consultative Selling Approach Competitive Market Intelligence

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Customer Needs Assessment Customer Needs Assessment Customer Relationship Management Forecasting & Budgeting Contract Negotiations Prospecting & Cold Calling

CUSTOMER RELATIONSHIP EXAMPLES 1st Source Bank, ADESA Corporation, Ascension Health (28 hospitals), Brightpoint, Inc., Catholic Health Initiatives, CNO Financial Group, Inc, Computer Science Corporation (CSC), Corn Products International, Crowe Horwath, Cummins Engine, Eli Lilly, Elkhart General Hospital, Endress+Hauser Holding AG, ETC-Proliance Energy, Federal Home Loan Bank of Indianapolis, Franciscan Alliance, Indiana University, Inventory Locator Service (ILS), IPFW, IU Health, Lakeland Regional Hospital, Landis+Gyr AG, Louisville Gas & Electric, Mann+Hummel USA Inc, Midwest ISO, National Government Services, NIC, Inc.(8 locations), Norton Healthcare, PBI Bank, Purdue University, ResCare, Sallie Mae, Simon's Property Group, Springleaf Financial Services (AIG), St John's Health System, Steel Dynamics, Steel Technologies, USG Corporation, Wabash National Group, WellPoint, Zimmer

EXECUTIVE EXPERIENCE GERSON LEHRMAN GROUP 07/2014 – PRESENT

GLG's Technology Council of Advisers is an international association of academic and industry thought leaders consulting for professionals worldwide. GLG clients such as major consulting organizations, strategy teams, and senior executives like to speak with subject matter experts to better understand market leading IT security vendors (i.e. company value proposition, channel, market demand, strengths/weaknesses ) and their product offerings (i.e. hardware, software, cloud-based, managed services, etc.). SENIOR IT SECURITY CONSULTANT/ADVISOR - TECH & MEDIA DIVISION

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Recognized top 5% consulting leader (out of 100,000 advisers globally) Developed quarterly consulting engagements with executives from 50 firms CADRE INFORMATION SECURITY 08/2001 - 05/2014

Cadre Information Security is a nationally recognized network security provider. Core Competencies include: Strategy & Design Development, Enterprise Security Assessment Services, Implementation and Integration, Point of Procurement & License Management for Best of Breed Security Products, Technical Phone Support, & Security Certification Training…

NATIONAL ACCOUNT MANAGER

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Brought on 270+ New Enterprise accounts from 28 different states; a key contributor to the company's overall financial growth 12MM (2001) to 80MM (2013) Sold 35MM+ of hardware & software network security products & services to named accounts in both private & publicsectors (12 year quota average - 120%) Highest Gross Margin % increase in sales over previous year (out of 13 reps) - 2008 & 2011 Highest % of Service Sales as a % of Total Sales (out of 12 reps) - 2010 Brought on the largest # of Net New Enterprise customers (42) in a single year (out of 12 reps company record) - 2007 Highest Sales generated from New Customers (out of 12 reps) - 2007 & 2006

DISTRICT MANAGER

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Successfully hired, trained, mentored & motivated new sales reps to consistently meet or exceed sales quota whileexceeding my own quota (dual role) Delivered weekly forecasts, quarterly sales revenues & strategic account/territory penetration plans to the CEO on behalf of myself & Enterprise Sales Reps under my management Consistently & accurately articulated detailed insight on all sales activities via company's & partner's CRM tools Successfully introduced new operational strategies & "Go-To-Market" campaigns to help the sales team creatively drive demand & up sell professional services within existing customers Planned and executed multiple IT Security Seminars with attendance counts exceeding 600+ individuals

NAMED ACCOUNT MANAGER

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Highest % in Service Sales for Enterprise Team – 2004 Highest Average Gross Profit Margin for Enterprise Team - 2003 & 2004 Software & Hardware Sales exceeded $5,000,000 (166% of quota) without a sales office or the support of a pre-sales engineer in my state - 2003 & 2004 Awarded the most shares of company stock out of all remote sales reps as a result of performance 2002 & 2003 GTE INTERNETWORKING (AKA: GENUITY) 04/1999 - 0 7 /2001

Genuity is a premier provider of Internet infrastructure and e-business solutions that offers global 24 hour around the clock SOC monitoring/managed services. Internet infrastructure solution offerings include Fully-Managed & Co-Managed Services for Tier-1 Internet Access, Firewalls, IPSEC VPN & Complex Hosting e-Business solutions to Fortune 500-1000 companies. SENIOR ACCOUNT MANAGER

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Sold $1.8MM+ in managed security software & hardware (120% of plan) - 2001 Sold $3.3MM+ in managed security software & hardware (125% of quota) - 2000 Sold the largest single Managed VPN solution in the Ohio Valley Region (38,000 licenses - The State of Indiana) – 2001 Sold the largest Global Complex Hosting solution in the Ohio Valley Region ($2,200,000 Guidant Corporation) -2000

PRIOR EXPERIENCE Former employment successes include 3 time National Winner's Circle Award (4 year quota average 150%) with GTE Wireless, a 220% quota leader with Frontier Communications & previous network security consulting work with the Gerson Lehrman Group.

ADDITIONAL INFORMATION   

3-time top 5% consulting leader with the Gerson Lehrman Group (Globally)ISSA Chapter Member ISC2 ISLA Awards Sponsor Networking and Information Technology Association Sponsor

CERTIFICATIONS        

Bluecoat Systems - Web Security Certification & Level 1 Technical FundamentalsAltiris Client Management Suite 7.0 (STS) Palo Alto - Authorized Sales Expert F5 - Big IP & Security Module Sales Certification Bluecoat Systems - Cloud Service Web Security Certification & CacheFlow Certification EMC - RSA Certified Security Professional IBM Tivoli - Internet Security Systems Sales Professional v2McAfee - McAfee Data Protection Certification SafeNet - Secure Authentication and HSM Juniper Networks - Advanced Security & Policy and Access ControlsMcAfee - Web & Email Security CheckPoint Software Technologies Partner Sales CertificationInfoblox - IASP - DNS, DHCP, IPAM

EDUCATION BSBA: MARKETING Xavier University (1988-1991), Cincinnati, OH, USA Bachelor of Science in Business Administration