Gregory A.

Pasco
7760 E. Warbonnet Trail, Parker, CO 80138
Home: 303-840-3737 * Cell: 303-960-2468 * E-Mail: gpa13670@westpost.net
IT Business Solutions
In-Depth Expertise in Hardware/Software, Managed Services, Infrastructure, Netwo
rk Management, Server, Security, Systems Integration and Professional Services.
Skills & Strengths: Account and Channel Management and Development, Managed/Hos
ting Services, Market Penetration and Growth; Strategic Selling; Closing Benchma
rk Deals; Building Client Relationships; Sales Team Coaching & Motivation; Sales
Process Design and Improvement; Product Development; Negotiation of High Revenu
e Generating Deals.
Distinctive Executive Qualifications: Track record of success in ensuring accou
nt profitability and retention through effective management of customers, includ
ing contract, relationship, service delivery, and strategic planning in a manner
that addresses both short-term and long-term account goals. Excellent communic
ator and influencer who develops trust and works as a "partner" with key decisio
n-makers. Strong people motivator, able to build an energetic team spirit to ac
hieve maximum performance.
Expected Results: (1) Create strategies and plans that enable an organization t
o increase growth and maximize market penetration, (2) Develop effective ways to
sell into highly competitive markets, leading and managing continuous improveme
nt of the sales process, (3) Build upon the success of the organization's existi
ng customers, while adding new accounts, focusing on building higher value relat
ionships within the market to grow revenue and profitability.
Employment History:
* IT Business Solutions-2009 to Present
* Regional Sales Manager-BMC Software, 2007 to 2008
* Western Area Sales Director-Emprisa Networks** Acquired by BMC for Network Mgm
t (NCCM)
* Territory Manager Rocky Mountain Region-Packeteer, 2003 to 2004
* Sales Director Western Region-ION Networks, 2000 to 2003
* Major Account Manager-Inrange Technologies, 1988 to 2000
Experience Summary:
* Growing sales efforts in existing markets, while building capabilities to addr
ess new market opportunities to continuously increase the customer experience.
* Implementing highly responsive sales strategies to ensure profitable revenue a
nd margin growth.
* Calling at the "C" levels and developing rapport and strong relationships with
senior executives; excellent sales skills with the ability to manage and close
complex sales cycles.
* Understanding customers' business problems, and leveraging solid technology un
derstanding in creating workable solutions.
* Planning, organizing, directing and monitoring the daily operation and the sal
es activities of field Sales Representatives and Engineers.
* Working with Managed Svc Providers to increase Client Offerings and improve ma
rgins for existing programs as well as developing new ones.
* Seamlessly integrating new technologies with minimal disruption to existing in
frastructures.
* Manage communications and coordination of entire sales support infrastructure:
sales, support, operations, and executive team to insure complete customer sati
sfaction and acceptance.
Gregory A. Pasco Page 2
Performance Milestones & Key Contributions Overview:
2009 - Present, IT Business Solutions
* Bringing Location Intelligence to life in the CPG industry
* Enabling Manufacturers, Retailers and Distributors to identify targeted market
s
* Making better, more accurate and profitable business decisions by indentifying
the Who, What and Where by drilling down to specific geography and demographic
profiles
* Signed a $1.6m contract with a major distributor within 90 days of engagament

2007-2008, BMC Software

Retained by BMC after Emprisa acquisition to grow western region, selling end-to
-end solutions for total
system integration of Network, Infrastructure, Security, Server, Application and
Management Systems.
* Created breakthrough visibility in the Service Automation Market Segment, achi
eving tremendous success in unseating incumbents and creating long term client r
elationships.
* Large customer wins included: Newegg, LA Times, US ARMY, Anheuser-Busch, and N
ewegg.
* Grew regional revenues 30%, in spite of multiple management changes and acquis
ition, requiring the ability to navigate through new corporate infrastructure.

2004-2007, Emprisa Networks**

Recruited to grow western region from scratch selling NCCM solution to Fortune 5
00 accounts. Created
Centers of Influence throughout the Western US as well as User Groups. Grew rev
enue 300% year over
year. Significant customer wins; VISA, Intel, Time Warner, Infocrossings/WIPRO,
VM Ware
2003-2004, Packeteer
* Created Centers of Influence, providing vision and people leadership to streng
then Packeteer's position as a preferred provider within the Application Perform
ance Management space.
* Improved revenues by $1.2 million in a $2.8 million region. Accomplished thro
ugh initiating and establishing direct sales channel with flagship accounts incl
uding American Express, VISA, and First Data Corp.
* Set revenue record (Q2 2003) and President's Club (2003).
2000-2003, ION Networks
* Drove all aspects of sales within the Telco, MSP, COLO and related marketplace
.
* Transformed under-performing territory experiencing declining sales by impleme
nting disciplined business practices and customer service processes to ensure ov
erall productivity and performance.
* Led and mentored a team of sales professionals and engineers on product knowle
dge, sales methods, and understanding customer needs; built a disciplined, accou
ntable, and collaborative culture.
* Negotiated, structured and closed the largest deal in ION history, a $6 millio
n deal with SBC; involved excellent organizational skills, effective listening s
kills, high levels of presentation and negotiating skills, and the ability to co
mmunicate effectively with multiple stakeholders: engineering, technology manage
ment, capacity planning, procurement, and senior management.
* President's Club (2000, 2001, 2002) and Salesperson of the Year (2001 and 2002
)
* Partnered with the engineering organization to define, build and launch new pr
oducts and feature enhancements to satisfy specific customer requirements; fresh
new products propelled company's industry position.
1988-2000, INRANGE Technologies
* Led a sales and engineering team, with full ownership of high-level account pe
netration, pipeline and revenue growth in the Infrastructure, Data Communication
s and Storage market.
* Developed and executed an aggressive business and sales strategy that expanded
market awareness and differentiated the company from its competitors; establish
ed a strategic and solution-driven selling approach to penetrate new market and
dramatically grow sales.
* Landed significant flagship accounts: American Express, VISA, First Data Corp,
and Qwest; outseated IBM to capture Qwest account.
* President's Club consistent attendee (11 Clubs) and Leader in New Business.
Earlier Career: District Manager, Chess, Inc.
Account Executive, ADP and Computer Resources
United States Air Force
Education: ITIL Certification
Dale Carnegie Institute
Marketing/Accounting, University of Maryland