You are on page 1of 3

JOSEPH S. ROCCA 416 Via Pichon ~ San Clemente, CA 92672 949-533-9587 jr144d43@westpost.

net SALES, SALES MANAGEMENT, ACCOUNT MANAGEMENT OEMs ~ VARs ~ End Users ~Distributors Award-winning sales and sales management professional with proven success in com petitive, rapidly changing and high-growth markets. Developed and executed strat egies for national accounts, key OEM, VAR, and end-user accounts to increase mar ket share, revenue and profits for multi-million dollar technology and service-d riven firms. Consistently exceeded sales quotas, initiated and maintained strong business relationships and improved performance metrics to dramatically impact corporate goals. Additional expertise and experience in: * * * * Product Launches * Negotiations * Field Sales Channel Management * Startups * Pricing Strategies CRM * Turnarounds * Staff Hiring, Training, Management P&L * ROI * Consultative Sales

Key Skills: Results-driven visionary leader, ability to listen and understand c lient's needs, develop solutions, determine what will sell, negotiate, and close ...C-level sales expertise...Identify and win cooperation at all levels, buildin g solid business relationships, rapport, and trust...Successful closing solution , value add, and technical sales...Proven "go-to person" for crucial sales resul ts...Respected executive image, demonstrating superior interpersonal, organizati onal, oral/written communication and presentation skills...World class customer service and resultant reference accounts...Team player/leader...Effective utiliz ation and management of resources...Self-starter...Highly motivated...Competitor ...Motivator/mentor CAREER ACCOMPLISHMENTS REALTOR (Cosenza Realty Consultants) and Independent Consultant, Laguna Niguel, CA. 2007 to Present. * Southern California residential real estate sales. * Sales and business development resource to small/large enterprises. National Sales Manager, DelTel, Inc., Aliso Viejo, CA. 2005 to 2007. * Developed, launched, marketed, sold, and managed virtual phone system technolo gy for real estate professionals. * Spearheaded efforts to increase sales for startup firm, developing viable nich e market for DelTel, Inc. New enterprise in software/virtual phone system/telec om business was growing fast but needed new industries to increase market presen ce. Utilized sales, technology, and real estate transferable skills to establis h a new product market and manage team, focusing on the real estate professional . Gained exposure through trade shows and contacts, delivering strong market rec ognition and increasing overall sales from focused marketing. REALTOR, Coldwell Banker, San Juan Capistrano, CA. 2002 to 2005. * Residential real estate specialist for Southern California market. Regional OEM Sales Manager, Datacore, Laguna Niguel, CA. 2000 to 2002. * Pioneered, Introduced and evangelized new storage software virtualization tech nology to major strategic national OEM/reseller accounts. * Created programs for luminary computer firms, securing long-term partnerships and follow-on sales. Start-up company wanted to ensure solid relationships with industry leaders in computer software and hardware. Interfacing with key execut

ives, developed, managed and implemented certification programs for key technica l partners including IBM, Fujitsu Softek, HP and MTI, ensuring compatibility acr oss technical disciplines. Director National Accounts, Creative Design Solutions, Mission Viejo, CA. 1997 to 2000. * Pioneered, formulated, launched, and evangelized new network attached storage (NAS) technology to strategic national OEM/reseller accounts for start-up compan y. * Developed and managed reseller sales organization, programs and tools. * Played key role in OEM strategy, securing prime relationship with Dell. Compan y had developed new technology, network attached storage (NAS), and needed strat egic accounts for beta test sites. Targeted Dell as high-profile account with re putation for leading-edge technology. Utilized key executive relationship to app roach Dell EVP. Received Dell buy-in to participate as beta test site, setting s tage for OEM contract/market exposure. * Established key executive relationships to promote portfolio of technical solu tions. District Sales Manager, Exabyte, Mission Viejo, CA. 1989 to 1997. * Sold and managed district office sales and support of OEM and VAR 8mm tape dri ves and tape libraries for computer storage hardware firm. Managed $26M budget. * Led efforts to increase sales, quickly driving revenues to new levels by tripl ing territory revenues. * Firm set dramatically higher revenue goals, placing significant pressure on sa les to achieve quotas. Strategized with key accounts, leveraging relationships t o increase sales. Challenged major client to become firm's largest reseller. Met company mandate, earning "District Manager of the Year" award. * Led sales promotion, exceeding district revenue goals and generating significa nt profits. Consistently low margins for tape drive sales caused firm to seek ne w, high-margin tape library sales strategies. Spearheaded efforts to promote val ue-added product benefits and technology edge. Dramatically increased sales/prof its to highest in three years. Number one worldwide tape library sales performe r. * Performance enabled district to annually achieve number one sales and profit p osition in the country. * Achieved President's Club each year District Sales Manager, Convergent Technologies, Irvine, CA. 1982 to 1989. * Sold and then managed the district office sales and support of desktop worksta tions and multi-O/S servers to OEMs, VARs, and distributors. * Developed/executed OEM strategies for Convergent Technologies, securing $50M a greement. District needed a major OEM account. Targeted major OEM in district a nd committed to signing them. Efforts were futile with SVP, but strategy change led to interface with CEO as well. Presented to executives, gaining credibility and promoting merits of company's value-added portfolio. Won multi-million dolla r contract and media exposure for Convergent Technologies. * Promoted to District Manager. * Led Convergent Technologies sales/business development projects, achieving per sonal best and District's #1 worldwide ranking. Computer systems firm needed con sistent revenue and profit stream in highly competitive market. Focused distric t sales strategies on relationship selling and understanding the technology of t he product offering. Set new benchmarks in annual revenue and profit gains and c harted course for company stability through long-range, follow-on business. * Achieved President's Club each year. District Sales Manager, Bunker Ramo, Los Angeles, CA. 1975 to 1982. * Sold and then managed the district office sales and support of online teller t erminal systems to commercial banks. * Pioneered, launched, and evangelized new online teller terminal system technol

ogy to commercial banks. * Launched successful business development strategies for Bunker Ramo, signing e very commercial bank in territory. Company needed to get new teller terminal sys tem off the ground and well established in the commercial banking arena. Develo ped and executed relationship-building techniques, powerful presentations and co ntinuous sales contacts to gain territory wide acceptance and conversion to the new teller terminal system. * Promoted to District Manager. * Achieved President's Club each year EDUCATION BS, Business Administration, University of Southern California (USC). PROFESSIONAL "Top Performer", "President's Club" awards for sales and sales management.