Tom Setaro6020 Garden Gate Drive, Dallas, Tx 75024 (214) 616-2754 - tomsetaro@yahoo.com

SUMMARY

A successful executive who has exceeded revenue / profit targets, and received top awards at every company and position employed. Abilities include: presenting consultative solutions to CxO / VP level

executives, managing large pipelines with long / short sales cycles, negotiating global multi-million dollar contracts, and building ongoing long term relationships with clients, peers and team members. Managed

teams in excess of 200 reps and $1B in revenue; both in channel and direct sales models. Strong leadership skills, ambition, communication, and analytic skills combined with a commitment to excellence.

PROFESSIONAL EXPERIENCE

Brocade Communications Systems (acq Riverbed BU 2015) – Network ManufacturerCloud Sales Director, Eastern and Central US – Dallas, TX 2013 - Present

Own relationships at named Tier 1 & 2 Cloud Service Providers, Telco, Conglomerates, OEM’s in Central and Eastern US plus LatAm. Responsibilities include: Growing NFV and SDN SW cloud revenue pipelines, building long term relationships with CxO and key decision makers, and facilitating communications between Brocade team members, reseller / distribution partners, and end users. KPI’s include effectiveness at discovery, creating new POC opportunities, driving high customer satisfaction, and growing organic business by increasing scale and selling wider into the portfolio.

Won SW Sales Executive of the Year, 3 years in a row Achieved 155%, and 197%, and 202% of quota in consecutive years Tripled revenue from $1.4m to $4.5m annual usage revenue Created 12 new POC’s and 4 new global account revenue streams Grew every account organically by increasing scale and selling new sw from portfolio

IBM Corporation – SW, HW, Services manufacturerIndustry Solutions SW Executive; Named Retail Strategic Accounts – Dallas, TX 2012 -

13 2012 - 13 Managed Strategic C-Suite relationships at named Fortune Accounts – Industry Solutions, Retail; for IBM’s Commerce Ent SW Stack. Consistently exceeded quarterly goals, and KPIs. Responsibilities included: discovery of client’s environment from a technical and business perspective, meeting with CxO level executives and decision makers, negotiating pricing and SLA contracts, and progression / closing of multi million dollar sw opportunities.

VP Recognition – Top Gun Performance Award Successfully sold 3 Enterprise wide sw and services deployments to Global Retailers Drove highest participation among peers at IBM events such as: Smarter Commerce

Upsite Technologies - $8m Data Center Power & Cooling peripheral products manufacturerSenior Vice President Sales and Business Development – Dallas, TX 2008 – 11

Opened national sales office hiring 5 reps, then training and coaching them. Converted existing 3 tier to a 2 tier channel model, consolidated accounts and drove end user demand generation campaign. Worked with various internal departments to redesign web and sales collateral, rep responsibilities and comp plans, new CRM performance metrics, and PM to focus R&D for new and existing lines.

Grew company from $11m to over $30m in less than 3 years Reduced costs 4%, 6%, and 11% year over year growing net profit substantially Completely redesigned the Go To Market model growing both top and bottom lines

Hewlett Packard - $110 billion computer manufacturerDistrict Sales Channel Director – Dallas, TX 2007 - 08

Responsible for HP relationship with $1B+ channel partners such as: Staples and Office Depot. Effectively grew market share, top line revenues and profits. Responsible for relationship with 2 outsourced rep firms representing HP in the field.

GM Recognition Award for most improved region YoY; Circle of Excellence Effectively grew revenues 107% across assigned national channel partners Presented and provided enablement to channel upper management regularly

CompUSA - $7 billion computer reseller Senior Director of Sales, Vice President (it) – Dallas, TX 2004 - 07Area Director of Direct Sales, Northeast US - NYC, NY 1992 - 99

Promoted 6 times in 10 years. As VP in training, I was responsible for 3 regions, 32 corp sales offices, & 225 sales reps, and over $500m enterprise revenue. As Area Director NE, I managed 12 offices, 96 reps and helped launched the CompPC desktop brand nationally.

Awarded President’s Circle Award and EVP Top Gun Sales Award Awarded Regional Director of Year, DSM of Year, and GM of Year field awards Hired over 70 employees over the 7 years with 14 being promoted into management Personally opened 4 Enterprise Financial Fortune Accounts with over $50m in revenues As Regional Director, grew North Central US sales from $40 to $88m in 1 year As NYC DSM grew sales from $17m to $53m in 18 months setting company sales record

Dell - $56 billion computer manufacturer Enterprise Account Executive, Global Sales Manager – NYC, NY 2002 - 04

Responsible for selling Dell’s enterprise hardware, software and professional services into Global Accounts’ data centers within the Financial Vertical. I owned key client's decision maker relationships and collaborated internally and with partners driving over $15m in new revenues and profits. .

Nominated into the President’s Club in my first year Exceeded quota by achieving 140% blended revenue and profit dollars Landed $7m server deal to AIG; and $2m storage solution to E&Y; largest in segment

StorCubed - professional services company, $2m rev, sold profitably to 1 clientPresident, Owner – NYC, NY 2001 - 02

PC Connection (subsidiary MoreDirect) - $300 million e-commerce IT resellerSenior Director of Sales – NYC, NY 1999 - 01

Opened NY branch, hiring and coaching 12 reps. Role included managing P&L, hiring staff, targeting new accounts and presenting to Fortune 1000 clients. Promoted from Dir to Senior Director of Sales.

First year grew new sales from $0 to $70m for NY office, and MD corp from $30m to $100m

Computer Factory - $440 million computer value added resellerRegional Sales Manager – Garden City, NY 1987 – 92

Awarded RSM of the Year and President’s Circle Award of Excellence

EDUCATION

Bachelor of Science: City University of New York 1989Majors in: Business Management, Finance Minors In: Mathematics