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Joy Durange

309 Leela Palace Way

Fort Mill, SC 29001

704-900-9876

E-mail: joydurange@yahoo.com

Qualification Summary

·         18 Years of consultative solution selling experience in both a sales and presales role

·         Deep understanding of the technology industry with a focus on storage and server solutions

·         Skilled in creation and delivery of sales and product training and presenting to large groups

·         Experience in selling direct and through the channel

·         IBM System x Certified Expert: Sales 000-153 and 000-151: Technical 000-152 and 000-087

·         VMware VSP Accreditation

Professional Experience

IBM – Contract                                                          Charlotte, NC

Channel Technical Sales Specialist                                                (August 2011 - Present)

·         Develop and execute pre-sales enablement training for IBM Business Partners in TN, AL and MS

·         Represent IBM as a sales and technical resource for partners on end user sales calls 

·         Create and deliver on demand sales and technical workshops for IBM partners and end users

·         Leverage IBM resources to provide problem resolution for sales and technical concerns of the client

·         Represent IBM as a main presenter at business partner and end user events

·         Enable sales by offering opportunity based pre-sales support for  the IBM solution stack

IBM – Contract                                                          Charlotte, NC

Business Development Manager- Storage Channels   (November 2007 – July 2010)

·         Developed and executed sales strategies to increase IBM mindshare and revenue in the channel

·         Represented IBM as a sales and technical resource for partners on end user sales calls 

·         Created and delivered sales training for partners to enable development of an IBM storage practice

·         Provided sales and technical enablement of partners and clients through training and resource education

·         Prepared and presented bi-monthly webinars to enhance partner product knowledge and salesmanship

·         Acted as main presenter at numerous multi business partner and end user events

·         Achieved quota attainment of 300% for 1^st half 2010

·         Built strong working relationships with OEM’s, distribution, IBM brand/channel teams and  BP community

·         Leveraged all available IBM resources to provide problem resolution for sales and technical concerns of the BP community

Home-On Consulting  (Self Employed)                   Fort Mill, SC

Computer Consultant                                                          (April 2003 – November 2007 - Restarted 11/2010)

·         Consultative sales geared towards consumer and small business customers with a need for functional and cost effective computer and network infrastructure

·         Obtained NC/SC Real Estate License to educate myself on consumer and commercial Real Estate vertical

·         Designed and built PC’s and servers based on AMD/ATI  CPU’s, chipsets and GPU’s

·         Designed a business plan and all policies and procedures to develop the most efficient go to market strategy

·         Daily activities included prospecting and networking, marketing activities, creating proposals and  the implementation of services

·         Restarted business on a part time basis November 2010

DataPeer, Inc. (Chapter 11)                                           Fort Lee, NJ

Technical Sales                                                                                   (May 2002 – April 2003)

·         Presales technical lead for all sales calls in the NY/Metro area supporting 6 Account Managers

·         Took a consultative sales approach in designing and presenting enterprise storage and server solutions for SMB and Enterprise markets

·         Designed solutions and managed storage services with infrastructures by EMC, HDS, Brocade,  Storagetek, and Compaq and software by Veritas/Symantec(NetBackup)

·         Designed Business Continuity solutions with remote storage requirements

·         Architected and sized all customer proposals

·         Presented solution included Visio drawing of recommended hardware design and a SOW detailing integration and configuration procedures and backup processes and scheduling 

sanrise, inc. (Chapter 11)                                                           Falls Church, VA

Technical Sales                                                                                   (Jan 2001 – May 2002)                  

·         Lead technical person for all enterprise opportunities generated by three Enterprise Account Managers

·         Prepared and presented all quotes and statements of work to the clients with detailed explanations of implementation processes for sanrise managed storage services

·         Interfaced with vendors to provide up to date solution proposals

·         Designed Business Continuity solutions with remote SAN/NAS storage, tape and software requirements

·         Architected and sized all customer proposals with infrastructures by HDS, Brocade,  Storagetek,  and Veritas/Symantec(NetBackup)

·         Tracked all opportunities from initial meeting through service implementation to allow for streamlining of processes where applicable

Total Tec Systems, Inc.                                                Edison, NJ

  Nov 1997- Dec 2000 

Technical Sales                                                                                    (July 1999 - Dec 2000)

·         Worked with sales representatives in growing regional business while building my own customer base

·         Established, maintained and serviced customers in the education and corporate verticals with a focus on Storageworks, Alphaservers, and Proliant Server product lines

·         Extensive exposure to the enterprise Storage Area Network(SAN) market including competitive analysis of Sun and EMC

·         Extensive interaction with resellers in the area of Enterprise Backup and primary SAN NAS Storage

·         Trained on Legato, Veritas and Compaq software products related to clustering, backup, Disaster Tolerance and Storage Area Networks

·         Configuration, sizing and presentation of customer solutions was a primary focus

Quality Assurance Engineer                                                               (Nov 1998 - July 1999)

·         Technically reviewed all quotes and orders for completeness and accuracy

·         Responsible for all functional and pre-shipment testing of products from the integration department. These products included Compaq storage and servers and all associated software programs

·         Released products for shipment if they met the customer’s integration requirements

·         Product focus on Unix, Windows NT, Alphaservers, Proliant Servers, and StorageWorks  SAN’s

·         Promoted to Technical Outside Sales

Inside Pre-Sales Support                                                      (Nov 1997 - Oct 1998)

·         Managed all parts of the pre-sales process, including technical discovery, designing the solution and presenting a completed proposal to the customer

·         Organized the sales and customers of 10 sales representatives throughout the East Coast

·         Responsible for designing technically accurate quotes and configurations on products ranging from Alphaservers to multi-terabyte enterprise storage solutions – Focus on StorageWorks product line

·         Initiated contact with new customers including resellers and end-users

·         Promoted to Quality Assurance Engineer

Quantex Microsystems                                               Somerset, NJ

Sales and Customer Service Manager/Direct Sales                      (April 1994 - October 1997)

·         Managed a direct PC sales force of 40 and a customer service call center of 15 representatives

·         Trained all sales personnel on hardware and software related to the companies PC based offerings, as well as sales techniques necessary for success in an in bound call center environment

·         Handled all sales related issues from hiring of the sales force to resolving customer complaints

·         Managed  sales activities to ensure daily, weekly and monthly quota attainment

·         Used a consultative sales approach in  explaining the company’s offerings in relation to the competitors, and giving the customer all relevant information to make an informed computer buying decision

·         Over 45% close rate - Highest closing ratio on the sales force

EDUCATION

Rutgers University, New Brunswick, NJ, US

Business Administration,  1990-1994

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