DENNIS SHERWOOD

368 Borica Drive Danville, CA 94526

Home (925) 552-0943 Mobile (925) 705-5997
Dynamic, experienced, results oriented sales leader and team builder
* Teams have consistently exceeded sales and revenue targets
* Proven success in turn-around and start up environments
* Hands on leader adept at C level interactions and closing strategic sales
* Experienced with direct, indirect, and channel partner sales strategies
* Excellent recruiter with track record of hiring, developing top flight talent
* Fundamentals based leader focused on discipline and execution
"... a very effective sales leader"
- Bob Guidrey, Sales Director - Global Accounts, Qwest
"...the most talented leader I have worked for as a professional"
- Glenn Savarese, Sales Manager, Qwest
"...the best Sales Director I have had in 8 years at Qwest"
- Jacqueline Catala, Account Executive, Qwest
PROFESSIONAL EXPERIENCE:
2006 to Qwest Communications
March 2010 Director of Sales, Major Accounts - California and Nevada
Overall responsibility for directing 60+ direct sales, sales management, sales e
ngineering,
sales support, and business management resources towards attainment of $2.4M rec
urring
sales, $8.8M CPE/non-recurring sales, and $110M+ revenue objectives.
* Responsible for Northern California from May '06 to October '08
* Recruited top flight talent in turning over 90%+ of pre-existing personnel
* Exceeded sales targets in '07 and sales, revenue, and retention targets in '0
8
* Responsibilities expanded in November '08 to include Southern California and
Nevada
* Consolidated pre-existing So Cal management structure in replacing 3 of 4 Sal
es Managers and 10+ sales reps, and created new Acquisition Team
* Drove significant productivity improvement in '09 - branch finished #2 in rec
urring sales (achieved target in Q3/Q4 '09), #1 in strategic product sales (IP,
Ethernet), and #1 in Retention in Western Region (of 8 branches)
* Drove 5% year over year recurring revenue growth in tough '09 economy
* Achieved forecasted $110M total billed revenue in '09
* Branch produced 6 of 14 '09 Circle of Excellence winners from Western Region
* Results include deep executive involvement in successful wins with top techno
logy (Facebook, Netflix, MediaXStream, Brocade), and enterprise (Foster Farms, A
erojet, Public Storage, Rabobank) clients focused on IP, MPLS, Hosting, Ethernet
, CPE, and Managed Service solutions.
* Forged effective sales partnerships with Cisco, Juniper, and Shoretel along w
ith a number of indirect sales agents to maximize market penetration and coverag
e
SAVVIS Communications
Regional Sales Director - Global Accounts
Directed all sales, sales engineering, technical support, and professional servi
ces resources
towards exceeding collocation, managed web hosting, MPLS/IP networking, content
distribution, security, and professional services targets. Recruited out by Qwes
t.
AT&T
2002 to Sales Center Vice President - Enterprise Markets
2004 Overall responsibility for retaining and growing a $130M revenue stream wit
h
200+ Fortune 3000 customers located in Northern California
* Directed all personnel and resource utilization decisions in account manageme
nt, technical sales, sales support, human resources, and financial management fu
nctions.
* Ranked #1 in the Western Region for Enterprise Accounts in 2003 and YTD 2004
in inward sales production, revenue per employee, and year over year growth.
* Only Sales Center in the region to exceed Managed Services revenue objective
in 2003
* Closed multi year data networking/hosting/outsourcing local contracts with cl
ients such as Peoplesoft, Good Guys, California ISO, Littler Mendelsohn, CNET, B
ioRad, Westaff, Gymboree, Sharper Image, ABM, Delta Dental, PMI Mortgage, Chevy'
s, and others.
2001-2002 Divine purchased Data Return in Dec 2001
Data Return: Vice President of Sales - Western Region
Directed all Western US sales, marketing, channel, and system engineering resour
ces towards exceeding managed web hosting revenue targets.
* Implementation and management of strategic and tactical plans to achieve reven
ue growth objectives for managed web hosting, professional outsourcing, security
, storage, and streaming media services in an extremely competitive marketplace
* Increased sales revenue per rep over 200%.
* Closed multi-year sales with clients such as XBOX, Longs Drugs, DoveBid, HP Ed
ucation Services, Universal Music, Media Arts, Executive Software, and HNC Softw
are
2000 - 2001 Navisite
Vice President of Sales - Western Region
Directed 30+ Western US sales, marketing, channel, and system engineering
resources towards exceeding managed web hosting, security, network
performance management, and professional services targets.
* Restructured organization to better align resources with Enterprise target mar
ket
* Increased regional new recurring revenue 30% to over $150K per month
* Closed multi-year, $30K+ per month contracts with clients such as Restoration
Hardware, Levi Strauss, and Mitsubishi Motors
1988-2000 Pacific Bell (SBC)
Sales Director/Area Vice President - Priority Accounts (8/97-8/00)
Responsibility for retaining and growing a $110M revenue stream with 700+ Fortun
e 3000 customer located in San Francisco and East Bay geographies via the leader
ship of a 70+ employee organization.
* Directed all personnel and resource utilization decisions in account manageme
nt, technical sales, sales support, and customer care functions.
* Implemented and managed tactical plans to achieve revenue growth objectives f
or local access, data networking, VPN, security and performance management servi
ces, IP, network integration, voice messaging, and wireless services Establishme
nt of appropriate executive level relationships within key accounts to properly
to close business and position Pacific Bell as the technology partner of choice.
* Ranked #1 in Priority segment in aggregate revenue performance for 1999 and 2
000
* Total Billed Revenue attainment of 105% in 1999, and 112% in 2000
* Closed multi-year data networking/VPN contracts with clients such as Peopleso
ft, Good Guys, Ross Stores, RMC Pacific Materials, Pro Business, and Pilot Netwo
rks
Director, Sales Process and Systems (01/96 - 6/97)
Developed and implemented standardized sales process for all business sales
Organization's within Pacific Bell. Contracted with KPMG, managed staff of 11, a
nd coordinated internal Sales Manager Core Team to:
* Standardize performance evaluation criteria for all sales, technical, and sup
port titles
* Standardize revenue forecasting and funnel management tool for all sales titl
es
* Develop and implement supporting sales force automation and order entry syste
ms
* Jointly develop performance management process with Legal and Human Resources
* Established Sales Skills University training program and selected delivery ve
ndors
Related work while in this assignment
* Lead member of SBC/Pacific Bell outside sales merger transition team
* Lead project team to redesign Sales Agency program
Other Pacific Bell Assignments
Manager, Revenue and Channel Analysis (11/94 - 01/96)
Sales Manager, Mass Market and Majors Segments (05/93 - 10/94)
Marketing Planner (04/92 - 04/93)
Interim Sales Manager - Major Accounts/Bakersfield (11/91 - 04/92)
Account Executive - Industry Consultant (04/88 - 11/91)
EDUCATION: Masters of Business Administration, Marketing California State Univer
sity, Stanislaus (1993), Cum Laude Graduate
Bachelor of Arts, Journalism - Advertising
California State University, Fresno (1985), Magna Cum Laude Graduate
REFERENCES: Excellent senior-level references furnished upon request