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Darrell A.

San Diego, CA


April 2016 Present: DCMWORKS -- Sr. Data Center Infrastructure Management (DCIM) Subject
Matter Expert and Sr. IT Consultant
Conduct data center tools assessments for very large clients who need a DCIM solution to work in
concert with, or replace, other data center tools in their current environment. This includes, in
some cases, displacing existing core DCIM solution(s).
Work closely with the customers global data center group leaders and perform research on their
behalf to ferret out the deficiencies in their current toolset(s) and determine best strategies for
resolving them.
Arrange and manage technical demos of solutions on the open market that might resolve the
customers existing gaps, produce and manage the RFI/RFP, and in some cases manage the POC
process after down-selecting potential vendors.
Make final recommendations for an integrated set of products in a federated data center
environment that will solve the customers specific problems.
Achieved all three levels of technical certification for iTRACS implementation during my tenure at
DCMWORKS in concert with the current partnership arrangement.
2014- April 2016 (two years): CommScope, Inc. - iTRACS DCIM Account Manager, North America
Sold CommScopes iTRACS Data Center Infrastructure Management software and services.
Managed accounts of all sizes and verticals from fortune 100 companies to large US Government
agencies and affiliated firms.
Answered lengthy and complex RFIs, RFP and other technical inquiries.
Formulated, arranged and facilitated proofs of concept (POC) and product demos in large data
center environments, both onsite and remotely (via WebEx, GoToMeeting, etc.).
Attended and participated in large-scale tradeshows and partner-sponsored events.
Worked closely with CommScope Federal Team.
Meticulous and detailed opportunity management using and related toolsets.
Highly proficient with AXIOM and similar sales methodologies.
Mastery of WebEx, GoToMeeting, Skype and other remote presentation and meeting platforms.
Created highly polished PowerPoint, PDF and other presentations for customers and partners.
High volume travel (US & Canada).
Deep technical knowledge, skills and experience.

2013 - Consulting -- Business Development Consulting Services (ARCOITS)

Contacting, developing and onboarding new business partners.

2012- 2013 (two years): RackWise, Inc. VP, Partner Sales and Support - DCIM
VP, Partner Sales and Support. Building and maintaining channel for Data Center Infrastructure
Management (DCIM) software & professional services.
Fully certified as Rackwise Train the Trainer instructor for both sales and technical tracks. (I
created this program.)
Sold and managed large strategic accounts, including Federal.
Teamed directly with internal and partner sales resources to move particularly difficult deals to
Directly managed all new partner-generated accounts for the first few months until they could be
successfully transitioned to the appropriate partner account manager.
Worked with developers, product testers and product managers to collaborate on product
enhancements and bug fixes.
Recruited and on-boarded new partners.
Created and managed partner training and certification programs.
Trained and certified partner and customer sales & technical personnel, both onsite and remotely.
Wrote dozens of RFI and RFP responses.
Attended tradeshows and partner-sponsored events, sponsored partner meetings and managed
tradeshow booths.
Conducted and managed technical POCs in environments of all sizes, both onsite and remotely.
Coordinated internal and external technical and sales resources.
Conducted hundreds of onsite and remote product demos.
High volume travel.

2007-2012 (5 years): Nlyte Software: Sr. Sales Engineer Partners and Strategic Alliances
Selling and supporting Nlytes DCIM and Data Center Asset Management software through the
channel, as well as supporting direct sales reps and customers and managing associated accounts.
Fully certified as Nlyte Train the Trainer instructor (both sales and technical tracks).
Trained partners and customers on installing, implementing and using the software in complex data
center environments, including very large environments like Boeing, Sacramento Municipal Utility
District, Apple, Sony and others.
Trained and on-boarded new sales reps and sales engineers.
Conducted onsite and remote demos in support of partner initiatives, including Federal.
Conducted and assisted in a large number of complex Proofs of Concept (POCs).
Wrote technical RFI and RFP responses.
Produced publishable customer videos for each major release of the product, including modules
with specific functionalities for marketing purposes and for posting on the companys website and
Conducted monthly public webinars in concert with various subject matter experts, including Nlyte
Managed and participated in tradeshows and partner-sponsored events,
High volume travel.

1998-2007 (9 years): St. Bernard Software -- Software & Hardware Sales & Support for the Data

1 2005-2007: Channel Training and Development Manager (Sales):

Recruited, on-boarded and trained partners, both onsite and remotely, using a variety of media.
Recruited and onboarded new partners.
Trained customers and partners onsite and remotely in kernel mode filter drivers and disk level I/O
filters with a wide variety of backup and DR solutions. Great knowledge, skills and experience
with all major backup and recovery products.
Managed key direct and partner accounts.

2 2003-2005: Global Technical Support Director:

Responsible for escalated presales and post-sales support of customers, resellers and distributors,
system configuration, documentation and best practices for backup and open file management lines
including kernel mode filter drivers and disk level I/O filters, backup solutions, antivirus
applications and other proprietary applications and solutions.
Worked directly with customers and partners to resolve complex issues while managing a large
team of support reps and sales engineers.
Acted as liaison and advocate between external customers and internal developers
Developed online training and certification programs for OEM and VAR partners, including an
extensive online library of animated web-based training modules. Created and executed training
and certification programs specifically designed to maintain technical competence of OEM and
VAR technical personnel, sales engineers and sales reps.
Participated in beta test programs and maintenance releases
Traveled domestically and internationally to visit partners and resellers and maintain close working
relationships with them, provide formal and informal training, and resolve technical issues.
Wrote installation and configuration guides and product reference guides.
Spent hundreds of hours training customers and partners at the lectern & whiteboard, on technical
bridges, webinars, VPN and other remote sessions, including WebEx, GoToMeeting, Centra, and
other training and online meeting utilities.
Trained internal personnel across departments, including technical and sales personnel resulting in
measurable increases in the quality of customer service and support, and increased sales.
Very strong oral and written communication skills, certified instructor and published writer.
Extensive experience in selling and supporting complex hardware and software including kernel
mode filter drivers and disk level I/O filters, backup solutions, antivirus applications and other
proprietary applications and solutions.
Outstanding people skills at all levels with keen understanding of successful group dynamics.
Employee of the year and employee of the quarter multiple times.
Consistently met and exceeded sales quotas.

3 1998-2003: Technical Support Manager:

Reproduced complex customer-reported issues in dynamic lab environments, discovered root
causes and determined resolution paths.
Mentored junior support personnel and sales engineers and served as escalation point for customers
with issues requiring deeper levels of analysis.
Fielded critical calls and emails from OFM customers and prospects worldwide, requiring a wide
range of skills to analyze and resolve specific presales and post-sales issues.
Wrote QA plans and test cases to simulate customer issues.
Wrote and edited product manuals and Best Practices documents.
Accompanied sales reps to customer Sites to assist in moving particularly difficult sales to closure.
Consistently met and exceeded sales quotas.

Previous Employment:

1997-1998: IT Manager - Rhino Linings USA World Headquarters, San Diego: Led a team of 16,
responsible for all facets of the companys data center and IT infrastructure.

1996-1997: Computer Information Systems Instructor - US Navy 32nd St. San Diego (civilian consultant).

Military Service:
US Air Force Veteran