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.