RESUME
Leadership Experience in a Next Generation Economy
Dean has significant experience within the 'start-up' company environment. He has repeatedly proven his ability to generate revenue quickly. He is dually able to articulate technology and business within the right levels of an organization. In addition, he has the uncanny characteristics of aptitude and professional charisma. As a result, he can sell technology while establishing a solid rapport. As many start-ups seek the correct personality characteristics of experience and drive, Dean is the perfect candidate.
Regional Sales Manager at Force10 Networks
I joined Force10 much further in the company life cycle than I had previously been accustomed to. The company was, and still is in the pre-IPO phase of its life-cycle. Here I gained a better understanding and appreciation of the difficulties set forth by Sarbanes Oxley upon small companies and their future aspirations. I was required to understand the revenue goals set forth by the executives in the same manner I previously had. As a result, I was required to manage my business in accordance with expected revenue projections. In New England, I managed and added new 'large' accounts such as ESPN, Akamai and The Jackson Laboratory. This required a nuanced understanding of how those large organizations strategically operated and ran their networks.
Director, Northeast at AirTight Networks
This was my second endeavor in wireless and wireless security. Once again, I was one of a handful of folks asked to bring an exciting security product to an emerging wireless market. I garnered a firm understanding of both the benefits and challenges of implementing wireless solutions in the home, business and federal market places, specifically, the security requirements as laid out by the Federal Government. In so doing, I implemented the effort to sell wireless security solutions on the East Coast. I successfully doubled the company's East Coast revenues in my short time there by forging strategic relationships with partners and customers. I also began the sales effort to acquire the strategic Federal sector by initiating efforts with both the United States Army and the State Department. It was necessary to have an understanding of the process by which security solutions are sanctioned by the Department of Defense.
Regional Sales Manager at AirDefense
Air Defense was the leader in wireless security when I joined. They too had aspirations to grow the company aggressively in a very short period of time. As a result, they were hiring successful, motivated, experienced sales people who had experience in high growth start-up environments. While at Air Defense, I managed large accounts such as Coca-Cola and Lowe's. I was required to understand their strategic wireless initiatives and the necessity of security to those solutions. I was also required to understand organizational structure and our strategic relationships. Additionally, I grew new opportunities within the hospitality sector and at Hartsfield International Airport.
Regional Sales Manager at Crossbeam Systems
I joined Crossbeam as a sales representative in the Southeast. Again, I was one of a just a few sales and marketing personnel in what was then still a 'start up.' I was responsible for new business development in both the Southeastern United States as well as the Federal Market. I was quick to add customers in Puerto Rico, as well as adding Crossbeam's first Federal customer. I was also responsible for the initial development of the Federal go-to-market strategy. As a result, I managed some initiatives with the NSA and began the required testing with the United States Army at Ft. Huachuca.
Regional Sales Manager at Nexsi Systems
Nexsi systems showed a lot of promise. It purported to be the highest performing, next generation security solution the market place was looking for. Again, I was one of a handful of people hired to sell the product into an emerging market. Given the complexities of the box, we had to have a functional understanding of the funding process and the get-to-market strategy. As a result, we participated in frequent calls with executive management to understand the correlation between sales, funding, etc. I led the effort to sell the solution into the southeastern market in the United States. We made significant headway, however given the poor economic environment created after September 11, 2001 the company filed Chapter 7.
Regional Sales Manager at Foundry Networks
I joined Foundry Networks while it was still a private company. I was one of a handful of people hired to sell the product directly into the market place. My geographic responsibility included Virginia and much of the state of Maryland. I developed new customers in several different vertical markets for Foundry. During this time, I took an active part in the forecasting protocol that is critical to the growth of start-up operations that are required prior to the public launch of a company. I was with Foundry when it was one of the most successful IPO's in NASDAQ history.
Regional Channel Director, OEM, ISP, Distribution at Checkpoint Software
I was responsible for managing the growth of Checkpoint's largest distribution partners, particularly Westcon. While at Checkpoint, we developed the programs and the apparatus that would thrust Westcon to the position of a multi million dollar revenue producer for Checkpoint Software. To do so required a sophisticated working knowledge of the product and the market place. We put in place a programs, pricing, support and training apparatus that assisted in this tremendous growth of both Checkpoint and Westcon. I commuted between Washington, DC and Westchester, NY in order to maintain this operation. Also, while in this capacity I had responsibility for UUNet as well as some Federal Government responsibilities.
Channel Specialist at Bay Networks/SynOptics
I was responsible for multi-millions of revenue generated by the SynOptics partner programs. While in this capacity, it was my responsibility to maintain partnerships with various integrators. This meant negotiating price structures, providing adequate training and acting as the liaison between the partner community and executive management at SynOptics. Upon the merger, I became one of a few national account managers for Anixter. As a result of the merger, Anixter was the single largest partner for the newly formed Bay Networks. Subsequently, I was required to increase revenue performance and act as the liaison between field operations and channel operations. This required a sophisticated understanding of technology, the markets and the nature of channel operations.
Business Development Manager at CMS Automation
At the age of 23, I was responsible for the business development of the integration and maintenance business for the Washington DC corridor. Prior to my arrival, CMS Automation had little or no presence around the 'Beltway.' I was able to successfully grow the business in my short time there by developing new customer relationships with large associations and prestigious law firms.
Georgetown University
INC MLAS, Public Policy, 1997 – 1999
University of Maine
BAS, Political Science/Public Management, September 1987 – May 1991
Having worked with Dean directly as part of a team, I can say Dean is a seasoned and articulate sales rep. His ability to understand customer needs, build strategic relationships, and deep sense of integrity make him a valuable asset to any organization.
- Scott Martin, Sr. Systems Engineer, Force10 Networks
Dean Scontras is a highly qualified sales executive with experience in the management of major accounts for mid-size to Fortune 500 companies. In addition to implementing strategic marketing and sales communications that effectively increase revenue for AirTight Networks, Dean consistently delivered the types of programs and solutions necessary to achieve higher profit margins and increase marketplace potential. He produced quality solutions that fit his objectives and unfailingly handled conflict with grace and intelligence. His dedication to quality customer service was bar none.
- Jason Merrick, Vice President, WW Technical Sales, AirTight Networks
Dean was a driving force behind AirTight's initial success in the wireless security market. His self-motivated ability to define both sales strategy and execute tactically in the field are invaluable assets. His pioneering work at AirTight lead to significant product improvements and influenced many operational best practices. Dean blends great business savvy with a strong technical acumen and is a wonderfully personable guy. I would gladly work with him again.
- Steve Armendariz, Regional Sales Manager, AirTight Networks
I worked with Dean at AirDefense and Dean was the only sales rep that came in and made his number in his first quarter there using both direct sales as well as VARs to achieve this. Dean is a hard working, go-get-em type that always excels in Sales.
- Albert Morales, Regional Sales Manager, AirDefense
Dean did an excellent job of managing the sales cycle. His personal skills gained credibility in accounts and those relationships helped pave the way for sales in an otherwise untested technology. Dean was fun to work with and a great mentor to me.
- Jess Ward, Sales Engineer, AirDefense, Inc.
Dean approaches any task determined to exceed expectations. A highly effective communicator, he commands respect with his demeanor and professionalism even before you are aware of his accomplishments. Dean will remain in the top tier of any area of endeavor where he chooses to apply his talents.
- Hal Copeland, Director of Human Resources, AirDefense
Dean is an excellent sales person, doesn't need a lot of hands on management, gets creative in deal structures and you can always count on Dean to get that order in when you need it. Dean is a consummate professional, highly ethical; and he puts in a good day, every day.
- Jay Kane, VP North American Sales, Crossbeam Systems
Americorps Volunteer * Mentor, Kittery School System * MSAD 35 Board Member - Kittery Community Center * 6,7th,8th Grade Basketball Coach -St. Patricks School * Two-time finisher - Marine Corps Marathon * Student-Athlete University of Maine - Partial Scholarship * Boys State Selection * National Honor Society Vice President * York County Chamber of Commerce - Civic Member.
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