Salomon Varela

Senior Regional Strategic Account Manager - Major Accounts - Sales Western Region @ Keysight Technologies

About

Stanford University Alum, BS Engineering background. Senior Regional Account Executive, a pre sales hunter, technical evangelist and business developer for the last 24 years. Direct customer facing, "Feet on the Street" sales executive presenting proposals to C level and above. Sales focus on Hyperscaler Data Center AI ML learning clusters, Cloud, IP Networking and Application Firewall Security Sales Solutions. Experience w Major Accounts: Meta Facebook, Marvell, AT&T, Cisco, HP, DELL, Intel, Amazon and many others. Growing the territory 250% adding 23+ new logos per year, $10+ million dollars in new business while also supporting/maintaining named strategic accounts. Sales Territory expanded with on the ground experience in 6 countries, including Latin America, Brazil, Mexico, Canada and the hot San Francisco/San Jose Bay Area market. Stanford Engineering degree with people selling skills used to uncover new opportunities in: Enterprise, Networking professionals, IT, POC labs, Developers, QA, and TAC support teams. Recently exceeding quota by 155% and joining in Presidents Club honors. Delivering pre-sales technical presentations of product portfolio to new clients while also supporting current +150 customer install base. Experience in strategic account planning, forecasting, business development and negotiations with customer base. International Latin America expansion experience includes Account Managing, business development and building / training international distributor team across the region. Education - Stanford University School of Engineering. Specialties: Sr. Regional Account Manager - Focus on Cloud, Data Center and Application Security Sales Business Development Hunter go getting mentality; Self Starter; Team Player Managing team of SE's Negotiating, Quoting and Delivering test solutions to Tier 1 NEM's, Service Providers and Enterprise Clients Ixia, Agilent and Spirent IP Test and Measurement solutions NFV Cloud, Data Center and Virtual ESXi Hypervisor testing at VMWare Security Breaking Point Test solutions - IPS Malware Attacks Vulnerabilities Veriwave WiFi Test Solutions 802.11 ac, Wave 2 Visibility and Monitoring Anue Taps, Packet Brokers Salesforce and Big Machines quoting sales tools Cisco, Juniper, Extreme Networks, HP Procurve CLI Unicast / Multicast Video testing, QoE, QoS, Voice MOS Routing and Switching protocols OSPF BGP ISIS RIP ect.. Storage Testing ISCSI SMB CIFS NFS VxLAN, SDN Openflow Controller and Switch Testing IPSEC HTTP SSL Firewall Testing Fluent in Spanish and English

Country

United States

City

San Jose

Industry

Computer & Network Security

Skill

Hyperscaler, Data Center Infrastructure, Artificial Intelligence (AI), Machine Learning, GPU, Data Centers, Spanish, Sales, Account Management, Solution Selling, Strategic Planning, International Sales, Direct Sales, IP, Data Center, Storage Virtualization, BGP, QoS, Cloud Computing, OSPF

Experience

Senior Regional Strategic Account Manager - Major Accounts - Sales Western Region

Keysight Technologies

2013-6 - Present · 13 yrs 4 mos

Santa Clara, CA

Senior Major Named Account Sales Executive - Responsible for Major Hyperscaler AI ML Data Center, Cloud and Security solutions. Named Accounts and territory expansion, frontline pre-sales engagements. Focused on Data Center and AI GPU learning and Network IP Security solutions in the silicon valley. Selling Hardware Appliances, Software and Virtual / Cloud test solutions to IP Network operators, Data Center Infrastructure and Development organizations. Proven track record of double digit growth, working with CEO, VP's and Founders to close over 60+ deals per year, closing multi million dollars in new business. Quota Carrying - Technical Evangelist, uncovering new opportunities and new business solutions. Network test architect, analysis and expertise in engineering test solutions.

Senior Sales Systems Engineer

Keysight Technologies

2008-6 - 2013-6 · 5 yrs 1 mo

Santa Clara, CA

Lead the technical sales process for IP network test solutions, working closely with customers to understand their requirements and propose tailored solutions. Conduct in-depth product demonstrations, technical presentations, and proof-of-concept trials to showcase the capabilities and benefits of network test products. Collaborate with R&D and product management teams to influence product development based on customer feedback and emerging market trends. Provide pre-sales technical support, including responding to RFPs, RFQs, and preparing detailed technical proposals. Serve as a trusted technical advisor to clients, offering insights and recommendations on network test strategies and best practices. Manage and execute complex sales cycles, from initial engagement to closing, ensuring seamless integration and customer satisfaction. Deliver comprehensive training and support to clients, enabling them to maximize the value of their network testing investments. Stay abreast of the latest industry trends, technologies, and competitive landscape to maintain a competitive edge in the market.

Sales Systems Engineer II

Keysight Technologies

2004-6 - 2008-6 · 4 yrs 1 mo

Develop Strategic Account Plans: Identify key accounts and develop tailored account plans to grow business, foster relationships, and ensure long-term client satisfaction and retention. Drive Product Roadmap Alignment: Work closely with product management to ensure the company’s product roadmap aligns with customer needs and market demands, advocating for features and enhancements based on customer feedback. Mentor and Train Junior Engineers: Provide guidance and mentorship to junior sales engineers, sharing knowledge and best practices to elevate the overall technical competency of the team. Lead Cross-Functional Teams: Coordinate with various internal teams, including marketing, technical support, and engineering, to ensure cohesive and strategic execution of sales initiatives and customer projects. Manage Post-Sales Engagement: Oversee the post-sales support process, ensuring smooth deployment and integration of solutions, troubleshooting issues, and maintaining high levels of