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Diane Nastri
Sales Leader,
IBM Global Services
0 points
Global Sales and Marketing Management
Diane M. Nastri
Mobile: +1-860-218-8069 dianenastri@comcast.net
330 Mountain Road, West Hartford, CT 06107
Overview
Dynamic Sales and Marketing Executive with expertise in direct and partner sales.
Excellent track record of exceeding quota and ...
Diane M. Nastri
Mobile: +1-860-218-8069 dianenastri@comcast.net
330 Mountain Road, West Hartford, CT 06107
Overview
Dynamic Sales and Marketing Executive with expertise in direct and partner sales.
Excellent track record of exceeding quota and ...
Global Sales and Marketing Management
Diane M. Nastri
Mobile: +1-860-218-8069 dianenastri@comcast.net
330 Mountain Road, West Hartford, CT 06107
Overview
Dynamic Sales and Marketing Executive with expertise in direct and partner sales.
Excellent track record of exceeding quota and objectives in carrier, enterprise and public sectors.
Successful in start up, corporate and field environments; 4 expat years in Europe; fluent French.
Skilled consultant and trusted advisor to several high-growth, mid-market, and major accounts.
Natural team leader and coach, motivated to produce outstanding results.
Strategist with a keen understanding of business drivers, global markets and technology trends.
MBA - George Washington University, ’83; Class Executive and Alumni Mentor, Global MBA.
MA/BA cum laude, Spanish/Italian - Middlebury College, ‘78; Class Fundraising/Admissions Lead.
IBM Corporation – Armonk, NY
Sales Leader – Global Services, Integrated Communications February, 2008 - present
Manage and develop a portfolio of cross-industry global accounts in the Eastern Region generating new product and service revenue streams.
Leverage alliances with strategic networking partners (AT&T, Sprint, Verizon, Motorola, Cisco, Avaya, Juniper, Extreme, Ciena, F5, Riverbed, APC and others) to break into new accounts.
Organize and conduct high-level consulting workshops coordinating with IBM’s delivery and extended sales teams resulting in further engagements.
Focus areas: network assessment, strategy, design, optimization, implementation and management, unified communications and collaboration, telecom expense management, telepresence, contact center, messaging, RFID, wireless technologies and services, network/data center resiliency, enterprise application acceleration and continuity, out-tasking/outsourcing, hosting, virtualization, cloud-based and managed services.
Representative Achievements:
Signed several new accounts including Travelers Insurance (voice network strategy, assessment and design), New York Presbyterian Hospital (network and UC/wireless workshops, wireless strategy and assessment), Garban Intercapital (network design validation), Pall Corporation (network optimization and application acceleration), Ernst & Young (unified communications and collaboration proof of concept) and ASEM Hospital (enterprise application integration).
Made first sale of Riverbed’s network optimization and application acceleration technology for Global Services.
Increased sales 20% annually.
Completed training in IBM Client Value Method as well as key partner solutions (Cisco, Juniper and Avaya).
AVAYA – Basking Ridge, NJ December, 2003 - January, 2008
Sales Director – Northeast Channels, Mid-Market Solutions November, 2005 - January, 2008
Managed mid-market business in New England and New York ($80m) including funding, hiring and training of inside and outside sales reps responsible for new acquisitions of customers in the 25-200 employee range.
Developed and implemented SMB sales strategy for top business partners in the region.
Drove sales of internet protocol (IP) communications systems as well as applications for vertical markets (telecom, hospitality, legal, finance, healthcare, retail and education).
Launched new SIP platform including mobility, collaboration, and CRM (Customer Relationship Management) solutions with partners while helping them diversify into the SMB segment.
Representative Achievements:
Increased partner sales 35% annually.
Organized and conducted all customer demos, partner training, and sales campaigns for the territory.
Recruited 5 new partners for the region.
Closed several strategic accounts including NASD, Fendi, Dunkin Donuts, Harvard Medical, American Steel, the FBI, Hermes, Sony, Fidelity, Rubbermaid, GTech, Century 21, MetLife and the US Department of Labor.
Avaya Certified Associate; Member of the Corporate Software Initiative; Sales Presentation Award – Q1’07.
Sales Director – Eastern Region Channels, Public Services December, 2003 - October, 2005
Manage all business partners in the Eastern Region and indirect sales of all Avaya products including a new SMB platform for the public sector, education and healthcare markets.
Drove sales of $80m through resellers, integrators and technology partners.
Developed channels to provide advanced telephony solutions such as Unified Messaging, Call Center, Emergency Response and Business Continuity.
Representative Achievements:
Achievers Club 2006 (top 10%).
Doubled sales in FY’04 and ‘05.
Closed SMB, mid-market and major ($1m+) accounts including the MA House of Representatives and Courts System, NY State Police, Dartmouth Medical, the State of Connecticut, Cornell University, George Washington University, and the NY State Insurance Fund.
ADC CORPORATION - Eden Prairie, MN December, 2001 - November, 2003
Sales Director – IP Cable Business Unit (Broadband Access Systems)
Developed strategic accounts and partners in the IP cable service provider market.
Launched a next-generation platform for high-speed internet, advanced telephony and video including provisioning software and systems integration.
Directed 3 technical account managers covering the US, Asia/Pacific and Europe, Middle East and Africa (EMEA).
Representative Achievements:
Increased sales 100% for FY’02 and ‘03.
Signed new multi-million dollar accounts and the first sales in China and France.
Built global sales and marketing staff to work with in-region sales teams and strategic partners such as Nortel, Siemens and Nissho.
Closed a $4m sale with AT&T’s Southeast Business Region.
SONUS NETWORKS - Westford, MA December, 1999 - November, 2001
Sales Director – Strategic Accounts
Sold over $50m in VoIP product and services to Global Crossing; top revenue producer for FY 2000.
Led a 10-member sales team driving new technology adoption into the Global Crossing organization worldwide.
Deployed infrastructure for Global Crossing’s new low-cost IP services in 16 US cities and 14 countries.
Trained Global Crossing’s sales and technical teams on the Sonus technology.
Introduced new IP solutions partners to the account and market.
Representative Achievements:
Averaged 200% of quota in 2000 and 2001.
Sold and managed the deployment of the first major carrier VoIP (Voice over IP) network in the industry.
Established key business which contributed to Sonus’s position as a global market leader and successful IPO.
ASCEND COMMUNICATIONS – Alameda, CA March, 1997 - November, 1999
Sales Director, Enterprise Networking December, 1998 - November, 1999
Southeast and CALA (Central and Latin America) Regions – Internetworking Systems – Miami, Florida
Managed sales of $30m in the Southeast US and Latin America Regions for Ascend’s strategic internetworking products including remote access, enterprise and mid-market VoIP solutions, multimedia, security and virtual private networking.
Representative Achievements:
Sold first carrier VoIP system and first enterprise security solution in Latin America for Ascend.
Trained local sales teams on new technologies.
Sales Director, Enterprise Networking March, 1997 - November, 1998
EMEA Region - Sophia Antipolis, France
Led EMEA sales team for all VoIP solutions in the enterprise and carrier markets.
Drove major product introductions, including Multi-voice, a new VoIP software and hardware platform.
Representative Achievements:
Developed $3m in sales within the first 6 months to Telecom Italia and Infostrada, an internet service provider.
Managed Italian subsidiary staff and partner base.
Promoted to Regional Director for the new VoIP Business Unit.
Exceeded performance and revenue objectives by 25%.
BAY NETWORKS – Billerica, MA October, 1993 - December, 1996
Sales Director , EMEA Channel Sales – Valbonne, France May, 1995 - December, 1996
Managed key System Integrator and Distribution Business Partners in newly created EMEA Region.
Representative Achievements:
Increased sales 220% in EMEA through strategic distribution partner, Anixter.
Sold $150m+ of product and services in the region.
Established new System Integrator partnerships with Anixter, Telecom Italia and Philips.
Sales Manager , Global Systems Integrator Sales – Billerica, MA November, 1993 - April, 1995
Recruited and managed global resellers including IBM, HP, Unisys, Sumitomo, Olivetti, Alcatel, and Siemens.
Representative Achievements
Consistently exceeded revenue objectives by an average of 50%.
Signed Olivetti, a new integrator responsible for over $40m in annual sales.
Received Sales Excellence Award in 1994.
STRATUS COMPUTER - Marlboro, MA May, 1986 - October, 1993
Sales Manager , Global Partners June, 1992 - October, 1993
Responsible for revenue of $200m+of fault-tolerant on-line transaction processing computers and applications.
Increased sales through resellers and global OEM partner, IBM by 50%.
Led Governor’s Trade Mission in Eastern Europe, recruiting new partners and making the first sales in the region.
Account Manager , Northeast District June, 1989 - May, 1992
Sold a $2m distribution system to Melville Corporation.
Received Northeast Account Executive Award in 1990.
Produced $5m in sales through new enterprise software partners.
Sales Manager , International Sales May, 1986 - May, 1989
Increased sales 50% each year through international OEM partner, Olivetti.
Drove enterprise sales in new territories (Asia Pacific and EMEA).
Established key business for new European headquarters in Paris and subsidiaries in Milan and Madrid.
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Diane M. Nastri
Mobile: +1-860-218-8069 dianenastri@comcast.net
330 Mountain Road, West Hartford, CT 06107
Overview
Dynamic Sales and Marketing Executive with expertise in direct and partner sales.
Excellent track record of exceeding quota and objectives in carrier, enterprise and public sectors.
Successful in start up, corporate and field environments; 4 expat years in Europe; fluent French.
Skilled consultant and trusted advisor to several high-growth, mid-market, and major accounts.
Natural team leader and coach, motivated to produce outstanding results.
Strategist with a keen understanding of business drivers, global markets and technology trends.
MBA - George Washington University, ’83; Class Executive and Alumni Mentor, Global MBA.
MA/BA cum laude, Spanish/Italian - Middlebury College, ‘78; Class Fundraising/Admissions Lead.
IBM Corporation – Armonk, NY
Sales Leader – Global Services, Integrated Communications February, 2008 - present
Manage and develop a portfolio of cross-industry global accounts in the Eastern Region generating new product and service revenue streams.
Leverage alliances with strategic networking partners (AT&T, Sprint, Verizon, Motorola, Cisco, Avaya, Juniper, Extreme, Ciena, F5, Riverbed, APC and others) to break into new accounts.
Organize and conduct high-level consulting workshops coordinating with IBM’s delivery and extended sales teams resulting in further engagements.
Focus areas: network assessment, strategy, design, optimization, implementation and management, unified communications and collaboration, telecom expense management, telepresence, contact center, messaging, RFID, wireless technologies and services, network/data center resiliency, enterprise application acceleration and continuity, out-tasking/outsourcing, hosting, virtualization, cloud-based and managed services.
Representative Achievements:
Signed several new accounts including Travelers Insurance (voice network strategy, assessment and design), New York Presbyterian Hospital (network and UC/wireless workshops, wireless strategy and assessment), Garban Intercapital (network design validation), Pall Corporation (network optimization and application acceleration), Ernst & Young (unified communications and collaboration proof of concept) and ASEM Hospital (enterprise application integration).
Made first sale of Riverbed’s network optimization and application acceleration technology for Global Services.
Increased sales 20% annually.
Completed training in IBM Client Value Method as well as key partner solutions (Cisco, Juniper and Avaya).
AVAYA – Basking Ridge, NJ December, 2003 - January, 2008
Sales Director – Northeast Channels, Mid-Market Solutions November, 2005 - January, 2008
Managed mid-market business in New England and New York ($80m) including funding, hiring and training of inside and outside sales reps responsible for new acquisitions of customers in the 25-200 employee range.
Developed and implemented SMB sales strategy for top business partners in the region.
Drove sales of internet protocol (IP) communications systems as well as applications for vertical markets (telecom, hospitality, legal, finance, healthcare, retail and education).
Launched new SIP platform including mobility, collaboration, and CRM (Customer Relationship Management) solutions with partners while helping them diversify into the SMB segment.
Representative Achievements:
Increased partner sales 35% annually.
Organized and conducted all customer demos, partner training, and sales campaigns for the territory.
Recruited 5 new partners for the region.
Closed several strategic accounts including NASD, Fendi, Dunkin Donuts, Harvard Medical, American Steel, the FBI, Hermes, Sony, Fidelity, Rubbermaid, GTech, Century 21, MetLife and the US Department of Labor.
Avaya Certified Associate; Member of the Corporate Software Initiative; Sales Presentation Award – Q1’07.
Sales Director – Eastern Region Channels, Public Services December, 2003 - October, 2005
Manage all business partners in the Eastern Region and indirect sales of all Avaya products including a new SMB platform for the public sector, education and healthcare markets.
Drove sales of $80m through resellers, integrators and technology partners.
Developed channels to provide advanced telephony solutions such as Unified Messaging, Call Center, Emergency Response and Business Continuity.
Representative Achievements:
Achievers Club 2006 (top 10%).
Doubled sales in FY’04 and ‘05.
Closed SMB, mid-market and major ($1m+) accounts including the MA House of Representatives and Courts System, NY State Police, Dartmouth Medical, the State of Connecticut, Cornell University, George Washington University, and the NY State Insurance Fund.
ADC CORPORATION - Eden Prairie, MN December, 2001 - November, 2003
Sales Director – IP Cable Business Unit (Broadband Access Systems)
Developed strategic accounts and partners in the IP cable service provider market.
Launched a next-generation platform for high-speed internet, advanced telephony and video including provisioning software and systems integration.
Directed 3 technical account managers covering the US, Asia/Pacific and Europe, Middle East and Africa (EMEA).
Representative Achievements:
Increased sales 100% for FY’02 and ‘03.
Signed new multi-million dollar accounts and the first sales in China and France.
Built global sales and marketing staff to work with in-region sales teams and strategic partners such as Nortel, Siemens and Nissho.
Closed a $4m sale with AT&T’s Southeast Business Region.
SONUS NETWORKS - Westford, MA December, 1999 - November, 2001
Sales Director – Strategic Accounts
Sold over $50m in VoIP product and services to Global Crossing; top revenue producer for FY 2000.
Led a 10-member sales team driving new technology adoption into the Global Crossing organization worldwide.
Deployed infrastructure for Global Crossing’s new low-cost IP services in 16 US cities and 14 countries.
Trained Global Crossing’s sales and technical teams on the Sonus technology.
Introduced new IP solutions partners to the account and market.
Representative Achievements:
Averaged 200% of quota in 2000 and 2001.
Sold and managed the deployment of the first major carrier VoIP (Voice over IP) network in the industry.
Established key business which contributed to Sonus’s position as a global market leader and successful IPO.
ASCEND COMMUNICATIONS – Alameda, CA March, 1997 - November, 1999
Sales Director, Enterprise Networking December, 1998 - November, 1999
Southeast and CALA (Central and Latin America) Regions – Internetworking Systems – Miami, Florida
Managed sales of $30m in the Southeast US and Latin America Regions for Ascend’s strategic internetworking products including remote access, enterprise and mid-market VoIP solutions, multimedia, security and virtual private networking.
Representative Achievements:
Sold first carrier VoIP system and first enterprise security solution in Latin America for Ascend.
Trained local sales teams on new technologies.
Sales Director, Enterprise Networking March, 1997 - November, 1998
EMEA Region - Sophia Antipolis, France
Led EMEA sales team for all VoIP solutions in the enterprise and carrier markets.
Drove major product introductions, including Multi-voice, a new VoIP software and hardware platform.
Representative Achievements:
Developed $3m in sales within the first 6 months to Telecom Italia and Infostrada, an internet service provider.
Managed Italian subsidiary staff and partner base.
Promoted to Regional Director for the new VoIP Business Unit.
Exceeded performance and revenue objectives by 25%.
BAY NETWORKS – Billerica, MA October, 1993 - December, 1996
Sales Director , EMEA Channel Sales – Valbonne, France May, 1995 - December, 1996
Managed key System Integrator and Distribution Business Partners in newly created EMEA Region.
Representative Achievements:
Increased sales 220% in EMEA through strategic distribution partner, Anixter.
Sold $150m+ of product and services in the region.
Established new System Integrator partnerships with Anixter, Telecom Italia and Philips.
Sales Manager , Global Systems Integrator Sales – Billerica, MA November, 1993 - April, 1995
Recruited and managed global resellers including IBM, HP, Unisys, Sumitomo, Olivetti, Alcatel, and Siemens.
Representative Achievements
Consistently exceeded revenue objectives by an average of 50%.
Signed Olivetti, a new integrator responsible for over $40m in annual sales.
Received Sales Excellence Award in 1994.
STRATUS COMPUTER - Marlboro, MA May, 1986 - October, 1993
Sales Manager , Global Partners June, 1992 - October, 1993
Responsible for revenue of $200m+of fault-tolerant on-line transaction processing computers and applications.
Increased sales through resellers and global OEM partner, IBM by 50%.
Led Governor’s Trade Mission in Eastern Europe, recruiting new partners and making the first sales in the region.
Account Manager , Northeast District June, 1989 - May, 1992
Sold a $2m distribution system to Melville Corporation.
Received Northeast Account Executive Award in 1990.
Produced $5m in sales through new enterprise software partners.
Sales Manager , International Sales May, 1986 - May, 1989
Increased sales 50% each year through international OEM partner, Olivetti.
Drove enterprise sales in new territories (Asia Pacific and EMEA).
Established key business for new European headquarters in Paris and subsidiaries in Milan and Madrid.
