DON TARKENTON

Rockville, MD 20855 240-401-3871 don.tarkenton@gmail.com Top Secret DoD Security Clearance www.linkedin.com/in/DonTarkenton

PROFESSIONAL PROFILE
Accomplished Sales Leader with over 25 years of experience in the Federal Marketplace Possesses a powerful combination of sales, leadership, marketing, and technical skills focused on increasing revenue, gaining market share, and building winning teams Proficient in establishing C-level relationships, communicating value, and gaining consensus Strong track record of negotiating Agency enterprise agreements year after year Articulate in writing proposals, developing marketing materials, and interacting with customers Experienced in developing and nurturing partners and alliances Overarching goal is to compete, to win, to excel for a leading edge technology company Highly successful in selling enterprise solutions for Cloud Computing, Data Center Consolidation, Virtualization, Storage Management, Cybersecurity, Identity and Access Management, Compliance and Auditing, Windows Management, Database Management, Performance Management, and COOP/Disaster Recovery.

PROFESSIONAL EXPERIENCE
SYNCSORT Federal Sales Manager Dec 2011 Jan 2013 Syncsort is a provider of high-speed backup and recovery solutions for data protection and disaster recovery, optimizing performance while reducing hardware requirements. Led #1 Sales Team worldwide in 2012 with 32% of company revenue Achieved Presidents Club and 43% YOY growth in Federal Key wins included USMC, USAF, State, Justice, SOCOM, USAREUR and NASA NETAPP District Manager, Air Force May 2010 - Jul 2011 NetApp is the #1 data storage provider to the Federal government, emphasizing efficiency and flexibility with solutions for both structured files and the challenges of Big Data. Managed team of 6 selling to US Air Force and Combatant Commands th Closed over 300 deals including pivotal wins at 24 AF, F-35 Joint Strike Fighter, and CITS Built strategic partnerships with global systems integrators to pursue program capture for AOC WS, Big Data, and DCGS-AF Grew pipeline 40% YOY to $100M QUEST SOFTWARE Sales Manager, Defense and Intelligence Jan 2006 Apr 2010 Quest Software, now part of Dell, provides software solutions for database management, performance monitoring, Microsoft infrastructure management, and cybersecurity / identity and access management. Led team of 11 selling to Army, Air Force, Navy, DoD agencies, and the Intelligence Community Grew revenue from $12M to $21M per year All 4 core teams under me did 7-figure deals in 2009 75% of team members achieved quota in 2008 Started Intelligence Community vertical and hit number within 3 years Expanded account coverage through strategic use of partners and alliances including Dell and Microsoft Key wins included Pentagon Renovation after 9/11, USMC SIPR, USAF Enterprise E-Mail, and CENTCOM VDI

QUEST SOFTWARE Federal Account Executive May 1999 Dec 2005 Achieved Presidents Club 5 years in a row Top revenue producer and #1 sales representative worldwide in 2005 Transformed Federal business from point sales to enterprise sales by closing 7-figure deals every year Creatively used Cooperative R&D Agreement with Army to produce largest deal ever, $2.6M in 2003 Key wins included Army AKO disaster recovery, Army NETCOM transformation, State Department embassy modernization, Federal Reserve data center consolidation, NMCI startup, and Navy Medical modernization COMPUWARE Federal Sales Executive Apr 1989 Apr 1999 Compuware delivers software, experts, and best practices with solutions for application performance monitoring, test data management, debugging and code coverage, and automated testing that optimize performance and deliver business value. Achieved Presidents Club 6 years in a row Averaged 149% quota attainment per year over 8 years selling to DoD and Civilian agencies Recognized as #1sales representative worldwide among 200 representatives in 1993

OTHER RELEVANT EXPERIENCE

Determined strategic marketing direction for hardware platforms used in public cloud offering Provided pre-sales systems engineering for civilian agencies including US Senate and HHS Developed marketing, training, and quality assurance programs for a proprietary relational DBMS Conceived, architected, and led development of a rapid application development product that delivered customer solutions up to 20 times faster while improving quality Created software model to predict nuclear reactor meltdowns adopted for use by Department of Energy

EDUCATION
B.S., General Science/Computer Science, Virginia Tech Graduate work toward M.S., Technology of Management, The American University Trained in Sandler Sales, Xerox Selling, Dale Carnegie, and Strategic Selling

AWARDS AND ACTIVITIES

Named to Whos Who Worldwide in 1991, 1992, and 1993 for designing and developing early ERP solution Association for Computing Machinery, former President, Virginia Tech Chapter Published articles in both Computerworld and MISWeek Adult leader with Boy Scouts of America, including Scoutmaster and Life to Eagle Coach Avid golfer, gardener, and birder

Don Tarkenton 240-401-3871 Page 2