GREGORY DUGAN

Zionsville, IN 46077 Cell: 317-752-6955

gdugan00@icloud.com www.linkedin.com/in/gregorydugan

CAREER PROFILE
SALES & BUSINESS DEVELOPMENT EXECUTIVE

SKILL HIGHLIGHTS

Consistently Exceeded Sales Quota

National/Named Account Retention
Direct & Channel Sales
Consultative Selling Approach
Competitive Market Intelligence

Customer Needs Assessment

Customer Needs Assessment
Customer Relationship Management
Forecasting & Budgeting
Contract Negotiations
Prospecting & Cold Calling

CUSTOMER RELATIONSHIP EXAMPLES

1st Source Bank, ADESA Corporation, Ascension Health (28 hospitals), Brightpoint, Inc., Catholic
Health Initiatives, CNO Financial Group, Inc, Computer Science Corporation (CSC), Corn Products
International, Crowe Horwath, Cummins Engine, Eli Lilly, Elkhart General Hospital, Endress+Hauser
Holding AG, ETC-Proliance Energy, Federal Home Loan Bank of Indianapolis, Franciscan Alliance,
Indiana University, Inventory Locator Service (ILS), IPFW, IU Health, Lakeland Regional Hospital,
Landis+Gyr AG, Louisville Gas & Electric, Mann+Hummel USA Inc, Midwest ISO, National
Government Services, NIC, Inc.(8 locations), Norton Healthcare, PBI Bank, Purdue University, ResCare,
Sallie Mae, Simon's Property Group, Springleaf Financial Services (AIG), St John's Health System, Steel
Dynamics, Steel Technologies, USG Corporation, Wabash National Group, WellPoint, Zimmer

EXECUTIVE EXPERIENCE
GERSON LEHRMAN GROUP 07/2014 PRESENT

GLG's Technology Council of Advisers is an international association of academic and industry thought
leaders consulting for professionals worldwide. GLG clients such as major consulting organizations,
strategy teams, and senior executives like to speak with subject matter experts to better understand market
leading IT security vendors (i.e. company value proposition, channel, market demand,
strengths/weaknesses ) and their product offerings (i.e. hardware, software, cloud-based, managed services,
etc.).
SENIOR IT SECURITY CONSULTANT/ADVISOR - TECH & MEDIA DIVISION

Recognized top 5% consulting leader (out of 100,000 advisers globally)

Developed quarterly consulting engagements with executives from 50 firms
CADRE INFORMATION SECURITY 08/2001 - 05/2014

Cadre Information Security is a nationally recognized network security provider. Core Competencies
include: Strategy & Design Development, Enterprise Security Assessment Services, Implementation
and Integration, Point of Procurement & License Management for Best of Breed Security Products,
Technical Phone Support, & Security Certification Training

NATIONAL ACCOUNT MANAGER

Brought on 270+ New Enterprise accounts from 28 different states; a key contributor to the
company's overall financial growth 12MM (2001) to 80MM (2013)
Sold 35MM+ of hardware & software network security products & services to named accounts
in both private & publicsectors (12 year quota average - 120%)
Highest Gross Margin % increase in sales over previous year (out of 13 reps) - 2008 & 2011
Highest % of Service Sales as a % of Total Sales (out of 12 reps) - 2010
Brought on the largest # of Net New Enterprise customers (42) in a single year (out of 12 reps company record) - 2007
Highest Sales generated from New Customers (out of 12 reps) - 2007 & 2006

DISTRICT MANAGER

Successfully hired, trained, mentored & motivated new sales reps to consistently meet or exceed
sales quota whileexceeding my own quota (dual role)
Delivered weekly forecasts, quarterly sales revenues & strategic account/territory penetration
plans to the CEO on behalf of myself & Enterprise Sales Reps under my management
Consistently & accurately articulated detailed insight on all sales activities via company's &
partner's CRM tools
Successfully introduced new operational strategies & "Go-To-Market" campaigns to help the
sales team creatively drive demand & up sell professional services within existing customers
Planned and executed multiple IT Security Seminars with attendance counts exceeding 600+
individuals

NAMED ACCOUNT MANAGER

Highest % in Service Sales for Enterprise Team 2004

Highest Average Gross Profit Margin for Enterprise Team - 2003 & 2004
Software & Hardware Sales exceeded $5,000,000 (166% of quota) without a sales office or the
support of a pre-sales engineer in my state - 2003 & 2004
Awarded the most shares of company stock out of all remote sales reps as a result of performance 2002 & 2003
GTE INTERNETWORKING (AKA: GENUITY)
04/1999 - 0 7 /2001

Genuity is a premier provider of Internet infrastructure and e-business solutions that offers global 24
hour around the clock SOC monitoring/managed services. Internet infrastructure solution offerings
include Fully-Managed & Co-Managed Services for Tier-1 Internet Access, Firewalls, IPSEC VPN &
Complex Hosting e-Business solutions to Fortune 500-1000 companies.
SENIOR ACCOUNT MANAGER

Sold $1.8MM+ in managed security software & hardware (120% of plan) - 2001
Sold $3.3MM+ in managed security software & hardware (125% of quota) - 2000
Sold the largest single Managed VPN solution in the Ohio Valley Region (38,000 licenses - The
State of Indiana) 2001
Sold the largest Global Complex Hosting solution in the Ohio Valley Region ($2,200,000 Guidant Corporation) -2000

PRIOR EXPERIENCE
Former employment successes include 3 time National Winner's Circle Award (4 year quota average 150%) with GTE Wireless, a 220% quota leader with Frontier Communications & previous network
security consulting work with the Gerson Lehrman Group.

ADDITIONAL INFORMATION

3-time top 5% consulting leader with the Gerson Lehrman Group (Globally)ISSA Chapter
Member
ISC2 ISLA Awards Sponsor
Networking and Information Technology Association Sponsor

CERTIFICATIONS

Bluecoat Systems - Web Security Certification & Level 1 Technical FundamentalsAltiris

Client Management Suite 7.0 (STS)
Palo Alto - Authorized Sales Expert
F5 - Big IP & Security Module Sales Certification
Bluecoat Systems - Cloud Service Web Security Certification & CacheFlow Certification
EMC - RSA Certified Security Professional
IBM Tivoli - Internet Security Systems Sales Professional v2McAfee - McAfee Data
Protection Certification
SafeNet - Secure Authentication and HSM
Juniper Networks - Advanced Security & Policy and Access ControlsMcAfee - Web &
Email Security
CheckPoint Software Technologies Partner Sales CertificationInfoblox - IASP - DNS,
DHCP, IPAM

EDUCATION
BSBA: MARKETING
Xavier University (1988-1991), Cincinnati, OH, USA
Bachelor of Science in Business Administration