VP, Head of Alliances & Digital Solutions- Business Development @ Claro Enterprise Solutions
Executive Cloud Advisor; Cognitive and Cloud Platform Technical Sales Leader @ IBM
Executive Vice President and General Manager, Cloud Business Unit @ Data Storage Corporation
Mini-MBA certificate @
2- AT&T National Sales School (Sales University)
I am passionate about earning customer trust, taking ownership on building value, looking for ways to simplify process, build mutually beneficial channel partner and client relationships, increase sales and ensure strong margins to support business. In addition to direct contribution, I look to hire and develop exceptional talent, to ensure growth and sustainability of the business. My
I am passionate about earning customer trust, taking ownership on building value, looking for ways to simplify process, build mutually beneficial channel partner and client relationships, increase sales and ensure strong margins to support business. In addition to direct contribution, I look to hire and develop exceptional talent, to ensure growth and sustainability of the business. My diverse background of business acumen with technical savvy allows me increased ability to better align objectives in support of strategic goals.
Summary of Qualifications
Built and managed technology sales, operations, and channel partner alliance teams, with direct contribution to sales and marketing of Cloud and Managed solutions (including solution product management- from development through cost model and marketing), Technology Systems Integration, Disaster Recovery and Business Continuity. I am a Business Leader with direct contribution in diverse aspects of Technology Solutions: Compute, Storage, Networking, Data Center facilities; all "as-a-service" solution.
1- Lead, drive business development initiatives, new customer and partner acquisitions, vendor / supplier partnership and management; end user demand creation and technical marketing initiatives.
2- Deliver profitable solutions above corporate margin goals.
3- Lead & contribute to sales, operations, product and, business development, to execute strategic initiatives.
4- Deliver excellence in customer support and advocacy.
- Service Provider "cloud business unit" leader, with Sales, Operations, Marketing and Technology leadership skills.
- Strategic thought leader developing Marketing strategies to grow partner and end-user business.
- Technology Business Leader who can lead teams in diverse aspects of Information Technology Solutions: Compute, Storage, Networking, Data Center facilities, all "as-a-service" solution.
- Cloud solution/service product management, from development through cost model and marketing
Senior Cloud Advisor- Strategy, adoption, management @ Senior, cross-company role with responsibility as Industry Cloud Evangelist... Cloud Adoption and Strategy.
As a Senior Cloud Advisor I have a unique opportunity, as a catalyst, to utilize my diverse mix of skills and experiences to act as a "bridge" between IBM Sales, Technical Sales, Architecture, Cloud Strategy and Product Management... bringing clarity to our client and partner business portfolios.
From Cloud Orchestration and management through Dev Ops and the API economy... understand the Client Objectives and find the Best Path Forward.
- Engage directly with IT and C-level executives on issues as it relates to the development of business applications in both Systems of Record (backend) and Systems of Engagement (cloud applications, agile development). Focus on Enterprise solutions addressing both private and hybrid environments.
- Engage with clients, in a strategic role, to help roadmap and design cloud solutions that align with their strategic initiatives. Utilize a broad knowledge of Cloud Vendors, Products and Technologies to provide clients an approach to integrate the next generation architecture into their organization. From September 2015 to Present (4 months) Executive VP, CTO, GM Cloud Solution Division @ Data Storage Corporation provides corporate cloud-based solutions focused on Infrastructure-as-a-Service, disaster recovery, backup and, email message archiving. DSC does this through a network of data centers, leveraging leading technologies to support a broad range of hosted solutions for both Windows and IBM iSeries environments.
As Executive VP and General Manager (previously CTO) for the Cloud Solutions Division... lead Operations and Sales, Facilities Management (Data Centers), Technical Sales and Marketing, and Channel Partner Management. Cloud Solution Architect and Product Manager of services sold by Data Storage, known as "Recovery Cloud". He was instrumental in the biz/tech audit support of the acquisitions of Message Logic (SaaS company) and SafeData (IBM iSeries services company).
As Cloud Solutions Business Unit Lead:
1 - Lead, drive business development initiatives: new customer and partner acquisitions and expansion; vendor / supplier partnership and management; end user demand creation and marketing initiatives
2 - Deliver profitable solutions above corporate margin goals
3 - Lead sales, operations and business development efforts to execute strategic initiatives
4- Deliver excellence in customer support and advocacy
5- Developed Wholesale Recovery Cloud Distribution Network, allowing Partners/MSP's to resell DSC solutions, as white labeled products
Demonstrated strengths in managing the teams or directly contributing to: sales and technical operations; business unit management (p&l); employee development; contract development; channel sales / partner management; account management; business development; vendor program management; Technology Solution Sales, Executive Relationships, Data Center Operations, Sales Leader, Technology Leader, Converged Infrastructure, Disaster Recovery Solutions, Co-location, infrastructure management, partner strategy. Sample vendors: Asigra, Netapp, Cisco, Faction, VMware, Vision Solutions, IBM iSeries/AS400 From February 2009 to August 2015 (6 years 7 months) Technology Solution Sales, Senior Account Manager @ As one of the largest solutions providers in the U.S., Presidio combines experience and stability with regional expertise and service, so you can rest assured we’ll be there to help you locally with the ability to cover your global business needs.
2,000+ IT professionals including over 1,000 highly certified consulting engineers
3,500+ technical industry certifications
Local delivery model with 50+ offices located across the United States
15+ years of sustained annual double-digit growth rates
- Strategic Consulting, Solutions Sales business development; including business planning & sales strategy development.
- With my technology sales, business and leadership experience, I was able to exceed $11.3 million in sales (165% quota) which included: Public Sector (NYC Mayors Office, Housing Authority, Dept of Health, Dept of Buildings, Law Dept, DoITT and NYS Department of Transportation); Health Care Accounts (NY Area Hospitals) and Regional Commercial Market Accounts (Financial and Insurance).
- Sold and project coordinated technology solutions involving IP Telephony (VoIP, Unified Communications), Risk Management-Security / VPN, Server Virtualization, WAN Optimization and Application Acceleration, Wireless, Storage, Microsoft Exchange integration / migration and Video / Telepresence.
- Received multiple sales recognition from Cisco and AT&T channel partner programs
Vendor Partners included:
Cisco, EMC, VMWare, Netapp, Sun, Microsoft, Trend Micro, Tandberg, and NetIQ. From January 2007 to December 2008 (2 years) COO & Co-Founder @ Business Leader; Chief Operations Officer and Co-Founder: P&L Responsible for overall strategy and development... covering Sales, Operations and Facilities management in this Technology consulting and systems integration practice.
Co-created and lead a sales and consultant organization focusing upon Telecommunications, Data communications and Network Hardware/Services, growing the company as a Network / Systems Integrator and Value Added Reseller (VAR). In addition to developing client technology solutions, we helped clients cut costs by sourcing Telecom and Datacom products and services, providing efficiencies.
Successfully sold AT&T Data/Internet products & services. Grew the AT&T portion of the Sales Channel to $12 million in Annual AT&T billed revenue and received the AT&T “Channel Champions Club” Sales Award for outstanding performance in 2001 and 2002.
Founded an International Data Communications entity, within ILN, called CNI Global (CoreNetworks) where I built business-to-business (B2B) Voice over IP data network routes using Fiber and Satellite transmission. These routes were leased to various wholesale distributors, including Calling Card companies, which in turn were used for low-cost calling traffic from the USA to International Country Destinations. We were the first Int’l Partner with India company “Data Access” to successfully build a VoIP B2B solution to/from India-USA.
Special Project: As the Trusted Advisor on VoIP projects, I setup network and business operations for an International Organization, including the billing platform, which provided VoIP traffic for wholesale international routes and their calling card business. I Managed growth of new revenues- from $0 on day 1 to over $2.5 million in annual sales before the Partner Group moved company operations to India for cost efficiency. From March 2000 to September 2006 (6 years 7 months) Vice President- Practice Manager, Internet and Telecomm @ Dynax was sold- It was consumed by Enherent.
Dynax, now enherent Corp. is an information technology consulting services and solutions firm, committed to delivering quality solutions with tangible business results to enterprise, mid-market and government clients... specializing in System Development and Infrastructure Services and Solutions.
As a trusted VP, I worked with the President and Senior Managers in evaluating technology and software companies as part of our Mergers and Acquisition dealings.
As Vice President and Practice Manager; recruited, managed and directed a technical sales and consultant team in a new Internet and Telecommunication Practice. My unit was responsible for managing and growing sales in existing client base and developing new client areas in consulting for Internet & Telecommunications Services Integration, E-Commerce solutions, Web-site Hosting/Development and Vendor Management.
As Vice President and Practice Manager; I took on responsibility as Telecom Strategy and Finance Officer (including Sourcing) for our Wall Street Client, reporting directly to the Executive Management team, acting as the liaison between business program management and technology operations. From October 1998 to November 2000 (2 years 2 months) Global Sales Manager (Client Business Manager) @ Multiple management roles in my nearly 11 years with AT&T. Balanced between Technology and Sales. My experience blended all technologies and products, both domestic and international as well as strategic consulting, including business plan & sales strategy development.
Latest roles / held positions:
- Global Sales Manager (Client Business Manager)
- Senior Data Network Account Manager- promoted to Client Business Manager
Technology roles / positions:
- Supervisor, International Network Integration Planning and Engineering
Enterprise Account management, including:
AMEX, Barclays Bank, News Corp, CBS, PBS, Petróleos de Venezuela, Citigroup, others...
In my final years at AT&T, I had a unique management role that blended Sales, Technical Marketing Product Management of all Digital Broadcast TV, on satellite and fiber.
My unit managed most of the Broadcast TV clients, domestic and international and I was fortunate enough to take on the Sales leadership and joint Technical project management of the 1996 Centennial Olympic Games in Atlanta, using my unique business and technical skills, where our AT&T team provided worldwide TV broadcast and News Media data transmission.
Other high profile events in this role, besides the 1996 Centennial Olympic Games, were the Republican National Convention and the 1998 Nagano Olympic Games.
Technology roles / positions:
- Supervisor, International Network Integration Planning and Engineering
- Domestic Network Operations
Support and leadership in managing testing and service activation of cross-border Domestic & undersea International Fiber Optic cable systems. Included the digital technology upgrade and training of analog cable station personnel.
Some of the Cable Systems in use today include:
TAT-9, TAT-10, TAT11, HAW-5/PacRimEast, Taino-Caribe, Cross-Border Canada and Mexico. From February 1988 to October 1998 (10 years 9 months)
Strategic Selling, Global Sales, 100% @ Miller Heiman From 2012 to 2013 EMC Proven Professional (EPP), Storage and Virtualization Technologies @ EMC Channel University From 2008 to 2008 Cisco Sales Expert (CSE), Technology @ Cisco University From 2007 to 2008 Mini-MBA certificate, Business Administration and Management, General @ AT&T National Sales School (Sales University) From 1995 to 1996 BSEE, Electrical Engineering, Digital Systems Design @ Manhattan College Matthew Grosso is skilled in: Cloud Computing, Technology Sales, Channel Partners, Solution Design, Data Center, SaaS, Solution Selling, Virtualization, Disaster Recovery, Strategic Partnerships, Managed Services, Professional Services, Storage, Strategy, Vendor Management