James Clark
Athol
Summary
Experienced and results-driven Sales Leader with a 20-year track record of success in leading high-performing teams, generating significant revenue growth, and building lasting relationships within the SLED and federal markets. A strategic thinker with a deep understanding of sales leadership, market dynamics, and partner ecosystems, seeking to leverage my expertise as a VP of Sales to drive organizational success.
Overview
31
31
years of professional experience
Work History
Director of Sales SLED
Extreme Networks
10.2020 - Current
- Developed and trained a high-performance sales team, growing the SLED division from $40M in 2021 to $64M in FY2024 with a target of $70M for FY2025
- Built a top-performing team, with all members consistently exceeding quota —an industry-leading achievement
- Consistently lead the #1 SLED sales team, achieving Top Team status in the Americas for 2021, 2023, and 2024
- In 2024, we were not only the top team in the company but had the largest win at Extreme for FY24 at $30M
- Drove 24% YoY growth in E-Rate and more than doubled the Higher Education funnel YoY over the past two years
- Pioneered on of Extreme’s largest deal in history and fostered a competitive, collaborative culture that values accountability and teamwork
- Developed deep relationships with key clients and partners in the SLED market, consistently exceeding sales targets and maintaining long-term partnerships
- Helped spearheaded the 'Circle of SLED' initiative, building a cohesive sales culture while focusing on customer success and partner collaboration
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
Director of Channel Sales - SLED
Avaya Government Solutions
10.2017 - 10.2020
- Led the development of Avaya’s SLED channel sales operations, managing a $50M+ quota and growing the channel presence across the U.S
- Built and led a successful team of Channel Account Managers (CAMs) responsible for driving SLED channel opportunities
- Developed and executed sales strategies with cross-functional teams to align hunting and expansion activities with key partners, maximizing revenue growth
- Led sales campaigns for cloud-based solutions, significantly growing the SLED pipeline and expanding Avaya’s footprint in the public sector
- Assessed, clarified and validated partner needs to nurture relationships and achieve success.
- Met and exceeded targets and growth metrics within assigned partner accounts.
Director of Army Programs & Army Pacific Federal DoD
Avaya Federal Solutions
09.2015 - 09.2017
- Drove new business and expanded revenue opportunities in the Department of Defense and Army accounts
- Managed a global Army account team and grew a pipeline of over $80M in opportunities, consistently exceeding quotas
- Cultivated executive relationships, bringing Avaya’s CEO into high-level discussions with senior military leadership at the Pentagon and Fort Huachuca
- Delivered tailored technology solutions to the Army, enhancing operational efficiency and supporting mission-critical IT infrastructure
Named Account Manager - Federal DoD
Avaya Federal Solutions (Formerly Nortel Networks)
09.2009 - 09.2015
- Led and developed sales opportunities within Federal DoD accounts, winning multiple $15M+ deals
- Consistently exceeded sales targets and developed long-term relationships within federal agencies, ensuring sustainable revenue growth
- Led a diverse sales support team to provide end-to-end solutions to government clients
Named Account Manager - Federal DoD
Nortel Networks
09.2005 - 09.2009
- Managed and expanded civilian and federal markets in the western U.S., growing revenue for multiple large accounts
- Drove substantial revenue growth by selling end-to-end communication solutions and developing new business opportunities across the region
Senior Account Executive - Emerging Service Provider Solutions
Nortel Networks
09.2000 - 09.2005
- Sold solutions to emerging service providers, contributing over $30M in business and establishing a solid foundation in new markets
- Successfully developed new business in an evolving, competitive market space, establishing partnerships with startups and service providers
Regional Manager SLED/Enterprise
Cisco Systems
06.1997 - 09.2000
- Built a regional SLED practice and drove the growth of the Inland Northwest office from $5M to $30M in annual sales
- Recruited and managed partners, building a highly successful regional operation that dominated the market
Named Account Manager - Commercial, SLED/FED/ENTER
Cabletron Systems
04.1994 - 06.1997
- Managed key SLED accounts including the City of Oakland and City of San Jose, significantly growing market share
- Sold into competitive Fortune 500 accounts, establishing strong relationships and delivering tailored solutions
Education
Some College - Business Administration
Fullerton College
Fullerton, CASkills
- Sales Leadership & Team Building
- Strategic Planning & Sales Execution
- Revenue Growth & Quota Achievement
- Client & Partner Relationship Management
- New Business Development
- Sales Coaching & Development
- Market Expansion & Segmentation
- Forecasting & Pipeline Management
- Sales Strategy & Execution
Timeline
Director of Sales SLED
Extreme Networks
10.2020 - Current
Director of Channel Sales - SLED
Avaya Government Solutions
10.2017 - 10.2020
Director of Army Programs & Army Pacific Federal DoD
Avaya Federal Solutions
09.2015 - 09.2017
Named Account Manager - Federal DoD
Avaya Federal Solutions (Formerly Nortel Networks)
09.2009 - 09.2015
Named Account Manager - Federal DoD
Nortel Networks
09.2005 - 09.2009
Senior Account Executive - Emerging Service Provider Solutions
Nortel Networks
09.2000 - 09.2005
Regional Manager SLED/Enterprise
Cisco Systems
06.1997 - 09.2000
Named Account Manager - Commercial, SLED/FED/ENTER
Cabletron Systems
04.1994 - 06.1997
Some College - Business Administration
Fullerton College
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