Jay Valdez
Morgan Hill
Summary
Dynamic sales leader with a proven track record at Allied Telesis, excelling in federal contract management and strategic partnerships. Expert in driving revenue growth and fostering client relationships, I leverage strong negotiation strategies and team-building skills to consistently exceed sales targets and enhance market presence.
Overview
19
19
years of professional experience
Work History
Regional Sales Manager
Comnet Communications
01.2024 - Current
- Driving new account growth and territory expansion.
- Supporting Comnet’s Distributors, Manufacture’s Reps and Integration Partners in providing Secure Communications Networking and Server Solutions for the most demanding and safety critical systems.
- Expertise in Federal, Integrated Traffic Signal, SLED.
Federal/SLED Business Development Director
SRS Consulting
06.2023 - 10.2025
- Building Reseller Team from ground up.
- Training Team to get up to speed for Federal & SLED.
- Building Relationships with Vendors & Distribution.
- Teaching Team about Fed buy season & E-rate as 470.
- Working with HR to get profiles for open positions.
- I’m an experienced professional and highly skilled and results-driven sales and business development leader with expertise in federal government contracts, IT infrastructure, and marketing strategy.
- With a strong track record of driving revenue growth and building strategic partnerships.
- I possess excellent communication and negotiation skills, as well as a deep understanding of market analysis and client relations.
- My experience in managing GSA contracts and developing sales territories makes me an asset to any organization in the technology or government industries.
- I have a proven track record of success in driving revenue and market development through my expertise in sales, account management, and business development.
Federal Sales Executive/OEM-ODM
AMAX Engineering
05.2022 - 06.2023
- Managing turn-key AI, HPC, storage and networking solutions from single node to fully integrated cluster rack deployments.
- Closing MSA negotiations including manufacturing services, inventory management, carrying costs, purchase price variance discussions and forecast management.
- Handing top-tier corporate customers including value-added resellers, enterprise, and OEM accounts to meet financial targets and boost overall profitability.
- Customer accounts consisting of startup AI, robotics, imaging, HPCAAS, Cybersecurity appliances, self-automated driving, higher institutions, and federal government departments.
- Working with Intel and Nvidia and POCs for customers including roadmaps, EOL management and staggered forecasting.
- Primarily responsible for leading and developing strategic sales goals to drive company growth.
- Coordinating with multi-faceted cross functional teams including QA, engineering, purchasing, finance, customer service and marketing to draft project deliverables for all customers.
- Actively involved in prospecting and widening the customer base by qualifying leads and reaching out to potential clients through cold calling and follow-up customer visits.
- Overseeing day-to-day sales operations, price negotiations, contract writing, order fulfillment, and sales returns.
- Collaborating in marketing activities such as trade shows to generate leads.
- Developing customer relationships for retention and potential growth.
- Preparing formal proposals and bids for statements of work, on site installations, POCs, NPI, supply chain services, logistics, credit terms and customer focused teams.
IT Consultant
Information Technology Consultant
01.2016 - 01.2022
- Working with NSA, DOE, DOD and DISA to provide products and Service to the Federal Government.
- Help procure products and services from manufacturers that best suit the customer’s needs.
- Maintained knowledge of advances in information technology systems and applications.
- Conducted user training sessions to ensure that all users were able to use new technology efficiently.
- Implemented changes based on feedback received from internal and external customers regarding service quality.
SLED West Coast Outside Sales Representative
Allied Telesis
San Jose
05.2015 - 05.2016
- Manage all Partnerships for SLED Customers.
- Rebuilding all educational markets.
- Go thru all 470’s for E-RATE and participate in all mandatory pre-bids.
- Follow all sales processes using Sales Force.
- Meeting and developing all new partnerships to grow revenue.
Director of Federal VAR/OEM
Allied Telesis
San Jose
01.2012 - 01.2015
- Director of VAR/OEM.
- Managed five employees Two Outside Sales, and three Inside Sales Reps.
- Develop three star partner from scratch and made sure team implemented it.
- Had weekly calls with the sales team to make sure everyone was achieving their goals and on target.
- Had weekly call with Executive Leaders to let them know where my Team was at and what we need to make the numbers.
- Worked with OEM’s like HP, Dell and Clear Cube to make sure our products were inside every PC.
Lead Federal Outside Sales Representative
Allied Telesis
San Jose
01.2010 - 01.2012
- A demonstrated record of success and achievement at this leading $100MM provider of IP/Ethernet network solutions to a global client base, marked by a series of promotions to positions of increased influence, authority, and accountability.
- As Lead Federal Outside Sales Representative, fulfill a critical role driving revenue securing agreements with federal government accounts, with authority over a Regional Sales Manager and Inside Account Manager.
- Cultivate strong contacts with prospective clients while strengthening existing account relationships, working with a network of engineers, IT managers, and CIOs to develop new business opportunities.
- Outstanding performance in sales, delivering an increase in sales from $4MM to a present level of $8.5MM, accompanied by a 25% YOY growth in new business; key wins include a $4MM contract for products and services with Oakridge Labs.
- Fostered relationships of trust and confidence with major accounts that include Oakridge National Labs, the Defense Intelligence Agency, the CIA, and multiple Air Force bases.
- Continually erode the market share of industry-leading competitors that include Cisco, offering unsurpassed levels of quality client support and service in the areas of network solutions, fiber connectivity, IT infrastructure, LAN security, and other products.
- Gained invaluable expertise in achieving compliance with the Trade Agreements Act, sourcing components from authorized TAA Designated countries to qualify for sale to the federal government.
Regional Account Manager
Allied Telesis
01.2009 - 01.2010
- Exercised decisive business leadership to direct sales and business development efforts in a territory encompassing the Southeastern United States, forging relationships with key enterprise clients, government agencies, small businesses, and institutions of higher education.
- Established contact with key decision-makers to secure on-site customer meetings; created and led presentations showcasing the features and benefits of the company’s diverse portfolio of products.
- Shepherded the territory through a period of massive growth, expanding revenue to $12MM and achieving 111% of goal, anchored by deals that included a $7MM contract with the Prince George Public School District.
- Negotiated pricing agreements with clients based on their needs and budget constraints.
- Resolved customer complaints regarding product quality, delivery timelines, or service issues.
- Conducted weekly meetings with account representatives to review performance, address issues, and develop strategies for improvement.
Inside Sales Manager
Allied Telesis
01.2007 - 01.2009
- Met the challenge of driving significant gains in revenue and operational excellence across the East Coast, with authority over a team of 5 staff members and accountability for all recruitment, hiring, and training.
- Continually tracked new business opportunities, creating responses to RFIs, RFPs, and RFQs to bid on new contracts, securing up to $30MM in new sales across the territory.
- Leveraged proficiencies in Salesforce and Pivotal to build a customer database, empowering the creation and delivery of highly focused marketing campaigns.
- Applied significant technical knowledge to engage in intelligent discussions with clients, recommending products narrowly tailored to meet the unique needs of each account.
- Worked with marketing department to prepare campaigns for lead generation.
- Used change methodologies to increase sales and led projects for increased productivity.
- Coached, developed and motivated team to achieve revenue goals.
Education
High School -
Silver Creek High School
San Jose, California01-1988
Skills
- Microsoft Word
- Federal contract management
- Sales pipeline management
- Account management
- Team building
- Strategic partnerships
- Customer relationship management
- Lead generation
- Negotiation strategies
- Sales forecasting
- Project management
- Contract negotiation
- Sales strategy development
- Sales funnel management
- Microsoft Excel
- Microsoft PowerPoint
- SalesForce
Professional Development
PC Repair, A+ Prep – Career Dynamics International, Microsoft Word, Microsoft Excel, Microsoft PowerPoint, SalesForce
Timeline
Regional Sales Manager
Comnet Communications
01.2024 - Current
Federal/SLED Business Development Director
SRS Consulting
06.2023 - 10.2025
Federal Sales Executive/OEM-ODM
AMAX Engineering
05.2022 - 06.2023
IT Consultant
Information Technology Consultant
01.2016 - 01.2022
SLED West Coast Outside Sales Representative
Allied Telesis
05.2015 - 05.2016
Director of Federal VAR/OEM
Allied Telesis
01.2012 - 01.2015
Lead Federal Outside Sales Representative
Allied Telesis
01.2010 - 01.2012
Regional Account Manager
Allied Telesis
01.2009 - 01.2010
Inside Sales Manager
Allied Telesis
01.2007 - 01.2009
High School -
Silver Creek High School
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