Regional Account Manager at Mirror Image Internet
San Francisco Bay Area
- Current
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- Regional Account Manager at Mirror Image Internet
- CDN Industry Advisor at De Mattteo Monness
- Past
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- CDN Specialist at Internap
- Regional VP of Sales at CacheLogic
- VP of Sales at ITP Systems
- CDN Consultant at AT&T
- VP of Sales at Speedera Networks
- Technical Consultant Manager, West at Akamai Technologies
- CTO at petplace.com
- Lead Product Manager at Microsoft
- VP Sales and Marketing at Wolfe Internet
- Owner at Premium Plus Computers (Sole Proprietorship)
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Mark Dantche’s Summary
22 Years in High Tech, focused on delivery of complex software applications both as products and as services. Most recent focus has been Content Delivery Networking, Streaming, and Cloud Computing.
Over 10 years experience building successful sales teams of various sizes (3 to 30 heads). I have carried as high as a 40 million dollar annual quota and have managed a 30 million dollar P&L.
Industries I am well connected in: Telecom, Software, MSP's, ISP's, Media and Entertainment, P2P, CDN, Streaming, Video.
Roughly half of my experience is with SAAS Vendors with MRR models and half of them were Software sold one time. Most of my rolodex is US Decision makers in technology with about 60% West Coast.
I have no problem quickly staffing a team of excited intelligent individuals in Sales and SE roles across the US or carrying a bag myself.
Mark Dantche’s Specialties:
Content Delivery Networks
CDN
Streaming Media
SAAS
Cloud Computing
Caching Solutions
Peer to Peer
P2P
Managed Services
Hosting
Colocation
Management
Mark Dantche’s Experience
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Regional Account Manager
Mirror Image Internet
(Privately Held; Internet industry)
2009 — Present (less than a year)
Working with prospects and customers in the western region in the CDN space.
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CDN Industry Advisor
De Mattteo Monness
(Privately Held; 501-1000 employees; Financial Services industry)
December 2006 — Present (3 years )
Called on by large investment banks and institutional/Hedge funds to comment on public companies in the Content Delivery and Hosting space. Also give understanding of trends and health of the industry as a whole, pricing trends, important customers, acquisitions, etc.
Customers are all analysts at large brokerages and hedge funds. -
CDN Specialist
Internap
(Public Company; Internet industry)
November 2007 — March 2008 (5 months)
Sales Overlay for the western US and Strategic Accounts. Managed both technical and sales functions calling on the largest and most strategic CDN Accounts at Internap. Also acted as resident expert on design of competitive technologies for GLB, DDNS, CDN Failover, and Object caching.
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Regional VP of Sales
CacheLogic
(Privately Held; 51-200 employees; Internet industry)
April 2006 — February 2007 (11 months)
Helped start an office and bring a UK startup to the US.
Raised 35 million in VC funding (second round).
Changed company direction from a product focus (switches and caches) to a service model (pure play CDN) and from a one-time revenue model to MRR.
Created industry's first object (asset) based pricing model and associated sales compensation and business modelling. -
VP of Sales
ITP Systems
(Privately Held; Publishing industry)
October 2005 — September 2006 (1 year )
VP of Sales for an early stage startup in the Application Platform Management and Change Management parts of the development lifecycle.
The challenge was bringing a software product to the US from Korea and making it technically ready for our market. Built new sales organization while creating a new space that is critical to application integration at all levels of large it organizations. -
CDN Consultant
AT&T
(Public Company; 10,001 or more employees; T; Telecommunications industry)
April 2004 — August 2005 (1 year 5 months)
• Subject Matter Expert for CDN and Streaming Services globally
• Hired as an industry expert to bring AT&T “up to par” with niche competition (Akamai, Speedera)
• Developed field sales training and delivered nationally across all customer segments
• Engaged with customers directly with focus on Bay Area Signature and Enterprise Accounts
• Personally delivered deals worth in excess of 5million in annual revenue in under 9 months
• Personally created funnel of over 20million in annual revenue and over 130 customers deep for CDN services
• Landed several of the first major customers for the product ( Oracle , AtlasDMT, Adobe and several smaller accounts)
• CDN revenue on track to double after 12 months of my focus (funnel was empty prior to my arrival)
• Key member of technical team on Adobe, Oracle, Apple, Microsoft, Intuit, and many others -
VP of Sales
Speedera Networks
(Telecommunications industry)
January 2002 — April 2004 (2 years 4 months)
• Carried 20MM annual Quota for Content Delivery Services
• Achieved Quarterly attainment of 99%, 87%, 142%, 145% or 118% Annually
• Managed staff of 18 across 4 locations
• Responsible for all hiring of sales and SE staff
• Hired Tom Friese (author of Question Based Selling) and created a custom 3 day training methodology for Speedera sales reps that is still being followed
• Personally was involved in closing many of our key wins such as Sony, Microsoft, Apple, Atlas DMT, Symantec, Intuit, HP, NASA, and many more -
Technical Consultant Manager, West
Akamai Technologies
(Public Company; 501-1000 employees; AKAM; Internet industry)
August 2001 — January 2002 (6 months)
• Managed all Technical presales for Western US
• Managed staff of 14 across 5 locations
• Exceeded Q3 goals in both activity and Revenue, even during poor market conditions
• Managed all aspects of field training (salespeople and Tic’s)
• Developed company wide prospecting strategy that increased sales pipeline markedly -
CTO
petplace.com
(Privately Held; 11-50 employees; Internet industry)
April 2000 — August 2001 (1 year 5 months)
• Co-founded and grew Petplace.com to an $85MM (market cap) leader in the online advice and information space.
• Responsibilities were split between development of strategic partnerships and managing internal development teams.
• Partner activities focused on joint technology deliveries with organizations like Pets.com, Novartis, and most recently an anchor tenancy with AOL.
• Jumpstarted development efforts by acquiring a Seattle-based development firm (Emercis Corporation) with 13 engineers and growing that organization to over 30 people with two complete development teams including PM, Dev, test, QFE, and Graphic Artists.
• Developed site features using Microsoft technologies as well as Java and object-oriented databases. -
Lead Product Manager
Microsoft
(Public Company; 10,001 or more employees; MSFT; Computer Software industry)
February 1995 — 2000 (5 years )
Customers included Martha Stewart, Eddie Bauer, Barnes and Noble, The Gap, United Airlines, Universal Studios, RR Donnelly, Korean Government, Singapore National ISP, Daimler Benz, Freightliner, and many more.
Responsible for all aspects of demo technologies and websites spanned ISP’s, e-commerce sites, streaming media, personalization, and Intranet portals. These responsibilities included executive reviews, strategy, and specification abilities. Additionally I managed a team of 6-15 contractors to accomplish my development goals. I successfully managed a budget of over one million dollars annually.
Delivered over 100 large-scale presentations
Managed and performed world tour for Microsoft built around Electronic Commerce that stopped at over 30 cities and delivered day long training to over 15000 people. -
VP Sales and Marketing
Wolfe Internet
(Telecommunications industry)
January 1993 — December 1995 (3 years )
• Responsible for managing all aspects of an Internet Service Provider.
• Managed staff in 4 locations totaling 32 employees with responsibility for Sales and Marketing.
• Wolfe Internet became the largest ISP in Washington State within one year, with over 12,000 dialup subscribers and over 100 dedicated business accounts. This was largely due to my decision to create a traditional outside sales force at an ISP (commonplace today, but nonexistent in 1994. Wolfe achieved positive cash flow within the first 18 months of operation and outgrew all competitors statewide within that same year. -
Owner
Premium Plus Computers (Sole Proprietorship)
(Sole Proprietorship; 1-10 employees; Import and Export industry)
January 1990 — December 1992 (3 years )
Imported Monitors and hard drives direct from Taiwan and reslod throughout greater Puget Sound. Competition and Margins forced cessation of this business.
Additional Information
Mark Dantche’s Websites:
Mark Dantche’s Interests:
New Technology, Rock Climbing, Digital Photography, Power Tools, all things electronic, CDN Industry, Content Delivery Networks, streaming, h.264, Fishing, Sailing
Mark Dantche’s Honors:
CS Degree, Diablo Valley College 1987
Novell Certified Netware Engineer 1989
Microsoft MCSE 1997
Microsoft MCT 1998
Waggener Edstrom Press Readiness certification 1998
Presentation Graphics Excellence course 1999
Question Based Selling 2003
Mark Dantche’s Contact Settings
Interested In:
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