The professional profile of Ted Milkovich.

1. TED MILKOVICH
TECHNOLOGY EXECUTIVE

2. Professional Highlights
Generated above market growth rates accelerating revenues

from $6M/yr to $120M/yr within 6 years.
Developed and grew new markets in enterprise software,
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networking, collaboration, Linux and Open Source.
Created and executed successful go to market and routes to

market strategies in commercial, public sector and Federal
markets using partners, channels, alliances and direct sales.
Engaged Channel partners such as CSC, Deloitte, BearingPoint,

PwC, GTSI plus regional SI, VAR and ISVs and Alliance partners
such as IBM, HP, Dell, Lenovo and Wyse.
Led high performance sales teams of 20 direct and 40+ indirect

reports.
Achieved operational management results while managing a P&L.

Exceeded revenue objectives and quotas 20 of 20 years.
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3. Targeted Positions
Early to Midstage Companies - COO, CEO, VP

Sales
Established Companies - Sales Leadership,

Business Development, Alliances/Channels
New, innovative technology with a growth

oriented company that values customers, partners
and employees

4. Professional & Education Experience
Novell, Inc. 21 years Vienna, VA

A 26 year old $1B global technology company that develops and distributes open source and proprietary

software solutions including Enterprise-wide Linux, Systems Management, Identity and Security
Management and Collaboration.
Director of Sales

Commercial, Federal, Direct F500, Channels, Global Alliances

Micro Wholesalers, Inc. 3 years Hunt Valley, MD

A regional distributor of advanced microcomputer products including networking, software and hardware.

District Manager

Inside Sales, Outside Sales, Resellers, Commercial, Federal

ComputerLand 2 years Bethesda, MD

Reseller of microcomputer products

Senior Account Executive

Commercial

Carnegie – Mellon University Pittsburgh, PA

Double Major: BS Administration & Management Science and Economics


5. References
“Ted is a detail-oriented manager who consistently proved to be a role model and “Ted is a strategic thinker. He and I worked together on the IBM –Novell Strategic Alliance to develop the
mentor. His professionalism and astuteness resulted in consistently delivering win-win go-to-market execution for SUSE Linux in the Americas. Mature in his approach, Ted would very often
relationships in all aspects of strategic alliances” February 4, 2009 redirect a difficult or faltering partnering discussion onto a constructive and productive path. An excellent
Catherine Lumsden, Senior Segment Marketing Manager, Public Sector, Lenovo communicator, Ted can stay positive while asking the tough, but necessary questions of his partners.
Very good partnering executive to work with.” March 5, 2009
Dave Getzin, Linux Sales and Business Development, IBM
“Ted Milkovich is a very personable, capable and intelligent individual with a talent for
laterally approaching business situations - always with great success. I've worked with
“Ted is a seasoned, high-energy fellow who helped HP and Novell strengthen its joint GTM efforts that
Ted in rthe past year and would certainly extend that given the opportunity. Ted
helped grow business for both of us.” March 4, 2009
delivers the results needed, when they are needed and is a highly professional
Dave McDonnell, Open Source, Linux & HPC Bus Dev Mgr, HP
Business Development Manager who has gain the respect of his peers, direct reports,
managers, partners and customers.” February 12, 2009
Ricardo Antuna, VP of Business Development & OEM Sales, WYSE Technology “Ted is one of the most professional and competent individuals I have had the pleasure to work with. His
attention to every phase of product launch and execution were exemplary. I highly recommend him for
his professional conduct and outstanding business acumen.” February 13, 2009
“Ted is a highly dedicated Project Manager. He has tremendous business knowledge
Brian Hardbarger, Linux Certification / Preload Testing, Lenovo
and uses this to create opportunities for business growth. He is very well suited to
working in a partner role as his interpersonal skills are exceptional which is vital to
build and maintain strong relationships. I'd strongly recommend Ted to any employer, “I appreciated the opportunity to report to Ted. Ted is a conscientious manager and actively worked to
as well as the skills mentioned, he is also honest, loyal and caring and in today's eliminate barriers for me during my sales activities. Ted is a very professional individual and I never
climate, these types of qualities are invaluable and hard to find.” February 9, 2009 hesitated to bring Ted into my sales activities as he always helped to move the deals further down the
Charis Jamieson, EMEA Strategic Alliances Manager, Lenovo pipeline. Ted and I had regular conversations around my objectives and he held me accountable to my
objectives. His activity with by business resulted in me closing significant business during the fiscal year. I
highly recommend Ted.” February 9, 2009
“Ted is a top-notch leader. Ted was responsible for defining the Go to Market plans Bill Sears, Partner Executive, Strategic Partners, Novell, Inc.
which I used in the field. Ted had the vision, articulated the goal and delivered the
materials necessary for the field to be successful. Linux and open source were new to
Ted, but he quickly learned the value and assisted the field in understanding and “Ted is a real pro. Novell has a growing SI, IHV and ISV presence due in large part to Ted's contributions
delivering the message.” February 9, 2009 and trusting relationships. Personally, I very much appreciate Ted's positive demeanor and outlook on
Greg Pryzby, Technology Specialist in Open Platform Systems, Novell, Inc life; and willingness to contribute and help close Strategic business.” February 12, 2009
Jeff Hendricks, Strategic Client Executive, Novell
“Ted is nothing short of class act in sales and management. Everyone that has worked
with and for Ted holds him in the highest regards. He makes his numbers, and does it “Ted and I were directors managing Sales for the Eastern region of Novell. Ted's character in dealing with
in such a way that you feel good about yourself in the morning. Success with Ted is all his company, his team, and his customers was never questioned. Ted aggressively took on each
based on good client and partner relationships, and smart work. Ted is even-keeled, challenge and was successful each fiscal year in helping his team meet and greatly exceed their goals
and doesn't get flustered and is not prone to outbursts, as is so common in the fast- while controlling expenses and maximizing the satisfaction of his customers. Ted follows the book but
paced high-tech world. Anyone that is able to work with Ted will count it a fortunate he's also creative enough to know when to write a new chapter - I'd go into war with Ted any day of the
professional experience... I did.” February 19, 2009 week - I trust him.” February 11, 2009
Kevan Kjar, Regional Mktg Mgr, Novell Steve Ewald, Director, Novell

6. References
“I worked directly for Ted for over 15 years where he ran the Herndon office, at times including both “Ted is the rare combination of expertise and ethics that makes him extremely
Federal and Commercial Sales, Major Accounts, Channel Sales, and Marketing in addition to general successful in his many roles at Novell. He is someone you can count on, and his ability to
office operations. Ted was responsible for sales in the $ millions and he was successful in meeting our quickly distill information and embark on an action plan makes him and his organization
numbers on a consistent basis. In addition to being a sharp businessman, Ted is a person of the highest one of the most effective you will encounter. Ted's ability to motivate, inspire and work
integrity and is trustworthy. Ted manages by building confidence in those around him. Ted has an with all levels in an organization makes him part of anyone's quot;A Teamquot;. I would without
amazing ability to form trustworthy relationships with customers, from the CIO level down. Ted is skillful hesitation recommend Ted to anyone.” February 19, 2009
in understanding technical content and translating it into messages that are succinct and understandable Jack Melnikoff, Client Executive, Novell, Inc.
by the particular audience he is targeting. No matter what the pressures, Ted handles all challenges with
aplomb. Ted was also awesome in the realm of HR responsibilities. Ted had many direct reports and like
“It was a privilege to work with Ted at Novell where his leadership provided a disciplined
myself, we all felt Ted was probably the best manager we've ever worked for.” February 10, 2009
sales strategy and a strong sense of customer service for a large team of sales
Anne Modest, Account Executive, Novell
professionals that served both public and private sector customers.” February 17, 2009
Cindy Dye, Area Managing Partner, Novell
“I would like to provide a recommendation for Ted Milkovich. I worked with Ted at Novell. In his role as
Director of Sales in the MidAtlantic District, he was instrumental in driving professional services sales and
“I worked for Ted in the Mid Atlantic district at Novell. This district covered six states
directing his team accordingly. My success in the MidAtlantic District was directly linked to his
including Washington, DC. Ted provided tremendous leadership and guidance not only
mentoring, teaming and professional sales expertise. I would with Ted again without any hesitation.”
to me but to the whole district team. He motivated the sales team while managing the
February 17, 2009
technical and business aspects of the district producing a high functioning and profitable
Alexis Kane, Vice President, Novell Inc
group. This despite the wide spread and remote nature of many of the district personnel.
Ted could be counted on to provide great insight into any sales situation. He was always
there to support us and rolled up his sleeves to get the job done. His can do attitude was
“While working with Ted, I came to respect both his management and interpersonal qualities. Ted always an inspiration to all of us and we counted ourselves lucky to have a leader of his caliber.”
greeted you with a smile and a quot;helloquot;. He was genuinely interested in your current situation, February 17, 2009
congratulating you on your successes or consoling you in your lower times. He managed and motivated Peter Griffen, CISSP, Account Executive, Novell, Inc
his team based upon mutual respect and communicated with direct, concise expectations. Ted was more
than a quot;make planquot; manager. He strove to always encourage and motivate his team to be better than the
rest. Indeed his team of account managers were both successful and highly motivated. It was not easy “Ted's a true professional. Through a combination of leadership, diligence and client-
representing a quot;dying companyquot;, as it was often referred to by the press and competitors, but Ted centric effort, Ted successfully builds and manages effective teams, nurtures long-term
seemed to know how to help his people overcome objections and drive new business. It is with the client relationships, serves as trusted advisor with many top government officials and C-
greatest respect and admiration that I whole-heartedly endorse and recommend my friend and collegue level executives, and demonstrates loyalty and persistence in all his business pursuits.”
Ted Milkovich.” February 18, 2009 February 11, 2009
Joe Packard, Director, Systems Engineering, Novell, Inc. Tom Harding, Northeast District Director, Novell

7. Global Alliances (2006 – 2009)
Global Alliance Executive – Worldwide (Lenovo, Wyse, Acer) (11/2008 – 2/2009)

Directed the global partnership of Lenovo, Wyse and Acer. Delivered negotiated partnership agreements and pricing

strategy, developed product offering concepts, and built the joint go-to-market plan. Generated sales and revenue
representing 208% of quota.
Increased the Lenovo Linux offering from one product line to three product brands within six months.

Awarded the exclusive “preferred Linux” designation for the Lenovo server brand.

Won a $300K prepay on an unannounced product offering.

Director, Global Strategic Partners – Americas (IBM, HP & DELL) (11/2006 – 11/2008)

Led a team of five senior account executives in developing and executing go-to-market plans for “sell through” and

“sell with” initiatives. Established motivated product, marketing and sales relationships within each partner. Quota
attainment was 103%.
Increased awareness and established SUSE Linux as a primary solution offering.

Won multi-million contracts in a “sell with” model at CVS, Thompson, K-Mart, Kroger, and Kaiser.

Built a sales pipeline from zero to over $20M in two years.


8. Business Development (2003 – 2006)
Director, Partner Development – Southeast Area (11/2005 – 11/2006)

Managed and developed a senior team of four Partner Development Executives to establish a robust partner

ecosystem. Implemented and guided the plan to create routes to market and key partnerships in the Linux, Identity
Management and NetWare/Workgroup/Collaboration product areas. Partnerships included IBM, HP, DELL, Intel,
AMD, Oracle, Value Added Distributors/ Resellers, System Integrators/Resellers. Quota attainment was over 115%.
Created the foundation for a partner program and promoted performance incentives successfully establishing credibility

for the developing partnerships with the direct sales and Southeast Area leadership teams.
Developed a set of top partners for each product solution group with a pipeline of opportunities.

Mentored the team to become business development, revenue and partner focused leaders.
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Director, Business Development – Linux – Southeast Area & Federal (11/2003 – 11/2005)

Devised and launched a series of initiatives to create awareness, adoption, partnerships and sales of Linux based

solutions – a start-up effort designed to establish Novell’s SUSE presence in the Americas.
Led North America with the largest Linux revenue and greatest quota achievement of 138%.

Initiated and broadened partnerships with IBM, HP, DELL, Intel, SGI and Unisys.

Engaged the joint sales teams to develop a common go-to-market plan, pipeline and sales revenue.


9. Sales Leader & GM (1988 – 2003)
Director of Sales & General Manager – MidAtlantic District & US Federal (11/2000 – 11/2002)

Recruited by EVP of Worldwide Sales to perform a turn around and restart of the US Federal business unit in recognition of achieving the

number one position for the commercial business the previous year. Managed 20 direct reports and a support team of 40 commercial and
Federal business team members, including P & L responsibility and oversight of a seven story company owned building. Revenues exceeded
100% for both years.
Generated over $55M per year within two years with year over year growth, reversing the trend of rapidly declining revenue, market position and

morale.
Strengthened and redesigned Novell’s presence in the Federal market with a compelling strategy that reestablished a GSA schedule and partnerships

with government providers and Federal agencies.
Earned the Director of the Year award for exceptional performance.

Director of Sales & General Manager – MidAtlantic District (5/1988 – 11/2003)

Built and led a high performance sales operation in varying market conditions. Used an aggressive entrepreneurial approach to establish

and grow the revenue from $6m to $118M in less than six years. Developed strong customer and partner relationships while creating
innovative marketing and demand generation campaigns. All market segments were covered in a highly leveraged model with 12 direct and
10 indirect reports.
Delivered and improved the highest revenue per employee growing from $1.8M to $9M.

Generated over 100% of quota performance targets for each of the 15 years.

Earned the CEO club award 8 of 15 years and ranked consistently as one of the top three offices nationally.
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10. Contact Information
LinkedIn: http://www.linkedin.com/in/tedmilkovich
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Email: ted@tedmilkovich.com
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Office: 301.975.0155
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