Growing a Strategic Retail Account 13x Over Six Years

Situation

Served as the dedicated pre-sales Solutions Engineer for a major retail account, starting when its annual spend was around $15M, while also owning a second dedicated strategic account.

Action

Architected an enterprise-wide infrastructure modernization across 1,700+ stores, covering VMware (VCF, vSphere, ESX, NSX, vSAN), SAN/NAS storage, and networking, pushing compute to the edge. Owned evaluations, benchmarks, and proof-of-concepts that displaced incumbent vendors across server, storage, and networking.

Result

Grew the account from $15M to over $200M in annual spend. Recognized as Dell Technologies SE of the Year (2020), Top District SE (FY20 Q1), and SE of the Quarter (FY19 Q2).

Skills demonstrated

Long-horizon account stewardship — compounding technical wins and trust over years until owning the account's full infrastructure direction.