Jay Leone
Enterprise Technology Leader

Jay
Leone

20+ years building relationships and closing complex enterprise deals — from Fortune 500 boardrooms to public-sector procurement tables.

📍 Greater Sacramento, CA
🎓 B.S. Biology · Michigan State University
⚡ AI & Emerging Technology Advocate
Get in Touch View Experience
20+
Years Enterprise Sales Experience
Fortune 500 · Global 2000 · SLED · Public Sector
150–200%
Quota Attainment
Consistent multi-year track record
$20M
Annual Run Rate
Western U.S. territory peak
10yr
Buyer-Side Experience
Former enterprise technology buyer · rare dual perspective
About

Where technical depth meets executive presence

I've spent over two decades at the intersection of enterprise technology and strategic sales — building relationships with CIOs, CTOs, CFOs, and procurement leaders at organizations ranging from Apple and Netflix to state government agencies and public universities.

What sets me apart is a decade I spent on the other side of the table. As an enterprise technology buyer and infrastructure architect at Avaya, I evaluated, selected, and negotiated multi-million-dollar infrastructure investments. I know what buying committees look for, what kills deals, and what earns lasting trust.

I combine that buyer-side empathy with a relentless drive for results — consistently achieving 150–200% of quota — and an early, deep adoption of AI tools that gives me measurable productivity advantages in research, pipeline development, and executive communication.

Buyer-Side Credibility

10 years as an enterprise technology buyer at Avaya — evaluating vendors, running RFPs, and managing $1M+ infrastructure projects. I sell the way customers want to buy.

SLED & Public Sector Expertise

Deep knowledge of government procurement vehicles including CMAS, ETC, and SIR. Experienced navigating FedRAMP/StateRAMP compliance requirements in regulated environments.

AI-Augmented Execution

Daily practitioner of Claude, GPT, and Gemini — integrated into prospecting, account research, proposal generation, and competitive intelligence workflows.

Methodology-Driven

MEDDPIC/MEDDPICC certified. Challenger Sale, Value Selling, and Consultative Selling frameworks applied to complex multi-stakeholder enterprise cycles.

Core Capabilities

Built for complex, high-stakes enterprise sales

C-Suite Engagement

Comfortable and credible in boardrooms with CIOs, CTOs, and CFOs. Translates technical value into executive outcomes — risk reduction, cost optimization, competitive advantage.

CIO/CTO/CFO Executive Briefings QBRs ROI/TCO

SLED & Public Sector

Expert navigation of state, local, and education procurement. Fluent in CMAS, ETC, SIR, NASPO, and other cooperative contract vehicles. FedRAMP/StateRAMP compliance awareness.

CMAS ETC SIR FedRAMP NASPO

Pipeline Development

Disciplined, multi-channel outbound strategy combining LinkedIn Sales Navigator, AI-powered research, targeted messaging, and warm introductions to build consistent territory pipeline.

MEDDPIC Salesforce HubSpot Clari

Channel & Partner Ecosystem

Expert in indirect channel models — daily co-sell with VARs, distributors, and OEM partners. Joint account mapping, partner enablement, and co-marketing to amplify territory coverage.

VAR Co-Sell OEM Partnerships SI Ecosystem

Enterprise Infrastructure

Deep technical fluency in storage, compute, networking, virtualization, and data protection. Guides customers through datacenter modernization, cloud-hybrid transitions, and AI-readiness planning.

NVMe/NVMe-oF VMware Data Protection HCI

Platform Displacement

Proven track record displacing incumbent solutions from NetApp, Pure Storage, Dell EMC, Cohesity, Rubrik, and Commvault with compelling ROI-driven narratives and competitive positioning.

Competitive Analysis TCO Modeling Challenger Sale
Career Timeline

Two decades of consistent performance

ExaGrid Systems
JAN 2025 – PRESENT

Territory Sales Manager — Enterprise & Public Sector

Lead strategic new business acquisition across Northern California SLED and enterprise accounts. Engage CIOs, infrastructure directors, and security stakeholders in architecture-led, value-based sales conversations. Navigate complex public-sector procurement via CMAS, ETC, and SIR contract vehicles. Leverage AI/LLM tools daily for prospect research, competitive analysis, meeting preparation, and proposal generation.

Northern CA Territory SLED Focus AI-Augmented Workflows
Tintri (DDN)
MAR 2021 – JAN 2025

Strategic Enterprise Account Executive

Exceeded $5M–$7M annual quota by 150%, 180%, and 200% over three consecutive years across Fortune 500 technology accounts. Drove net-new logo acquisition while expanding revenue within strategic accounts including Siemens, Autodesk, Apple, Cisco, Dropbox, Netflix, GE Digital, and Intel. Displaced incumbent platforms (NetApp, Pure Storage, Dell EMC) with compelling ROI/TCO business cases.

150–200% Quota Fortune 500 Accounts Platform Displacement
Tintri
JAN 2020 – MAR 2021

Senior Director, Strategic Alliances & Partnerships

Spearheaded strategic alliance and partnership initiatives across Tintri's technology ecosystem. Built co-sell programs and joint go-to-market motions with complementary infrastructure vendors. Championed AIOps-driven datacenter vision by aligning with technology partners that enhanced Tintri's product offering and expanded cross-portfolio addressability.

Alliance Building Co-Sell GTM
Tintri
DEC 2018 – JAN 2020

Western Area Sales Director

Led a team of regional sales representatives and systems engineers, driving a 25% year-over-year revenue increase to $20M annual run rate across the Western U.S. Developed territory acquisition strategies focused on net-new logo growth. Championed channel partner success through joint account mapping, co-marketing, and technical training.

$20M ARR +25% YoY Growth Team Leadership
Tintri
SEP 2017 – DEC 2018

Senior Director, Systems Engineering — Americas & Federal

Led and mentored a team of 40 Systems Engineers supporting enterprise, Federal, and SLED sales cycles across the Americas. Implemented CHAMP/MEDDPIC-aligned qualification and POC frameworks, increasing win rates and shortening deal cycles. Developed comprehensive playbooks for Cloud, DevOps, VDI, Data Protection, and DR use cases.

40-Person SE Team Federal & SLED
Tintri
DEC 2014 – SEP 2017

Western Area Director, Systems Engineering

Led a high-performing team of 10 senior sales engineers supporting enterprise and strategic accounts across the Western U.S. Achieved recognition as the top revenue-generating region company-wide, consistently surpassing aggressive financial goals. Forged strategic alignment between engineering and sales to drive substantial revenue growth.

#1 Region Nationwide 10-Person SE Team
Tintri
APR 2013 – DEC 2014

Senior Sales Engineer

Lead pre-sales engineer in the Western U.S., conducting technical discovery, product demonstrations, POC deployments, and systems installations for enterprise accounts. Applied BANT and MEDDPIC qualification criteria to ensure strategic opportunity management and high conversion rates.

Oracle
NOV 2012 – APR 2013

Principal Sales Consultant — Enterprise Accounts

Supported Oracle's enterprise sales teams selling platform and infrastructure solutions into large commercial and public-sector organizations. Specialized in datacenter fabrics, virtualization, storage, and database strategies. Architected custom datacenter fabric and storage solutions for Oracle's top-tier clients.

Xsigo Systems / Oracle
JAN 2011 – NOV 2012

Solutions Architect — Enterprise Infrastructure Platforms

Partnered with Senior Sales Executives to drive virtualized I/O and infrastructure solution sales across Telecom, Healthcare, SaaS, and Corporate IT verticals. Targeted key accounts including Autodesk, Verizon Wireless, StubHub/eBay, VMware, and Salesforce.com. Specialized in datacenter fabric consolidation and storage connectivity optimization.

Avaya
APR 2001 – FEB 2011

Lab Manager / Senior Infrastructure Engineer

Enterprise technology buyer and infrastructure architect responsible for evaluating, selecting, and procuring datacenter infrastructure across multiple Avaya sites. Directed end-to-end design and build-out of three enterprise-class datacenters (two domestic, one international). Achieved 90% reduction in datacenter footprint and 50% reduction in operating costs through virtualization strategy. Managed multiple $1M+ infrastructure projects on time and within budget.

Enterprise Buyer 3 Datacenter Build-Outs 90% Footprint Reduction
Enterprise Portfolio

Trusted by the companies that shape the industry

Apple
Netflix
Cisco
Intel
Siemens
Autodesk
Dropbox
GE Digital
Verizon Wireless
VMware
Salesforce
Starbucks
StubHub / eBay
AI Practice

AI isn't a talking point — it's embedded in daily execution

Frontier Model Fluency

Advanced daily use of Claude (Anthropic), GPT/ChatGPT (OpenAI), and Gemini (Google) for research, analysis, content generation, strategic planning, and decision support. Not theoretical — these are core tools in every workday.

Claude GPT-4o Gemini

Prompt Engineering

Skilled in crafting precise, context-rich prompts to extract high-quality, actionable outputs from LLMs. Proficient in multi-turn reasoning, chain-of-thought prompting, and structured data extraction for sales intelligence workflows.

Chain-of-Thought Structured Outputs Multi-Turn Reasoning

AI-Assisted Application Development

Built and deployed production web applications using Claude as a development partner — including a full-featured rental business website with booking integration. Demonstrates practical AI-to-production capability that most sales professionals lack.

Vibe Coding Web Applications Booking Integration

MCP & Workflow Integration

Experienced with Model Context Protocol (MCP) integrations connecting AI assistants to CRM (HubSpot), email, calendar, and meeting transcription platforms. Fireflies AI meeting intelligence integrated into account management workflow.

MCP HubSpot CRM Fireflies AI

Sales Workflow Automation

Integrates AI into CRM workflows, prospecting sequences, meeting preparation, account research, competitive intelligence, proposal generation, and follow-up communications — delivering measurable productivity advantages over traditional approaches.

Prospecting Competitive Intel Proposal Gen

Government Procurement Research

Uses AI-driven deep research for market intelligence, prospect profiling, competitive landscape mapping, and contract vehicle analysis — including CMAS, ETC, SIR research and government procurement navigation for SLED accounts.

Deep Research Contract Vehicles Prospect Profiling
Side Ventures

Beyond the day job

Furgone Avventura

A premium van rental business built from the ground up — offering a custom 2019 Mercedes-Benz Sprinter 4×4 through the Turo platform. Designed for families, golf groups, adventure travelers, and touring bands who need serious capability and style.

The business website was fully designed and built using Claude as the primary development partner — a real-world demonstration of AI-assisted application development in production.

Vehicle: 2019 Mercedes-Benz Sprinter 4×4
Platform: Turo
Market: Families · Golf Groups · Bands · Adventurers
Built with: Claude AI (Vibe Coding)
FA
Let's Connect

Ready to have a conversation?

Whether it's a business opportunity, a collaboration, or just a shared interest in enterprise technology and AI — I'm always open to a good conversation.

mail@jayleone.com linkedin.com/in/jaymleone Furgone Avventura