Enterprise Sales · AI-Native Builder · Greater Sacramento

Two decades of infrastructure. A new decade of building.

I sell enterprise data infrastructure at ExaGrid, where I lead Northern California's SLED and enterprise territory. On nights and weekends, I ship working AI-native software — the same problem-solving instinct, applied to a different medium.

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01 — About

Where technical depth meets executive presence.

Jay Leone, standing in an office, wearing a charcoal vest over a light blue button-down — looking directly at the camera.
24 yrs
Enterprise Infrastructure
150–200%
Quota Attainment
10 yrs
Buyer-side at Avaya
5+ apps
Shipped 2024–2026

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, Netflix, and Cisco 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 directed three datacenter build-outs and managed multiple $1M+ projects. 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. The portfolio below shows what that looks like in practice — a procurement intelligence dashboard for my territory, a workout tracker I use daily, a real-time road trip companion app, a personal family archive built by browser automation, and a live van rental business.

◆ Buyer-Side Credibility

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

◆ SLED & Public Sector

Deep knowledge of government procurement vehicles — CMAS, ETC, SIR, NASPO — and FedRAMP/StateRAMP compliance navigation 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.

02 — Practice

How I work with AI, every day.

I use AI the way a carpenter uses power tools — constantly, competently, and without ceremony. Claude, Claude Code, and Cursor are open most hours of most days. I use them to draft customer communications, research accounts, model deal strategy, and build the software that used to be impossible for someone in my role to build alone.

What's changed is the last part. The work below isn't demos. It's working tools I actually use — each solving a problem I had and couldn't wait for someone else to solve.

Apps shipped 5+
Stack Claude · Cowork · HTML/JS
Approach Ship · Learn · Iterate
Since 2024
/ 05

Furgone Avventura

Side Venture · Live Business

A premium van rental business — a custom 2019 Mercedes-Benz Sprinter 4×4 listed on Turo for families, golf groups, and adventure travelers. The booking website was designed and built end-to-end with Claude as the primary development partner. Same van, incidentally, that powered the Leone Family Adventure trip above.

↗ furgone-avventura

Real customers, real bookings, real revenue — built by a sales guy with Claude. This is what AI-to-production looks like.
03 — Selected Clients

The companies that shape the industry.

A partial list of enterprise accounts engaged across two decades — from Fortune 500 technology companies to large public-sector organizations.

Apple Netflix Cisco Intel Siemens Autodesk Dropbox GE Digital Verizon Wireless VMware Salesforce Starbucks StubHub / eBay
04 — 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
05 — 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
06 — Connect

Let's talk.

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.