Barry Backner has over 30 years of sales and sales management experience in the Information Technology industry. Barry has consistently been Cube Management’s top recruiting professional working with clients looking for sales and marketing professionals in the IT outsourcing, channel development, software applications, Telecom and industrial manufacturing verticals. Barry offers our clients the ability to draw on his many years of experience as a hiring manager and vast industry knowledge making him a top choice as a recruiting partner.
From 2005 – 2008 Barry was the Director of Business Development – IT Services Outsourcing at Pacific Crest Technology selling onsite, onshore & offshore application development & management and QA/testing services to wireline & wireless telecom prospects with $500M in revenue throughout US. While there he closed a $60M, 5-year services agreement to develop and manage 100+ applications requiring 75+ people. His clients included; Windstream, Alltel, US Cellular and Frontier/Citizens Communications.
From 2002 – 2005 Barry served as Principal Account Executive – IT Services Outsourcing for Keane, Inc. an IT services firm headquartered in the US with more than 12,000 professionals worldwide. Barry was tasked with selling Keane services in Central Ohio and Western Pennsylvania to Fortune 1000 prospects w/ >$500M in revenue. Their solutions included business and IT consulting, application development & management and QA/testing outsourcing onsite, onshore & offshore. Barry’s vertical market concentration included; Financial Services (Banking), Insurance, Manufacturing, State Government for clients that included; Bank One, Erie Insurance, PPG, Honda of America & Wendy’s.
From 2000 – 2002 Barry worked with Critical Path, Inc. as their Director of Sales – Messaging, Directory & Identity Management. He managed the Eastern Territory for this infrastructure solutions provider focused on Identity Management. He also lead a 6-member team responsible for generating $10M in sales of Messaging, Directory & Meta-Directory solutions to Fortune 500 customers. The average sale size was between $500K- $1M in license and professional services. Barry help this company win major projects with clients that included; State Farm, Procter & Gamble, Morgan Stanley, and Nationwide Insurance.
Barry built effective AE/SE Teams in Boston, New York, Atlanta, Washington, Chicago & Ohio. These teams exceeded their revenue target of $9M with actual of sales of $10M despite four management changes and ongoing concerns about Critical Path’s viability.
From 1998 – 2000 Barry was a Region Manager – HR/Payroll & Financials ERP for Lawson Software. Barry managed the Mid-America Region (Ohio, Michigan, Kentucky and W. PA.) for this second tier ERP software application provider. He was responsible for generating $15M-$20M in revenue (license & services), leading a team of 10 salespeople and product consultants selling Financial, HR-Payroll, Procurement and Supply Chain Web-enabled modules.
Barry’s clients included; the State of Michigan, Columbus City Schools, United Technology Automotive (UTA), Detroit Diesel, Baker Hostetler, Simplified Employment Service (SES) & Cuyahoga County. He also developed partner relationships with D&T, E&Y, IBMGS, SUN, Summit Group, Vero Group.
From 1990 – 1998 Barry worked for Novell, Inc. as their Region Manager – Network & Directory Channel Sales. He managed the Heartland Region (Pittsburgh, Columbus, Cincinnati, Kentucky, St. Louis and Kansas City) for the former #1 Networking Company in the world. Barry was responsible for $80M-$100M in sales quota with 15–20 salespeople and engineers in a Direct and Channel Sales model. His region was ranked #1 (out of 20) over a 5-year period. Barry’s entire team made President’s Club every year during his tenure.
Barry’s major clients included; P&G, Banc One, State of Ohio, Mead, Hallmark, The and Limited. In addition he developed relationships with key National and Regional sales partners; Entex, Vanstar, Sarcom, MicroAge and Future Now. Barry was also responsible for opening new offices in Cincinnati, Kentucky and Kansas City.
Barry began career at AT&T Information Systems and spent 20 years there from 1970 -1990 as their Account Executive – District Sales Manager – Telecommunications. Barry was promoted 5 times over his 20-year tenure with this top tier organization.
Barry is a graduate of Ohio State University with a BS in Business Administration. He is an avid golfer and tennis player, enjoys reading and spending time with his family.