Don DiDonato

CEO

Ocean City, New Jersey, United States41 yrs 8 mos experience

Highly Stable

Key Highlights

Consistently exceeded sales quotas with high-value deals.
Led successful sales teams in aerospace and defense sectors.
Strong technical background in software and engineering.

Stackforce AI infers this person is a seasoned sales leader in the Aerospace, Defense, and Software industries.

Contact

Skills

Core Skills

Sales ManagementSoftware QualityStrategic PlanningSalesAerospaceAccount ManagementSales Team ManagementRevenue GenerationStartup ManagementProduct MarketingFpga Technology

Other Skills

Security testingSafety critical testing toolsStatic analysisSource code compositionFuzz testingSoftware risk managementNegotiationDefenseProduct portfolio managementCustomer relationship managementRevenue growthTeam buildingDigital signal processingGlobal strategyField programmable gate arrays

About

US & international experience in sales and sales management to major commercial, aerospace & defense, and government customers. Highly technical background with design engineering experience prior to my sales career along with BSEE and MSEE degrees.

Experience

41 yrs 8 mos

Total Experience

4 yrs 7 mos

Average Tenure

Current Experience

Synopsys inc

Senior Manager, Aerospace, Defense and Federal Government

Jan 2018 – Nov 2024 · 6 yrs 10 mos

Sales management of software quality, security & safety critical testing tools and services including Coverity static analysis, Black Duck source code composition, Seeker IAST, Defensics fuzz testing & software risk management tools.
In October 2024, the Synopsys Software Integrity Group was spun out of Synopsys and sold to ClearLake Capital & Francisco Partners to become an independent company now known as Black Duck.
FY2024: Another successful year making quota including the team closing an 8 figure deal and several 7 figure deals.
FY2023: The team achieved 113% of plan with multiple 7-figure deals including two above $8 million and two more above $2 million.
FY2022: Increased sales another 41% for the fiscal year. Again multiple 7-figure deals across all salespeople on the team.
FY2021: Promoted to manage North American sales team for Federal, Aerospace & Defense market. Team consisted of 2 existing employees and 3 of my new hires. Every member of my team exceeded plan. The team finished 137% of plan. The number just to get to plan was already based on >20% growth. Had multiple 7-figure deals and also an $11.4 million deal.
FY2020: 130% of plan as an individual contributor. Multiple 7 figure deals of up to $4M.
FY2019: Just under 300% of plan as an individual contributor. Multiple 7 figure deals including one of $9.8M.
FY2018: 175% of plan as an individual contributor including several deals of $600K to $4.8M.

Sales managementSoftware qualitySecurity testingSafety critical testing toolsStatic analysisSource code composition+2

Wind river

Sr. Account Manager, Aerospace & Defense

Jan 2016 – Jan 2018 · 2 yrs

2017: Sales of the full Wind River product portfolio to key major accounts in the federal, aerospace & defense vertical. Achieved plan which also represented ~20% growth.
2016: Sales of the Simics simulation product line to the Aerospace & Defense vertical in East & Central US. Achieved 175% of plan which represented ~105% growth.

SalesAerospaceDefenseProduct portfolio management

Klocwork

VP, NA Major Accounts

Apr 2011 – Dec 2015 · 4 yrs 8 mos

I started with Klocwork in 2011. Rogue Wave Software acquired Klocwork on December 31, 2013.
2015: Promoted to build & manage full sales team of 8 account managers for all Rogue Wave products to company’s North American major accounts. Approximately doubled expansion revenues.
2014: Promoted to manage the worldwide team of major account managers, European and Asian channel managers & inside sales team for all sales of the Klocwork product line. This was done after the acquisition by Rogue Wave Software. Drove record revenues for the company in 2014-2015.
Original position with Klocwork: Individual contributor responsible for all sales to aerospace, defense and federal government customers for Klocwork's static analysis software development tool suite. Doubled sales in less than three years during down market.

Sales team managementAccount managementRevenue growth

Quickfilter technologies

VP, Worldwide Sales

Mar 2007 – Apr 2011 · 4 yrs 1 mo

Startup focusing on digital signal processing chip for consumer audio, medical and industrial applications. Managed all reps, distributors and applications engineers worldwide.

Sales managementStartup managementDigital signal processing

Actel

Sr. Regional Sales Manager

Jul 1998 – Feb 2007 · 8 yrs 7 mos

Managed reps, distributors, and applications engineers selling field programmable gate arrays (FPGA) including both all digital and mixed-analog digital solutions.

Sales managementFPGA technologyField programmable gate arrays