High-energy software sales professional - consistent track record of exceeding quota - focused on Enterprise Solutions, Business Development and Channel Sales for the B2B2C marketplace. Expertise in market and pipeline creation/management, solutions selling and deal negotiation from start to finish. |
SMITH BARNEY Corporate Sales 2006 - Present
Director of Corporate Relationship Sales:
• Sales/Bus Dev role – Sell software technology as a service (SaaS) for Financial Control Management.
• Solid executive level presence and boardroom presentation skills - cold call - develop prospect/customer relationships, close deals - manage the on-going revenue/deployment activities - $1.7mm revenue 1st 11 months.
• Sell complex financial software solutions to F-500 and develop opportunities thru internal advisor partner network and external strategic partners.
E*TRADE FINANCIAL Corporate Services 1997 - 2006
Director of Sales, National Accounts: Stock Plan Services
• Closed $2.4mm in revenue against a quota of $2.0mm for FY06 and earning President’s Award.
• Lead sales representative - Responsible for the direct selling of stock admin software (ASP, Enterprise and Workgroup applications) includes financial reporting, Sarbanes Oxley compliance, professional services and full outsourcing solutions to the F-1,000 - Always exceeded quota - Ave 118% of target over 8 yr period.
• Built E*TRADE brand to be the “go to” solution for stock plan admin - revenue grew from $6mm to $85mm.
• Managed sales support/emerging sales team and staff development - Ave of 110% of target over 4 yr period.
• Original sales rep - developed sales strategy, presentations, contacts and all aspects of the relationship/sale.
• I sold key accounts such as: Apple, Oracle, and eBay, Cisco, Nordstrom, Lowe’s, Yahoo and Whole Foods.
LYCOS QUOTE.COM 1996 - 1997
Business Development Manager
• Creative sales leader - closed/managed deals resulting in over 6mm in annual revenue - 190% of Quota.
• Drove the development of Reseller Agreements and new product launches for ISP’s, VAR’s and Channel partners.
• Created all of the client development process: phone, web and onsite presentations, collateral, proposals and contracts.
METLIFE / CNA 1991 - 1996
Sales Manager - Sales Representative
• Developed and managed diverse sales team in the financial planning market - responsible for all aspects of building and managing a field sales force - Managed below budget, while surpassing quota regularly - Ave 100% of Quota.
• Grew client base from zero to capture Nat’l Sales Directors, Centurion Award and Million Dollar Round Table.
DEAN WITTER / SMITH BARNEY 1985 - 1991
Account Executive
• Cold called to develop over 300 customer accounts – money management, retirement and estate planning strategies.
• Sold financial services and built profitable operation within the volatile environment following the stock market crash.
SKILLS
• Customer listening, team mentoring and problem solving skills with success of appropriately utilizing company resources to close business - Excellent interpersonal, presentation and written communication skills.
• Consistently build, forecast and deliver on an accurate territory pipeline using CRM tools.
• Success working in a start-up or large corporate environment - independent, with solid track record of prospecting, proposing and closing new business - bus dev/executive relationship development – customers, partners and channels.
EDUCATION
University of California, Los Angeles - BA Economics / Series 7, 63
Communispond - Presentation Skills / Miller Heiman - Strategic Selling / Huthwaite - Spin Selling & Creation of Value |
