SALES EXECUTIVE
Proven record of sales growth achieved by building synergistic relationships with key industry leaders and creating proactive teams that consistently increase revenue. Seeking an opportunity to make a contribution towards profitable revenue generation. Key competencies include:
# Team Building
# Building Business Relationships
# Strategic Planning
# Software Solutions
# Key Client Management
# Customer Relationship Management
# Technical Insight
# Negotiating
EXPERIENCE
HEWLETT PACKARD, Palo Alto, CA
Oracle Alliance Manager, Field Sales Solutions (2003-2005)
Accountable for the development of a Partner-led model for growth of Enterprise business with Oracle and the ecosystem of Oracle partners in the Western 13 states. Responsibilities included building and managing a joint sales pipeline with Oracle of over $100M of HP revenue opportunity, helping to close the key strategic sales opportunities, building and managing the network of key HP & Oracle consultant and reseller partners, and defining / executing the Oracle High Tech manufacturing plan for the U.S.
# Closed $1M+ deals with Acct Team at Lockheed, LDS Church, CB Richard Ellis, WaMu, Genentech, Toyota, Ameriquest Mortgage, Pacificare, LA County Sheriff in last 3 quarters.
# Created reference accounts including collateral and video testimonials (Toyota, Famous Software, AutoTradeCenter, and Boeing Credit Union).
# Closed over $2M with reselling partners in last quarter.
Intel Alliance Manager, HP Field Sales (2002-2003)
Developed the US field relationships and business model with Intel for growth of Enterprise business to close key strategic sales opportunities. Leveraged the Intel Business Development (BDM) teams and Services organizations (Intel Solutions Services/ISS) across the U.S. for all Intel server products with emphasis on IA-64 (Itanium) technology.
# Maintained an $80M+ funnel including development of tool to co-share funnel w/Intel.
# Closed $1M+ deals with Account Team at GE, First Trust Bank and Belkin.
ISV (Independent Software Vendor) Program Sales Manager, HP (1999-2002)
Managed the US Developer and Solutions Provider Program (www.hp.com/dspp) alliance team of eight people and the Emerging ISV Program team of six people. Mission focused on creation of unsurpassed business relationships with ISV partners to increase customer value, market impact & revenue growth through leverage of E-services. The Emerging ISV Program focused on 10 ISV’s to help fuel growth in E-Commerce/EAI/Retail spaces.
# Led two teams that produced >$300M in leveraged business in the past year.
# Increased revenue by recruiting >1200 ISV members and a number of significant deliverables for ISV’s and the alliance team focused on leveraged business with partners.
# Attained Achiever’s Club (top 5%) for FY2001.
HEWLETT PACKARD, continued
District Sales Manager, Independent Software Vendors (1995-1999)
Desired business results were growth of HP's leveraged revenue and market share with ISVs. Fiscal year '97 coverage was for West Coast-headquartered ISV accounts (nine sales reps). Created Integrated Sales Team with Industry Specialization for focus on applications. Focused on building a US team to grow HP's leveraged business for Unix servers with ISV's in the Internet and Customer Relationship Management (CRM) spaces.
# Developed two ISVs to Global Account status and achieved quota goals every year.
# Developed sales funnel >$250 M.
# Attained Achiever's Club.
District Sales Manager, Tech/Comm Solutions – SI/ISV/Reseller Programs (1989-1995)
Managed 11 sales reps and implement Ted a reseller program in Southern California. Created specialization for Reseller/ISV/SI reps.
# Achieved quota every year, Certified Miller Heiman “Strategic Selling” Instructor.
# Participated in Achiever's Club two years and won "Lead Dog" Award (#1 DSM in US).
Global Account Manager, Hughes Aircraft (1985-1989)
Managed five sales districts responsible for direct sales of HP products and services to of Hughes Aircraft. Developed executive relationships and created programs to position HP as the number one supplier to Hughes of technical and commercial computers, test and measurement equipment as measured by revenue. Early emphasis on "Relationship Management/Trusted Advisor" in account development.
# Landed Hughes Aircraft as HP’s largest commercial account during this period.
Area Sales Manager, Los Angeles Area (1984-1985)
Responsible for sales of HP's computer products and services to major accounts in S. Calif. Managed five sales districts focusing on Aerospace, Manufacturing and Financial Services.
District Sales Manager (1980-1984)
Directed commercial computer sales in Southern Calif. Managed eight sales reps selling to all accounts other than major accounts. Developed third parties for applications and systems integration to deliver total solutions. Created seminar and lead generation programs.
Sales Representative, Fullerton Sales Office, Achiever’s Club and achieved quota every year.
Software/System's Engineer, Fullerton Sales Office, pre and post sales and customer training.
Test and Measurement Staff Engineer and Sales Rep, Palo Alto, CA
Electrical Engineer, Santa Clara Manufacturing Division, Santa Clara, CA
EDUCATION
Bachelor of Science in Electrical Engineering (BSEE), San Jose State University
Course work (24 units) towards MBA, California State University, Fullerton, 1980-1981
INTERESTS AND ACTIVITIES
Personal development, skiing, home improvement, golf. |
