Executive-Level Sales Management
Results-oriented Sales Director with over 15 years of sales and sales leadership experience with an extensive documented quarterly growth achievement in commercial and Federal government sectors. An energetic team builder, pairing a consultative sales approach with channel growth and development that delivers increased market share and sales growth. Leverages strong relationships for direct and indirect sales impact, along with developing and executing territory plans.
Demonstrated expertise includes:
© Strategic Planning & Team Leadership © Financial Reporting © Matrix Management © Channel Development © Top-Tier Sales Performance © Client Assessment © Pipeline & Forecast Management © Key Account Management © Negotiations
Career Overview
SUN MICROSYSTEMS [2000 – 2009]
Regional Executive for Systems, Software, Storage, and Services Lines of Business 2006 – 2009
§ Headed Mid-Atlantic region with 10 sales professionals; managed strategic planning, client assessment, account management, team building, financial reporting, pipeline and forecast management, and channel relationships.
§ Managed $140M region and 95 channel resources that drove up to 10% year over year growth across business units.
§ Cut operating expenses via headcount reduction while reaching original financial targets; increased channel and reseller activity that sparked 5% growth in indirect sales with 15% revenue boost by 2 key partners.
§ Turned around scorecard ratings by major client that secured most improved vendor status by instituting program office, executive communication plan, and single point of contact for business, legal, and contractual work. This streamlined processes and increased profits.
Senior Account Executive 2000 – 2006
§ Landed $46M over two years by bridging sales and technical teams that evaluated client business needs and provided integrated solutions spanning equipment, off-the-shelf and custom applications, and consulting
§ Led major account relationships in Virginia and D.C. in hardware, software, and service revenues. This resulted in incremental business valued at $20M+.
§ Coordinated 20 sales representatives, technical resources, 7 consultants, and 20 partners in solution-selling approach.
§ Closed $24M and $22M in new business to reach 167% and 132% of quota respectively.
§ Selected for Sun Club in recognition of outstanding performance at Sun Microsystems, back-to-back awards for 2004, 2005, 2006.
§ Promoted to Regional Executive for 4 lines of service because of exceptional productivity and business knowledge.
ORACLE FEDERAL [1997 – 2000]
Applications Branch Manager 1998 – 2000
§ Attracted $30M in new business to exceed strategic account quota for two years running; closed company’s first full ERP implementation with Military Sealift Command, establishing credibility within Department of Defense. Directed Enterprise Resource Planning (ERP), CRM, and e-business application delivery for U.S. Navy account and supervised software/database deployment throughout Department of Defense. This ensured consistent revenue growth and foothold for Oracle within the U.S. Navy.
§ Engaged channel and partnership resources that augmented sales resources for federal accounts; implemented training workshops and team building activities for 20+ individuals. This enabled increased marketshare and an enhanced customer relationship with resulting revenue share for Oracle.
§ Awarded $20.8M for 125% quota achievement and selected by upper management to join the Oracle Club in 1999 and 2000 for significant business contributions and sales growth.
Strategic Account Manager 1997 – 1998
§ Exceeded quota for 2 years, back to back, for U.S. Navy account and positioned company as key Department of Defense vendor.
§ Promoted to Applications Branch Manager because of exceptional account sales.
WANG GOVERNMENT SERVICES (formerly Honeywell Federal Systems – HFSI) [1997 & Prior]
Transitioned hardware-focused company into software and services, developing channel relationships, marketing plans, sales training, and incentive structures for 168% first-year quota performance.
Senior Account Manager 1995 – 1997
§ Promoted Sybase RDBMS and professional services within U.S. Navy, U.S. Army, and Department of Defense accounts.
§ Sealed $14M in new business to hit 129% of quota, including two Sybase Enterprise agreements valued at $2.3M; named top salesperson in defense directorate
Account Manager; Senior Product Manager 1989 – 1995
§ Pioneered first software sales force, marketing RDBMS and productivity products to federal government; advanced to leadership of U.S. Navy account; managed application migration to Sun/Sybase suites.
§ Hit $16.5M in military/defense and C3I accounts; achieved 120% of quota and received Sales Achievement Award from 1993 – 1995, secured Pacesetter Club 1989 – 1993.
Previously Senior Product Manager, Technical Specialist, and Senior Systems Analyst for HFSI
Education & Credentials
© Graduate Studies çPennsylvania STATE UNIVERSITY © Certificate – Computer Science ç COMPUTER SYSTEMS INSTITUTE
© B.S. – Elementary Education ç UNIVERSITY OF DAYTON |
