Executive Management
Effective senior sales executive with proven track record in the High Tech industry for the more than 22 years. Developed and executed strategic business plans that directly and positively impacted market share and profit in intensely competitive CRM and enterprise solution software industries for companies including Oracle Corporation, Siebel Systems, Inc. and IBM Corporation.
Consistently demonstrated the leadership skills, business insight, innovation, motivation and management abilities to achieve record results for three of the most successful technology companies in the industry.
Experience
Oracle Corporation Atlanta 2003 – 2004
Group Vice President, Responsible for application software sales to top 250 accounts in North America.
Responsibilities include creation and execution of strategies to efficiently deliver consistent revenue levels through improved customer relationships, targeted demand creation programs and creative solutions to critical customer care issues.
Siebel Systems, Inc. Atlanta 5/00 – 7/03
Vice President, Life Sciences and Consumer Goods North America 1/02 – 7/03
Responsible for the creation of company’s most profitable vertical targeting the largest Life Science and Consumer Goods companies in North America. Led the creation and direction of team from its inception; under my direction and in less than 10 months of operation, the company won strategic and significant business in 19 of the top 20 pharmaceutical and 7 of the top 10 consumer goods companies. Responsibilities included guiding product marketing, market development and demand creation programs for sustainable license and services revenues. License revenue run rate was $150m.
Vice President, North American Sales, East and South Regions 1/01 – 1/02
Responsible for sales and marketing activities to target commercial customers and prospects across half of North America. Led an organization of 2 VPs, 8 Regional Managers and more than 75 Account Managers. License revenue run rate was $175m.
Vice President and General Manager, Global Distribution 5/00 – 1/01
Responsible for the formal creation of company’s Global Channel Program and implementation of Global Telesales to target prospects with AAR under $250m. License revenue run rate was $250m.
IBM Corporation 12/86 – 5/00
Vice President, Small & Medium Business, North & Latin America 1/99 – 5/00
Responsible for sales and marketing functions aimed at more than 20,000 customers with a field sales and telesales force of over 1000 professionals. Revenue run rate was $14b.
Vice President, WW Sales, RS/6000 Enterprise Servers 1/98 – 1/99
Responsible for Sales, Marketing and Product Development for IBM’s RS/6000 Commercial Server Product Line globally. Areas of responsibility include analysis of market requirements, development of product features/functions, allocation of global marketing budget/resources and achieving revenue objectives in each of the 4 major global regions. Revenue responsibility was $2b.
Vice President, SMB Sales, Southeastern Area 1/97 – 1/98
Responsible for Global Sales to IBM’s largest area targeting the SMB market worldwide. Managed more than 100 sales professionals across an 8-state region in the Southeastern US. Various positions included:
Area Business Unit Executive, Midwestern Area RS/6000 1/94 – 1/97
Client Executive, Sears 1/92 – 1/94
Business Unit Executive, Chicago 5/88 - 1/92
Area Staff 12/86 – 5/88
Digital Equipment Corporation 1/84 – 12/86
Exxon Office Systems 6/82 – 1/84
Numerous Sales and Executive Leadership classes at IBM Corporation, Siebel Systems and Oracle. |
