SENIOR SALES & BUSINESS DEVELOPMENT PROFESSIONAL
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Market Strategist / Sales Program Design / Strategic Partner Development / Hi Level Sales Practitioner / Building High Performance Teams / Generating Results
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PROFESSIONAL PROFILE
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An accomplished sales and business development executive with a long and consistent track record of success driving multi-million dollar revenue growth across technology organizations of various size and maturity, ranging from VC funded startups to multi-billion dollar concerns.
o Proven ability to identify unique revenue opportunities within complex market landscapes.
o Extensive experience designing and implementing multi-channel selling initiatives that rapidly produce revenue.
o Demonstrated competency developing value propositions and selling processes that optimize the value of a given technology solution within a specific customer domain and operational profile.
o Track record of personal sales excellence, having closed multi-million dollar contracts in both early adopter and mature markets with companies such as Wal*Mart and Rompetrol Oil of Bucharest.
o Repeated successes identifying and developing leveraged partnerships with leading technology companies such as Microsoft, Cisco, Intel, Qualcomm, IBM and Lockheed Martin IBS.
o Consistently successful launching offerings into international markets including EMEA and South America.
o A leader, who gains support through his enthusiasm, work ethic and unwavering commitment to mentor his employees to higher levels of achievement.
o Experience with a broad set of end user verticals to include Mfg, Financial Services, Transportation Logistics, Oil & Gas and Field Service Operations.
PROFESSIONAL EXPERIENCE
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MANAGEMENT CONSULTANT, Growth Angel, Mt. Laurel NJ, 2002 – 2006 & 2008 - Present
Helping domestic and international technology companies to increase revenue and profitability through the design and implementation of multifaceted sales operations improvement programs.
Including: Target market identification, business, marketing and sales plan development, value proposition creation/refinement, sales platform and process development, partner strategy, identification and engagement, staff evaluation and recruiting, strategic and consultative sales training programs for direct, inside and channel selling organizations, compensation plan development, sales tool and resource development and pipeline management systems.
o Firstnet Services, UK Ltd., - Increased SME market revenue 120% in less than 9 months for this $20m business ISP & ASP. Repackaged corporate product/service mix to focus on core solutions competencies, designed and rolled out new direct and 3rd party channel sales operations platforms and accelerated joint opportunity pursuit with strategic partner entities such as IBM Europe, Cisco Systems and Inty.
o Idesta Solutions, UK Ltd., - Helped this innovative startup in the wireless field service automation space grow from a single reference account to over a dozen new customers, $1.3m in revenue and a $3.5m pipeline within 9 months. Designed and implementing a profitability centered direct selling program and realigning their corporate focus to the untapped UK SME marketplace.
o Cisco Systems, RTP, NC –Designed and implemented a new sales operations program for over 35 newly hired sales and sales management employees in support of a Cisco’s new Tier 2 Channel Development initiative. Due to the program’s success, was contracted to execute two similar programs for AMD and Avaya.
VICE PRESIDENT GLOBAL SALES, Hi-G-Tek Inc, Rockville, MD. 2006 – 2007
VC funded US startup providing active RFID solutions (active tags, sensors, readers, middleware, systems integration, application software, managed services) for security and supply chain efficiency applications.
o Spearheaded Hi-G-Tek’s global sales launch, including the design and implementation of the companies first comprehensive ‘go to market” sales plan and management of staff of 4 Int’l Major Account Sales Reps.
o Conducted first commercial assessment of market potential for Hi-G-Tek’s offerings, creating corporate focus on Oil & Gas and Trade Lanes Verticals. Developed and validated value propositions and ROI models across both markets.
o Personally secured $2.5m contract with Rompetrol Oil of Bucharest Romania. This continues to represent the largest contract to date for the company and broadest reaching application of its type in the downstream Oil and Gas sector.
o In first year developed partner alliances with companies such as Orpak Romania, Qualcomm Mexico and Inta Lithuania, resulting in $4m in new business contracts.
o Grew annual sales revenue from $1.8m - $5.5m in less than 18 months.
VP BUSINESS DEVELOPMENT & MARKET PLANNING, @Track Communications, Richardson, TX 2000 – 2001
NATIONAL VP SALES, @Track Communications, Richardson, TX 1999 - 2000
EASTERN REGIONAL VP SALES, @Track Communications, Richardson TX 1996 - 1998
$90 million company providing wireless asset tracking and communications solutions to transportation logistics and
regional service fleet markets. (GPS tracking and communications, NOC operations, managed service delivery).
o Managed top performing regional and national sales teams as @Track grew from $25m - $90m in sales.
o Hired as Eastern Regional VP of Sales December of ’96 and within 1 year increased sales revenue by 120%, while transforming the group from lowest to highest producing in the company. Awards for outstanding performance third and fourth quarters of ’97, second and third quarters of ’98 and top sales for ’98.
o Promoted to National Vice President of Sales in January ’99 and lead staff of 18 sales and sales management personnel in attainment of product and service goals for core mobile communications segment.
o Served as executive sales lead on swat team tasked with saving the companies number one reference account, Wal*Mart. Efforts resulted in a new $12.5m contract for fleet expansion and a two year service extension.
o In Spring of ‘2000 promoted to VP of Business Development and Market Planning, responsible for evaluating partnerships, markets and mobile wireless technology evolution as a means for establishing long term business strategies.
o Initiated and negotiated strategic alliance with Lockheed Martin IBS, for development and sale of large scale mobile asset tracking offerings. Designed and rolled out a two-phased implementation processes across @Track.
o Performed numerous studies on the mobile wireless data marketplace used to formulate the companies M&A strategy for ’01 and ultimately leading to the sale of @Track to MPS; including studies of the US mobile data, regional service fleet and freight brokerage exchange markets along with a competitive analysis of Aether Systems.
o Authored a business plan for the spinoff of @Track’s national terrestrial voice and data network into a network for hire business entitled “Netconco”. (Network Consolidation Company)
VICE PRESIDENT SALES & MARKETING, Omnitech Corporate Solutions, Englewood, NJ 1995 - 1996
BUSINESS PLANNING CONSULTATNT, Omnitech Corporate Solutions, Englewood, NJ 1994 - 1995
$15m Multi Platform Systems Integration Firm. (Partners included Intel, Microsoft, Cisco, 3Com, Cisco & HP)
Developed and authored a business plan for a “remote network management” service offering, resulting in an equity investment from Intel Corporation.
o Recruited in April of ’95 to transform the company from a low margin hardware reseller to a high margin services company. Lead sales, marketing and vendor partnering activities with staff of eleven.
o Worked with the VP of IT to define a new set of margin rich service offerings, implemented fully integrated marketing communications program, designed and rolled out new sales operations program to support our service focus and aggressively promoted new capabilities to all strategic technology partners. .
o Secured enhanced partner certifications from Intel, Microsoft, Cisco and HP, leading to preferred client project referrals, discounted training and authorization to sell a new set of margin rich technology solutions.
o Negotiated and closed a $750k infrastructure redesign deal with Cisco and Allied Signal corporation.
o In the first year increased revenue 30%, GPM 20% and attained all strategic service objectives.
DISTRICT SALES MANAGER, Computer Library – A Ziff Communications Co., New York, 1993
REGIONAL SALES MANAGER, Computer Library – A Ziff Communications Co., New York, NY 1990 – 1992
$30M division of Ziff Communications Co. providing technology Information Services to technology vendors, corporate IT personnel and SI firms.
o Top Regional and District Manager over a 4 year period with average production of 120% of group quota. Top Regional Manager of the year twice, top District Manager once.
o Recruited in April of ’90 and within 9 months transformed the lowest producing of three sales regions to highest producing in the division. Instilled new positive performance culture, upgraded staff and elevated group sales skills.
o In January of ’93 promoted to District Sales Manager, responsible for all revenue generation efforts for staff of 18 sales, sales management and office support employees in Cherry Hill, NJ and Foster City, CA sales branches.
o Transformed central region from lowest to highest producing of 6 regions in ’93.
o Personally negotiated and closed national purchasing agreements with EDS and Microsoft.
VICE PRESIDENT SALES, SALES MANAGER, SALES REPRESENTATIVE, Penton Software, New York, NY 1983-1989
Publisher of vertical market software applications for Statistical Process Control, Facilities Maintenance Management and Warehousing and Distribution
o Joined the company within six months of startup and ultimately appointed to lead all sales, marketing and customer service functions, including budgeting and P&L responsibilities.
o Established their Quality Alert™ application as #1 most often used in the world for Statistical process control, implemented international distribution of offerings in UK, Mexico, France and Canada.
CORE COMPETENCIES
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Business and sales plan development, new product and service market launches, target market assessment & identification, value proposition development, distribution channel design and optimization, cross functional sales process development, joint ventures and strategic alliances, complex solution selling to C-Level executives, team leadership and development, ROI modeling for complex technology solutions, pipeline management system design, wireless data markets, solutions and technologies
EDUCATION / PROFESSIONAL DEVELOPMENT/ OTHER SKILLS
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o B.S. MARKETING, University of Colorado
o Course Work - Marketing Plan Prep, Fundamentals of Telecomm, Competitive Intelligence in M&A Activities.
o Author of numerous white papers and published articles to include, “In search of Quality Software”, Quality Magazine, “Trailer Tracking – Piloting, integration and total cost of ownership” - Radio Resource Magazine. |
