STRATEGIC SALES EXECUTIVE
Intrepid, high-tech sales professional with a thorough grasp on increasing revenues
and optimizing business results for start-ups and billion dollar corporations,
including HP and Xerox.
Develop, propose and implement strategic enterprise software and technology services
solutions, consistently beating quotas, margin goals, and customer’s expectations.
Deep understanding of the roles data, people and technology play in driving business
forward.
Sales Milestones Include:
* 122% of a $15M quota at HP Enterprise Services ($18.3M).
* $10M outsourcing contract for Xerox Business Services.
* 110% of an annual $10M plan twice for software and consulting services
at SymphonyIRI.
* "President’s Club" winner four times at Xerox, twice in the "Top Ten"
of over 200 peers.
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PROFESSIONAL EXPERIENCE
HP ENTERPRISE SERVICES (Formerly EDS), San Francisco, CA, 2010 - 2012 (RIF 3/12)
Services Portfolio Executive
Facilitated sales of HP’s application management and transformation services, business
process outsourcing (BPO), IT infrastructure outsourcing (ITO), and enterprise cloud
computing.
Before new hire training began, completed $102M RFP response with minimal supervision.
* 122% of $15M quota in 2011 ($18.3M).
* 167% of $3.7M fiscal year quota in 2011.
* 123% of gross margin quota in 2011.
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(During this period I took a sabbatical to care for a terminally ill family member.)
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DUN & BRADSTREET, INC. (D&B), San Francisco, CA, 2005 – 2007
Principal Consultant – Sales & Marketing Solutions
Led sales of data, analytics, and proprietary software solutions to Cisco and Oracle
for this $1.5B provider of global business information.
Increased utilization of D&B’s solution set, including Master Data Management (MDM)
offerings. Implemented big data “matching” software at both accounts.
* 107% of $7.4M quota in 2006.
* 104% of 7 month plan on $8.5M quota in 2007.
* Closed multiple proposals within each account ranging from $250K to $16M.
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LAVASTORM ENGINEERING, INC., Mountain View, CA, 2004 – 2005 (Closed in 2005.)
National Sales Executive
Created new corporate sales strategy for this start-up systems integrator of
“matching” software applications.
* Developed marketing campaigns, partnerships, sales collaterals and website.
* Grew contact list 3,633%, applying guerilla marketing tactics.
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ENSENDA, INC., San Francisco, CA, 2001 – 2004
Director, Sales - Western Region
Constructed strategic sales plan for 20-employee start-up. Built pipeline for this
outsourcing provider of “last mile” distribution and logistics by conducting in-depth
market research and comprehensive cold prospecting.
* Acquired marquee, reference accounts, including Best Buy and Crate & Barrel.
* 3,700 decision-makers added to contacts database.
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RIPFIRE, INC., San Francisco, CA, 2000 – 2001 (Acquired in 2001.)
National Sales Executive
Built and launched sales strategy for 10-employee enterprise search and
personalization software start-up. Cold prospecting via deep Internet research.
Secured and chaired business development meetings and product demos for Tier 1
prospects, including: Google, Amazon.com, Microsoft, eBay, GE, IBM, and Sun
Microsystems.
* Generated largest single sale for $250K, knocking out search industry-
leading competitor (Verity) at Wal-Mart.
* Expanded contact base, adding 2,800 new decision-makers.
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SYMPHONYIRI GROUP (IRI), San Francisco, CA, 1998 – 2000
Vice President, Technology Consulting Services - Western Region
Spearheaded sales of consulting services and business intelligence (BI) software
within named accounts for this $500M provider of enterprise market data, analytics
and software services.
Expedited custom application development projects across account managers, client
sponsors, and IRI engineers. Managed a team of three direct reports.
* 110% of $10M plan for technical consulting services and software met each
year.
* Minimized expenses, reduced delays, and increased customer satisfaction
by implementing new project management processes and standards.
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XEROX BUSINESS SERVICES, San Francisco, CA, 1990 – 1997
Outsourcing Sales Executive
Orchestrated highly complex, lengthy sales cycles for BPO agreements in the high-tech
and legal markets for this $4B division of Xerox.
Developed detailed financial, operational and productivity analyses, measuring TCO
and substantiating positive ROI.
* $10M outsourcing contract; largest single contract sold.
* Achieved “President’s Club” four times, twice in the “Top Ten” of over
200 peers.
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EDUCATION
Bachelor of Science, Business Administration
University of Arizona - Tucson
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PROFESSIONAL DEVELOPMENT
* Strategic Selling - Miller-Heiman
* SPIN & Negotiation Skills - Huthwaite
* Value Driven Selling - Mohr
* Situational Leadership - Blanchard
* Presentation Skills - Communispond
* Project Management - SkillPath
* Helping Clients Succeed – FranklinCovey
* Executive Relationship Building – The Stinson Group
* Corporate Storytelling – Articulus |
