Seeking an opportunity to utilize proven abilities in sales and marketing with a leading technology company.
A proven track record of consistent accomplishment in difficult environments with 20 years of exceeding objectives. Ranked as top 1% for 12 years. Consistent use of the nations top sales training including IBM Solution Selling, Strategic Account Selling, nd Customer Centric Selling. These not only provide the methods, but the critical process that allows better visibility into the sales cycle.
Business Objects.
Federal Government Region. Leader in Business Intelligence. Senior Account manager, responsible for all account activities including team coordination to drive maximum revenue. Responsible for quota for license, services, and training over all product lines.
Established Business Objects as the enterprise BI standard at five accounts
Won brutal competition against entrenched BI vendor to displace them as the standard at a large federal agency
Won the largest federal eGov program.
Displaced established BI tool for three agencies financial system.
Established CFO/CIO/COO/VP level relationships in all my accounts.
Collaborative C-level discussions resulting in establishing a strategic partnership for BI projects.
Numerous awards for top account manager in many facets of our business including top sales, top services, and top executive forum attendance.
Certified in Solution Selling methodology.
Averaged 102+ percent of plan for 4 out of the last five years
eNetworking
Successfully selling various financial software solutions and related networking equipment to Fortune 500 companies. Customers include Mercedes Benz, Northrop Grumman, Lockheed Martin, Marriot, Eli Lilly, Chrysler, and others.
SynQuest, Inc. (company went out of business)
Area Sales Manager
A leading Profit Optimization Supply Chain company. Responsible for Mid Atlantic Territory. Provide decision support tools that solve problems in manufacturing companies. Solutions include inbound logistics, demand planning, sales and operations planning, and strategic planning.
Initiated sales cycles in large number of accounts on target list.
i2 Technologies
Large Account Manager
Leading B2B solution provider. Responsible for large named accounts. Provide solutions in Supplier Relationship Management (CRM), Supply Chain Management, Customer Relationship Management, Marketplaces and Content. Partner with Broadvision, IBM, and Ariba.
Successfully engaged C-level contacts and established i2 as vendor of choice at assigned accounts.
Only CPG Account Manager with C-level contacts in 100% of assigned accounts.
Established sales cycle in “problem” accounts.
TROY Systems, Inc.
Internet/Electronic based payment systems/Financial Applications and Software (same management team as Omninote, together for 10 years) Santa Ana, Ca
Northern Regional Manager
1999 389% of quota; #1 sales rep. 1998 124% of quota; #1 sales rep. 1997 134% of quota; #2 sales rep. 1996 130% of quota, highest profit margin; #2 sales rep. 1995 141% of quota; #1 sales rep. 1994 260% of quota. Quota $4mm.
Formulated Strategic Plan to win $20,000,000 order, the largest in company history.
Worked with management to achieve our successful IPO.
TROY Systems is the world’s leader in Enterprise Output Solutions and e-check solutions. Successfully sold enterprise output solutions and software (post ERP) to national and international governments, banks, insurance companies and other Fortune 500 companies. Worked extensively with business partners IBM, Siemens, Oce’, and Hewlett Packard to provide the best solution to our customers. Also responsible for all sales activity at TROY’s single largest account. Instructor for continuing sales education: Face to Face, Selling To Vito, and Strategic Account Selling.
Omninote Division/Telautograph
A startup division of a 120+year old company, Omninote is an innovative technology in wireless email and communications. This division was started to be the lead solution set for the parent company.
National Sales Manager June 1994- October 1994. New Jersey
Restructured sales organization, integrating parent companies sales staff to increase market penetration. Total sales reps 100+.
Increased sales on a per sales rep basis by 21%. Implemented vertical market application selling to national sales force. Initiated new marketing programs to increase product exposure.
East Coast Regional Sales Manager Jan 1993-June 1994 New Jersey.
Increased sales by 250% in first year. Developed and implemented new sales call structure for sales representatives. Set two regional sales records. Installed specific program for “Roadmap for Success”. Restructured all sales and service procedures resulting in dramatic improvements in productivity. Developed sales program to vastly increase sales for Eastern territory. Implemented training program emphasizing IBM sales training, Selling To Vito, and Strategic Account Selling.
Marketing Representative Jan 1991-Jan 1993 Los Angeles, CA
Rookie of the year, 1991-188% of quota. #1 sales representative for new accounts opened 1991 and 1992. #2 sales rep, 1992. Set three company sales records
Successfully relaunched existing product, which had not been marketed successfully. Involved in restructuring and reorganization of a new entrepreneurial division, emphasizing employee initiative and accountability.
Responsible for beta launch of our next generation system which resulted in important software changes before nationwide rollout.
Implemented new service procedure to reduce costs and increase customer satisfaction.
IBM/ROLM
Marketing Representative
Successfully managed downtown territory as well as a large installed base. Sold large telecommunications solutions to customers utilizing business consulting and five year financial models. Successfully participated in one of Americas premier training programs. Courses included Financial Selling, The Forum’s Face to Face Selling, Effective presentations and Telecommunications Strategic Solutions. Received excellent evaluations from instructors on presentation skills and sales techniques. #1 sales representative in downtown territory. Sales representative of the month, April 1990-sold 276% of quota.
American Telephone Systems/Mitel
Marketing Representative
#2 sales rep in 1989. #2 sales rep in 1988. #1 new accounts 1988 and 1989.
Responsible for selling telecommunications solutions through use of network and financial analysis.
Michigan State University
Bachelor of Arts 1987
Major: Marketing with emphasis in international business and Japanese Studies
Speech writer and chief strategist for Dean Johnson for Mayor Committee, City of Annapolis. Transition Team for new city administration. Member, Parks and Recreation Task Force. |
