STRATEGIC SALES ACE
Dynamic professional with extensive experience increasing sales and optimizing business results for various organizations ranging from start-ups to multi-billion dollar corporations. Identify lucrative, qualified opportunities, consequently maximizing company’s profits and customer’s ROI. Construct and expand pipelines by conducting comprehensive market research.
Design, propose and launch strategic solutions, delivering value-added process improvements to client’s senior executives. Conduct powerful negotiations and presentations, cultivating internal and external loyalty. Overcome complex obstacles and problems. Lead and direct high-impact, cross-functional teams, consistently exceeding business objectives.
* Strategic Selling * Business & Revenue Growth * Market & Competitor Research
* Entrepreneurial * Leadership * Self-Directed * Customer-Centric * Consulting
* Marketing Savvy * "Pain" Relief * Negotiations * Relationship Building
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PROFESSIONAL EXPERIENCE
DUN & BRADSTREET, INC. (D&B), San Francisco, California, 2005 – 2007 Strategic Account Specialist – Sales & Marketing Solutions
Directed and led all aspects of sales and support consultation for company’s data, analytics, and proprietary software solutions at 2 complex, high-tech, Fortune 200 customers for $1.5B international provider of global business information. Conducted needs analysis. Advocated new offerings for incremental utilization of company’s solution set.
Delivered thought leadership, defining process improvements to maximize client's ROI. Formulated and implemented comprehensive solutions domestically and internationally. Constructed and presented compelling value propositions. Coordinated worldwide resources of both client and D&B, thereby addressing business issues. Acted as key member of an extended account team.
* Generated 120% organic revenue growth in first year.
* Achieved 107% of $7.4M quota, securing $7.9M in sales in 2006.
* Exceeded 7 month plan on $8.5M annual quota by 104%; 112% organic
growth over prior year.
* Closed multiple lucrative deals within each account ranging in size from
$250K to $1.4M.
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LAVASTORM ENGINEERING, INC., Mountain View, California, 2004 – 2005
National Sales Executive
Defined corporate strategy, creating, executing, and overseeing all aspects of sales, as individual contributor for 20-employee, start-up systems integrator of “matching” software applications; specialized in U.S. employment websites. Identified, qualified, and closed key markets and opportunities.
Designed and launched strategic sales plans. Managed marketing and business development activities, including campaigns, partnerships, and collaterals. Conducted heavy Internet research and cold prospecting. Built tactical networks.
* Increased contact list 3,633%, applying guerilla marketing tactics.
* Constructed successful pipeline from scratch, without purchasing lists or
services.
* Repositioned target market, maximizing engineering staff’s “matching”
software integration experience, penetrating HR websites such as
WashingtonPost.com.
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ENSENDA, INC., San Francisco, California, 2001 – 2004
Regional Sales Executive
Oversaw all aspects of strategic sales plans for region's prospects, as individual contributor for 20-employee outsourcing services provider of web-based “last mile” distribution and logistics. Built pipeline by conducting in-depth market research and comprehensive cold prospecting. Coordinated internal resources and customer teams.
* Instrumental in establishing and cultivating this start-up company,
acquiring several marquee accounts including Best Buy and Crate &
Barrel; secured them as references.
* Added 3,700 new decision-makers to prospecting database, at no hard-
dollar cost.
* Implemented UpShot/Siebel.
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RIPFIRE, INC., San Francisco, California, 2000 – 2001
National Sales Executive
Designed and launched sales strategies as an individual contributor for 10-employee enterprise search and personalization software start-up, serving e-commerce companies. Performed cold prospecting and comprehensive Internet research, swiftly building pipeline.
Chaired business development meetings and product demos for Tier 1 prospects such as Google, Boeing, Amazon.com, Microsoft, eBay, Hewlett Packard, GE, IBM, Kodak, Sun Microsystems, American Express, Bank of America, CSC, The New York Times, Prudential, and Wells Fargo.
* Generated largest single sale for $250K, knocking out leading competitor
at Wal-Mart.
* Expanded pipeline, adding 2,800 new decision-makers at over 500
companies.
* Implemented salesforce.com.
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INFORMATION RESOURCES, INC. (IRI), San Francisco, California, 1998 – 2000
Regional Sales Specialist - Technology Consulting Services
Spearheaded $10M plan for sales of technology consulting services and management of business intelligence software installations (Oracle Sales Analyzer) for $500M industry-leading provider of enterprise market information solutions.
Expedited initiatives among system engineers, account managers, new business team, client sponsors, and custom application development resources. Provided sales and technical insight for internally developed applications, third party alliances, and custom client technologies.
* Coached team to consistently exceed annual revenue plan.
* Launched region’s first Internet reporting tool and portal.
* Minimized expenses, reduced delays, and increased customer
satisfaction by implementing new project management processes.
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XEROX GLOBAL SERVICES, San Francisco, California, 1990 – 1997
Outsourcing Sales Executive
Specialized in highly complex, lengthy sales cycles for 3-5 year outsourcing agreements of $1M to $10M in the high-tech and legal markets for $3.5B division of a $16B international organization. Performed detailed financial and operational analyses, demonstrating positive ROI potential and measuring TCO. Acted as informal team leader and trained new employees.
* Secured $10M outsourcing contract, utilizing cross-functional “team-
selling” model.
* Achieved President’s Club honors 4-times, placing 2-times in the National
Top Ten.
* Recognized with multiple Sales Person of the Month and Quarter awards.
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EDUCATION
Bachelor of Science in Business Administration
University of Arizona - Tucson, Arizona
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PROFESSIONAL DEVELOPMENT
* Strategic Selling -- Miller-Heiman
* SPIN -- Huthwaite
* Value Driven Selling -- Mohr
* Situational Leadership -- Blanchard
* Negotiation Skills -- Huthwaite
* Presentation Skills -- Communispond
* Project Management -- SkillPath
* R³ Sales Excellence -- Acclivus |
