SUCCESSFUL SOFTWARE ACCOUNT EXECUTIVE
PROFESSIONAL PROFILE
Consistently produces top revenue business with high margins. Abilities include developing and implementing strategic sales campaigns for Fortune 500 accounts, successfully stopping competitive proposals in purchase process, and developing new revenue streams in unproductive territories and accounts.
AREA OF EXPERTISE
• Calling on business people outside of IT
• Full understanding of how to leverage the channel
• Experience of working with hundreds of different applications
• Strong relationship building skills
• Viewed as a consultant by customers
• Focused on Selling Business Impact
• Advanced knowledge of ITIL and Corporate Compliance issues
• Extremely good at positioning, qualifying and closing
• Technically adept in the areas of Networks, Storage, and applications
PERFORMANCE INDICATORS
• Produced over 70 million in revenue during tenure (EMC)
• Developed a territory with no revenue and partners into a business of 7.5 million annually (EMC)
• Drove a new outsource contract/client with the initial phase worth over 1.1 million dollars (CA)
• Established double digit growth of revenue quarter over quarter (Seagate-Xiotech)
• Named Rookie of the quarter in Florida, first quarter on board (Cisco Systems)
EXPERIENCE HIGHLIGHTS
Computer Associates International Ft. Lauderdale, Florida 2003 to 2005
CA is the world’s third largest software company specializing in Infrastructure, Information Management, Security, Storage Software Solutions, and Professional Services. I was a Major Account Executive specializing in the areas of Infrastructure and Information Management positioning solutions like Service Desk, Change Management, Financial/Asset, Network and Systems Monitoring, and Application Monitoring. CA needed a tenured Account Executive to handle the major accounts in the area, penetrate a geography that had previously been unsuccessful, and turn around broken relationships from their past.
• Was offered 2 separate director level positions 90 days after hire
• Opened up several new accounts for CA , sold the second and third customers of CA’s financial repository
• Brought in a brand new outsource client with the initial phase worth over 1.1 million dollars
Business Impact Consulting, Inc Pompano Beach, Florida 2002 to 2003
This was a consulting company that was formed around two initiatives. 1) Running 3-Dimensional Software, a software company providing accounting, inventory management, and reporting. 2). Providing Storage Area Network Consulting to Integrators and customers. I was tasked as President ( on a contract) to manage 17 people and increase sales and profitability of the software company, move its products to Microsoft and Linux platforms, and position it to support an ASP model.
• Increased Sales 30 % from previous owners, secured several new clients
• Launched a new marketing and advertising campaign
• 6 month contract extended twice beyond initial agreement
Seagate-Xiotech Florida 2001 to 2002
Seagate was the world’s largest manufacturer and distributor of computer Disk Drives. This division sold Virtualization Software, Storage Area Networks, and Professional Services. They were looking for some one to run the state of Florida, its Sales and Systems Engineers, and expand and develop new partnerships-channels. As District Manager, I managed 11 direct reports and indirectly managed another 3 people. I helped to develop, mentor, and elevate the sales people performance. I also managed a few house accounts directly.
• Double digit growth of revenue quarter over quarter, fastest growing area in the Southeast region
• First multi location sale in Florida
• Secured a vehicle for State of Florida business (State Contract)
Cisco Systems Fort Lauderdale, Florida 2000 to 2001
Cisco Systems was the world’s leading Network Infrastructure Company providing switch, router, web, security, and content technologies to support company’s network needs. They needed someone to manage close to 400 Channel Partners in the geography. I was hired as Channel Account Manager to manage, develop, and build programs. I also was appointed to a Named or Major Account Executive for some larger accounts like Tyco and Motorola.
• Over 200% of channel quota
• Named Rookie of the quarter in Florida, first quarter on board
• Turned three competitively held accounts into totally Cisco Product, Sold First IP Telephony System
EMC Corporation Fort Lauderdale, Florida 1992 to 2000
EMC was a leading provider of Software solutions for Back Up, Disaster Recovery, Information Sharing, and Management. They ran these solutions on a Cache Rich Storage Server. They were looking for someone to come in and develop the territory ( only one customer) I was hired as an Senior Account Executive to develop and grow the business in the Tampa and South Florida markets. After success in these areas, I was appointed the Caribbean Manager, to do the same in the Caribbean and Central America market.
• Produced over 70 million in revenue during tenure
• Developed the Caribbean/Central America market from 0 revenue to 7.5 Million annually
• Exceeded quotas every year by 103% to 125% margin, made Club Trip every year
• Maintained high margins and brought in 6 to 8 new accounts every year
Remanco International Miami, Florida 1991 to 1992
A Manufacturer of Unix based Software products running on a Motorola Hardware platform sold to Major Hotels, Partnerships, resorts, and national restaurant chains. They needed a Regional Manager to manage their sales force and partners. I was the Southeastern Regional Manger with 5 sales people, several partners, and indirectly managed a few technical people.
• Ranked # 2 region in US out of 5
• Sold 3 systems while in pre-pack chapter 11, one was a national account
Memorex Telex Corporation Fort Lauderdale, Florida 1990 to 1991
The company provided disk, solid-state disk, automated tape libraries, cartridge tape, optical products and software solutions into IBM Mainframe accounts in Florida. I was hired as a Senior Sales Representative to grow the territory and maintain the larger accounts.
• Reversed recommendation and won Palm Beach County’s business
• Sold two solutions in 6 months, when normally it takes a year
System Industries Florida Territory 1988 to 1990
A Manufacturer of custom solutions, clustering products, software, solid-state disk, disk arrays, and tape back up. Target customers/prospects were fortune 500 companies, universities, and government agencies with Digital Equipment Corporation and Sun Microsystems environments. I was hired as an Account Executive to run the Florida geography and open up new accounts.
• Closed new O.E.M. order for Harris Computers worth $500,000.
• Ranked # 2 in the eastern region out of 27 sales representatives, # 4 in the U.S. out of 70 representatives
• Top district sales person, won 3 quarterly contests
Honeywell/Tie Communications Deerfield Beach & Miami, Florida 1983 to 1988
Honeywell’s PBX Division sold electronic PBX telephone systems, voice mail, call accounting products, data products, and wiring plans to large companies in South Florida…I was hired as a sales representative, was promoted and transferred to a Sales Manager and finally promoted again to Vice President of Sales. Managed and motivated two South Florida sales forces totaling 22 people…..hired and trained sales personnel…reviewed and tracked P & L statements…submitted regular accurate sales forecasts….
• Branch ranked # 3 out of 21, for revenue and profits
• Designed and sold multi-building psychiatric center
• Gold Key Club (Top sales person), #2 out of 100 in U.S.
• Sales Person of the Quarter ( top sales person) 3 times, VIP Award ( 125% + of quota), 8 times
EDUCATION
Towson State University, Towson, Maryland 1981
Major: Marketing |
