Consistent top achiever in revenue generation and sales management in the software industry. Proven ability to hire, develop, motivate and lead successful sales team in various geographies and industries. Skilled at solution selling, contract negotiation, client support and the business acumen necessary to manage a profitable team.
November 2002 – INEA CORPORATION, Burlington, Massachusetts
February 2004 Toronto-based, venture capital backed developer and marketer of enterprise planning, analysis, reporting and performance management software for the financial services industry.
Vice President Sales, North America
Accomplishments:
· Achieved 116% license revenue growth (FY03).
· Increased number of new account clients by 40% (FY03).
July 1996 – LAWSON SOFTWARE, Waltham, Massachusetts
October 2002 Independent developer and marketer of front and back office software solutions with revenues in excess of $400 million designed to serve the specialized needs of specific service industries.
Vice President, Financial Services (6/01 – 10/02)
Vice President, e-Business East/Canada and Financial Services (2/00 - 5/01)
Director, Northeast/Canada and Financial Services (6/98 - 1/00)
Regional Sales Manager, Northeast/Canada (6/97 - 5/98)
Regional Sales Manager, New England (7/96 - 5/97)
Accomplishments:
· As officer of company, built Financial Services vertical market (one of five service industries formed) as part of company’s IPO strategy (12/01).
· Achieved 120% of annual quota e-Business East (8/01).
· Led fastest growing vertical market within company (FY01).
· Achieved first and only annual quota attainment of 105% in Canada (FY00).
· Increased New England Region revenue 270% year-over-year, including attainment of number two region from field of thirteen regions (FY98).
December 1995 – GMIS, Boston, Massachusetts
June 1996 (acquired by HBOC)
Independent developer and marketer of clinical and analytical software to the healthcare and health insurance marketplace.
Regional Sales Manager, Northeast (12/95 - 6/96)
July 1990 – MULTI TASKING SYSTEMS, INC., Wellesley, Massachusetts
November 1995 Independent developer and marketer of UNIX-based, client/server business application software for the leasing industry.
Vice President, Sales/Marketing
Officer of company responsible for managing sales opportunities and marketing programs to world’s largest leasing organizations.
Accomplishments:
· Negotiated largest sale in company and vertical market’s history (1993). Worldwide evaluation resulted in company being selected over Arthur Andersen and twenty other companies in providing the solution to Hewlett-Packard. Multi-million dollar agreement funded company’s next generation (client/server, 4GL, RDBMS, global) product.
· Increased company software revenue by more than 70% including negotiating the two largest-to-date sales (1991).
January 1987 – COMPUTER ASSOCIATES INTERNATIONAL, INC., Andover, Massachusetts
June 1990 Leading independent developer and marketer of systems, database and application software for multiple hardware platforms.
District Manager (7/89 - 6/90)
Responsible for sales of financial applications on multiple hardware platforms and banking/manufacturing applications on IBM Mainframe platform.
Eastern Division Manager (4/89 - 6/89)
Managed four districts and 100 people until company merger of various applications divisions in July.
Regional Manager, Northeast/Southeast Region (1/87 - 3/89)
Responsible for sales of financial applications on IBM Mainframe and System 38 platforms. Increased organization size from seventeen to over thirty people as territory and product responsibilities expanded.
Accomplishments:
· Achieved number one ranked region status in revenue generation from field of nineteen regions during fiscal 1988. This was the first year following the acquisition and consolidation of numerous application software companies.
· Managed number one ranked financial sales representative (1988) and number one ranked banking sales representative (1989). Both individuals achieved this feat in the first year of sales.
· Top region in new account and new product sales during fiscal 1989 and 1988.
November 1982 – SOFTWARE INTERNATIONAL CORPORATION, Andover, Massachusetts
December 1986 (subsidiary of General Electric sold to Computer Associates International, Inc. in December 1986)
Regional Manager, Southern Region (1986)
Regional Manager, Southeast Region (1985)
District Manager, Southwest District (10/84 - 3/85)
Manager, National Sales Administration (1982 - 1985)
Responsible for coordinating an 80 person field sales organization’s interface with Corporate, including forecasting, budgeting, expense control, contractual terms, pipeline analysis and territory management.
Accomplishments:
· Achieved number one region status in revenue generation during fiscal 1986 and 1985.
· Successfully accomplished dual responsibilities of sales management and sales administration for new Sr. Vice President of Sales during 1985.
· Managed top two sales representatives (1985).
· Received President’s Award (1985, 1984).
· Received Maximum Achievement Award (1983).
July 1977 – COOPERS AND LYBRAND, Certified Public Accountants, Boston, Massachusetts
October 1982 Supervised and performed audit work, tested internal controls, drafted financial statements and prepared and managed engagement budgets. Passed CPA exam.
EDUCATION Boston College, Chestnut Hill, Massachusetts
Bachelor of Science in Accounting, Cum Laude Graduate, 1977 |
