Position	Vice President of Sales
Location Confidential	No
Location	Washington DC
Willing to Relocate	Yes
Industry	Computers-Hardware&Consulting
Function	SALES-MANAGEMENT-and-SALES
Compensation	$150,000 to $300,000
Resume Summary
Sales professional with 20+ years selling to the Public sector in the U.S. and Canada. I enjoy working with both start up and established companies. Call me if experience building and managing sales organizations is what you are looking for.
Resume Body      VICE PRESIDENT OF SALES
2005 - Present Vice President and General Manager Recruited as Vice President and General Manager to this privately-owned software development company offering solutions in the fields of disaster preparedness, interoperable emergency communications, biosurveillance, digital medical image management and telemedicine. My previous employer was nearing its end of life with an unstable future. However, the primary incentive for the move was to take the business public through venture capital funding. The company has been unable to secure the funding to continue development, thus I am seeking a new challenge in a senior capacity. Responsibilities • Create three-year business plan for new product • Execute approved business plan • Develop, communicate and manage effective growth strategies for sales and marketing • Forecast and achieve revenue targets and profitability expectations of the business unit • Drive business unit primarily in the US, but also evaluating and pursuing International markets to achieve and surpass sales and business goals • Communicate with industry and high level government officials to guide product development initiatives • Provide direction, support and training for each business units • Organize and administer meetings with prospects, clients, and technology/channel partners as appropriate • Provide reports to the CEO on sales, market trends, ROI initiatives, business development and product direction • Provide executive level representation at meetings with prospects, clients, and technology/channel partners as appropriate Achievements • Launched new product in Emergency Management and Human Services markets across the US • Expanded addressable market by introducing new product solution and pricing strategy • Quantified and qualified target market for the product line 1996 -2005 Vice President, Sales Recruited as Director of Sales for a publicly traded company on the TSX. The company transitioned from a manufacturer of multiple product lines to a focused development company of data security solutions. Specifically enterprise-class, business solutions for secure storage, secure collaboration, and secure remote access. After tripling sales in a previous business unit, I was promoted to Vice President of Sales responsible for a new start-up division. As the senior executive in the United States, I had complete responsibility for the success and profitability of the business unit. The products were controlled through a National Security Agency program providing solutions for access to classified data and networks. Responsibilities • Build sales and support teams from inception • Supervise a sales and marketing staff including inside sales, outside sales, sales engineers, channel management, MarCom and subject matter experts (retired senior government employees) • Facilitate and maintain relationships with Prime Contractor, specifically Raytheon, Northrop Grumman, SAIC (Intelligence community) Northern NEF (Navy Intelligence community) L3, EMC, StorageTek and Unisys • Direct sales in DoD and Intelligence community, i.e. DOE, NSA, FBI, SSA, White House and the Dept. of Treasury • Generate company product awareness while increasing existing revenue levels • Strategic development of “name” accounts • Develop and manage annual budget requirements based on cost benefit analysis • Manage senior level customer relationships • Create and implement product to market business plan (direct/channel) • Provide strategic direction of Channel Partners • P & L responsibilities • Manage “launch program” for new product in 2004 Achievements • Grew Revenue from $600K to $11.5M in 4 years o Grew revenue in 1999 by 500% over 1998 ($600K to $3.2M) o Grew revenue in 2000 by 62% over 1999 ($3.2K to $5.2M) o Grew revenue in 2001 by 38% over 2000 ($5.2M to $7.5M) o Grew revenue in 2002 by 13% over 2001 ($7.5M to $8.5M) where Government funds for new projects were very difficult to come by due to funds being redirected for the war on terrorism o Grew revenue in 2003 by 35% over 2002 ($8.5M to $11.5M) • Developed national channel program • Implemented customer feedback for product enhancements and marketing opportunities • Acquired non-US security clearance to work on a Classified NSA program (RASP) 1998 – 1999 Director of Sales for North America Responsibilities • Accountable for revenue generation for business unit (voice communications solutions) • Managed both Private and Public sector accounts • Directed sales team including sales and technical staff Achievements • Tripled sales for this business unit from $1.4M to $4.4 in two years • Established product as de facto standard for emergency voice communications systems for the Canadian Royal Canadian Mounted Police • Received Presidents Council of Excellence award 1996 – 1998 Director of Sales for Canada Responsibilities • Created revenue growth for all business units • Identified and exploited new markets not yet penetrated Achievements • Successfully accessed two new market segments, Canadian Federal government and the law enforcement community • Received Presidents Council of Excellence award 1994 - 1996 Regional Manager With the preeminent collapse of my previous employer, I joined as the Regional Manager with a territory spanning central Canada and the US government. The company was a VAR of voice and data communication solutions. Responsibilities • Created and maintained Canadian Federal contract vehicles • Managed sales team while fostering direct account responsibilities • Increased both profitability and gross revenue Achievements • Improved profitability by 50% in my final year, second best in the country (5 regions) o The year before I joined Signatel the region operated at 6% pre tax profit on $500K in revenue o The last year of my employment profitability was a 9% pre tax on $2M in revenue 1998 – 1993 Senior Account Manager After attempts in several non high-tech industries, this was my first exposure to the High Tech industry. I immediately enjoyed and thrived in this space. As a premium Apple Dealer and Digital Equipment reseller, one of only two in North America, soon we were established as the number 1 Apple Dealer in the country. Responsibilities • Develop and manage the Federal Market sector Achievements • Ranked 2nd highest Apple Sales Rep in the region (in excess of 30 Reps) in my 1st year • Recipient of Apple’s 1989 Client Satisfaction Award • Placed 5th in sales for 1990 (Canada), competing with 200 Reps • Placed 1st in sales in 1991 (Canada), competing with 200 Reps • Recipient of Up & Running’s Top Sales Training Award four years running 1982 -1987 • Held various positions in the Transportation Industry • Sole proprietor of an ice cream distribution company Education 1995 Beyond Middle Management – Business Development Systems 1992 Design and Simulation of Apple Networks – Apple 1991 Account Development Strategies – Learning International 1991 Power to Influence – Tony Robins 1989 Effective Speaking and Human Relations – Dale Carnegie 1984 PSS III – Xerox 1982 Earned Bachelor of Business Administration 1978 Earned D.E.C. Social Sciences
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