SUMMARY OF EXPERIENCE
Successful sales and sales management experience across enterprise applications, Digital Media, SaaS Solutions, systems integration and consulting services.
Progressive career advancement within Fortune 500 Corporations culminating in executive sales responsibilities for emergent technology organizations.
Consistent Club level award winner for outstanding performance in sales and sales management.
Proven track record in building sales organizations that deliver sustainable, recurring revenue streams.
SaaS Enterprise Solutions
Digital Media Advertising
Storage and backup
Systems Integration Services
National Sales Manager US for WSJ.COM Digital Partner Network
Lead US sales and business development of digital media advertising for The Wall Street Journal Business Center Digital Network.
Exceeded initial annual revenue forecast within the first six months
which enabled hiring additional sales executives and resulted in the formation of a financially viable, independent, North American business Unit eight months ahead of projected goals.
Bundled add-on SEO/SEM, marketing analytics, with video advertising to broaden customer value, expedite the sales process and accelerate revenue growth.
Established channel partnerships with digital media marketing providers, and advertising agencies.
Regional Sales Manager
Opened the Northeast region for VC backed, emergent, SaaS FX risk management and compliance solutions provider. Sold foreign exchange risk management and compliance solutions to financial executives, (CFOs and Treasurers) of international corporations including; Checkpoint Systems, Wellington Management, Hexcel, US Steel, Pitney Bowes, McGraw Hill, Nokia and IBM.
First Regional Sales Manager in companys history to close two strategic revenue opportunities in 4 months.
Grew region from zero to over one million in revenues in first year.
Established new business with Checkpoint Systems, Wellington Management, Pitney Bowes, Hexcel, US Steel, and Kennametal.
EVERETT MENTOR (9/95-1/08)
Director of Sales and Business Development
Sold and delivered sales and business development consulting services to CEOs and VPs of Sales and Marketing.
Clients encompassed enterprise application providers, systems integrators, and consulting services organizations. Successfully opened Fortune 1000 clients such as EMC and Accor International, as well as newly minted resellers of JD Edwards and SAP applications.
Designed and implemented customized business development and sales management initiatives that accelerated revenue, established sustainable client base.
Delivered 35 M USD in 18 months for EMCs (newly acquired) backup software application.
Transformed narrowly focused consulting service providers, Paragon Management Software, (JD Edwards reseller) and Global Core Software (SAP reseller) into premier VARs.
EMC (Everett Mentor Client)
Devised initiatives that successfully integrated backup applications across the US field storage sales organization. Reduced cost of sales and improved profitability by augmenting the direct sales efforts with telemarketing teams, Webinars and third party resellers.
Exceeded revenue targets by implementing cross-selling strategies entailing EMC domestic and international sales professionals.
LOGICA INTERACTIVE MULTI MEDIA GROUP (IMG) (4/93-9/95)
National Sales Manager
Lead national sales of interactive digital media solutions entailing; online applications for E-Commerce andInteractive TV (On-Demand technology)
Delivered recurring revenues by selling application development and systems integration of online digital media solutions to national retailers, advertising agencies, hotels, and financial institutions
Won the largest interactive online media contract with Modem-Media for 2.2M USD.
Established third party channel reseller program with Oracle, Silicon Graphics, and IBM.
DUN AND BRADSTREET SOFTWARE Manufacturing Business Unit (5/91-3/93)
National Account Manager
Successfully sold manufacturing, financial and Human Resources applications to CFOs, CTOs and CIOs at NStar, Spaulding, UTC, Pratt Whiney, Hasbro, Unilever, Verizon and Oceanspray
Sold the first Open Millennium ERP applications to Hamilton Sundstrand and Pratt Whitney.
Leaders Club Winner in 1991 and 1992 for both individual sales and sales management achievements.
National Sales Manager Manufacturing and Pharmaceutical Divisions (8/89-5/91)
Cultivated and closed Oracles initial financial and manufacturing application customers. Developed national volume sales agreements with strategic manufacturing and pharmaceutical corporations including; Textron, EG&G, Gillette, Warner Lambert and G.D. Searle.
Presidents Club with 122% of quota.
Complex Selling Powerbase Selling (Holden)
Wilson Learning Dynamics
Target Account Selling
Solution Selling (Sandler)
Strategic Selling (Miller Heiman)
Sandler Management Training