949-489-0154 * Mobile: 949-683-7445 * email@example.com * http://www.linkedin.com/in/philwalker
SALES & BUSINESS DEVELOPMENT LEADER º INFORMATION TECHNOLOGY
Successful sales strategist who has driven multimillion dollar sales growth in highly competitive markets. Strong background in the data storage and software licensing markets. Great track record of securing customer loyalty and forging strong relationships with Fortune 1000, Federal State & Local Government Enterprise Accounts, Independent Software Vendors (ISVs), Value-added Resellers (VARs) and Original Equipment Manufacturers (OEMs).
AREAS OF EXPERTISE
Solution Selling Strategies | Market Knowledge and Insight | Successful Channel Development | Sales & Marketing Expert | Enterprise Storage & Networking | Multimillion Dollar Negotiations | High-Impact Sales Leadership & Presentations | Speech Technology Expert | Entrepreneurial Experience
Closed over $3 Million in annual Software & Consulting Revenue & $30 Million in Computer Hardware Sales
Leading contributor to North American sales team, increasing sales volume from $18 million to $94 million. Personally increased territory sales 1000%, which was 25% of total team sales.
Increased territory sales from $300K / month to over $3 million / month in the systems integration market.
Generated over $2 million in new large enterprise business in first year.
Closed largest ISV continuous speech licensing agreement exceeding $2.2 million. Developed ISV sales program and built business to over $5 million in less than 3 years.
ZBglobal, Carlsbad, CA 2013 TO PRESENT
DIRECTOR OF BUSINESS DEVELOPMENT
" Sole contributor in the sale of web-based eLearning SAAS solutions into major life science Enterprise accounts working through strategic partners in the North American Marketplace.
" Developed nationwide sales channel to grow life science enterprise business; signed and developed 15 state and national organizations in North America.
" Initiated and implemented customized training and development program for Merck in San Diego.
CMS Products, Irvine, CA 2008 TO 2013
DIRECTOR OF SALES
" Generated over $7 million in large enterprise business, including $2 million in new business in first year.
" Primary contributor in sale of disaster recovery and data security storage solutions and software into major Enterprise and through VAR, System Integrators and resellers in the North American Marketplace.
" Authored and implemented new small business server storage solution initiative into SMB marketplace.
" Created, developed and conducted over 250 live & online presentations to prospective clients and partners.
Technology Associates, Dana Point, CA 2007 TO 2008
" Generated over $1 million in new business from ground zero in less than a year.
" Sale of storage and networking peripherals and software into Enterprise, VAR, OEM, System Integrators in the Southwest US for small Manufacturers Representative Company.
Vangard Voice Systems, Irvine, CA 2002 TO 2007
VICE PRESIDENT OF SALES & MARKETING
" Directed sales, licensing and marketing programs as sole contributor for speech-enablement of mobile computing devices in start-up venture.
" Developed 15 ISV accounts in North America, including NCR and Cerner Corporation.
" Built strong technical alliances with 14 major software and mobile hardware vendors.
Nuance / L&H Speech Products, Burlington, MA 1997 TO 2002
ISV SALES DIRECTOR
" Closed largest ISV continuous speech licensing agreement exceeding $2.2 million.
" Developed ISV sales program and built business to over $5 million in less than 3 years. Met or exceeded quota every year.
" Developed licensing strategy for sales into embedded ISV vertical applications.
" Established customer relationships with 3 telco integration companies, including a voice navigation directory service for cell phone clients with Motorola.
Philips Speech Processing, Woodbury, NY 1996 TO 1997
REGIONAL SALES MANAGER
" Chief architect of channel strategy to build business through the VAR channel to $750K in first year.
" Managed implementation and growth of Language model development into Legal and Medical vertical markets.
Digital Equipment OEM Storage
" Leading contributor to North American sales team, increasing sales volume from $18 million to $94 million. Personally increased territory sales 1000%, which was 25% of total team sales.
" Sold hard disk, tape and solid state memory to OEM, System Integration and Industrial Distribution accounts.
" Pioneered and implemented a channel partner program, which resulted in a 5X increase in sales to the system integration marketplace.
EDUCATION, LICENSES, CERTIFICATION & PROFESSIONAL DEVELOPMENT
Bachelor of Arts Degree, Economics, University of California, Los Angeles, CA (UCLA)
" Employment: Employment, formal sales and technology training with NCR Corporation, selling turnkey solutions to enterprise accounts in the manufacturing and B2B service industries.
" Certificate: Life Science Immersion Program Certificate of Achievement, elearning program to equip those working in a biotechnology, drug discovery or pharmaceutical environment.
" Workshops: Miller Heiman Strategic Selling and Zig Ziglar Strategies for Success
" Member: CompTIA Security Council and Healthcare Technology