SUMMARY:

• High impact Sales / Sales Management Professional with 25 years experience in high tech, enterprise software and consulting services. Diverse experience in enterprise level software and professional services sales across multiple vertical industries including Finance, Telecommunications and Pharmaceutical. Excels at building new business and growing existing client relationships in Sales Management, Individual Contributor and Business Development capacities. Strong entrepreneurial skills and interests. Highlights include:
• Large enterprise, start - up and early stage post-IPO situations.
• Proven C Level interface skills with ability to develop strategic accounts, drive consistent revenue growth, and close multi-million dollar enterprise deals.
• Successful Sales Management Executive with proven leadership skills and ability to build and develop successful sales / account teams.
• Application Software (licensed and SaaS), System Software, Appliances, Professional Services.
• Industry specific experience including 17 years in Telecommunications Vertical Industry Sales.
• Information Management & Analytics, including “Big Data” consulting and software solutions.
• Enterprise integration software and services, including EAI, BPM, SOA and related infrastructure.
• IT consulting services including SOA modeling, business process integration (BPI), security, data center transformation, cloud computing, storage, ITSM, UCC, etc.

PROFESSIONAL EXPERIENCE:

Confidential

WebSphere Financial Services Sales Specialist

Responsibilities:

• Identified, developed and closed new and growth revenue opportunities for IBM Software Group WebSphere brand’s diverse software portfolio which includes software, turnkey appliances and SaaS offerings.
• Built new and growth content demand for three ELA transactions, two of which resulted in generating over $5M in new WebSphere software license revenue.
• Grew security appliance sales in key client by over 100%, closing transactions for 15 appliances generating over $1M in new revenue.

Confidential

Consulting Sales-Account Executive, HP

Responsibilities:

• Developed significant multi-$M pipeline across all HP consulting disciplines in targeted accounts.
• Initiated Security Consulting campaign at CSO level resulting in establishment of “master Security Consulting SOW” and HP being named as strategic provider of security consulting services to GE.
• Identified and engaged in multiple strategic client Information Management & Analytic initiatives resulting in consulting engagements and new software opportunities in with key accounts including AT&T and Disney.

Confidential

Director, Sales & Business Development, East Region

Responsibilities:

• Established initial BOSSdev “Direct Sales” presence in Eastern Region.
• Key contributor to the initial strategy development and launch of new Social Media Business Unit.
• Built significant sales pipeline in new accounts. Identified and closed deals include: Aetna Health, Sanofi Aventis, Schering Plough, Johnson & Johnson, Spiegel Brands, and Leading Hotels of the World, Wyndham Hotels, Rinker Boats, Brother International, Sony Music, Benjamin Moore, and several others.

Confidential

Vice-President Sales & Business Development, East Region

Responsibilities:

• Closed large, 3 year, multi-division, enterprise deal with Motorola increasing annual revenue by over 100% and securing new international business and significant revenue growth within the account.
• Closed new business with Aetna, American Express Open, Merrill Lynch, Commerce Bank, and PNC Bank.
• Increased East Region pipeline by 700%.

Confidential

East Region Sales Vice-President

Responsibilities:

• Restructured East Region Sales Team resulting in immediate increase in AE engagement and pipeline growth.
• Initiated sales team driven lead generation campaigns that resulted in identification of 8 new, qualified opportunities within first 90 days and increasing pipeline over 400%.
• Leveraged personal business contacts to establish meaningful alliance relationships with senior executives from Bearing Point and Deloitte resulting in Onyx immediate inclusion in three, new multi-million dollar CRM initiatives (AIG, Allegis and Prudential).
• During acquisition “due diligence” phase, successfully demonstrated East Region performance, pipeline, trends and potential to prospective buyer, which led to decision by M2M to acquire Onyx.
• Launched venture backed, new business with domestic and international corporate partners, overseeing all operational and sales activities.
• Sold business.
• Established CommerceQuest presence in Northeast. Staffed and Managed Team of 9 Account Executives and 3 System Engineers. Fully staffed team within 3 months, providing an immediate contribution to sales objectives.
• Secured new software and professional services business with Fortune 1000 Clients including: SIAC (Securities Information Automation Corp. ), Citi corp, DeutscheBank, AT&T, Nextel, M&M Mars, National Grid, State Street Bank, Morgan Stanley, The Hartford, CVS, Department of Defense and UPS.
• Secured new business with over 20 start-up “net market makers” including Industrial America, Plum River, etc., validating market acceptance and viability of CommerceQuest’s hosted hub service to facilitate B2B trade. This validation led to extension of external funding of CommerceQuest by the Internet Capital Group.
• Realigned Sales Team to Successfully Leverage Strategic Relationship with IBM. This alignment with IBM’s software sales teams in the northeast resulted in significant IBM sales of CommerceQuest software and significant CommerceQuest sale of IBM MQSeries, IBM Websphere including a $2M sale to DOD.

Confidential

Sales Vice-President

Responsibilities:

• Recruited by Platinum executive team to established industry vertical sales organization.
• Established and Staffed Northeast, Mid-Atlantic, Southeast and Mid-West Regions Major Account Teams, including regional sales managers, account executives and systems engineers.
• Aligned and Managed Inside Sales with field AE’s resulting in significant improvements in account knowledge, teamwork and pipeline growth.
• Exceeded All Revenue Goals, generating over $36M in 1998.
• Exceeded all Management By Objective Goals (MBO), including staffing, account team formation, regional team reorganization, account transitions and new contracts.
• Established Reston, VA Office.
• Secured Agreement with MCI for $7M I net new business.
• Identified and initiated sales activity and contact with RCN which resulted $12M software and services deal.
• Grew and stabilized Mid-Atlantic Regional Service Delivery Team significantly increasing revenue, margin and improving customer satisfaction.
• Highest revenue producing region in 1994, generating $61M. Highest productivity per account and per AE.
• Grew AT&T account annual revenue from $8M to $30M (Informix’s largest revenue producer).
• Closed $30M Enterprise License with MCI following competitive “takeway” from incumbent - Sybase.
• Closed $28M Enterprise License with GTE and leveraged additional $15M over the next 18 months.
• Established Informix’s first dedicated vertical industry sales team.
• Established Informix major account team model with teams consisting of dedicated Account Executives, Associate Account Executives, System Engineers and Professional Services Manager.
• Exceeded revenue objectives 1992, 1993, 1994, 1995 and achieved President’s Club in 1993, 1994, 1995
• Received Four North American Sales Quarterly Sales Management Leadership s.
• Increased annual revenue from $500K to $8M and achieved President’s Club in 1991, 1992. Agreements executed in 1992 went on to generate over $20M in additional revenue.
• Positioned Informix as leading RDBMS for AT&T Network Systems Operational Support Systems.
• Received Four Regional Sales Excellence s

Confidential

Professional Services Branch Manager

Responsibilities:

• Managed sales, recruiting/staffing and client engagements for Eastern Region Professional Services Branch, including 70+ consultants, two recruiters and one administrative assistant. Supported over 15 Account Executives and multiple Project Managers by with Consultants of various IT skill sets.