SUMMARY:

• Demonstrated track record of producing revenue from new, competitive, and problem accounts.
• Hunter mentality / do as I do as an individual contributor or sales leader to find and motivate new prospects.
• Ability to work and present at all levels of an organization to map technology to business problems worth spending money on. A history of building strong supporters within own company and customer base through win/win leadership.
• Revenue/Install Base Growth Enterprise Sales/Complex Sales Structured/Unstructured Models
• Evangelist/Conceptual Selling Strategic Territory Planning/ Vision Partner and Channel Development
• Leadership with Integrity High Impact Prospecting Guerilla Marketing
• Sales Mentoring Problem Resolution Negotiations

PROFESSIONAL EXPERIENCE:

Confidential

Director of Business Development

Responsibilities:

• Driving all aspects of Sales and Marketing as the company converts from a me - too services based company to a leading SharePoint products company.

Confidential

Senior Account Executive

Responsibilities:

• Responsible for developing and closing net new colocation and cloud hosting clients.

Confidential

Client Executive

Responsibilities:

• Responsible for selling SAP’s All in One (A1) ERP platform to net new non-SAP prospects with revenues under 500 Million.
• Focused on selling into Wholesale Distribution, Manufacturing, Chemical, and Food/Beverage vertical accounts in Western United States.

Confidential

Executive Business Services - Director of Commercial Products

Responsibilities:

• Built repeatable sales process for four different products: Email Marketing (Keep In Touch), Mobile Workforce Management, Social Media Platforms for Non Profits, and Video Game Platforms for Food and Entertainment Markets.
• Built concept, site, marketing, and deliverables for SaaS CRM Start up (isalesimpact.com). Building Channel relationships and closing major accounts for Security Focused VAR (Zix, Lightspeed, LapTop Cop, SonicWall)

Confidential

Regional Sales Manager

Responsibilities:

• Recruited by new ownership to stabilize Western region. Responsibilities: Triage account base and existing partners, develop new accounts and partners, grow existing accounts.
• Sold and delivered first complete platform for company in Mexico. Increased market coverage in Mexico through increasing the number of partners and optimizing the channel for delivery and support.

Confidential

Western Regional Sales Manager

Responsibilities:

• Recruited by VP of Sales to help develop and manage a world class sales organization. Responsibilities: Recruit, train, and manage sales team. Create and implement (by example) new sales methodology. Develop new sales roles ( Corporate and Senior Account Executives) and identify and close National/Enterprise Accounts.
• Delivered 5.8 M (145% of FY06) and 8.1 M (101% of FY07)
• Recognized by home office for transforming ‘farmers’ to ‘hunters’. Processes used for Western region team were rolled out worldwide.
• Educated, mentored, and managed team of up to 11 “hands on” in disciplines around prospecting (“Selling to Vito”), Deal advancement (“QBS:Question Based Selling”), Forecasting discipline, and Solutions based Selling (“Miller Hieman”). Result was to raise average selling price (ASP) three fold.

Confidential

Director of West Coast Sales Operations

Responsibilities:

• Recruited by CEO of Blue Titan Software to leverage subject matter expertise to lead evangelical sales for early market adoption of Service Oriented Architecture solution. Responsibilities: Find and close marquee account names, partner with potential acquirers, and help engineering meet changing market requirements.
• Worked closely with Engineering and Platform partners like BEA and IBM to bring to market an industrial strength product and potential acquisition.
• Developed and executed sales strategy to target and penetrate marquee accounts.
• Sold and negotiated first 500k transaction and first 1M transaction for company.

Confidential - San Diego

Major Account Manager

Responsibilities:

• Hired to run a geography based territory in San Diego that transitioned to a major account role. Responsibilities: Transition small and open source territory into 10-12 major accounts in San Diego. Augment developer based sale into enterprise sale by incorporating portal and EAI/ESB capabilities of platform.
• Worked with CIO’s to position business value and capabilities of standards based solution to speed development and deployment and to maximize reuse of infrastructure.

Confidential

Director of Sales and Marketing

Responsibilities:

• Minority owner hired by existing partners to help build a regional brand. Responsibilities: Lead sales and marketing effort, build sales collateral and methodology, relaunch company web site.
• Increased bookings 150% to 2.5 M annually.
• Prospected, closed, and managed engagements to build applications including: a complete stock portfolio management platform in multiple languages, a 24x7x365 world wide data warehouse, and a portfolio of application to support regional horse racing.
• Managed sales, project managers, and FTE/Contract consultants. Built infrastructure for project management methodology based around ‘Start/Stay the Course/Finish Strong’ theme as part of strategy to brand company as bigger and proven.
• Recognized by partners and peers for efforts in marketing and branding. Ran the local Java users group, developed close partnerships with Oracle, HP, and Cognos. Created Project closure loop that resulted in s and referrals and in getting additional work over 85% of the time.

Confidential - San Diego

Team Leader

Responsibilities:

• Recruited for help desk expertise and transitioned from Product Specialist into Senior Account Manager and then Team Lead role. Responsibilities: Find and solve automation challenges for geographic San Diego. Build sense of customer community around company solutions and culture. Promote company desire to be “trusted partner” for IT.
• Added over 70 new customers solving problems in key areas such as job scheduling, security, reporting, and data warehouse.
• Recognized for creativity, innovation, and execution in building successful customer marketing and retention campaigns including user groups, seminars, customer outings.
• Delivered 2.7 M in new revenue during tenure and recognized as “the best hunter” by management.

Confidential

Regional Sales Manager, New Business Accounts

Responsibilities:

• Recruited to sell Help Desk solution to Enterprise accounts and help bridge product development and selling model gap. Responsibilities: Prospect for qualified accounts in 4 state upper Midwest territory. Drive sales process from qualification to demo to pilot over the phone.
• Closed first five new business accounts with Midwest territory.
• Recognized for leadership in daily activities (average of over 100 outbound dials per day)