SUMMARY

• 19 years of progr essive experience in sales and Business D evelopment including fullProfit & Loss responsibility
• 1 4 years of success in sales, management, and Bus . Dev. roles within the Telecomm./Information Technology (IT) industr ies
• 5+ years experience selling to associations/non - profits
• Ability to develop and execute strategy, increase revenues; experience with manag ing, mentor ing, and develop ing employees
• Proven ability to prospect, qualify, and sell IT products and services to mid- and senior-level executives
• Experienced with Salesforce.com, Siebel, and Microsoft CRM, sales automation/CRM systems
• Experienced with Software-as-a-Service (SaaS) business model, and hosted software applications
• Superb account management, customer service & retention; Ranked #1 out of team of 7 SprintAcct. Exec. s by Total Billed Revenue (TBR) in 2012
• Outstanding written, verbal and interpersonal communication skills
• In-depth k nowledge of complex sales strategies and tactics method s of reducing sales cycles

TECHNICAL SKILLS

• Windows 2003/XP 
• Microsoft Office Suite 2007
• Siebel Software ACT
• CRM Software
• MicroSoft CRM WebEx
• MicroSoft
• Other Internet Conferencing Platforms
• Oracle eBusiness Suite Apps

PROFESSIONAL EXPERIENCE

Account Executive

Responsibilities:

• Generate, qualify and develop leads closed sales with new corporate business prospects ( new logos ) to provide wireless solutions to their operational challenges, and generate new revenue for the Company
• Retain and grow base of ~95 existing corporate bus iness accts. w / annual revenuerun rate ~ $2 million Coordinate internal teams/resources (Customer Care Rep, Engineering,Implementation/Proj. Mgmt., M2M, etc.)
• Attained 118% of Revenue Quota in Q2 12
• #1 ranked in team of 7 Account Executives in Total Billed Revenue (customer retention and growth)
• Won largest new logo capture in 2012 within team and l argest deal with Sprint business partner

National Account Executive

Responsibilities:

• Generate leads, qualify and engage prospects, provide product demonstrations
• Strategically target, engage and sell Software as a Service (SaaS) online job boards toassociations and non-profits
• Negotiate and execute agreements with top-level management in mid to large-sizeassociation s
• Engage large, well-known associations in multi-year service agreements
• Acquired more new business logos than any other National Account Executive in Q3 & Q4

Senior Account Executive

Responsibilities:

• Targeted Director and V.P.- level executives to sell event-production and streaming-video production services
• Increased annual company revenues by 46%, and customer base by 90% in fourteen months
• Provided strategy consultation to client associations selling online video content
• Managed Univ. of MD student-interns; a ssisted w/ development of mktg. material; attendedindustry exhibitions
• Represented company to national non-profit organizations and commercial enterprises

Regional Account Executive

Responsibilities:

• Generated leads, qualified and closed opportunities for Oracle ERP solutions in the mid-market
• Engaged CIOs, VPs, IT Directors, and other Executive-level stakeholders to generate new business
• Developed and implemented marketing strategies; attended Oracle Application User Group events

Strategic Account Manager

Responsibilities:

• Sold Oracle ERP software training Strategic Accounts (Ingersoll-Rand, Proctor & Gamble, Bristol Myers Squibb, etc.)
• Managed tier-1 Oracle clients, i.e. Multi-National Corporations with revenues >= $2 b illion annually
• Engaged executives and key decision-makers with consultative approach to propose and implement training
• Developed and implemented strategies to drive sales and manage territory to multi-million dollar quota

Senior Sales Executive

Responsibilities:

• Generated new business as Senior Sales Executive for start-up software firm in (A/E/C) industry
• Successfully engaged high-level executives within mid- to large-size A/E/C firms
• Sold to national trade associations and Top 500 (ENR Magazine) companies, earning speaking engagements, etc.
• Developed and executed marketing strategies; represented company image and capabilities at trade shows

Conferencing Specialist

Responsibilities:

• Sold audio, video, and In ternet conferencing service in Wash and Metro area; u sed Siebel CRM
• Prospected, generated and qualified leads, and signed new customers; (June 2002 WorldCom surpassed to become #1 global teleconferencing provider); Increased $3.6 million book of business by 12% annually
• Provided on-site and Web conference sales pres entations to corporate exec.s using consultative approach

Vice President of Sales

Responsibilities:

• Established, incorporated, developed VoIP telecom m. hardware bus; served as Managing Partner; equity shareholder
• Achieved $1.6 million in sales & services revenue in 18 months sold for $2 million within two years
• Managed multiple intl. projects; purchased, tracked, and inventoried assets; implemented and managed accounting
• Hired, trained, and managed 2 employees; i mplemented ma rketing campaign and materials
• Responsible for business/partnership dev.; logistical support/ project mgmt. for global deployments in 21 countries

Assistant Branch Manager

Responsibilities:

• Selected by area m anager to open new location in Fairfax, Virginia; expande d fleet to 175 vehicles in 4mos.
• Supervised and trained a staff of 6 employees; managed inventory of vehicles with value exceeding $2.5M
• Provided leadership and mentoring to Management T rainees, I nterns, and L ot A ttendants
• Managed account relations, collected A ccounts R eceivables, directed vehicle maintenance, utilization, etc.