SUMMARY:

• Revenue Growth / Strategic Alliances / Channel Sales/ Business Development / VARs / Systems / Startups/ Systems Integration / SaaS / Key Accounts / Global Partnerships / C - Level Sales / Solution Selling / Business Intelligence (BI) /Content Management -ECM /Advanced & Predictive Analytics Confidential Professional Services/ Consulting
• As a manager and individual producer, working for information technology leaders such as Confidential, Cognos, and Confidential I won new major accounts, built sales channel networks and contributed growing revenue streams. Collaborating with consulting firms including Confidential, Confidential, Confidential, and Capgemini I made inroads at major clients, winning new business from firms in banking, financial services, telecommunications, healthcare, insurance, higher, human resources, and others. Managed channel sales budgets to $10M+. My skills include:
• Aggressively penetrating new accounts and markets to drive revenue and share growth
• Understanding and delivering technology solutions to answer client needs
• Differentiating products and brands to convert prospects into sales
• Building profitable, long-term partnerships
• Capturing untapped sources of revenue

PROFESSIONAL EXPERIENCE:

Confidential, Tulsa, OK

Sr. Account Executive

Responsibilities:

• Exceeded direct sales revenue targets in excess of $ 1M over each of the last 2 years
• Closed the first direct sale of the Statistica Scorecard analytic solution in North America
• Tripled the sales of STATISTICA to a large insurance carrier within 12 months (from $250K to over $900k)
• Created a $5M partner pipeline within 12 months
• Initiated partnerships with both System Integrator and Reseller partners resulting in opportunities in both Financial Services and Healthcare sectors

Confidential, New York, NY

Confidential Global Alliance Director

Responsibilities:

• Closed opportunities in 2 large insurance carriers with a value of $2M+
• Created a $10M opportunity pipeline within a 3 month period
• Secured Confidential funding for a joint Confidential Collaborate to Win session scheduled for Jan 2012. Reserved by Confidential for partners with at least a projected value of $50M in Confidential revenue
• Collaboration with Confidential Australia has led to creation of a joint demo Confidential marketing campaign aimed at Australian government agencies

Confidential, Cambridge, MA

Business Development Director

Responsibilities:

• Delivered over $1.2M in business intelligence license revenue to date
• Established partnership with a global SI that lead to the creation of an Confidential Center of Excellence at a major auto manufacturer.
• Since December 2010, created an opportunity pipeline in excess of $3M to date, an increase of over 265% year over year, resulting in over $800K in sales.
• Recent outreach to Wipro, TCS, Cognizant, and other India based firms has resulted in a commitment to create service line practices around the Confidential platform

Confidential, Charleston, SC

Director, Channels & Alliances

Responsibilities:

• Concluded partnership agreement in April 2010 with the largest for profit ERP vendor. Delivered $1.3M BI Confidential analytics license revenue to date, total 3 yr projected value > $10M.
• Increased actual channel revenue from approximately $200K in 2009 to ~ $2M in 2010.
• Executed partnership agreements with leaders in the HR and CRM markets to leverage the Confidential platform, which will drive revenue >$3M annually.
• Actively engaged in direct end user sales opportunities with partners to demonstrate and effectively use best practices for BI Confidential analytics sales. Customers included a range of industries such as FS, HR, and .

Confidential, Cambridge, Massachusetts

Alliance Manager, Enterprise Content Management

Responsibilities:

• Doubled revenue objective by generating $8M in sales.
• Enhanced long-term outlook by securing accounts with major financial services clients despite difficult market / economic conditions; generated robust solutions by integrating BearingPoint’s knowledge of retail trading processes with Confidential ’s outstanding ECM platform.
• Managed a productive ongoing collaboration with BearingPoint’s financial services group after assuming ownership of a faltering relationship.
• Maximized effectiveness of partnership by focusing on cooperation with BearingPoint’s senior customer-facing managers by acting as a de facto software sales leader.
• Engaged and won business with customers such as BoA, JPMC, Chase, Morgan Stanley and others.

Confidential

Business Development Executive

Responsibilities:

• Surpassed a $100M annual revenue goal.
• Positioned company for long-term segment growth through differentiation of Confidential ’s DB2 solutions (highlighting DB2-SAP synergies, SAP’s creation by former Confidential personnel, and reduced hardware / software and employee costs); maximized integrator / marketplace understanding of DB2’s capacity to enhance SAP applications.
• Improved sales by building relationships with integrators such as Confidential, Confidential, and Confidential .
• Engaged in sales opportunities to position DB2 as the preferred platform for SAP BW

Confidential

Business Development Executive

Responsibilities:

• Increased revenues $1M+ by reviving a dormant relationship with a major Telco customer, enabling the collection of $750,000 in delinquent licensing fees and the capture of $300,000 in new business; met or outperformed overall revenue targets.
• Accessed a possible new sales / revenue stream by securing a partnership with Sprint.
• Persuaded Telcos of the profit potential in linking enterprise email systems to mobile devices.
• Earned and stock options in recognition of outstanding performance.