SUMMARY:

• Executive level sales professional with 20+ years of experience exceeding quotas. Skilled at building and managing sales teams with full P&L responsibility. Adept at structuring complex deals across multiple departments with varying budgets. Superior client relationship skills. Extensive experience selling to upper management.
• I am a success driven sales professional with a penchant for selling complex intangibles - business intelligence solutions and analytics.

PROFESSIONAL EXPERIENCE:

Confidential, Fairfield, CT

Principal

• BBS provides tools including analytics and business intelligence that empower organizations to maximize sales.
• I created Birchwood Business Strategies based on my own sales and management experiences from over 20 years of selling complex intangibles (research, software and consulting). I found that there are certain fundamental questions that I always have including:
• I ultimately realized that a systematic, repeatable and measurable approach is needed to effectively answer these types of questions. This is what lead to the development of my predictive sales models.

Confidential, Fairfield, CT

Major Account Manager

• SaaS analytics practice for Big Data, Predictive Analytics and Visual Data Mining with major accounts.
• Integrates massive disparate data (hundreds of millions or even tens of billions of rows of transactional data) instantaneously to provide a crucial insights used to predict and capitalize on client behaviors to increase revenues and market share while decreasing costs.
• Easily integrates with existing software so enterprises gain greater value from existing infrastructure. Used for ETL, data cleansing and advanced modeling and analytics.
• Results are statistically verified, show the immediate and long - term impacts (typically for growth and/or revenue) and predict future developments.

Director of Online Sales

• Sell hosted financial data to enhance client websites using Java script includes.
• New business development of both direct content sales, ad sales and re-seller/partner distribution
• 2009: Exceeded 175% of adjusted $300,000 quota
• 2008: Exceeded 150% of $500,000 quota
• More than doubled the average sale value from $5,000 to $10,000
• Landed one of the largest accounts in the history of the company: Gale Group for $75,000
• 2007: Exceeded 135% of $500,000 quota
• 2006: Exceeded 165% of adjusted $300,000 quota
• Responsible for new business top-line growth
• Direct content sales
• Ad sales
• Re-seller distribution and partnerships
• Major deals include: The Canadian Press, A.M. Best Company, CMP Media and The Gale Group

Confidential, New York, NY

Account Executive / Hunter

• Team manager and individual contributor capacities
• 2004: Account Executive: Changed role to new sales Hunter position
• Exceeded 100% of $1 Million completely new business
• Targeted, qualified and closed new accounts
• 2003: Transitioned from Account Executive / Team Leader to Hunter
• Team achieved 100% of $2.25 Million Quota
• Renewed and upgraded HSBC bank (considered at risk) for $1 Million
• Exceeded 120% of Hunter quota of $250,000
• 2002: Account Executive / Team Leader: Ultimately responsible for attaining team quota
• Exceeded 110% of $3 Million Quota
• Typical account values exceeded $120,000 per year from multiple departments
• Won productivity award, “Sound of Success”
• Sold software, data, and consulting to clients
• Utilized for customer acquisition, cross-selling and retention programs
• Segmentation based database marketing and analysis
• Geographic: Assess market potential and penetration
• Geographic: Market Screening, Site Evaluations and Optimization modeling
• Major Deals include: HSBC Bank, AXA Financial, Guardian Life, and StainMaster Carpet
• Certified on Claritas proprietary software platforms and analysis

Confidential, New York, NY

Director of Sales

• Sold an enterprise software system ( Essentially an ERP for VC's) to venture capitalists with $100+ Million in assets under management (AUM). Served as integral member of management team to establish product development priorities, features and functions, pricing, and marketing collateral.
• Software collected capitalization information, tracked deal flow, and provided portfolio analysis and reports. 9/11 attack caused Confidential to unexpectedly lose financing and resulted in a chapter 7 bankruptcy.

Confidential, New York, NY

Senior Sales Manager

• Regional manager and hunter sales of consulting, primary research and general studies of market trends
• $6M revenue goal attained including the retirement of a $1.5M deficit ($7.5M Total Revenue)
• Full P&L responsibilities
• Managed/hired a sales team of 9 representatives to expand presence in US financial market
• Created territories, set quotas and helped develop commission and bonus plan

Confidential, New York, NY

Account Executive

• 200% of 750K quota in 1999
• Won both awards: sales representative for the quarter and year
• Promoted to Major Accounts, 1998
• 130% of $600K quota
• Won sales representative of the quarter
• Earned a 37.5% raise on base salary
• Won Rookie of the Year, 1997
• 120% of $500K quota
• Earned 33% merit raise on base salary at annual review