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Territory Account Manager Resume

SUMMARY:

  • Senior sales executive with experience direct sales, channel sales, sales management and client relationship management.
  • Demonstrated competencies selling complex solutions in information technology, application software, enterprise hardware and software and service focused solutions.

ESTABLISHED SKILLS IN:

  • Strategic Solution Selling Stakeholder Cross Selling for Business Outcomes
  • Solution Management and Delivery Customer Development and Satisfaction
  • Problem Solving and Analytical Thinking New Business Development
  • Communication, Negotiation and Presentation Skills Account Relationship Management
  • Channels of Distribution (VAR’s) Sales Management

COMPETENCIES:

  • Design and implement sales strategy, including territory plans, quota and strategic goals
  • Perform SWOT market analysis, develop SMART goals for market penetration objectives
  • Provide leadership, direction and oversight to sales teams to drive a high performing, engaged team
  • Collaborate with Marketing, Application Development, Engineering and Implementation teams to achieve corporate strategies
  • Realize and communicate customer business, needs, challenges and expectations
  • Create and utilize project management principles to manage and implement delivery plans
  • Negotiate and administer master service agreements, RFI and RFP documents
  • Demonstrate critical thinking and ability to articulate complex solutions
  • Conduct executive discovery sessions, strategize solution offerings and manage resource deployment
  • Serve as Solution Champion providing direction to project implementation teams
  • Manage and motivate team members including consultants and client stakeholders
  • Manage multiple client engagements simultaneously with solution delivery teams
  • Analyze, anticipate and communicate customer expectations to delivery teams
  • Work with cross functional teams to deliver business and technology solutions to accomplish strategic initiatives
  • Determine and structure resource requirements for optimal solution delivery success
  • Maintain collaborative communication with all client and corporate stakeholders
  • Responsible for all facets of strategic relationship management
  • Account base management representing over $15 million in annual business
  • Demonstrate high level of quality, accuracy, and process consistency in planning and forecasting
  • Build, expand and maintain excellent client relationships by offering strategic input and solutions

PROFESSIONAL EXPERIENCE:

Territory Account Manager

Confidential

Responsibilities:

  • Principal Sales Executive hired to open new office to serve Southeastern Wisconsin Market.
  • Strategic corporate role with responsibility for sales activities, channel management, SWOT analysis, SMART goals and sales plan development.
  • Technology solutions included design, implementation and management of hardware, software, managed and hosted solutions.
  • Presentation experience and certifications include Cloud Computing, Security Solutions and Converged and Hyperconverged technologies.
  • Successfully worked with business partners such as HP, Cisco, Fortinet, etc. to develop new business opportunities.

Account Executive

Confidential

Responsibilities:

  • Ranked in top third of sales achievement with 102% margin and 92% revenue delivery results; $4 million territory
  • Focus on new business development in national and international markets
  • Managed inside sales, development, project management and implementation teams

Senior Account Manager

Confidential

Responsibilities:

  • Provide account management activities for top two accounts; Johnson Controls and Confidential representing over $6 million in annual business.
  • Participated in quarterly business review sessions covering project status, financial review and individual performance for over 50 consultants.
  • Projects included project management, business analysis, application development and quality assurance resources.

Account Manager

Confidential

Responsibilities:

  • Responsible for overall account management of over $6 million in annual business at various clients.
  • Work with Program Managers to jointly deliver and manage solutions to key clients.
  • Develop and maintain annual strategic account plans with business executives to review partnership status, strategic initiatives and define project pipeline.
  • Solution Champion for Operations Management Group and provided career path training and certification requirements, determined strategic direction, performed SWOT analysis, developed market focus and defined technology offerings.
  • Delivered 10% of total annual revenue ($2.8 million) as Solution Sales Champion of Operations Management Group.
  • Solutions delivered included application development, performance tuning and testing, server and virtualization technologies. Managed 20 consultants, including career path planning, performance reviews, etc.

Senior Technology Solutions Manager

Confidential

Responsibilities:

  • Developed sales strategies and conducted SWOT analysis for expansion into new market.
  • Represented technology management and integration services through channel partners such as EMC, VMWare, Microsoft, Business Objects, Cisco and Citrix.
  • Partnered with Delivery Managers and Engineers to design and implement technology solutions
  • Solutions delivered included storage, server and virtualization, application development and infrastructure

Business Development Manager

Confidential

Responsibilities:

  • Recruited to develop new clients and business opportunities.
  • Worked with Practice Directors to deliver IT management and service solutions.
  • Solutions delivered included PeopleSoft, SharePoint, application development and business intelligence.

Senior Account Manager

Confidential

Responsibilities:

  • Implemented strategic goals to grow business within key clients and prospect accounts.
  • Mentored sales and recruiting staff with consultative sales strategies and key account profile training.
  • Negotiated and administered master service agreements, work orders and RFI and RFP documents.
  • Grew Metavante to largest client with $1 million in annual revenue; provided professional services.

Client Solution Consultant

Confidential

Responsibilities:

  • Recruited as key member of start - up organization delivering business and technology solutions to new client base in Wisconsin.
  • Developed company marketing strategy and competency areas based on business opportunities.
  • Solutions delivered included software implementation training and support, process improvement solutions, infrastructure technology solutions with focus on manufacturing and healthcare clients.

Account Manager

Confidential

Responsibilities:

  • Developed, promoted and maintained business relationships providing IT resources in Wisconsin marketplace.
  • Appointed Strategic Manager for IBM Partnership for State of Wisconsin and increased headcount by 200%.
  • Delivered $1.2 million of new revenue within first year in position. Achieved $6 million in annual revenue. Ranked in top 12% for outstanding performance (out of 450).
  • Solutions delivered included application development, software implementation training and support, project management, ERP implementation and outsourced data center support.

Client Relationship Manager

Confidential

Responsibilities:

  • Sold consulting services that provided IT strategy, expertise and technical resources to help clients achieve business goals.

Confidential

Sales Manager - Education Services

Responsibilities:

  • Established territories, created sales processes and development plans for each functional level of sales team.
  • Created communications on new products, educational offerings and corporate directives.
  • Achieved 15% growth in total corporate revenue within four-month period.

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