SUMMARY:

Areas of Emphasis: Regional Territory Management, B2B Sales, Software SalesExtensive experience performing all aspects of new business development in large multi - state territories, and building and maintaining relationships with Fortune 500 companies. Well-developed skills selling IT solutions directly to C-Level executives, and negotiating multimillion-dollar contracts. Dedicated leader with outstanding communication skills and a proven track record of success increasing sales revenue, building strong client relationships, and securing customer loyalty. Proven ability to take on new territories / clients and turn around lackluster sales efforts.

TECHNICAL SKILLS:

• C-Level Sales
• Consultative Sales Techniques
• Software Solutions
• Sales Forecasting & Planning
• Channel Sales
• Key Account Management
• Territory Management
• Negotiating Contracts & Agreements
• RFPs / RFQs

PROFESSIONAL EXPERIENCE:

Confidential, Scottsdale, AZ

Account Executive

Responsibilities:

• Identified target clients, prospected clients via telephone and email, and closed new business via new Software as a Service (SaaS) subscriptions.
• Built, nurtured, and maintained relationships with CFO’s, CIO’s, and Executive VP’s.
• Performed all aspects of new business development. Prospected, researched, cold called, scheduled meetings, performed client needs assessments, demonstrated product offering, sold products and services using consultative sales techniques, overcame objections, negotiated contracts, closed sales, and performed account management.
• Extracted client info from an internal database, researched and analyzed public financial statements to determine ROI, researched LinkedIn and other sources for key executives to contact.
• Wrote, negotiated, and closed 6 contracts with total revenues exceeding $500K / annually. Quota was $300K.
• In November 2016, FiREapps chose to eliminate all of its Sales and Business Development teams in the U.S. and Europe.

Confidential, Phoenix, Arizona

Mortgage Lender

Responsibilities:

• Working from my home office, I developed opportunities for both residential and commercial loans in a five-state area. Emphasis was placed on lead generation through prospecting, client & realtor referrals, and affinity partners.
• Consistently generated loan volume in excess of $15MM annually.
• Attained & maintained a 95% application-to-funding ratio.
• Organized weekly ‘mentorship’ meeting to discuss problem case files, explore alternative funding options, and role play specific scenario’s.
• Built extensive network of real estate partners via being awarded opportunity to write curriculum and teach Continuing Education classes for existing real estate agents through the Arizona Department of Real Estate.

World leader

Responsibilities:

• Prospected, researched, cold called, scheduled meetings, performed client needs assessments, sold services using consultative sales techniques, overcame objections, negotiated contracts, closed sales.
• Built, nurtured, and maintained relationships with CFO’s, CIO’s, and VP’s.
• Skilled at selling value-add solutions in a highly cost competitive market where SAP cost was much higher.
• Served as a liaison between internal SAP consultants and clients, reviewed business requirements, selected SAP consultant, and monitored interactions to ensure consultant could deliver concept to prospective client.
• Reviewed final SOW, presented to client, and submitted Master Services Agreement to legal department for final review and sign-off.

Channel Sales Executive

Responsibilities:

• Managed relationships with financial services software partners to further embed telephony software products into national client base.
• Responsible for coordinating all sales efforts in Financial Services vertical, provided unique Statement of Work on client integration plans, provided pricing, and negotiated contracts.
• Acted as a liaison between company partners, prospected and provided leads to the appropriate partner.
• Worked with Research & Development team to determine product roadmaps and duration of product revision, and communicated results to partners and set expectations accordingly.
• Confidential was acquired by a Toronto-based holding company in 2004 and most assets and staff were reduced/laid off.

Technology Advisors

Responsibilities:

• Managed all aspects of sales and marketing, channel management, and delivery of projects.
• Prospected and cold called non-competing sales representatives from similar technology industries to build a referral base from networking events and other industry training events.
• Developed and maintained commission structure and incentive plan for a staff of 10 sales representatives.
• Oversaw and coordinated the development of Product to Market (PTM), marketing strategies.

Confidential, Minneapolis, MN

Territory Account Manager

Responsibilities:

• Identified and prospected targeted executives to purchase full host of Confidential products and services within extended Minneapolis / St. Paul metropolitan area.
• Determined contact information by cold calling and prospecting and built account database from scratch.
• Drafted RFP’s to include all technical specifications while working closely with either Subject Matter Experts (SME’s) or Professional Services team.
• Worked with consultants to draft SOW’s and project timelines, and coordinated with client on next steps.
• Reviewed final SOW, presented to client, and submitted Master Services Agreement to client legal department for review and sign-off.
• Collaborated with VP of Sales, Sales Manager, and SME’s on sales techniques and process improvements.