To take a enterprise-level software company to the next level as a senior sales executive by leveraging significant experience and knowledge in finance, technology, sales, marketing, and relationship management.
UNIQUE BACKGROUND and EXPERIENCE:
TECHNICAL: Worked for IBM on the (1) National Air Traffic Control System (still in use today when you fly) as a Systems Analyst and then (2) as a Systems Engineer prior to moving into business development (or new account) sales.
SALES: I have experience selling mainframes, mini-computers, channel extenders, modems, multiplexers, X-windows tools, ADA and Cobol compilers, CORBA and COM tools, data persistence tools, JMS (JAVA Message Server) tools, data extraction software, and ECM enabling technology. I have closed seven figure deals numerous times, sometimes even with unfinished, unproven but promising technology. These deals have been closed across multiple continents from Australia to Europe.
KEY COMPETENCIES •••••
Twenty plus years of in-depth experience in all phases of sales and sales management. High energy level, positive attitude, relentless work ethic with key abilities in:
Leadership Organization Negotiations Business Development Presentation Market Analysis
Strategic Planning Problem Solving Motivation
••••• PROFESSIONAL EXPERIENCE •••••
Obian, Inc. •••••Present
Director of Sales
Responsible for business development & sales worldwide and for establishing and implementing strategy. Creating Partner Relationships with leading consulting firms, integrators and ISVs (Independent Software Vendors). Developing corporate compliance and governance within financial services vertical as a focus market. Key technogies: S.E.S. (Samrt Enterprise suite) and ECM (Enterprise Content Management) with full records and document management enabling technology.
Picom Software Systems ••••• •••••
Regional Vice President
Responsible for business development & sales for North America and for establishing and implementing strategy. Creating Partner Relationships with leading integrators and ISVs (Independent Software Vendors). Developing insurance vertical as a focus market.
Progress Software Corporation(Sonic Software incubator) •••••
Strategic Accounts Manager, SonicMQ
Responsible for business development and sales to large enterprise-wide accounts and system integrators covering all of New England, New York, New Jersey, and the Mid-Atlantic States. Established strategic relationships with emerging EAI firms and boutique system integrators to embed SonicMQ technology into their client offering. Negotiated and modified the legal contracts.
Ontos, Inc.••••• •••••
Business Development Manager-Indirect Markets Worldwide
Responsible for managing the indirect market sales channels for e-Solution emerging technology and services organization. Responsibilities included developing relationships with large system integrators and ISVs to generate revenue. Created revenue streams with deals at UNISYS (Financial Services Worldwide), KPMG, Telstra, General Electric, GMAC/RFC, and Clarus Corporation. Negotiated worldwide contracts with the help of ONTOS outside legal advisors. Top salesperson in ••••• and •••••
Regional Sales Manager/District Sales Manager
Responsible for developing revenue streams with deals at twenty-one Wall Street firms, including Citibank, Merrill Lynch, DLJ, Paine Webber, Lehman Bros., Dow Jones and Moodys Investors. Closed a $1 million contract with AT&T, competing with HP for the software and licensing. Built a new territory from start-up. Initiated first contact, cultivated relationships, and closed sales. Clients included Citibank, Raytheon, Lockheed Martin, and Eastman Kodak. Consistently ranked in the top 5% of sales producers every year with several six-figure deals. One seven-figure deal at AT&T for their Customer Care application. Eight out of nine •••••% clubs.
Austec, Inc.••••• •••••
Eastern Sales Manager, OEM Sales for North America
Sold several OEM software licensing agreements in excess of $1 million to major computer manufacturers. Clients were Digital Equipment Corporation (now Compaq), Data General, Prime Computer, Bull, and N.E.C. Responsible for business development of new and existing accounts. Negotiated all the legal contracts for the OEM agreements.
Paradyne (Currently AT&T Paradyne)••••• •••••
Regional Sales Manager, Cleveland, Pittsburgh, Boston
Data communications equipment. Sold first Mail Order Pharmacy application in the country. Major accounts: Thrift Drugs-Division of J.C. Penney Company, Heinz USA, PPG, Hammermill Paper, US Steel, Roadway Package Systems, CVS, and Gtech.
Senior Sales Manager
Telephony and data communication (SNA) suite of software products.
IBM Corporation••••• •••••
Programmer, Analyst, Systems Engineer, and Senior Account Executive
Storage Systems Specialist for three years. Three consecutive •••••% clubs in a new account territory, selling several $2 million computers.
••••• EDUCATION •••••
A.S., Banking and Finance, Atlantic Community College
B.S., Applied Mathematics, Case Western Reserve University
M.B.A., Management, Bryant College, Smithfield, RI
••••• SELECTED ACHIEVEMENTS •••••
Created the framework for a getting started program to assist prospects in understanding complex technology.
Results: Sales wins dramatically increased because of the elimination of the lack of knowledge issue.
Established a strategy and sold the concept to a list of Hollywood accounts to be used as references by the entire sales force.
Results: Inside salespersons were able to increase the number of qualified leads which transferred directly to increased sales.
Founded a Customer Advisory Council program to advise and review the product plans for the next generation technology.
Results: Increased customer satisfaction, leading to increased size of orders per client.
Convinced Microsoft EMEA to include my company in a major financial service initiative.
Results: Avoided the Microsoft Corporate beaurocracy and as this initiative spread worldwide within Microsoft, my company was already designed in and accepted into the program. This led to worldwide market acceptance and increased sales.
Designed and implemented a sales plan to attack the indirect sales channel for enterprise size applications.
Results: Technology was adopted by several organizations very strategic to the market acceptance as the best-of-breed solution.
Implemented a three dimensional sales strategies to deal with three very distinct but equally powerful personalities who all needed to sign off on my companies technology and services (and who competed with each other for visibility with their boss).
Results: I connected with all three high level executives) and get a three-year contract (valued at several million dollars) signed with included the first of many revenue projects based on this contract. Initial revenue was $•••••,•••••
Developed unique sales presentation/demonstration strictly for Wall Street to address the highly competitive nature of the particular marketplace and the players involved.
Results: Won several very strategic but highly contested deals at Citibank, L. I. Railroad, Con Edison, Moodys, and Dow Jones.
Coordinated and selected a presentation team to effectively address business and technical needs involving this prospects personnel from multiple locations with different interests and concerns. This project affected $••••• billion of the potential customers business and high visibility all the way to the chairman of this Fortune ••••• company.
Results: Closed a $••••• million customer care (CRM) application sale.
Redesigned an unsolicited build process for the Air Traffic Control System despite many critics who felt the approach I was taking had one potential issue that might limit its usability.
Results: My technique shortened a very expensive process by a factor of three. After a short test period senior management decided to deploy my build process throughout all the field production centers and I was cited (one of several instances) for significant cost savings to this very large project.
Negotiated a three year Solution Provider Contract with a multi-billion dollar major player in the Microsoft Windows DNA fs (Dynamic Network Architecture for financial services) inner circle working group.
Negotiated a multi-engagement agreement with another multi-billion dollar player in the Microsoft windows DNA fs working group.
Results: I was able to get high visibility within Microsoft for the technology that the two major players were taunting about and have Microsoft advertise this to their huge customer list and evaluate integrating this technology in some future release. Microsoft also provided leads to early adopters of this new technology initiative.
Renegotiated a minimal revenue producing contract with Digital Equipment Corporation to have the product cost better match their sales model and to have Digital part numbers for my companys technology.
Results: With digital part numbers, the entire digital sales force could now get quota credit for sales of my companies technology and they brought us into several major opportunities making the contract now worth seven figures yearly.
Instituted the XXXX University idea at one of my employers to encourage personal growth and allow everyone to share a common frame of reference as to what we were actually selling. Key company staff members were recruited to teach, knowing they had limited responsibility beyond the one session and therefore could spare their valuable time without being tied to a long-term task.
Results: Increased quality of delivery to prospects with added confidence by the sales and pre-sales staff
sales, business development, alliance manager, account manager