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Candidate's Name
Street Address | PHONE NUMBER AVAILABLE | EMAIL AVAILABLE
SUMMARY OF QUALIFICATIONS
Leverage extensive background in software sales and development, project management, and services
engagement management to optimize revenue, gross margins, and service quality for major enterprise partners.
Accomplished sales executive with 20+ years of experience developing and executing forward-thinking sales and operational strategies that have consistently increased sales, profitability, and market visiblity despite negative industry trends. Demonstrated expertise to cultivate B2B relationships within the emerging technologies, telecom, and data services industries while leading diverse sales teams to penetrate new markets.
Highly customer-centric with excellent relationship building skills as evidenced by consistently achieving new business development objectives. Expertise in launching successful partner programs, developing strategic alliances and capitalizing on new market opportunities. Successful in identifying, planning, negotiating, and cultivating partnerships that dramatically increased market penetration and multi-channel product sales.
New Market Development
Strategic Market Planning
Sales Cycle Management
Territory Management
Technology Deployment Sales Force Development
Key Account Expansion
Competitive Analysis
Solution Implementation
Sales Forecasting Technology Evaluation
Contract Negotiations
Budget Development
Market Penetration
Team Leadership
PROFESSIONAL EXPERIENCE
INFOSYSTEMS, INC, Atlanta, GA 2010 Present
Senior Enterprise Solutions Specialist
Charged with driving sales growth in Florida, Puerto Rico, Georgia and Alabama, overseeing demand generation, lead development, and all aspects of the sales cycle through closing. Identify opportunities that will support deployment IBM s hardware and software services, propose and negotiate solutions to secure new sales, develop and manage client relationships for key accounts, and up-sell accounts to increase overall market share. Maintain control of all planning, budgeting, and expense priorities to optimize growth and profitability.
Key Contributions:
Generated more than $400,000 in gross margin for the first year in hardware and software and should attain in excess of $200,000 in services revenue by the end of FY11.
Sold the several VMware disaster recovery solution, which included IBM hardware, VMware software, veeam software and Infosystems services, a $275,000 transaction to a net new account.
JESKELL, INC., Atlanta, GA 2009 2010
Senior Territory Sales Executive
Managed Alabama, Florida, and Puerto Rican territories to engage end-user customers and vendors to increase collaboration, customer penetration, and market share. Sold the entire IBM hardware product line, including the mainframe as well as all of the pillars of software. Collaborated with sales managers, vendors, and internal resources to ensure open communications and delivery of the contracted solutions to our customer.
Key Contributions:
Closed $3.5 million dollars in the last four months of 2009 to earn Rookie of the Year honors; sold three of IBM s newest storage offering in Florida and Puerto Rico for the XIV storage product.
Transitioned 95% of the book of business from previous company, demonstrating an exceptional ability to cultivate client loyalty and consistently deliver on service level agreements.
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Candidate's Name PAGE TWO
H PHONE NUMBER AVAILABLE | EMAIL AVAILABLE
LEVY, RAY, AND SHOUP, INC., Atlanta, GA 2007 2009
ISYS INTEGRATED SYSTEMS, Atlanta, GA 2003 2007
Senior Territory Executive and Business Development Manager
Charged with building a team of sales and technical professionals in North and South Carolina and Puerto Rico. Educated and built strategic relationships with sales reps, delivering formal and informal training sessions to ensure reps had the knowledge and tools to effectively serve the customer base.
Key Contributions:
Grew $1+ million in revenue per year over several years to $3.5 million, maximizing service satisfaction and generating referral and repeat business to consistently identify new revenue opportunities.
Top producer for the Southeast regional team, exceeding all productivity goals from a quota standpoint and creating functional and self-motivated teams
Closed two major contracts in Puerto Rico: a major Server Consolidation and Virtualization project for the second largest telco firm and a disaster recovery solution for the Water Authority of Puerto Rico.
Displacing all SUN equipment with IBM power machines at a major insurance company in Puerto Rico.
IBM, West Palm Beach , FL 1996 2000
Global Program Manager for WW Competitive Sales Team
Championed IBM-focused competitive programs to partners and the greater IBM community throughout the America s, EMEA, and AP Competitive Sales Organizations. Built and managed business development programs with IBM channel partners. Designed and implemented competitive campaigns to increase market share.
Key Contributions:
Expanded a lucrative division while increasing market share in information technologies; consistently exceeded 100% of revenue goals and incrementally grow IBM s business at the expense of competition.
Played a key role on the team that achieved over $500 million in new customer revenue from the IBM DEC Winback program and the Sunset Competitive programs.
Launched a competitive rebate program for the Healthcare Solution Providers to promote Non-IBM partners and those partners with better relationships with DEC to grow their IBM business.
Additional Career Experience:
Sales Manager International Consulting Group, Inc., Miami, FL (2000-2003)
President and CEO MAS, Inc., West Palm Beach, FL (1989-1996) Software Development and Sales, Providing Services to broad range of customers.
ACADEMIC BACKGROUND AND PROFESSIONAL DEVELOPMENT
Bachelor of Science in Marketing
THE UNIVERSITY OF ALABAMA Tuscaloosa, AL
IBM pSeries Sales Certification IBM iSeries Sales Certification Veeam Backup & Replication
IBM Storage SAN and NAS Certification EMC Sales Scale Out NAS Pure Systems Sales
IBM Dynamic Datacenter Infrastructure Leader Tivoli Storage Solution Professional v1
IBM Information Management Solution Professional v2 IBM Certified Specialist - Midrange Storage Technical Support V3 VMWare Professional Certification IBM Signature Selling Methodology (SSM)
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