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Professional
Profile
Over 36 years of successful sales, marketing and operational experience in the high tech business to business software and services business.
Significant revenue contributor to 3 successful startup tech IP0 s. Consistent top sales achiever throughout career.
Certified Miller Heiman and Solution Selling sales instructor.
Channel and Third Party Influence development skills .
Former CPA allows for detailed business impact discussions around technology.
Multi Year Presidents Club Winner.
Million dollar ICP Award Winner.
Launched and developed www.Waldcreative.com
Board of Directors advisor.
Built many successful sales operations from being first person in territory. Both top and bottom line responsibilities.
Developed skill set to spot, recruit and develop successful sales teams.
Self-starter- and sales territory builder
Technology Sold and
Years Involved
Human Capital Management Solutions 11
Distributed Infrastructure and Systems Management - 11
Information Security 7
CRM- 4
Digital Marketing- 3
Decision Support and Business Intelligence- 3
Relational Database 3
Geography Covered- 25 years Northeast and Mid-Atlantic, 13 years Florida and Southeast, 7 years National Reponsability.
Skills Sales Management, Software Sales, Start- ups, Turnarounds, Channels and Value added reseller, Technology Alignment, Executive Presentations, Motivational Speaking, Sales Training, SAAS, Enterprise Software
Work History
February 2016 to present
Area Director of Sales- State of Florida- iSolvedHCM.com, Delray Beach, FL
Kick started this vacant region for this HRIS Software and services company. Sold 7 new major accounts in first 5 months.
Worked and directed Business Development Manager to generate leads through third party consultants.
Running at 120% of plan.
January 2013- February 2016
District Manager HCM Major Accounts ADP South Florida Channel Manager South FLorida
Sold HCM solutions to major accounts throughout South Florida. Two consecutive Presidents Club 118% of quota and 121% District Manager of the Month for 7 months.
Sold $1,400,000 and most new units.
Was promoted to Channel Director -opened up brokers, CPA firms and HR Consultants. Accounts Sold Jabil Circuit, US Sugar, Florida Chrystal s, Tech Data, Estee Lauder, Perry Ellis
May 2010- December 2012
Founder and VP of Sales and Marketing- Waldcreative.com, Boynton Beach, FL
Kick Started this digital marketing and branding agency now run by Wald Family.
Generated all new revenue through cold calls, direct door knocking as well as key relationships with UPS, Fed Ex and YP.com
Developed relationships with other agencies to due cross work specialties.
July 2007 May 2010
National Business Development and Channel Sales Director - SystemExperts Security Corp,
Boca Raton, FL
Developed new business opportunities and grew existing ones for this highly regarded network security professional services firm.
Founded in 1994, SystemExpertsTM is the premier provider of IT compliance, network security consulting and managed services.
Our consultants are world-renowned authorities who bring to every engagement unique business experience and technical expertise. We have built an unrivaled reputation by network penetration and application vulnerability testing, develop security policies, provide emergency response to hacker attacks, and assess compliance with relevant standards such as ISO PHONE NUMBER AVAILABLE
Marketed a unique managed and hosted virtual security service called The Security Blanket.
Opened up new verticals for security and compliance services such as Healthcare, SaaS/ASP/MSP providers and other new vertical industries.
. Developed new business and marketing opportunities for this esteemed network security and compliance software and professional services firm.
Created, implemented and achieved sales and marketing programs by generating over
$1,500,000 in new collected revenue in the first 6 months of my tenure. 210% of quota.
Opened up new verticals for security and compliance services such as Healthcare, SaaS/ASP providers and other new vertical industries.
Established a presence and business from an area not focused on by the firm.
Accounts sold Pennzoil, Avon, McGraw Hill, Ingram Micro, CS First Boston, Bank of NY, Hewlett Packard, Jarden, Teva Pharmaceuticals, IBM, Eli Lilly.
January 2004-July 2007
Regional Sales Manager South, Symantec, Boca Raton, FL
` Achieved $4,500,000 Sales attainment on $3,500,000 quota in 2006, 130% of quota.
Sold most new accounts in 2004, attained 2005 quota of $3,000,000 in 7 months. 186% of quota.
Developed key relationships and strategic sales in the Academic, Financial, Gov., and Hosting/Reseller verticals.
Held strategic executive dinners and symposiums to draw CIO, CSO and Senior Execs.
Developed $15,000,000+ real pipeline from a "scorched earth" environment.
Opened new accounts such as, Lennar Corp., Miami Dade Public Schools, Citigroup, Office Depot, American Express, Verio, Tech Data, Carolina Health, and Georgia Pacific, Sherwin Williams, Lockheed Martin, Phillip Morris.
January 2000- January 2004
Sales Director East Region, Nortel Networks, NY, NY
Provided sales and marketing direction, staffing and performance improvements for this E Business and Internet -CRM software vendor.
Focused on Sales Force Automation, Web Portals, Help Desk, E Learning and Configuration Management Software.
Developed 15 new third party alliance and integrators for E -Business Region.
Increased headcount fourfold with an eightfold increase in revenue. $5,000,000-$30,000,000 in two years. Team was 130 % of quota or higher throughout my tenure.
Achieved quarter-by-quarter growth at the highest level in the Internet and E Business division.
Focused and built my team of district manager's territory to map company focus and my prior personal.
Provided the newest name accounts of any of the regions in this division.
Significant wins at Raymond James, Ryder Systems, Verizon, Toyota Of America, Northrop Grumman, Whirlpool.
December 1997- January 2000
V.P Sales and Marketing Northeast, IBM- Micromuse, NY, NY
Developed and enhanced the East area sales team for this fast growing NASDAQ traded company acquired by IBM.
The "Netcool Suite" provides network / systems management, real time fault, security and event management correlation to ISP's,Telco's, .DOT.COM /E commerce Co. s as well as commercial and financial enterprises.
. Revitalized the entire sales operation in the east.
Under my tenure revenue DOUBLED from $10,000,000 to $20,000,000 with only a 25 % increase in headcount. Team was consistently 165% of quota.
Made significant in roads and success in firms such as FP&L, SunTrust Banks, Coca-Cola, Tech Data, United Technologies.
Enhanced and created sales process and teams for emerging vendors.
August 1994-December 1997
Director of Sales Northeast, IBM- Tivoli, NY, NY
Increased operations revenue from $1,750,000 to over $30,000,000 in two years. The
$30,000,000 which represented over 60% of entire company revenue
Hired, trained and assimilated over 20 new professionals, both sales and technical for this distributed systems and network management Software Company.
Operation contributed the largest commercial account, Merrill Lynch, worth over $8,500,000 in revenue during a fiscal year.
Responsibilities included involvement with Tivoli's entry into the internet infrastructure space, with joint venture of Internet Metrics firm -NET .GENISIS
Instrumental in Tivoli's successful IPO. Other significant Wins at Hershey, Gentex, Merrill Lynch, Adelphia Communications, Stryker
September 1992- August 1994
Area Sales Manager -Openvision acquired by Veritas Technologies, NY, NY
Personally "kick started" eastern sales and ops, becoming the #1 revenue contributor to this systems management software firm, $9,000,000.
Won coveted ICP million-dollar award, region sold over 40 % of company revenue, and highest contributor to new name accounts.
Developed significant third party and influence centers for our client/ server systems management solutions.
Procured the largest commercial win at First Boston and Lehman Brothers.
Assisted in IPO and subsequent sale to Veritas Software
Accounts Sold Black and Decker, Air Products, Corning,Campbell Soup
October 1988- September 1992
Division V.P. Sales -On Line Software, Inc., Fort Lee, NJ
Developed and ran a separate business unit for this NYSE public traded software company.
Developed and implemented sales and marketing plans and strategies, as well as tactical processes in order to achieve revenue objectives.
Grew unit to $28,000,000 and 25 people from 5 originally.
Continually exceeded revenue goals and profitability targets. Assisted in strategic acquisitions.
Division I ran was the number one contributor to the bottom line.
December 1986- October 1988
Branch Sales Manager -Information Resources, Inc., Darien, CT
Developed an organization for this leading edge decision support and online analytical software vendor from no momentum.
* This developed into a $10,000,000 business, which included 5 regional offices13 sales and 6 technical
engineers.
#1 Ranked Region selling consulting services and software.
December 1983- December 1986
National Accounts -Computer Corp of America, NY, NY
Created and sold with my national team for our DBMS, 4GL and reporting solutions into the financial market nationally.
Successfully sold the largest account at CCA - Salomon Brothers.
Consistently overachieved quota.
January 1977- December 1983
Regional Sales Manager ADP, Melville, NY
* District Manager of the month, eight times.
Continually promoted throughout the company.
Always ranked in the top 3 % of the company throughout my entire tenure.
Responsible for sales and operations at the second largest operations center in the firm.
Presidents Club winner every year throughout my tenure.
Education
B.S. Accounting- Cum Laude Graduate 3.7 Index City University of N. Y.- Lehman College
Bronx, N.Y. 12/31/1976
References
[References are available upon request.] |
