CHARLES KUTCHER

chuck@thekutchers.com
714.319.5703 cell
714.602.6783 home

Account Manager/ Business Development

Sold $54 Million of diverse software products and services.

Strategist recognized for opening new territories, increasing customer penetration, and knowledge of
business solutions across multiple industries: retail, technology, manufacturing, distribution,
government, and financial services.
Trusted advisor to help customers and prospects to meet their goals.
Dynamic, results-oriented sales professional with history of exceeding goals, selling new accounts, and
increasing existing sales revenue.
Consultative sales professional specializing in negotiating large contracts and positioning products
regardless of business climate.
Consistent Club performer.

Areas of Expertise
Negotiation and Contracting

Business and Strategic Planning

Professionalism and Credibility

Resource Management

Solution Sales

Trusted Advisor

Professional Experience
DATA INTERCHANGE, INC.
2014 2016
Sales Manager
Selling software and services for EDI, supply chain management, order processing, business integration, data
synchronization and electronic funds transfers. The Data Interchange solutions are targeted at all business
sectors, including automotive, retail, government, finance and chemical.
INFOR
2012 2014
Sr. Account Executive OCFO
Selling complete portfolio of ERP back office software solutions including: Financials, Human Capital
Management, Supply Chain Management, Business Intelligence, and Governance/Risk/Compliance.
Develop strategic account plan to deliver on a license revenue target of $1.2 million per year.
Established and enhanced relationships within the C-Level suite for organizations ranging from $500
Million - $5 Billion in revenues.
Top 20% of performers nationally 2 of last 4 quarters
ARCAT
2011 2012
District Manager
Leading online service for building product manufacturers to increase sales by getting their products specified
into projects generating new sales revenue streams. Programs are directed to Architects, Engineers, and
Designers to utilize online service to manage all information required to build their projects. Territory includes
Los Angeles, Northern California and Colorado.
Top salesperson out of 20 in generating new business.
#3 salesperson nationally in renewing existing customers.
Exceeded sales targets

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CS KUTCHER & ASSOCIATES, INC.

2007 2011
President
Environmentally conscious technology and energy solutions including electricity management devices and
lighting along with a line of environmentally safe chemicals targeted at commercial, industrial and hospitality
companies.

Penetrated and sold new accounts across aerospace, manufacturing, transportation, equipment,
hospitality and distribution.

Provided seminars to educate prospects on benefits of green technologies and products.

Consulted with companies to promote the green initiative and how to position products along with hiring,
training, and motivating sales staffs to increase sales

eBUILT/USTRI
2003 2006
Senior Sales Executive
System integration and application projects coupled with global outsourcing contracts to Fortune 500 and
smaller companies.

Grew annual sales from $3M to $10M.

Exceeded goals every year by 15 to 30%, annual sales $3.9M to $10M.

Increased revenue at Fidelity National Financial 40% year over year, from $3M to $5.8M

Managed accounts for Safeway, Blackhawk Networks, and Warner Bros.

Closed new projects at Fidelity National Financial, Avery Dennison, Mercury Insurance Group, TaylorMade, Triple Net Properties.

Targeted, developed and managed partner relationships with Interwoven, Lombardi, Microsoft, and IBM,
for new system integration projects.

RSM EQUICO
2002 2003
Senior Managing Director
Largest Mergers & Acquisitions firm for the mid-market. Our client companies were privately held with revenue
of $5M to $100M.

Ranked # 4 of 20 in company in sales.

Sold Equico Valuation and Consulting services to executives and entrepreneurs throughout North
America.

Ran 30 seminars in 12 months across North America to identify, qualify and close prospects

ATG
1999 2001
Regional Manager
Cutting-edge personalization and ecommerce software targeted at Fortune 1000 and .com enterprises ensuring
the right people see the right message at the right time.

Built territory from $0 to $11M in sales revenue.

Exceeded sales goals year over year by 140% to 400%.

Ranked #3 of 50 salespeople worldwide.

Sold multi-million dollar solutions to Sony Pictures Digital Entertainment, Warner Bros, Hilton Hotels,
and significant dollar solution to Diners Club, TNN, and others.

Promoted to manage 12 people including sales, channel, and support staff in October 2000.

Achieved Presidents Club each year.

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INFINIUM CORPORATION
Senior Sales Executive
Complex ERP business solutions to large companies in 13 western states.

1997 1999

Exceeded sales goals every year by 175% and 120%

Sold and managed International Multifoods, Treetop, Sunwest Growers and Southland Cement (Cemex)

Achieved Presidents Club each year

THE CONCORDE GROUP/SCS CORP

1993 1997
Group Manager
Software, Sun Microsystems servers, workstations, large storage systems, networking and peripherals VAR to
Fortune 500, Government, and Education clients

Ranked #1 of 15 in company in profitability.

Exceeded profitability goals every year by 125% to 175%.

Sold Motorola, LA Times, New York Times, Cox Publishing by being creative and bundling solutions.

Managed staff of 3 sales and presales responsible for $2.5M in profit.

Created solutions sales group to increase account penetration by bundling hardware and 3 party
software to increase profitability. Solutions included software to meet the needs of specific industries
(newspapers, electronics, distribution and manufacturing).

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Professional Development

TECHNIQUES, Influencing the Financial Decision

TECHNIQUES, Managing the Complex Sale
XEROX, Effective Listening
XEROX, PSS I, II, III
XEROX, Effective Management

Education
Drake University

HUTHWAIT, SPIN Selling

DECKER, Effective Communications
DECKER, Advanced Communications
TAS Target Account Selling
Holden PowerBase Selling