TECHNICAL SALES RESUME

Street Address City, State Zip

Phone Email

REGIONAL SALES MANAGER & SENIOR ACCOUNT EXECUTIVE

Technology Solutions ~ IT Products & Services ~ VAR Channel Sales
Accomplished sales management professional with track record of success devising and executing
targeted sales/marketing strategies to drive revenue growth for technology organizations across various
business sectors, including government, financial services, education, and entertainment. Proven history
establishing and cultivating relationships with executives and key business stakeholders at clients,
prospects, and strategic partners. Excellent communicator and innovative problem solver, with strong
presentation and negotiation skills.
Team Building & Leadership Sales/Marketing Strategies Channel Management Market Growth
Sales Coaching New Business & Channel Development Prospecting Negotiations Strategic Planning
Public Sector RFP/RFQ Processes Referral Sales Vendor/Partner Management Needs Assessment

PROFESSIONAL EXPERIENCE
COMPANY WITHHELD Location
2005Present
Value-added reseller (VAR) of best-in-class IT products and services with nearly 500 employees and $650M in sales.
Senior Sales Team Lead & Senior Account Manager (2007Present)
Lead 4-person team in all aspects of business development and account management for Quest
Software Sales Division targeting state, local, and higher education (SLED) accounts spanning school
districts across the U.S. Recruit, train, and mentor sales team members. Direct territory management,
strategic planning, and pipeline revenue forecasting. Oversee prospect identification, account
qualification, and sales presentation design. Define individual and team sales objectives. Establish and
maintain strategic alliances with resellers and software integrators. Administer contract agreements,
purchasing, and fulfillment.
Key Accomplishments:

Honored with 3 consecutive Presidents Club Awards, fueling 4.5-fold revenue growth in 3 years,
surpassing team sales targets by at least 30% in 2008 and 2009.

Secured 3 transactions of more than $1M each in 2009 alone, with the State of Michigan, Gwinnett
County Public Schools, and the California Department of Technology Services, earning praise
from Quest CEO as key Quest partner who flawlessly managed the entire procurement process.

Generated 20% increase in Quest market share after relocating to Quests California headquarters.
Fostered relationships with non-core Quest Software business divisions, including newly acquired
software firms PacketTrap, Vizioncore, Provision, and Scriptlogic, to solidify the DLT/Quest
alliance.

Forged channel relationships with Quest/DLT partners through development and hosting of
special events, capturing 64 new reseller partners to grow the distribution footprint by 80%.

Acquired notable deals with NYC DOITT and MD Anderson Cancer Center valued at $1.4M and
$1M, respectively.

TECHNICAL SALES RESUME

Page Two Phone Email

Senior Sales Executive/Sales Executive (20052007)

Recruited as Sales Executive and promoted to Senior Sales Executive within 7 months. Directed sales,
business development, and account management initiatives with federal, state, and local government
and education agencies. Initiated client and prospect relationships and developed referral networks.
Collaborated with solutions teams from strategic partners to recommend client business strategies.
Served as SME on Quest Software Application sales, defining product value proposition and ROI for
client executives.
Key Accomplishments:

Attained 2006 Presidents Club Award for exceeding $5.1M quota by 15%.

Resolved systemic account management issues to save alliance with VeriSign, garnering 60% yearover-year relationship revenue increase and gaining Go To Preferred Partner status.

Earned Top 3 sales ranking, securing $1.6M deal with partner Iona Software.

Crafted robust Contracts Roadmap to ascertain geographical deficiencies and to devise strategies
for forging targeted strategic alliances to foster aggressive growth with Quest product.

COMPANY WITHHELD Location

Leading provider of wireless telecommunication solutions with $123B in annual revenue.

20032005

Global Accounts Executive/Sales Specialist

Hired as Global Accounts Sales Specialist and advanced to Global Accounts Executive role.
Established and cultivated relationships with executives and key stakeholders at corporate accounts
comprised of more than 100 employees across the legal, medical, financial, entertainment, and
professional services sectors in Southern California. Identified business needs and developed targeted
marketing strategies and sales proposals. Conducted product training sessions. Represented Cingular at
consumer and industry forums. Prepared and presented sales forecast reports.
Key Accomplishments:

Captured 65% revenue increase among assigned premier corporate accounts, including Disney,
DreamWorks Pictures, NBC Studios, Deloitte & Touche, and many more.

Transformed relationships with 9 core accounts, strengthening corporate commitment to Cingular.

Recognized for surpassing sales quota 11 consecutive months, peaking at 215% of sales target.

EDUCATION & TRAINING

Bachelor of Arts (BA) in Economics
Institution Withheld
Professional Development
Dale Carnegie Leadership, Public Speaking & Management Program Certificates
Sandler Sales Training ~ Interview Skills Training ~ Microsoft Excel Training
Affiliations
NET-IP National Member & LA/OC Chapter Board Member/Events Chair
Junior League of Orange County (JLOCC) Member