_INFORMATION TECHNOLOGY__ __-__ __SOFTWARE_ EXECUTIVE SUMMARY Inventive, assertive and high performing SENIOR SALES PROFESSIONAL credited with combining sales, marketing and business development expertise to deliver substantial revenue growth in highly competitive business markets. Strategist, innovator, and tactical leader of enterprise-wide initiatives that build brand value and result in sustainable, profitable growth. PROFILE SUPERIOR PROFICIENCY IN ALL AREAS of executive sales leadershipa"vision through strategies, tactical plans, compensation programs, communication protocols, and reporting structures DYNAMIC RECORD OF TOP PERFORMANCE in developing a sales force that is able to achieve aggressive goals and penetrate untapped markets VISIONARY WITH THE ABILITY to increase market penetration and facilitate market launch through indirect distribution channels and industry partners CORE COMPETENCIES * New Business Development * Account Acquisition, Expansion & Retention * Sales Forecasting & Market Penetration * Territory Management & Development * Competitive & Market Analysis * Channel Development * Product Marketing & Management * Executive Level Presentations * Client Relationship Management * Team Leadership & Motivation RECENT EMPLOYMENT EXPERIENCE SARCOM 2010 _SARCOM is a publicly traded division of $1.5 billion PC MALL, focusing on technology sales and consulting value added services to the Fortune 2000. _ SENIOR SALES ACCOUNT EXECUTIVE $3 million Annual Sales Budget Sales Executive responsible for creating new account opportunities for the sale of SARCOM product lines into the Fortune 2000 space. Work with team consisting of inside sales rep and several product line specialists to identify company opportunities and propose solutions based upon products and services from the SARCOM portfolio.
Agilysys, Inc, Lisle, IL 1996-2010
_$800M publicly traded technology and consulting services Solutions Company that delivers tools, knowledge and value to its customers and partners._ SENIOR SALES EXECUTIVE-TECHNOLOGY SERVICES GROUP $3-6M Annual Sales Budget High profile sales executive with full autonomy over creating business progression and roll-out plans based on extensive competitive, product and market intelligence for IT products and services. Work cohesively with and indirectly manage team comprised of several solution architects, inside sales and software representatives, and other product specialists to ensure attainment of forecasted sales objectives. Engage in ongoing collaborations with complimentary marketing partners to drive new joint ventures. * Acknowledged with five annual international "TOP PERFORMER SALES AWARDS" and numerous business unit awards for surpassing goals by averaging over $1 M in gross profit contribution. * Utilized account advancement strategies, new project development, and expense control to sustain a gross profit average of 160% of budget. * Conceptualized and introduced distinct regional marketing campaigns that delivered numerous new account opportunities with ROI of 60 days. * Launched initiatives that led to three accounts being converted into National accounts, with high GP$ return and continued year over year growth in gross dollar sales and gross profit sales. * Maximized use of executive selling model, sales initiatives, extended sales team and marketing to surpass gross dollar budget and gross profit budget annually. * Classified and nurtured over twenty major accounts that resulted in over $12M in gross profit dollar contribution to date. Digital Equipment Corporation, Marlboro, MA 1984-1996 _$5B new equipment manufacturer with 10,000 employees worldwide_ GLOBAL ACCOUNT SALES MANAGER (1989-1996) CENTRAL REGION PROCESS CONTROL MANUFACTURING MANAGER (1987-1989) DIGITAL EQUIPMENT CORPORATION US ACCOUNT MANAGER (1984-1987) Promoted through a series of increasingly responsible positions to the final position of Global Account Sales Manager appointed to direct global sales, services and technology teams assembled to penetrate and grow digital business within two International companies. Scope of responsibilities entailed full P &L accountability, account management and sales plan design and implementation, marketing management, and partner in-direct management. * Recognized by the organization with four "INTERNATIONAL SALES AWARDS". * Provided strong organizational leadership and active participation in account acquisition that led to a boost in gross profit from 28% of budget to 155% of annual budget. * Propelled unique campaigns that gross sales amplifying from $3M to $25M annually. * Championed growth of GD Searle Digital revenue from zero to $6M per year, along with developing a sales team comprised of three representatives credit with exceeding all annual profitability goals set by management. PREVIOUS EMPLOYMENT EXPERIENCE AC Nielsen Company, Northbrook, IL REGIONAL MARKETING MANAGER CLIENT SALES EXECUTIVE DISTRICT MARKETING MANAGER EDUCATION AND PROFESSIONAL DEVELOPMENT BACHELOR OF ARTS IN SOCIOLOGY/ECONOMICS, Valparaiso University, Valparaiso, IN CONTINUING EDUCATION: Vendor Certifications from IBM, HP, Oracle, VMware, Cisco, Oracle. Sales Skill improvement courses from Hewlett Packard, Agilysys sponsored classes and Xerox.