Sales Management - Computer Software Programming Resume Search
Sales Management - Computer Software Programming Resume Search
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Sales Management Resume


Desired Industry: Computer Software/Programming SpiderID: 13152
Desired Job Location: Plainfield, Illinois Date Posted: 6/6/2007
Type of Position: Full-Time Permanent Availability Date: November 12, 2007
Desired Wage: 180000
U.S. Work Authorization: Yes
Job Level: Management (Manager, Director) Willing to Travel: Yes, 50-75%
Highest Degree Attained: Bachelors Willing to Relocate: No


Objective:
OBJECTIVE: I am seeking a Midwest based opportunity where I can apply my years of sales, marketing and management experience with a broad range of high-tech firms to a growing organization. I want to help them build a strong sales team that grows their business to achieve and exceed their stated goals.


Experience:
SBD 5/02 – Present
SBD is my high-tech sales and marketing consultancy. Recently I was assisting a company in the enterprise video management space. I helped them with sales and business development focusing on the central third of the US. The market segments of penetration for me have been financial services, pharmaceutical, retail and manufacturing. I have also assisted several software companies establish their presence in the insurance and corporate legal space, by performing business development, sales and alliance strategies. I also have developed sales and marketing plans for a series of financial services, distance-learning, enterprise video and document management and business intelligence companies; then assisted them with market entry and expansion initiatives. My clients have included Geneva Software, Mitratech, One Touch Systems, Allegient Systems, Media Publisher and Teksouth. The target customers I worked with included: Allianz Risk, USAA, Argonaut Group Ins Cos, National City Bancorp, Northwestern Mutual Life, Country Mutual Ins, Ohio Casualty, Allstate Ins, Goodyear, Calyon Financial, Home Depot, Raytheon and Lockheed Martin.

INTERWISE INCORPORATED 5/00 – 5/02
I was Area Director of the Central & Eastern US, & Eastern Canada for Interwise and their Millennium suite of software products. These systems enable Live e-learning and collaboration over the Internet. I reported to the Vice President of Sales, where I built the sales team from 4 people in June of 2000 to twelve by 2002. Sales, presales & professional services people all report to me. I was able to ramp sales from under $500k per quarter, to over $2.5 mm per quarter as of Q4 FY01. Some of our customers here included: AIG, Anheuser Busch, Motorola, State Farm Ins, Global Knowledge, Alamo Rental Car, Nextel and Halliburton.

HUMMINGBIRD COMMUNICATIONS 3/98 – 5/00
I was Area Director of the Central US & Eastern Canada for their Enterprise Portal Group, which produced and sold Web Portal, ETL, data warehouse access, reporting and OLAP tools. We focused on using our tools to help enable customers not only to access and manage data, but allow them to perform the analytics and BPR that data would glean for them. I reported to the Vice President & General Manager, where I built the region from two people in April 1998 to fifteen. Sales, presales & professional services people all reported to me. I was able to ramp sales from under $200k per quarter, to over $500k per quarter per rep by Q4 FY99. Named sales manager of the year in FY98 & 99, and in Q1-2000 my area achieved 115% of quota. Main focus was on growing the sales business and enabling my people to achieve and break their personal quotas. This is the only area at Hummingbird that was consistently at or above quota. Some of my customers here included: CIBC, IBM, Progressive Ins, States of IL, MI, OH and MN, ABN Amro, UBS Warburg, State Farm and American Express.

TIME TO MARKET / SBD 3/96 – 3/98
Founder and President of Time to Market. TTM was created to offer small and medium sized software companies the same type of sales and marketing access that only larger firms had up to this point. Essentially it is a virtual outsource for any aspect of software sales or marketing. Sold TTM in 97, and have since been consulting to emerging high tech companies as SBD. The companies offer the following types of products: data warehousing tools, network monitoring and service level reporting, Java development and conversion tools, computer training multimedia, internet search tools, distance learning and document collaboration tools, GroupWare add-ins, client/server resource scheduling on the internet, and internet server and collaboration tools.

JETFORM CORPORATION 4/94 – 3/96
General Manager - Reported directly to the President and the Board of Directors. I was brought in to create a new division to market e-forms products for the small business arena. In a period of 5 months I was able to staff, create product specifications, create the business plan and ship & launch the first SOHO product from JetForm. This was the first division in JetForm where one individual had control of both product from engineering and sales & marketing point of view. This division has been one of JetForm’s most publicly visible groups. Spent the last few months with JetForm as Vice president of Strategic Channel Development helping direct Jet Form’s strategy for developing leveraged business relationships to utilize its form based workflow and routing technology. Some of my customers here included: Fidelity, Toronto Dominion Bank, Moore Business Systems and various OEMs of the technology.

POWERCORE INC. 2/89 – 4/94
President – The third employee of POWERCORE, and was brought in (1989) as Vice President of Sales to establish a cohesive sales and marketing program. Fourth quarter 1993 was profitable on a 4.5 Million run rate. In May 1994, I led the team that completed the successful sale of POWERCORE. Was very involved in the sale process, and brought the eventual suitor to the table. I was able to engineer several OEM and exclusive marketing relationships with industry powers. These relationships included: Action Technologies, Artisoft, DaVinci Systems, Digital Equipment Corp., GTE, Lotus, Microsoft, Sharp Electronics and several others.

DATAPORT TECHNOLOGIES, INC. 3/85- 2/89
Regional Sales Manager with a distributing/rep firm out of St. Louis area. The products they handle fall basically into two areas: wide-area-networking data communications equipment, and high-end impact and non-impact graphics printing systems. Both of these areas are targeted at the mainframe computer and mainframe attached host systems.

GENERAL MICRO, INC. 4/81 - 3/85
Sales and operations manager of General Micro in Bloomington, Illinois. In this capacity, was in charge of both the direct and inside marketing of that office. Concentrated on both corporate and employee purchases. This unit was consistently among the top 30% in sales of the twenty plus sales units in the company. The product mix included IBM, Apple, Hewlett Packard, Wang, Compaq, and a full line of software and hardware peripherals.

RADIO SHACK/COMPUTER DIVISION 12/76 – 4/81
Sales Manager, Radio Shack computer marketing department in Normal, Illinois. This position was a direct marketing and management position. The products marketed were microcomputers and their related supplies and services. The responsibilities included P & L, marketing strategies and staff management. Managed and opened a Radio Shack Store in conjunction with a computer center in the Peoria area. This was the first such installation of its kind in Illinois.



Education:
EDUCATION:
Business Administration - DePaul University, Chicago, Illinois.
Associate in Arts - I.V.C.C. Oglesby, Illinois


Affiliations:
PROFESSIONAL ORGANIZATIONS:
American Marketing Association, Software Publishing Association, Chicago Software Association, XAPIA, MHS Alliance, GUAVA, GroupWare Conference Advisory Council


Additional Information:
Sales & Marketing Achievements:
1981, 1982 Divisional Sales Leader Midwest Region Tandy (Radio Shack)
1983, 1984 General Manager of General Micro (INC. 500 List Privately Held COs.)
1988 OEM Computer Language Research (Rabbit Software)
1990 OEM Technology License to cc: Mail / Lotus
1990 Reseller Agreement with cc: Mail / Lotus
1991 & 1992 ULANA Govt. Contract as Sub to DEC, OEM/Reseller with DEC
1992 Co-Founder GUAVA (GroupWare Users and Vendors Association)
1993 Co-Founder MHS Alliance (Alliance of 3rd Party Novell Messaging Vendors)
1993 OEM Agreement Artisoft (Lantastic), OEM Agreement Sharp Electronics
1993 & 1994 GroupWare Conference “Best of Show” Award
1993 Exclusive Marketing Agreement with Microsoft (Schedule/DOS)
1994 Successful Sale of Powercore to CE Software
1994 Creation & Launch of SOHO Division of JetForm (BizForms & JetForm Lite)
1995 OEM Agreement with SoftKey Intl.
1995 SOHO Division profitable in 3 quarter from 1st customer ship.
1995 Founded TTM
1996 Launched Tierra Communications, OEM Agreement Artisoft (Lantastic)
1997 Launched & helped secure funding for Computer Enlightenment
1998 & 1999 Manager of the Year (Hummingbird) FY98 & FY99
2000 & 2001 Interwise - Led team that closed 5 - $1,000,000 plus deals
2002 SBD - Assisted Client in 2 - $1,000,000 plus deals
2004 SBD – Developed sales process and integrated CRM system for insurance legal billing company
2005 SBD – Developed $4,000,000 pipeline for client and helped them deliver several new accounts.
2006 SBD – Established 2 new name accounts in corporate video space

Media & Speaking Events
1993 Computer Chronicles (PBS)
1994 Buntings Window (United Airlines)
1995 Strategic Business Review (Discovery Channel)
1991 & 1994 PC Expo
1992 Networks Expo & Decus
1992 Interchange (cc:Mail Users Conference)
1992 Lotus Alliance Tour (Europe)
1992, 93, 94 VarVision
1993 Networks Expo
1993 Mobile World
1993 WorkGroup Computing Conference (Panel Chair)
1994 RetailVision, EuroVision
1995 Software Strategy
1995 Equity Forum
1996 People Soft Alliance Video Conference
1999 - 2007 Various Trade events including: NAB, ASTD, LegalTech, TDWI, SAP Sapphire, Gartner BI Forum, TechieIndex, Cognos Forum, Microsoft - Key City Launch


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