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Sales / Sales Management Resume


Desired Industry: Sales/Demonstrators SpiderID: 58950
Desired Job Location: St. Marys, Georgia Date Posted: 3/27/2012
Type of Position: Full-Time Permanent Availability Date: Immediately
Desired Wage: 150000
U.S. Work Authorization: Yes
Job Level: Management (Manager, Director) Willing to Travel:
Highest Degree Attained: Doctoral Willing to Relocate: No


Objective:
Astute, highly accomplished, and
results-oriented professional
exemplifying strong leadership and
business acumen in penetrating markets
and accelerating corporate revenue
growth. Empowered with broad-based
experience in sales, relationship
building, and operations management.
Excel at increasing revenues through
employing expertise in business
development. Generate top-quality
results by exemplifying superior product
knowledge and integrity with strong
track record in exceeding sales quotas.
Tenacious achiever; utilize outstanding
organization, communication, and
correspondence skills to build solid
customer relationships. Able to
establish rapport with all levels of
professionals from diverse cultures with
emphasis on strategic selling to major
account markets, including established
firms and small startups.


Experience:
PROFESSIONAL EXPERIENCE

IBM, St. Marys, GA: 2010–2011
Client Solutions Executive
- Maximize business opportunities
and secure a strong foothold in the
marketplace through developing business
for a leading world class technology
firm
- Take charge for creating market
share into strategic outsourcing space
within the financial services sector
- Employ various skills to
facilitate business development:
- Develop executive presence;
managed sales process from prospecting
to deal closure - perform as a Leader of
engagement team; determine client or
prospect’s business requirements; drive
solutions with value to meet client’s
goals through analysis, proposals and
contract efforts

Lender Processing Services, Inc.
(Spinoff of FIS), Jacksonville, FL: 2010
Vice President, Sales ~ Mortgage and
Consumer Lending
- Expertly developed and managed
pipeline for the consumer lending space
for the leading financial services firm
in mortgage lending services sector
- Acted as the driving force in
expanding market share into consumer
lending space

Fidelity National Information Services
(FIS), Jacksonville, FL: 2007–2009
Senior Vice President, Sales–Commercial
Technology
- Applied best management
strategies in capturing new markets in
IT services
- Created and implemented
pioneering sales strategies to meet
business objectives for the division
- Spearheaded the creation and
distribution of new comprehensive
outsourcing presentations and proposals
- Provided support in building new
marketing programs and collateral
materials
- Directed and coordinated all
efforts in executing solutions selling
through Customer Needs Analysis (CNA)
model with matching value added
customized solutions proposal for
complex outsourcing sales
- Authorized multiple large new
managed IT services contracts
- Achieved the largest deal of
$50M, which is higher than the specified
quota of $3oM in 2008 and 2009

Scope Enterprises, LLC, Jacksonville,
FL: 2003–2007
Proprietor/Owner, Business Development
and Operations
- Displayed unsurpassed leadership
skills in handling business development
into new markets for a leading executive
search firm
- Managed firms sales efforts
- Offered business consulting
services to clients within mortgage
banking and financial services
industries
- Served as chief operations
officer for seven months in Mortgage
Systems International, a technology call
center firm
- Instrumental in organizing
strategies, business, marketing, and
sales plans to make a successful
executive search practice
- Rendered expert oversight to
more than 40 people in key mortgage
banking and financial services
industries

Corporate Management Advisors, Inc.,
Jacksonville, FL: 1997–2003
Executive Vice President, Business
Development Financial Services and
Technology
- Administered business
development into new markets for a
leading executive search firm in the
financial services industry
- Closely supervised and monitored
the Jacksonville branch office sales
activities
- Achieved new revenue stream in
addition to executive search business
through streamlining new mortgage
banking consulting practice for CMA
- Successfully promoted more than
70 candidates into senior level
positions in client organizations by
leading the development of executive
level job searches for more than 35
clients
- Played a key role in negotiating
joint venture website agreement to
implement a mortgage banking job site
with one of the largest U.S. based
financial publishing companies

EARLIER ACCOMPLISHMENTS

STRATEGIC MORTGAGE SERVICES, GEOTRAC,
Norwalk, OH
Chief Operating Officer
- Efficiently boosted company
revenues by 52% in one year
- Utilized innovative thinking
skills in developing client
implementation and product management
process, along with strategic plan and
management reports for measuring results
- Streamlined workflow and
operations of the Customer Service
Center of the company

ALLTEL (Currently FIS and LPS),
Jacksonville, FL
Vice President of Interchange Strategic
Relationships
- Thrived in implementing 68 new
contracts in a year far exceeding goals

Vice President of Western Region
Servicing Sales
- Established and managed the
Western Region Sales Operation for
ALLTEL
- Generated more than $30M annual
revenue through directing sales
operations for the company’s core
product and mortgage-banking software
services

Vice President of Technology Services
- Effectively managed sales for
the $21M annual revenue budget for
company products, computer, and
communications outsourcing sales

Assistant Vice President of Technical
Consulting
- Played an integral role in
developing new products and services,
which generated additional revenue from
newly developed leasing, disaster
recovery, and capacity planning services
- Managed all sales activities and
exceeded all annual sales goals



EARLIER CAREER

Senior Systems Consultant for Eastern
Operations, DATAPOINT CORPORATION,
Atlanta, GA
IBM Systems Programmer ~ Senior Systems
Analyst, BLUE CROSS & BLUE SHIELD OF
FLORIDA, Jacksonville, FL


Education:
EDUCATION AND CREDENTIALS

WALDEN UNIVERSITY
Doctor of Philosophy in Business
Management and Applied Sciences, with
Specialization in International Business

JACKSONVILLE UNIVERSITY
Master of Business Administration (MBA)

IBM
Completed over 30 Sales and Technical
courses, i.e. - Graduate of Global Sales
School, Cloud Computing, Siebel

DATAPOINT
Graduate of 15 Technical Classes, i.e. –
Data Communications


Affiliations:
-----


Skills:
CORE COMPETENCIES

- Enterprise Sales Management
- Marketplace Penetration and
Analysis
- Strategic Planning and
Implementation
- Account Management
- New Product Introduction and
Marketing
- Business Management and
Operations
- Leadership, Training, and Team
Building
- Excellent Presentation and
Negotiation
- Human Resource and
Organizational Development
- Information Systems and
International Business


Additional Information:
TEACHING AND PUBLIC SPEAKING EXPERIENCE

JACKSONVILLE UNIVERSITY (2002–2007)
Adjunct Professor, International
Business in the MBA Program

MORTGAGE BANKERS ASSOCIATION, CHIEF
INFORMATION OFFICER CONFERENCE (1999)
Speaker, Finding, Hiring and Retaining
Qualified Personnel in a Tight Job
Market

NATIONAL MORTGAGE NEWS TECHNOLOGY
CONFERENCE (1998)
Speaker, Finding, Hiring and Retaining
Qualified Personnel in a Tight Job
Market

STRATEGIC MORTGAGE SERVICES, GEOTRAC
INTERNAL TRAINING (1997)
Instructor, Sales Training

ALLTEL ANNUAL USER CONFERENCE
Lecturer, Mortgage Banking -Value Added
Networks: 1994
Lecturer, Outsourcing in the Mortgage
Banking Industry: 1991–1992
Lecturer, Capacity Planning: 1987

NATIONAL MORTGAGE BANKING TECHNOLOGY
CONFERENCE (1988)
Speaker, Disaster Recovery Services

NATIONAL AERONAUTICS AND SPACE
ADMINISTRATION (1984–1985)
Instructor, Office Automation

DATAPOINT EDUCATIONAL SERVICES (1984–
1985)
Instructor, Data Communications
Diagnostic Techniques, Advanced Data
Communications, Data Communications
Concepts



PUBLICATIONS

Conner S. Salary Survey for Information
Technology Positions. National Mortgage
News, 1998.

Conner S. Business Opportunities in
Emerging Economies; A Case Study: Costa
Rica, Walden 1997.

Conner S. Overview of Societal
Development Works; Perceptual Biases -
Their dynamics and impact on employee’s
and society; Employee Law Issues; Human
development Theories; Framework of
Interpersonal Power; Employee Evaluation
Systems; Organizational and Social
Systems; The Corporate Restructuring
Decision; Sales and Marketing Plan
Development; Research Design, Analysis
and Theory; Case Study Research Methods;
Organizational Theory and Behavior - How
environment influences organizational
structure; The Right to Workplace
Privacy; Free Trade; The Influence of
Personality on Leadership; Charisma: A
profile of leadership style; Approaches
to Understanding and Managing
Organizations. Walden University, 1994–
1997.

Conner S. Computer Outsourcing; Value
Added Networks; Remote Disaster
Recovery; Capacity Planning Services.
MSI Corporate Newsletter, 1986–2000.

Conner S. Data Communications Concepts;
Advanced Data Communications, Datapoint
Corporation. Educational Services
Publications, 1984-1985.



AWARDS

CMA Coach of the Year
CMA Top Monthly Producer (multiple times
over six-year period)
CMA Outstanding Business Planner
Sterling’s Who’s Who of America
Outstanding Young Men of America
Who’s Who in Finance (29th edition)
United Way Outstanding Company
Coordinator-Front-runner Campaign
Datapoint Systems Engineer of the
Quarter (multiple times over five-year
period)



ACTIVITIES

President, Vice President, Secretary,
Jacksonville Economic Roundtable
Board Member, Local Church
Vice Chairman, Fund Raising Campaign for
Local Church
Member, Jacksonville University
Undergraduate Research Committee
Member, Jacksonville University
Executive M.B.A. Steering Committee
Member, International MAP’s Team
(Missions to Belize & Hungary)
Chairman, ALLTEL’s United Way Keel Club
Fund Raising Campaign
Chairman, ALLTEL’s United Way Fund
Raising Campaign
Member, United Way Keel Club for nine
consecutive years



TECHNICAL SKILLS

Office Products: Microsoft Word, Excel,
PowerPoint and IBM Lotus Notes
Communication Services/Unified
Communications Sales: MS
Exchange/Messaging; IBM Lotus Notes
Products
Communications Sales: Voice and Data
Services
Security Solutions Sales: IBM Products,
MacAfee, Norton
Infrastructure End User Services: All
IBM EUS automated tools (Voice Command,
Automated End User Tools)
Cloud Technologies: IBM Cloud Services
Middleware Technologies: All IBM
Products and associated Partner Products


Reference:
Available upon request.


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