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Sales Resume


Desired Industry: Information Technology SpiderID: 69651
Desired Job Location: TORONTO, Ontario Date Posted: 8/1/2013
Type of Position: Full-Time Permanent Availability Date:
Desired Wage:
U.S. Work Authorization:
Job Level: Experienced with over 2 years experience Willing to Travel:
Highest Degree Attained: Willing to Relocate:


Objective:
Toronto, Ontario 416-616-1439
ometaclon@hotmail.com
ca.linkedin.com/pub/paul-
brown/14/427/9a2/


A skilled goal oriented consultative
sales executive with experience selling
in the competitive technology sector.
Proven track record selling into small
and medium accounts as well as
enterprise in industries such as
finance, insurance, manufacturing,
telecommunications, pharmaceutical and
retail. Skills in prospecting, account
management, needs analysis, product
positioning and providing high levels of
customer service. Self driven and
determined to aggressively identify new
opportunities. Equipped with a solid
base of IT product knowledge. Committed
to continually adding value to all
business relationships. Seeking an
opportunity to join an innovative,
forward thinking organization for growth
and success.

Core Skills
• Software Sales - middleware,
applications, SaaS and Cloud
• Key Account Management -
existing and new accounts
• Consultative Selling - Rapport
and relationship building
• Needs Analysis - IBM sales model
and Sandler selling methodology
• Prospecting - Telephone, face to
face, email, marketing campaigns, CRM,
Microsoft Dynamics, Excel, Seibel
• Complex Negotiation - Managing
customer expectation, Objections
handling
• Strategic Partnership Building -
Client and Channel Partner relationship
pairing
• Territory Strategy & Product
positioning- Messaging strategy,
Leverage management and extended team
• C-Level Engagement - Business
priorities, Market trends, Industry
trends

Experience

Sales Executive - Blair Technology
Solutions
Jan/2012 - Dec/2012
IBM business partner specializing in
server hardware, middleware software,
implementation and managed services
Responsibilities
• Managed and maintained an SMB
field territory in South Central Ontario
• Formulated and implemented
initiatives to penetrate targeted
accounts for middleware SW, SaaS, cloud
offerings, business intelligence,
messaging infrastructure, implantation
services, managed services, servers and
storage
• Educate clients on software
products by way of conference call,
webinar and software demonstrations
Achievements
• Successfully penetrated one of
Canada's Largest manufacturers and
positioned messaging and a server
replace
• Successfully gained access to a
140 year old securities company and
positioned legacy services and cloud
software
Account Manager Technical Sales - Oracle
Canada LLC
Mar/2010 –Nov/2011
Oracle is a global provider specializing
in developing and marketing computer
hardware systems and enterprise software
Responsibilities
• Successfully managed and
maintained an SMB .com territory in
South Central Ontario
• Penetrated target accounts for
Oracle database, database options,
business intelligence, Oracle HW
appliances and provided recommendations
for Oracle licenses
• Organize software demonstrations
and whiteboards sessions
Achievements
• Closed over $760k in Oracle
software licenses in primarily dormant
white space accounts
• Only representative on the South
Central team to win a $90k business
intelligence software deal
Account Manager - Bell Canada
Apr/2009 – Sept/2009
Bell Canada is a telecommunications
company, providing phone/mobile phone,
TV, high speed and wireless Internet for
residential and commercial clients
Responsibilities
• Successfully managed and
maintained 27 enterprise accounts in
Ontario generating revenues of $2.3
million
• Prospected for new business
using consultative selling approach
• Provide high levels of customer
service to facilitate long term client
loyalty
• Leverage existing client
infrastructure to drive further
penetration of the Bell network and
services
• Positioned new technologies like
VOIP, Presence and Virtual conferencing
Achievements
Maintained existing revenue stream in
target accounts base generating
2.3million
Software Sales Specialist - IBM Canada
Dec/2000 – Jan/2009
IBM manufactures and markets computer
hardware and software, and offers
infrastructure, hosting and consulting
services in areas ranging from mainframe
computers to nanotechnology
Responsibilities
Feb/2003 – Jan/2009
• Successfully prospected
territories in the United States and
Canada
• Strategically formulated
territory sales plans to target C-Level
initiatives
• Run webinars, software
demonstrations and organize proof of
concept
• Drive interest in web
infrastructure, business intelligence,
systems management, messaging,
development and data management
• Managed territories, drive
client interest, forge business
relationships with the client, field
counterparts and IBM business partners
Achievements
• IBM 100% Club – 2004, 2005, 2006
and 2007
• Closed over $1.8 million in new
software sales on a $1.2 million target
in 2008
• Q4 2006 Rep of the Quarter –
160%
Lead Development Representative
Feb/2001 – Jan/2003
Responsibilities
• Generated qualified sales leads
across multiple industries in the United
States and Canada, through cold calling
and working on IBM marketing campaigns
• Increased sales effectiveness
and organizational skills through the
participation in various sales courses
• Worked with IBM teammates to
assure client satisfaction by providing
customized software solutions in
addition to cross / up selling other IBM
products and services
• Trained / mentored teammates and
new hires in the IBM call model and the
Tivoli & WebSphere product lines
Achievements
• Recognition for my contribution
in achieving the IBM.com $1 billion
sales target
• Member of IBM 100% Club - for
over achieving target – 2002 & 2003
• IBM Bravo Award, for outstanding
sales performance
Education Sales Specialist
Dec/2000 – Jan/2001
• Managed client relationships and
up sold training courses to new and
existing accounts
• Identified new business by
leveraging a consultative sales approach
that addressed the clients’ training
requirements
• Negotiated the pricing and
training contracts for new and existing
accounts
Achievements
• Over-achieved on sales target by
6% on a $100k territory target
Lender - TD Canada Trust
Jan/1991 – Jan/2000
TD Canada Trust is the personal, small
business and commercial banking
operation of the Toronto-Dominion Bank.
Responsibilities
• Provide high levels of customer
service
• Cross sell and up sell core
investment products
• Assess client credit worthiness,
process credit applications for Lines of
credit and mortgages
Achievements
• Overachieved on Mortgage
revenue targets

Education
University of Toronto, BA program
completed 3 of 4yrs - Economic and
English majors - intend to complete

Computer Skills
Lotus Notes, Oracle Beehive, MS
Dynamics, MS Office - Excel, Outlook,
Power Point & Word

Sales Training

Next Level Sales Training - 2013
IBM Netezza Solution Sales Professional
- 2012
IBM WebSphere Solution Sales
Professional - 2012
IBM Certifies Specialist – Storage Sales
v2 – 2012
IBM Integrity in Business Partner
Relationships – 2012
VMware VSP5 Accreditation – 2012
Oracle Education - Sandler – 2010
Oracle Education - Winning Inc.(Mike
Myers) - 2010
IBM WebSphere Top Gun – 2008
IBM Software Top Gun – 2006
IBM Question Based Selling – 2005
IBM Think Client Value – 2005
IBM Time Management – 2005
IBM Sales School Completion Course –
2004
IBM Maximize Your Time, Minimize Your
Stress – 2004
IBM Software Top Gun – 2003
IBM Principles of Winning – 2003
IBM Principles of Selling – 2002
IBM Tivoli Top Gun – 2002
IBM Selling to business – 2001
IBM Siebel Seminars – 2001
IBM Getting Connected – 2000
TD Canada Trust - Objection handling -
1991-2000
TD Canada trust - Sales/Service -1991-
2000



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